In Business Magazine - September 2019 by InMedia

SEPT. 2019

Social Impact: Building an Alliance to Help Arizona

Leading The Way LOCAL BUSINESSES PIONEER PRODUCTS AND SERVICES

Warning Signs of a Dysfunctional Corporate Culture Arizonaâ&#x20AC;&#x2122;s New LLC Act Lobbying: Resource for All Businesses GET

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SEPTEMBER 2019

COVER STORY

Phoenix Leading the Way

Meet businesses in our community that are pioneering products and services that grow their business and challenge their industry. FEATURES

Corporate Culture and Employee Retention

Ofir Paldi discusses how to address employee unrest and high turnover.

Building an Alliance to Help Arizona

Tyler Butler explores the myriad ways that businesses give back and the positive ways their programs are impacting our community.

40 IN BUSINESS IS ON APPLE NEWS Subscribe at bit.ly/in-business-phx

10 Warning Signs of a Dysfunctional Corporate Culture

Susan C. Keating and Lucy Nottingham discuss the warning signs for businesses and how their board can take action.

Two Weeks’ Notice?

Jennifer Ward examines the efficacy of giving two weeks’ notice, from both the employer and employee standpoint. DEPARTMENTS

Guest Editor

Doug Fulton, CEO of Fulton Homes, introduces the “Phoenix Innovators” issue.

Feedback

Amy Armstrong, Ruzica Markovic and Grace Unger respond to In Business Magazine’s burning business question of the month.

11 PARTNER SECTION CELEBRATING 30 YEARS OF SERVING THE WOMEN BUSINESS OWNERS OF PHOENIX

Fall 2019 • nawbophx.org

Come Full Circle with NAWBO Phoenix. by Angela Garmon, NAWBO Phoenix President 2019-2020

ABOUT NAWBO

National Association of Women Business Owners (www.nawbo.org) represents the voice of the 12 million women business owners (WBOs) across the nation. This year, NAWBO Phoenix (www.nawbo.org/phoenix) will focus its efforts on understanding what is impacting WBOs in the Valley to begin addressing some of the challenges and removing barriers to success. As we continue to see a rise in WBOs across the nation, there has to be a system in place to support their efforts, propelling them into greater economic, social and political spheres of power. NAWBO is that system. The national association provides the tools and resources needed to support every WBO in her business journey, whether she is in startup mode, excelling beyond a million dollars in revenue or anywhere in between. As president for NAWBO Phoenix (2019-2020), I look forward to actively living out the mission of the association. With that being said, I invite you to “Come full circle” with NAWBO Phoenix. The NAWBO Phoenix board is on a mission to support the vitality of women business ownership throughout the Valley. “Come full circle” with NAWBO Phoenix is a movement that exemplifies the journey of a member within the chapter. The NAWBO Circle (run by the chapter’s very own Lynda Bishop) is a national program that supports WBOs across the U.S. whose revenues exceed $1 million. The idea behind “Come full circle” is that every WBO wants to reach her financial potential. The chapter’s resources, coupled with the national programs, corporate partners and community alliances, will STRENGTHEN the Valley’s WBOs’ wealthcreating capacity, ultimately propelling them closer to the NAWBO Circle. The chapter’s leaders are CREATING innovative ways to reposition the programs offered locally. We have also identified ways for WBOs who are established in their businesses to pay it forward, closing the circle, by mentoring and supporting new WBOs in the chapter. My goal is to ensure that every WBO in the Valley, whether a member or not, understands that she has the support she needs to thrive. Last year, I strategically looked for ways to reposition my business in the marketplace. I was introduced to Dr. Pamela Williamson, the president and CEO of WBEC West (wbec-west.com). I am proud to share that my business, ARG Coaching & Consulting Group, is a certified Women Business Enterprise (WBE) and a certified Woman-Owned Small Business (WOSB) through WBEC West. Becoming certified has increased my company’s visibility and expanded the opportunities for reaching my ideal clients. Over the past few months, Pamela and I have discussed ways for the two organizations to partner in efforts of supporting more WBOs over the course of the year and beyond. I look forward to BUILDING a strategic alliance between NAWBO Phoenix and WBEC West that will exceed my tenure as president. Having access to the proper network is germane for the success of WBOs.

NAWBO® prides itself on being a global beacon for influence, ingenuity and action and is uniquely positioned to provide incisive commentary on issues of importance to women business owners. NAWBO Phoenix propels women entrepreneurs into economic, social and political spheres of power.

We host networking and education events throughout the valley each month, open to both members and guests. Check out our calendar at nawbophx.org and join us! Take advantage of this great networking opportunity by bringing business cards and making connections.

Angela Garmon

NAWBO Phoenix President Angela Garmon is founder and business strategist at ARG Coaching & Consulting Group. She uses her 20 years of change management experience to help her clients build their businesses and increase profits by focusing on three key areas: enhancing leadership effectiveness, building team cohesion and improving processes. For more information, visit www.argccgroup.com. Garmon has a master’s degree in human dynamics and holds several certifications, including Six Sigma Green Belt and Executive Coaching. Among the many roles she has in the community, Garmon is proud to support other women business owners as they tackle the business ecosystem. She is president of the National Association of Women Business Owners – Phoenix Chapter. As a visionary, she looks forward to making a positive impact on the chapter that will promote future growth strategies for the association as well as women business owners.

For more infomation, visit www.nawbophx.org.

Phoenix Metropolitan Chapter of the National Association of Women Business Owners 7729 E Greenway Rd. #300, Scottsdale, AZ 85260 480-289-5768 • info@NAWBOphx.org

49 National Association of Women Business Owners – Phoenix

Briefs

“Be Alert for Operational Inefficiencies,” “Audit All Business Spend with AI,” “On-Demand Staffing for Hospitality,” “Thought Leadership Podcast ,” “Local Standouts Recognized for Achievements and Philanthropy,” “Turning Around a Distressed Organization” and “Wipfli Gains TopLine Strategies”

Startups

“Incubating Resource Innovation and Solutions” and “Dating Concierge Business”

By the Numbers

CRE

“Co-working Is Disrupting Office Spaces,” “Commercial-Scale Solar Lending for SMBs,” “Great Wolf Lodge to Open Early,” “The Luxe Phase II Launched in Desert Ridge,” “Downtown Phoenix Multifamily High-Rise with Retail” and “SkySong Momentum Builds to Phase 6”

Healthcare

“Real-Time Care Coordination across Arizona” and “Balance Therapy: New Approach to Increase Productivity at Work”

Technology

“Shoes Fitted by Technology,” “Dash Cams Address Driver Risk” and “Ditch the Techie Jargon – Improve Your Organization’s Cybersecurity”

Legal

Attorney discusses Arizona’s new LLC Act to help businesses navigate the changes.

Books

New releases give fresh insights on business thinking

From the Top

Founding Derma Health Skin & Laser as a novice in the industry, Trish Gulbranson quickly led her company to No. 1 in skin care.

Assets

2020 Corvette Stingray Plus: Important tips for rideshare app users focus on safety.

Power Lunch

OBON: Sushi and Serenity Plus: Vintage atmosphere is part of the dining experience.

Roundtable

Lobbying can be a valuable resource for businesses of all sizes.

How do Arizona companies score on LGBTQ-inclusive workplace policies?

SEPT 2019

INBUSINESSPHX.COM

On the 2019 Manufacturing Scorecard from Ball State’s Center for Business and Economic Research, which analyzes how each state ranks among its peers in several areas of the economy that underlie the success of manufacturing and logistics, Arizona improved from “C+” to “B-” in its productivity and innovation as a result of advancement in manufacturing productivity. mfgscorecard.cberdata.org

Hi, Arizona. Join Google for free workshops to help you grow your skills, career, or business. Coming to Arizona Week of June 10 g.co/GrowArizona

SEPTEMBER 2019 In Business Magazine is a collaboration of many business organizations and entities throughout the metropolitan Phoenix area and Arizona. Our mission is to inform and energize business in this community by communicating content that will build business and enrich the economic picture for all of us vested in commerce.

PARTNER ORGANIZATIONS Kristen Merrifield, CEO Alliance of Arizona Nonprofits (602) 279-2966 www.arizonanonprofits.org Jess Roman, Interim Chief Executive Officer Arizona Small Business Association Central Office (602) 306-4000 Southern Arizona (520) 327-0222 www.asba.com Steven G. Zylstra, President & CEO Arizona Technology Council One Renaissance Square (602) 343-8324 www.aztechcouncil.org Doug Bruhnke, Founder & President Global ChamberÂŽ (480) 595-5000 www.globalchamber.org Ronit Urman, President NAWBO Phoenix Metro Chapter (480) 289-5768 www.nawbophx.org Anne Gill, President & CEO Tempe Chamber of Commerce (480) 967-7891 www.tempechamber.org Our Partner Organizations are vested business organizations focused on building and improving business in the Valley or throughout Arizona. As Partners, each will receive three insert publications each year to showcase all that they are doing for business and businesspeople within our community. We encourage you to join these and other organizations to better your business opportunities. The members of these and other Associate Partner Organizations receive a subscription to In Business Magazine each month. For more information on becoming an Associate Partner, please contact our publisher at info@inbusinessmag.com.

ASSOCIATE PARTNERS Ahwatukee Foothills Chamber of Commerce ahwatukeechamber.com Arizona Chamber of Commerce & Industry azchamber.com Arizona Hispanic Chamber of Commerce azhcc.com The Black Chamber of Arizona phoenixblackchamber.com Chandler Chamber of Commerce chandlerchamber.com Economic Club of Phoenix econclubphx.org Glendale Chamber of Commerce glendaleazchamber.org Greater Phoenix Chamber of Commerce phoenixchamber.com Greater Phoenix Gay & Lesbian Chamber of Commerce gpglcc.org Mesa Chamber of Commerce mesachamber.org North Phoenix Chamber of Commerce northphoenixchamber.com Peoria Chamber of Commerce peoriachamber.com Phoenix Metro Chamber of Commerce phoenixmetrochamber.com Scottsdale Area Chamber of Commerce scottsdalechamber.com Surprise Regional Chamber of Commerce surpriseregionalchamber.com WESTMARC westmarc.org

SEPTEMBER 2019

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Your small business is our business. Arizona is home to nearly 500,000 small businesses – that adds up to big success for our state’s economy. That’s why the Arizona Commerce Authority offers a wide range of programming to support entrepreneurs and small business owners. From our online, interactive Small Business Checklist to hands-on training and technical assistance, we provide everything you need to know to launch, operate and grow anywhere in Arizona. Whether you just have questions about getting started or you’re looking for a strategic plan to take your business to the next level, we’re here to help.

Visit azcommerce.com/small-business or call 1-888-879-6025 to learn more.

SEPTEMBER 2019

VOL. 10, NO. 9

Publisher Rick McCartney Editor RaeAnne Marsh Graphic Design German Wegbrait

Nicolas Barrios

NATIONALLY RANKED.

Benjamin Little

LOCALLY FOCUSED.

Contributing Writers Andy Anderson

Scott Bahneman Tyler Butler J. Eduardo Campos Beth Cochran Keri Davies Larry Fredette Amir Glogau Kate Hofmann Mike Hunter Susan C. Keating Elliott Kozuch Rana Lashgari

Enterprise Bank & Trust was recently ranked number 14 out of 161 nationally-ranked banks1. And while we’re proud of that fact, it’s just part of who we are. Whether your focus is on your business, your family or the quality of life in your community, you’ll find us there. We’re committed to supporting dreams, securing financial futures and delivering on community investment.

Lucy Nottingham Ofir Paldi Jennifer Ward ADVERTISING

Learn more at enterprisebank.com/phoenix

Operations Louise Ferrari

Business Development Louise Ferrari

Erik Laudenschlager Cami Shore

Member FDIC 1. Bank Director, 3rd Quarter 2017, Volume 27, Number 3

Events Amy Corben

More: Visit your one-stop resource for everything business at www.inbusinessphx.com. For a full monthly calendar of business-related events, please visit our website. Inform Us: Send press releases and your editorial ideas to editor@inbusinessmag.com.

FIND YOUR

President & CEO Rick McCartney

Editorial Director RaeAnne Marsh

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Accounting Manager Todd Juhl Corporate Office InMedia Company 45 W. Jefferson Street 7th Floor Phoenix, AZ 85003 T: (480) 588-9505 info@inmediacompany.com www.inmediacompany.com Vol. 10, No. 9 In Business Magazine is published 12 times per year by InMedia Company. POSTMASTER: Send address changes to InMedia Company, 45 W. Jefferson Street, 7th Floor, Phoenix, AZ 85003. To ubscribe to In Business Magazine, please send check or money order for one-year subscription of $24.95 to InMedia Company, 45 W. Jefferson Street, 7th Floor, Phoenix, AZ 85003 or visit inbusinessphx.com. We appreciate your editorial submissions, news and photos for review by our editorial staff. You July send to editor@inbusinessmag. com or mail to the address above. All letters sent to In Business Magazine will be treated as unconditionally assigned for publication, copyright purposes and use in any publication, website or brochure. InMedia accepts no responsibility for unsolicited manuscripts, photographs or other artwork. Submissions will not be returned unless accompanied by a self-addressed, stamped envelope. InMedia Company, LLC reserves the right to refuse certain advertising and is not liable for advertisers’ claims and/or errors. The opinions expressed herein are exclusively those of the writers and do not necessarily reflect the position of InMedia. InMedia Company considers its sources reliable and verifies as much data as possible, although reporting inaccuracies can occur; consequently, readers using this information do so at their own risk. Each business opportunity and/or investment inherently contains certain risks, and it is suggested that the prospective investors consult their attorney and/or financial professional. © 2019 InMedia Company, LLC. All rights reserved. No part of this magazine July be reproduced or transmitted in any form or by any means without written permission by

INBUSINESSPHX.COM

DOUG FULTON, FULTON HOMES

Phoenix Pioneering

In August 2007, Doug Fulton was named CEO of Fulton Homes, the company his father, Ira A. Fulton, founded in 1975. Before becoming CEO, Doug Fulton was president of Fulton Homes Sales Corp. Fulton contributes to the local community through many causes-based campaigns that are designed to create awareness about issues that affect the everyday lives of people in the Phoenix area. The Fulton family has made generous donations to higher education, including Arizona State University.

Many industry shake-ups are being pioneered here in our local business community. It’s happening in a range of businesses from entertainment to professional services to retail. There’s no doubt about it, Arizona is red hot right now when it comes to business and population growth. The business-friendly climate and the still relatively inexpensive cost of living are two of the main factors. Arizona has also done a great job of rebounding from the last downturn by diversifying the business climate. Instead of real estate driving the entire economy, we now have a lot more jobs in fields like technology, medical and finance. For this reason, it’s great to be a homebuilder and we consider ourselves very lucky to be in the position we are in. Families from all over the country are looking to relocate to the Valley and this market continues to create the quality jobs to make that a reality. We’re looking forward to a very strong 2020. For this issue’s cover story, In Business Magazine reached out to us and to other select businesses from a cross-section of our community. Technological breakthroughs from one local company may impact global sustainability; other businesses bring it down to the personal level of how we live — and enjoy — our lives. In Business Magazine editor RaeAnne Marsh shares the stories of their successes. In “Corporate Culture and Employee Retention,“ Ofir Paldi examines employee unrest and turnover from the standpoint of return on investment, and considers how to evaluate the question of how much time it takes a person to become truly adept in their job. Lobbying has, for many, come to have its own polarizing image issue. Rana Lashgari, in “What Business Owners Should Know about Lobbying,” discusses the many areas where such expertise can make a significant difference to the operations of many a different kind of business. And debuting a semi-regular feature on conscious capitalism that she spotlights as corporate citizenship, Tyler Butler explores the myriad ways that businesses give back and the positive ways that these programs are impacting our community. Among many other subjects presented in this issue are tips to identify a dysfunctional corporate culture, how a distressed organization may effect a turnaround, the impact of coworking spaces on commercial real estate, business changes under Arizona’s new LLC Act, and the rating of Arizona businesses on creating LGBTQ-inclusive workplaces. With the diversity of topics that is its signature format, In Business Magazine continues to focus on being a resource to help strengthen and grow business in the major metropolitan area of Greater Phoenix.

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Join us for this 4-month celebration of business in the Valley. Visit us Online to learn more about articles, events and partnerships at www.inbuisnessphx.com

Sincerely,

Doug Fulton Chief Executive Officer Fulton Homes

CONNECT WITH US:

Let’s Celebrate Greater Phoenix is known as a great place to relax and enjoy the weather, golf and so on. Greater Phoenix, with its vast opportunity, is focused on becoming a hotspot for tech, manufacturing, service-oriented businesses and even innovation. Well, in this issue we focus on companies that are leading the way and empowering our business community with some notable successes that are not only getting attention, they are also setting a great example of what we are celebrating over the next four issues of In Business Magazine — our great business community. Also, we hope that you will join us as we celebrate 10 years of In Business Magazine with our four-month-long

: Social Impact

Building

an Alliance

Arizona to Help

SEPT.

MAGAZINE

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IN BUSINESS

DON’T MISS OUT!

PHOENIX

Way g ThePION EER Leadin NESSES SERVICES L BUSI

INNOVATORS

LOCA DUCTS AND PRO

SEPTEMBER

a Culture Signs of Warning tional Corporate Dysfunc Act s New LLC Arizona’ e for : Resourc Lobbying ses All Busines

2019 •

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campaign to elevate and connect our business community. Organizations from the Arizona Commerce Authority to the Arizona Diamondbacks and businesses of all sectors and sizes are collaborating with us through articles, events and more between September and December of this year to truly celebrate success. To get more information, visit us online at www.inbusinessphx.com and click on the “Get In Business” —Rick McCartney, Publisher Celebration logo.

Let us know what you think of this issue of In Business Magazine. Email our publisher at feedback@inbusinessmag.com.

Story Ideas/PR: editor@ inbusinessphx.com Business Events/ Connections: businessevents@ inbusinessphx.com Marketing/Exposure: advertise@ inbusinessphx.com Visit us online at www.inbusinessphx.com

SEPT 2019

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SPEAKING OUT WHAT IS THE SINGLE GREATEST ADVANTAGE TO BEING IN METRO PHOENIX, AND HOW ARE YOU USING IT TO BENEFIT YOUR BUSINESS?

IN BUSINESS IS ON APPLE NEWS Subscribe at bit.ly/in-business-phx

FEEDBACK QUESTION: Let us know what you want to know from the Valley’s top business leaders. editor@inbusinessphx.com

AMY ARMSTRONG

PAIGE HEAVEY

RUZICA MARKOVIC

Interim CEO Social Venture Partners Arizona Sector: Philanthropy

President Bridge Relocation Concierge Sector: Professional Services - Relocation

President & CEO Pro One Media Productions, Inc. Sector: Media

Phoenix may be the fifth-largest city in the country, but it has a small town feel when it comes to relationships. Most people are connected by what seems like just a few degrees of separation; and thanks to LinkedIn and Facebook, that distance is shortened even more. In philanthropy in the Valley, it’s even more connected. Our community has a very “all together” approach to helping solve the issues facing our fellow citizens. As a younger city in the nation, we don’t see as much of the traditional philanthropy where “old money” families do most of the funding. In Phoenix, those interconnected relationships work together collectively. As a membershipbased organization, Social Venture Partners thrives on Partners engaging their friends and colleagues to work together. We pool our resources — in time, talent and treasure — to increase the success and capacity of our local nonprofits. It is work that none of us could do alone but, through our relationships, we join together to make the impact even greater. In Phoenix, everyone can be a philanthropist.

Quality of life helps companies choose Metro Phoenix over other cities. Complementing work opportunity are many excellent school choices, including STEM, arts and theater, college prep, and foreign language immersion. Simply put, company decision makers see their employees finding their niche here. Our business benefits because, when we showcase these livability aspects along with an affordable house with palm trees and pool within a reasonable commute to work, company executives say “yes” to moving here. Visitors often start with skepticism over such issues as lack of water or perceived gun violence, but that’s dispelled when they’re touring neighborhoods and schools with us, seeing for themselves the benefits of living, raising a family and enjoying our lifestyle. We’ve helped attract companies and talent because we’re on the streets daily, spread throughout the Valley, and can share in-depth knowledge and backstories that help them choose the best neighborhood for their family to set up shop. So we’ve had long-standing relationships with companies and economic development groups that call on us to help showcase the city.

Metro Phoenix is the smallest big city in the world — a city where relationships and people still matter. As an immigrant and a transplant from the Midwest (albeit 22 years ago), I often reflect on how a city with this much diversity and, yes, culture, got a bad rap. I often think that our tight business community appears more homogenous than it truly is. Certainly one that, despite the misnomers, is incredibly generous. The business leaders, who weave this city together, really care about advancing socio-economic solutions and advancing community. That said, if you want to advance your business in Phoenix, find a cause, get involved, volunteer and, if possible, get on the board. Helping others is the best way to help yourself in this city. You will meet amazing people who will refer business and mentor you through the speedbumps. As a senior-marketingexec-turned-business-owner, I’d love to tell you Google Ad Words and Geofencing are key. But they’re not. Get involved in this community; the pay-back will blow you away personally and professionally.

Social Venture Partners – Arizona socialventurepartners.org/arizona

For all past Feedbacks go online to inbusinessphx.com and see what Valley executives think on various business topics.

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Amy Armstrong, an Arizona native, is currently serving as the interim CEO of Social Venture Partners Arizona, where she has been a partner for 11 years. She is also the founder and board chair of Support My Club and holds various roles in philanthropy as director of the Kiita Foundation, grant advisor of the Armstrong Family Foundation, and co-founder of Next Generation Philanthropists.

Bridge Relocation Concierge bridgerelocation.com As a leader with consulting firm Accenture, Paige Heavey relocated to Arizona and created an outstanding quality of life for herself. She is now president of Bridge Relocation Concierge, which she founded with a mission to share that with others so they can live, work and love Arizona. She’s actively involved in the community with Girl Scouts, as a PTO board member and member of Charter 100.

Sign up for the monthly In Business Magazine eNewsletter at www.inbusinessphx.com. Look for survey questions and other research on our business community.

Pro One Media Productions, Inc. proonemedia.com A senior marketing executive with more than 25 years of experience, Ruzica Markovic acquired Pro One Media Productions, Inc., a 35-year-old multimedia, video and marketing agency, last year. As a global strategist, Markovic has extensive experience working with public, global companies in highly regulated industries of education, financial services and healthcare. She has a Bachelor of Science degree from Northwestern University’s Medill School of Journalism.

QUICK AND TO THE POINT

BYTES

by Mike Hunter

Audit All Spend with AI AppZen, the world’s leading AI platform for modern finance teams, has expanded its platform to include the real-time audit of supplier invoices. By applying its award-winning AI-powered audit capabilities to invoices and contracts, AppZen can ingest and instantly read supplier agreements, such as contracts and MSAs as well as invoices submitted to accounts payable and other payable transactions. The platform extracts all key pieces of information around pricing terms and service

Be Alert for Operational Inefficiencies

While company processes and procedures are necessary, some may be distracting a business’s employees from delivering on company goals. Operational inefficiencies waste time, cost money, reduce quality, and impact associates’ morale and even client/customer retention. Since there are so many places to look for operational inefficiencies, business owners should start by assembling an advisory team that can help pinpoint inefficiencies and offer critical ways to improve. Ideally, the advisory team should consist of the business’s accountant, banker, lawyer and a small outside advisory board or group of trusted advisors. Each will have a different take, but all are interested in the company’s long-term success. Once the core team is assembled, here are four key areas to evaluate:

EMPLOYEE ONBOARDING

Employee onboarding is a prime example of something that can be either process-heavy or sorely lacking. Some organizations have weeklong orientations. Others’ onboarding consists of showing the employee the location of his or her desk and the coffee machine, and the new hire is off and running. Most employees would likely agree that the ideal is to strike a balance of efficiency and thoroughness.

INVENTORY CONTROL

Some procedures are more directly linked to a business’s financial health. Inventory control is a great example. Is there a robust inventory management system in place or is the business managed by spreadsheets? Is there an efficient method for quality control? Can the business easily produce inventory reports for management?

ACCOUNTS RECEIVABLE

Collection procedures are another common opportunity for improvement. For example, if a business has receivables that are accumulating and may go otherwise unpaid, a collection

requirements to make sure they are fully enforced upon the submission of an invoice to an accounts payable team. “The unfortunate thing is that once a contract is inked, finance teams do not have the bandwidth to ensure that the agreed-upon terms are being enforced,” says Anant Kale, CEO and co-founder at AppZen. appzen.com

On-Demand Staffing for Hospitality Instawork, the leading on-demand staffing app for gig workers and hospitality businesses, recently launched in the Greater Phoenix area — and, in fact, is making Scottsdale its second headquarters. The

agency could be a wise investment. They may get 30 cents on the dollar, but the other 70 percent is money the business might not have otherwise.

app helps professionals in the industry find extra

OUTSOURCING VS INSOURCING

when a line cook calls in sick.

income opportunity and helps businesses staff their establishments and events, for instance helping a catering company that needs more workers for a job or a restaurant manager who needs a quick replacement

Another place to look for efficiencies is outsourcing versus insourcing. There is not a “right” way to make this decision — and there are many factors to consider, such as cost, expertise and access to talent. This decision should be made with an understanding of the financial impact of both the choices. Many organizations simply haven’t run the numbers — and the results can be eye-opening if they haven’t done this previously.

instawork.com

It’s important to understand that no business is immune from inefficiencies, and every business should evaluate their processes on a consistent basis. Even the slightest change can correlate to a positive impact on the business’s —Larry Fredette, VP of bottom line. Treasury Management, Arizona, at Enterprise Bank & Trust (www.enterprisebank.com)

These days, delivering a successful pitch can be the

Thought-Leadership Podcast “The Pitch Factor” is a thought-leadership podcast that explores the new rules of success from leaders who have launched movements, built groundbreaking companies, and gotten the world to listen. difference between success and failure. With co-host Kathleen Harris, Cari Sommer brings her 20-plus years’ experience in helping business leaders shape ideas and build influence in the media to these interviews with the most inspiring founders, executives and investors about what it really takes to break through the noise — and share how they convinced the right people to believe in them and their ideas. raisecg.com/the-pitch-factor

Teamwork increases profit in the service industry, according to a new study of the restaurant industry in the INFORMS journal Management Science. Researchers believe the findings can be generalized among the service sector to include hotel and retail services. The study suggests managers should mix workers with varying ability levels during the same shift. informs.org

SEPT 2019

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QUICK AND TO THE POINT

LOOKING GOOD

Local Standouts Recognized for Achievements and Philanthropy ACHIEVEMENTS

Sundt Rises on Top 400 Contractors List Tempe-based Sundt Construction, Inc. climbed 11 spots to No. 54 on Engineering News Record’s 2019 Top 400 Contractors list. ENR, the construction industry’s principal trade publication, generates its list of Top 400 Contractors based on the prior year’s construction revenue. Sundt reported $1.4 billion in construction revenue during 2018. Sundt also ranked No. 36 on the publication’s Top 50 Domestic Heavy Contractors for its transportation, sewer and water projects. sundt.com

Local Credit Union No. 1 in AZ Tempe-based TruWest® Credit Union ranked No. 1 in Arizona in CreditUnions.com’s Return of the Member rankings for the first quarter of 2019. This follows multiple quarters the financial institution has had top placement in the state. Designed by credit union research company Callahan & Associates, ROM measures the financial benefits offered to credit union’s members, including low loan rates, high deposit rates and low fees. truwest.org

PHILANTHROPY

Burch & Cracchiolo for Teachers The law firm of Burch & Cracchiolo, P.A. kicked off of its “B&C Star Teachers Award” program this summer. A Valley teacher will be chosen each month to receive $500 through a public nominating process on the firm’s website. Many teachers spend their own money to augment the costs of classroom supplies, field trips and other non-covered costs that arise throughout the school year. B&C hopes to alleviate that burden for one deserving teacher each month. bcattorneys.com

Washington Federal Foundation’s Local Grants The Washington Federal Foundation, the community grant program for Scottsdale-based Washington Federal Bank, has donated $41,000 in recent local grants to nonprofits throughout the state, including $25,000 to Care Fund, a nonprofit that provides mortgage and rent assistance to Arizona families who are experiencing financial hardship due to their child’s unforeseen medical illness or injury. The Foundation’s purpose is to facilitate direct giving to community-based nonprofits serving low- and moderate-income individuals’ needs. washingtonfederal.com

SEPT 2019

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Turning Around a Distressed Organization Today’s everchanging political, business and social environment requires, more than ever, leadership that brings a holistic approach that can facilitate alignment of individuals and an organization in order to manifest desirable outcomes. It may sound trite, but when our intentions, choices and actions align, both at the individual and group level as well as at the organization and society level, it leads to flow and harmony and less resistance. It allows prosperity, satisfaction and joy. This is also true for daily life, interacting with family, in the workplace and school. A holistic approach to effective management, that encourages individuals and organizations to be the best possible version of themselves by aligning productivity and creativity, can fuel individual and organizational growth. Intentions exist at two levels — both emotionally and physically to take the action. One should consider one’s intention in doing anything in life, from meditation and diet to reading and working. Once we practice paying attention to our intentions and make conscious intentions, we need to make sure we express them clearly to ourselves and those who need to hear them. Choice relates to the choices we make every day. The choice to operate out of love or fear,

the choice to focus on the challenge or the goal. In every situation, we are given the option to choose the lens for which we see the world and apply a positive influence. Action is composed of two elements: method and discipline. What time of day is most productive for me to communicate to others? Have I chosen the right method to communicate and is it being applied effectively? Are there tools available to communicate more efficiently? Choosing the right method and then applying it consistently is critical in anything we do in life. Every organization that got to a distressed situation was misaligned on these three critical elements and got into a stress mode. Misalignment drives separation and is counterproductive to working together. A holistic approach such as SOULeadership aligns intention, choice and action. Once a business’s entire team is aligned, pulling in the same direction and working together toward the common goal, collaboration will prosper and momentum will start to —Amir Glogau, founder and build. managing partner of Citrine Capital Partners (citrinecapitalpartners.com), and an international turnaround expert known for transforming distressed companies through his proprietary SOULeadership method

TopLine Strategies Joins Wipfli Scottsdale-based TopLine Strategies has joined Wipfli, one of the top 20 accounting and consulting firms in the United States. This transaction is the ninth for Wipfli in three years and marks its first physical location in the Southwestern United States. Founded in 1987, TopLine Strategies has been providing CRM and BI solutions to businesses in the Southwestern United States for more than 30 years. As part of the transaction, the TopLine Strategies professionals, including four shareholders, have joined Wipfli. “TopLine Strategies is an outstanding firm in the Southwest, a targeted geographic region for Wipfli’s growth,” says Kurt Gresens, Wipfli’s managing partner. “The firm delivers the complete integration and development of sales, marketing and customer service technologies to corporations and institutions, specializing in leading technologies such as Microsoft Dynamics

365, Power BI, SharePoint and Salesforce, which will greatly complement and deepen Wipfli’s wide range of IT consulting services.” Saying there were many reasons TopLine Strategies chose Wipfli, TopLine Strategies’ Chief Executive Officer Tim Fargo added, “Through this transaction with Wipfli, we will have access to the firm’s broader network of services and resources to offer our clients so they can continue to capitalize on the opportunities ahead. Our firm is also excited to team with a firm that is committed to the consulting model and places a significant emphasis on the role of technology in the future, which is a commitment both of our firms share. In addition, our employees will be provided additional opportunities for career growth and professional development, which will help us to continue to attract and retain the best and —Mike Hunter brightest in the industry.” Wipfli wipfli.com

Research recently released by Reflektive reveals that more than half of American professionals are “very likely” or “extremely likely” to consider leaving a job after an unfair job review — and take steps against the company. Another quarter of respondents believe they were passed over for a promotion based on an inaccurate review. Survey results suggest bias is a leading contributor to this problem. reflektive.com

FINANCIAL UNCERTAINTY IS DISRUPTING THE WORKPLACE Recent headlines may paint a rosy picture of America’s financial health, but when looking at the numbers, many Americans are experiencing major financial distress.

Your business is only as good as your workforce, and your workforce performs best when engaged, empowered, and motivated. Long-term employees are especially great — they hold institutional knowledge, gain efficiency through long-term experience at their jobs, and engage and educate the next generation of workers. Financial insecurity, however, can disrupt the natural balance found in vibrant workplaces. Money worries can lead to stress, absenteeism, and lowered productivity. Workers financially unprepared to retire may stay on for years, stagnating advancement in a company.

THE NUMBERS DON’T LIE . Financial stress is consuming your workforce.

85% of Americans are anxious about their financial lives.

Americans has $0 saved for retirement.

WORKPLACE FINANCIAL WELLNESS PROGRAMS CAN REDUCE STRESS. One study says people spend three work hours a week dealing with personal finances. People worry a lot about money, which affects productivity and stress levels and can also contribute to absenteeism. Offering comprehensive financial consulting — addressing issues like building emergency savings, managing debt, and insurance coverage on top of retirement offerings — is one way to help.

START A COMPANY-WIDE PATH TO FINANCIAL WELLNESS. The first step is to partner with a 401(k) service plan provider like Alerus who recently launched a new digital experience, designed to help guide plan participants in debt management, emergency savings, retirement planning and budgeting.

To learn more about this benefit for your employees, visit MyAlerus.com or call 800.279.3200.

>50% of Americans are unable to come up with $500 at a moment’s notice.

Americans have credit card balances they can’t pay off.

65% of Americans are losing sleep over money.

Sources https://finhealthnetwork.org/research/employeefinancial-health/ https://www.gobankingrates.com/saving-money/ savings-advice/half-americans-less-savings-2017/ https://www.forbes.com/sites/ maggiemcgrath/2016/01/06/63-of-americansdont-have-enough-savings-to-cover-a-500emergency/#407151144e0d

ENTREPRENEURS & INNOVATORS

Incubating Resource Innovation and Solutions

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Approximately 8 million metric tons of plastic waste leaks into the ocean every year. Less than half of the U.S. population has access to automatic curbside recycling, and billions of pounds of grease trap waste is ending up in our nation’s sewers every year, causing severe overflows. Luckily, there are several innovative startup ventures working to solve these very problems, and they’re receiving support from the Resource Innovation and Solutions Network (RISN) Incubator. The RISN Incubator, which launched in 2016, was the first program of its kind. Created through a partnership between Arizona State University and the City of Phoenix, the business accelerator is designed to support early-stage startup companies that are taking direct aim at some of the biggest sustainability challenges across the globe. “The ventures that have come through the RISN Incubator are making big waves in the regenerative economy, bringing recycling to rural areas, creating cooperatives to drive more waste products from restaurants into creating renewable energy, and developing new partnerships to reduce the plastic waste,” says Alicia Marseille, director of the RISN Incubator. “These companies are not only profoundly disrupting the

traditional linear economy, they’re also creating jobs and driving innovation.” Observing that every startup venture has its own challenges, Marseille notes that circular economy-based startups have obstacles of their own. “The RISN Incubator works to assist early-stage ventures in working through these. It starts with a deep dive and understanding of circular economy, framing the obstacles that exist around current integrated solid waste management systems, the implications from the China ban, understanding supply chains, value chains, and then identifying opportunities to solve these problems. From this, they work to further develop their ventures, and navigate through key areas such as understanding where they are in the supply chains, identifying strategic partners, product/market fit, opportunities to develop pilots, sources for capital, and more. Through RISN, we work with ventures to navigate these areas to accelerate their development and —Beth Cochran opportunities for growth.” RISN Incubator sustainability.asu.edu/resourceinnovation/

RISN to Success To date, RISN has worked with 13 companies that have created more than 80 jobs and internships, generated more than $4.1 million in revenues, and raised $2.95 million in venture capital. The ventures are completely rethinking the way resource streams are used and reused to drive economic development and protect natural resources, going far beyond traditional methods. BlueBridge, Renewlogy and Recyclops are among some of the most recent companies to emerge from the RISN Incubator, and they’re working to divert waste at the national and global level. BlueBridge and Recyclops will be featured in upcoming issues of In Business Magazine.

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Dating Concierge Business Customized dates as a business? That was Dana Lam and Martin Kupper’s idea back in 2017 when they founded their company recently rebranded as Surprise Date Challenge. Based in Phoenix, Surprise Date Challenge helps couples enhance romance and connection through date concierge services. Owners and real-life couple Lam and Kupper create customized, unique date activities that help those in relationships improve their communication and connection, and ignite or reignite “the spark.” Leading people to be intentional about their romance, they challenge couples to be the happiest couple they know by planning one surprise date for each other monthly. Lam and Kupper communicate with the couples to learn what types of activities interest them and then come up with ideas based on what they feel will best fit the couple, providing the programs and resources to help their clients succeed. Inspired from the creative and unconventional dates Kupper planned for the two of them, Lam envisioned how to take the idea to the next level by engaging 10 couples to take the Surprise Date Challenge for 90 days. The results revealed a deep need and desire for couples to enhance their connection and affinity for each other, and Lam and Kupper developed a straightforward solution for that with their idea.

A challenge for the new company has been strategic growth and pursuing all avenues to get the message and branding into the marketplace. Lam and Kupper recently released their book The Surprise Date Challenge: Be the Happiest Couple You Know, to which Mark Victor Hansen, co-creator of the Chicken Soup for the Soul series, provided a glowing testimonial. And they have a new book in the works, The Surprise Date Challenge for Generation X, for which they are soliciting “best dates” from couples around the country in which at least one is —RaeAnne Marsh 38 to 53 years of age. Surprise Date Challenge surprisedatechallenge.com

Dana Lam and Martin Kupper secured a glowing testimonial from Mark Victor Hansen, co-creator of the Chicken Soup for the Soul series, for their book The Surprise Date Challenge: Be the Happiest Couple You Know.

COMPLETE THE PICTURE OF GOOD HEALTH Discover a whole new level of employee coverage.

MEDICAL | DENTAL | LIFE* | DISABILITY* One call. It’s all you need to protect your employees. The name you trust has expanded with valuable new options specially designed to streamline your benefits package and help you attract talented employees. Combine Blue medical coverage with these plans for greater convenience and significant savings.** Count on customizable coverage and personalized service to take care of your people, right down to their smiles.

*Group life and disability products are provided by AXA. “AXA” is the brand name of AXA Equitable Financial Services, LLC and its family of companies, including AXA Equitable Life Insurance Company (AXA Equitable) (NY, NY), MONY Life Insurance Company of America (AZ stock company, admin. office: Jersey City, NJ) (MONY America), and AXA Distributors, LLC. All group life and disability insurance products in the state of Arizona are issued by MONY America, which has sole responsibility for its insurance and claims paying obligations for such products. AXA is independent of BCBSAZ. It does not provide, offer, or sell BCBSAZ products or services and is solely responsible for the products or services it provides. **For groups of 51+ employees. GE-136318 (4/18) (Exp. 4/30) D20191 05/18

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METRICS & MEASUREMENTS

Arizona Companies Score on LGBTQ-Inclusive Workplace Policies New strengthened criteria part of HRC’s Corporate Equality Index by Elliott Kozuch

The CEI rates companies and top law firms on detailed criteria in four broad categories: • Non-discrimination policies • Employment benefits • Supporting an inclusive culture and corporate social responsibility including public commitment to LGBTQ equality • Responsible

The Human Rights Campaign Foundation is the educational arm of America’s largest civil rights organization working to achieve equality for lesbian, gay, bisexual transgender and queer people. HRC envisions a world where LGBTQ people are embraced as full members of society at home, at work and in every community. hrc.org/cei

America’s leading companies and law firms are meeting strengthened criteria to meet the evolving needs of the lesbian, gay, bisexual, transgender and queer community around the world, according to the 2019 Corporate Equality Index (CEI) recently released by the Human Rights Campaign Foundation, the educational arm of the nation’s largest LGBTQ civil rights organization. The HRC Foundation has strengthened criteria to meet the needs of LGBTQ workers in the most rigorous scorecard to date. Five hundred seventy-one companies have been designated a “Best Place to Work for LGBTQ Equality” for their efforts in satisfying all the CEI’s criteria results in a 100-percent ranking — including eight in Arizona. In total, 892 companies and law firms were officially rated in the new CEI, up from 887 in last year’s. The report also unofficially rated 135 Fortune 500 companies, which have yet to respond to an invitation to participate in the CEI survey assessing their LGBTQ policies and practices. The average score for companies and law firms based in Arizona is 84 percent. Of the eight companies ranked, three earned 100 points, four earned 90 points and above, and five earned 80 points and above. “The top-scoring companies on this year’s CEI are not only establishing policies that affirm and include employees here

in the United States, they are applying these policies to their global operations and impacting millions of people beyond our shores,” says HRC President Chad Griffin. “Many of these companies have also become vocal advocates for equality in the public square, including the dozens that have signed on to amicus briefs in vital Supreme Court cases and the more than 170 that have joined HRC’s Business Coalition for the Equality Act. Time and again, leading American businesses have shown that protecting their employees and customers from discrimination isn’t just the right thing to do — it’s also good for business.” Over the last several years, CEI-rated companies have dramatically expanded their support for transgender workers. Eighty-three percent of companies participating in this year’s CEI offer at least one healthcare policy that is inclusive of their transgender workers, and 73 percent met stringent new criteria that requires all blanket exclusions of medically necessary care for transgender workers be removed from all health policies the company offers. Additional this year, the CEI scoring criteria requires that, to earn a top score, businesses must maintain domestic partner benefits for same- and different-sex partners, and require that their supplier diversity programs explicitly include LGBTQ-owned suppliers.

LOCAL COMPANIES SCORE ON CORPORATE EQUALITY INDEX

KEY FINDINGS REVEALED IN THE 2019 CEI

HEADQUARTERS Avnet

2019 CEI RATING 65

LOCATION Phoenix, AZ

GoDaddy Inc.

100

Scottsdale, AZ

Insight Enterprises

Tempe, AZ

PetSmart Inc.

Phoenix, AZ

Pinnacle West Capital

Phoenix, AZ

Republic Services Inc.

Phoenix, AZ

Snell & Wilmer

100

Phoenix, AZ

University of Phoenix

100

Tempe, AZ

The number of U.S. employees with a corporate non-discrimination policy protecting them from sexual orientation or gender identity discrimination

Percent of Fortune 500 companies with gender identity included in non-discrimination policies

Major employers that have adopted supportive inclusion guidelines for transgender workers who are transitioning

16.8 million

85% (up from just 3 percent in 2002)

more than 500

Source: hrc.org/campaigns/corporate-equality-index

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On the 2019 Corporate Equality Index recently released by the Human Rights Campaign Foundation, the average score for companies and law firms based in Arizona is 84 percent. hrc.org/cei

PROPERTY, GROWTH AND LOCATION

Co-working Is Disrupting Office Spaces Working from non-traditional spaces was once the realm of artists, writers and road warriors. People joked about those with computers taking up seats at coffee shops, cafes and restaurants, not seeing the larger trend coming into play. Today, it’s becoming a much different story. It is forecasted that by the year 2020, up to half the U.S. workforce could be freelancers in some capacity. Yes, this still acknowledges many working from home, neighborhood coffee shops, etc. As of 2019, there are around 6,300 flexible workspaces in the U.S., a number that’s estimated to reach more than 13,000 by 2022. It’s no wonder co-working spaces seem to be popping up everywhere. While most real estate agents and industry professionals have been aware of the trend for a while, rapid growth means it’s important to be prepared for increased market disruption. As the job market continues to shift toward younger generations, small businesses, individual entrepreneurship and gig work, many are seeking a different sort of work experience. Of course, everyone wants all the cool amenities and benefits of a large office space, but without the massive overhead. When faced with a choice between a traditional five-year office lease and a shared space, more tenants are considering the flexibility of setting up shop in shared or co-

working spaces where the cost per square foot will typically be substantially higher. The benefits many see include the ability to scale up or down without the worry of incurring the costly penalties associated with breaking a long-term lease. Of course, the flip side is that short-term leases may create unsustainable rent increases that can end up being cost prohibitive for many firms and creating multiple relocations. Regardless, landlords with more traditional office properties should expect to be more flexible during negotiations. Real estate insiders recognize this trend is here to stay and may only grow stronger. Larger, established players such as Regus and WeWork are being challenged by individual, locally grown brands and niche spaces geared toward specific industries in many markets. Many real estate companies are breaking free of tradition and partnering with existing co-working brands or building their own. Overall, flexible space will continue to be innovative and collaborative, thus continuing to be another option for tenants and landlords alike. —Keri Davies, vice president of Scottsdale-based LevRose Commercial Real Estate (www.levrose.com) and a licensed real estate agent in Arizona with 25 years of strategic sales and marketing experience

Commercial-Scale Solar Lending for SMBs Direct Solar recently launched a commercial solar lending solution, filling what the company sees as a massive market void. The solution will serve customers that

by Mike Hunter

GET REAL

own and/or manage commercial properties. Direct Solar, a subsidiary of SinglePoint Inc., is one of the first companies to offer this type of lending solution. “This is a massive opportunity to fill a huge gap in the market. There has not been a solution we’ve found like ours simply because the current model means you are either a lender or installer. Direct Solar solar brokers in the

GREAT WOLF LODGE TO OPEN EARLY Great Wolf Lodge Arizona, at the eastern edge of Scottsdale, will be opening earlier than originally anticipated, with September 18, 2019, now slated as its opening day. Focus will be on the 350-room resort’s waterpark, with attractions that include a first-of-its-kind four-person, high-thrill raft ride called Diamondback Drop. Beyond the water park, Great Wolf Lodge Arizona will feature dozens of family-friendly options throughout the resort to enjoy, such as the 27,000-squarefoot family entertainment center known as the Great Wolf Adventure Park as well as a collection of dining options. greatwolf.com

THE LUXE PHASE II LAUNCHED IN DESERT RIDGE In The Luxe, a $145 million luxury condominium community located within the Desert Ridge neighborhood, family-owned The Statesman Group offers residents a significant resortstyle amenity designed for seamless indoor and outdoor living plus access to a range of on-site services. The second phase — 35 condos priced from the high $600,000s — recently came on line offering special features such as some of the Valley’s largest condominium patios complete with an optional outdoor kitchen. With two additional phases planned, the community will feature 223 condominiums that will sit within six four-story buildings. theluxecondoliving.com

Co-working spaces are quickly becoming one of the fastest-growing segments of commercial real estate. As of 2019, there are around 6,300 flexible workspaces in the U.S., a number that’s estimated to reach more than 13,000 by 2022.

market means we can work with the customer to find the right installer and the right lender. Matching these two together is a win-win for everyone involved,” states Brian Odle, national finance director at Direct Solar. —Mike Hunter directsolaramerica.com/ commercial

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Photos courtesy of Great Wolf Lodge and The Statesman Group (bottom, left to right)

being one of the only

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Phoenix’s nation-leading job growth and related rapidly growing demand for residential and commercial real estate space attracted the attention of Rastegar Property Company, a vertically integrated real estate investment firm focused on value-add and development in all asset classes across the United States. The Austin, Texas-based company acquired a high-rise lot in downtown Phoenix at the prominent location of 334 North 4th Street. With more than 26,500 square feet, the lot is near many employers; higher education campuses; retail spaces that include shops, restaurants and bars; and entertainment venues. The lot’s zoning allows for 550 feet of vertical development, and Rastegar Property plans to use the lot to develop a multifamily high-rise residential complex with office and retail components. “The Phoenix metropolitan area is experiencing some of the most tremendous job growth in the country, and with that comes significant demand for residential and commercial properties,” says Ari Rastegar, CEO of Rastegar Property. “In addition to its attractive size and location,” Rastegar notes, “the property also falls within a designated opportunity zone, a program through which the state of Arizona is encouraging

VAL L

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Downtown Phoenix Multifamily HighRise with Retail

BY MIKE HUNTER

CONTEXT

FU ST TU RE RE ET TA PA YL SE OR O

PROPERTY, GROWTH AND LOCATION

N. 4th Ave & W Van Buren St | Phoenix, AZ | 5 0 2 0 0 . 0 0 1 | 0 4 –

investment and development in the Phoenix metropolitan area. This program, combined with the city’s rapidly growing population, and nation-leading rent and job growth, makes Phoenix an ideal market for Rastegar to make strategic acquisitions that bolster our national portfolio.” According to the U.S. Bureau of Labor Statistics, the Phoenix-Mesa-Scottsdale metropolitan statistical area saw the largest nonfarm job growth of all large metropolitan statistical areas from May 2018 to May 2019. In that period, the Phoenix metropolitan area achieved 3.2 percent nonfarm job growth and added more than 66,000 jobs, many of them in education and health services, construction, and professional and business services. In the last 10 years, the area has experienced 24.3-percent job growth. rastegarproperty.com © 2018 S O L O M O N C O R D W E L L B U E N Z

Office leasing momentum remains strong at SkySong, a 42acre mixed-use development. SkySong 5 recently opened, as well as the new Element Hotel at SkySong, and preleasing has begun for SkySong 6, which is expected to start construction in the spring. Project architects Butler Design Group created cutting-edge design concepts and renderings for the new building, which will have an imposing presence at the hard corner of Scottsdale and McDowell Roads. A key differentiator of SkySong 6 will be 55,000-square-foot floor plates — the largest floor plates built along Scottsdale Road in the past 20 years. The approximately 340,000-square-foot SkySong 6 building features floor-to-ceiling glass windows facing out to the intersection of Scottsdale and McDowell Roads. A large public space will be located on the corner, with a second-story balcony overlooking the area. Construction of SkySong 6 will also include a new parking structure to serve the two newest buildings. SkySong 6 will be integrated into the project with significant pedestrian and bike connections designed to promote health and wellness, outdoor gathering and meeting spaces, and other state-of-the-art features. “We continue to see exceptional growth at SkySong as it not only is becoming an important part of the ASU infrastructure, but an ideal home for a broad variety of innovative companies as well,” said Sethuraman Panchanathan, executive vice

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president of Knowledge Enterprise Development and chief research and innovation officer at ASU. “We are seeing the companies currently located at SkySong continue to grow and innovate, and SkySong continues to attract new companies that have a focus on innovation and technology.” When SkySong 6 is completed, the overall developed space at SkySong will exceed 1 million square feet. skysong.com

Companies located at SkySong have the opportunity to partner with Arizona State University, which has more than 90,000 students studying across four metropolitan Phoenix campuses, in Lake Havasu and online. ASU is one of the largest public universities in the nation, with the majority of its students attending its campus in Tempe, Arizona, less than three miles from SkySong.

Photos courtesy SkySong

SkySong Momentum Builds to Phase 6

YOUR BENEFIT IN BUSINESS

WELL WELL WELL

Real-Time Care Coordination across Arizona The Arizona Hospital and Healthcare Association’s partnership earlier this year with PatientPing, the nation’s most comprehensive care coordination platform, was part of its efforts to improve patient care outcomes across the State of Arizona. The statewide partnership, coordinated through AzHHA’s Affiliated Partners Program, connects all AzHHA’s member hospitals and participating providers. Participants have access to real-time patient information and insights from care events across the entire continuum, enabling more seamless care transitions and overall improved care quality. When providers don’t share information, patient safety suffers. Patients wind up being put through duplicate or unnecessary procedures, receive harmful prescriptions, are placed in an inappropriate care setting, or worse. High-risk patients may fall through the cracks after hospital discharge because nobody is following up on their care. When that happens, their health may worsen and they may have to be readmitted to the hospital. Thanks to the partnership with Boston-based PatientPing, AzHHA member providers can have answers to critical questions such as “Has my patient been discharged?” and “Where is my patient now?” Equipped with that knowledge, PCPs can make sure that high-risk patients visit them as soon as possible and can monitor their care following discharge. By cooperating with outpatient providers to reduce readmission rates, hospitals can reduce or avert Medicare penalties. AzHHA is leveraging PatientPing as part of its participation in the Partnership for Patients (PfP) program, a CMS-backed initiative aimed at reducing national, all-cause patient harm rates by 20 percent and 30-day readmissions by 12 percent. The program is integrated with more than 4,000 hospitals across 16 Hospital Improvement Innovation Networks, all of which are working toward continued harm reduction and improved outcomes for patients. —Mike Hunter azhha.org patientping.com

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Balance Therapy: New Approach to Increase Productivity at Work Did you know that sitting at a desk all day can actually be worse than smoking or eating donuts? Just think about how much time you spend each day in the sitting position. Don’t forget to include the time you spent commuting back and forth, the time spent at your desk, time spent sitting down for various meals, as well as any time spent watching TV or reading. Unfortunately, even if you carve out a small window of time to exercise, it’s not necessarily enough to offset all of those hours in the seated position. So, how can a person sit less? There are two answers, with the obvious one being to simply stand up. However, standing all day has its own set of challenges and is not always realistic for people with busy daily lives. This brings us to the second solution: balanced active sitting. While old-school ergonomics aimed to brace the body into one ideal position, balanced active sitting supports the human body’s basic necessity for movement. It improves posture, activates the body’s core while sitting, and improves circulation and energy so the person can be more productive at work (and life in general). According to research (www.ncbi.nlm.nih.gov/ pmc/articles/PMC5515881), “balancing” is one way to improve one’s memory and cognition by requiring a complex synchronization of mental function and physical movement. One of the four main classifications of fitness — along with strength, endurance and flexibility — is balance. It is often overlooked; however, it is one of the most critical components and lends itself to the office setting. Challenging the body’s ability to balance is the most effective way to strengthen the paraspinal muscles in the postural system. These muscles keep the vertebra aligned in the spine, support proper posture and are critical to

maintaining good balance. Some of the latest specialty office furniture — like balance chairs — can help activate this required balance, helping one control the amount of energy it takes to stay on one’s center of gravity. With this method, one not only improves one’s posture and burns calories, but also stays more alert and focused, leading to a healthier lifestyle.

TIPS TO FIGHT THE SITTING EPIDEMIC

• Take laps around the house during phone meetings. • Schedule a 15-minute walk each day. Even for those who work alone and don’t need to notify colleagues, putting it on the calendar or To Do list helps ensure it actually gets done. • Invest in a chair that promotes balanced active sitting. • While running errands, always park in a spot farthest from the door to get in some additional steps. • Work on balance! It is one of the four main classifications of fitness (along with strength, endurance and flexibility). Ironically, balance is often overlooked even though it is essential and it lends itself perfectly to the work setting. • Always take the stairs instead of the elevator. • Practice balance while watching TV. If the chair promotes balance therapy, see if it has a convertible function — such as removing the seat to allow the person to balance while standing. —Scott Bahneman, an ergonomics industry expert, and founder and chairman of SitTight® (www.SitTight.com), a company that has transformed sitting into an activity that improves a person’s health by using the body’s natural ability to balance and which won the bronze at the 2018 Edison Awards

Arizona: 9th in a state ranking of e-cigarette usage This may impact the healthcare industry and lead to a 50-percent increase in health insurance premiums if those insurance companies begin to classify e-cigarettes as tobacco use under the ACA and thereby trigger the Tobacco Use Surcharge, according to QuoteWizard’s analysis of data from the Centers for Disease Control. quotewizard.com/news/posts/states-with-most-vapers

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INNOVATIONS FOR BUSINESS

TECH NOTES

by Mike Hunter

Shoes Fitted by Technology 3D Fit Drone is a revolutionary shoe-fitting technology from Road Runner Sports that captures an accurate three-dimensional scan of customers’ feet in just seven seconds and records six critical foot measurements: foot size, length, width, arch height, instep and heel width. One of the biggest breakthroughs in the shoe-fitting industry in recent years, this augments the brand’s Perfect Fit Zone, an exclusive in-store shoe fitting experience that finds perfect-fitting shoes, socks and custom insoles for runners and walkers in less than 10 minutes. “Every foot is unique, which makes the fit of a shoe so important no matter the activity,” says Todd Velazquez, Perfect Fit Zone director at Road Runner Sports.

roadrunnersports.com

Dash Cams Address Driver Risk GPS Insight, a leading provider of fleet software to organizations with fleets of vehicles, trailers and other mobile assets, has partnered with Netradyne to offer its customers Driveri Dash Cams, artificial intelligence cameras that enhance driver safety by capturing and analyzing every driving experience. “Organizations have long been using fleet software to monitor driver behavior, helping reduce unsafe driving such as speeding, harsh braking and rapid acceleration,” says Jason Walker, chief revenue officer at GPS Insight. “While receiving this information in reports can be of great value, video footage captured through in-cab cameras is helping fleets tackle risk in a whole new way.” As part of its next phase in safety technology, GPS Insight was looking for a partnership that could provide the most insightful driver behavior data to its customers. The AI high-definition Driveri Dash Cams provide a 360-degree view of the driver’s environment that will significantly enhance driver safety while at the same time help organizations recognize and correct the highest levels of risk and liability within their fleet. The analytics in the camera identify traffic signals, following distance, U-turns and more, while an easy-to-use web application allows for convenient review of driver activity.

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Ditch the Techie Jargon – Improve Your Organization’s Cybersecurity An office memo that tosses around terms like “DRM,” “botnet,” “FTP,” “spear phishing” and “worm” could be a quick, easy read for the head of the IT department. But for everyone else in the organization, it may be one big mass of confusion. And with that bewilderment comes potential danger. There’s a serious gap in communication skills between cybersecurity pros and their general audiences, and it’s essential for the people on the IT side to bridge it. Increasingly complex security threats demand that cybersecurity professionals use plain language when they are communicating with those less familiar with tech talk. Otherwise, an organization could be vulnerable to hackers even if the staff had been warned about what to look for, simply because the employees didn’t understand the language behind the warning. After all, cyber threats aren’t just a technology problem — they are a people problem. People are the weakest link in computer security, and many companies don’t promote a company philosophy of “computer security is everybody’s business.” The following are a few ways to improve communication between those in charge of cybersecurity and everyone else in the organization: Incorporate this need into the hiring process. When hiring new staff for the IT and cybersecurity team, it’s important to look for experts who have not only tech skills but also the skills necessary to comfortably interact socially and clearly communicate in lay terms with all the stakeholders in the organization. Focus on training. Cybersecurity teams can be trained to become solution designers who can connect the dots. They can then capture, clarify

and address all stakeholders’ concerns, helping them determine and keep their goals aligned. Such cybersecurity pros enable success by listening to everyone involved before sharing their own viewpoints. Realize this is an ongoing process. It’s important to ensure that the improved communication is sustained over the long haul, and people don’t revert to old ways down the road. Businesses will want to monitor the situation so they can quickly spot and head off any problems. They can create a feedback loop so the employees are encouraged to let the business’s management know how things are working. Data breaches, data ransom plots and email hacks intimidate us all. Cybersecurity teams, themselves, feel hard-pressed enough to prepare themselves for the onslaught of these gremlins, let alone to accomplish the challenging task of communicating to stakeholders about how to mitigate and deal with cybersecurity risks. But for organizations to keep their information and systems safe, that communication needs to be done, and in a way everyone can understand. —J. Eduardo Campos, co-author with his wife, Erica, of From Problem Solving to Solution Design: Turning Ideas into Actions; owner of consulting firm Embedded Knowledge Inc. (www.embeddedknowledge.com), which works with organizations and entrepreneurs developing customized business strategies and forming partnerships focused on designing creative solutions to complex problems; and whose experience includes 13 years at Microsoft, first as a cybersecurity advisor, then leading innovative projects at the highest levels of government in the U.S. and abroad

Tech-Speak Danger: An organization could be vulnerable to hackers even if the staff had been warned about what to look for, simply because the employees didn’t understand the language behind the warning.

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LAW MATTERS TO BUSINESS

Navigating Arizona’s New LLC Act GET

BUSINESS

C E L E B R AT I O N TO 2 0 2 0

Join us for this 4-month celebration of business in the Valley. Visit us Online to learn more about articles, events and partnerships at www.inbuisnessphx.com

Andy G. Anderson is a business attorney with Spencer Fane LLP in Phoenix. He works with clients on a wide range of corporate and commercial transactions. He is a member of the Executive Committee of the Business Section of the Arizona Bar and served on the subcommittee of the Business Section that drafted the Arizona Limited Liability Company Act. spencerfane.com

SEPT 2019

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And revisiting the covenant of good faith and fair dealing by Andy G. Anderson, Esq.

Twenty-seven years ago, when the Dow Jones Industrial Average closed at 3301 and the price of a gallon of gasoline was $1.05, the Arizona legislature enacted its first Limited Liability Company Act. The prior law has been retired, updated by a comprehensive new law, signed by Gov. Ducey during the 2018 legislative session, that went into effect the first of this month. Historically, lawyers chose LLCs over corporations for only a limited number of situations. Over time, however, the ongoing trend has been that many more LLCs are formed each year in Arizona than corporations for a variety of purposes. The 1992 LLC Act was built on the premise that founders would sign robust operating agreements at the same time the company was formed. That has not held true. Many owners have overlooked the importance of a written operating agreement and have adopted one that is incomplete, or none at all. As a result, the 2018 LLC Act was enacted, primarily to govern issues left unaddressed in an LLC’s operating agreement. For example, the 2018 LLC Act adds: • Standards for fiduciary duties and duty of good faith and fair dealing; • Centralized list of what statutory default rules can, and cannot, be changed in an operating agreement; • New default rules for member voting; and • Statutory indemnification rights for managers. In particular, owners tend to leave out any clear statement of what fiduciary duties the members and managers owe to the company and one another. Generally, a person in a position of control and trust must act with care and loyalty to those he or she serves. For lawyers, one assumption has been that those duties would be imposed by common law, even if they were not written in statute or an operating agreement. To date, the results in court are inconsistent, which does not provide a stable business environment. Now, the 2018 LLC Act defines specific duties for both members and managers: (1) duty of loyalty, (2) duty of care, and (3) good faith and fair dealing. The duty of loyalty contains four parts: first, to account for any benefit to which the manager or member is not entitled; second, to refrain from dealing with the company “as or on behalf of a person having an interest adverse to” the company;

third, to refrain from competing with the company before the company’s dissolution; and fourth, to disclose any material conflict of interest for any decision under consideration or any transaction regarding the company or another member’s interest in the company. Unless expressly limited in an operating agreement, the managers of an LLC will be married to their business partners for all activities within the scope of the LLC’s business. For example, managers could have a duty to offer future opportunities or customers to the company and form no new ventures with anyone else. Many business owners loathe such an outcome. There are strategies to fix those problems, which are discussed in the full version of this article that is available online at www. inbusinessphx.com. A duty of care has also been set. The standard rule requires managers to refrain from reckless or grossly negligent conduct or willful or intentional misconduct, which is where the duty of care has been traditionally set in partnership law. Managers and majority owners would prefer to change that standard, lowering or eliminating it. On the other hand, owners with a small stake and less control would want to raise the standard, perhaps to hold managers accountable to what a “prudent person” would do in the relevant situation, which means to be more careful than merely not grossly negligent. The duty of good faith and fair dealing (GFFD) comes handin-hand with the duty of care. GFFD is the “floor” that cannot be waived or disclaimed further by an operating agreement. A covenant of good faith and fair dealing is an implied promise in in every contract — including LLC operating agreements. The essence of that duty is that neither party will act to impair the right of the other to receive the benefits that flow from their agreement or contractual relationship. If managers wholly disclaim their duty of care to the fullest extent allowed by law, they will still be accountable to act in good faith. To conclude, the 2018 LLC Act accomplishes the task of providing the general population with standard rules. Sophisticated entrepreneurs, however, will want to rework their agreements in order to pursue ventures with other business partners. The 2018 LLC Act applies to new ventures as of September 1, 2019, and governs all existing companies after September 1, 2020.

Arizona’s 2018 LLC Act provides the general population with a more complete set of standard rules. Sophisticated business owners, however, will want to opt out of certain boilerplate fiduciary duties in order to pursue ventures with other business partners. The 2018 LLC Act applies to new ventures as of September 1, 2019, and governs all existing companies after September 1, 2020.

Leading The Way

BUSINESSES IMPACT THE ECONOMY FROM THE GLOBAL TO THE PERSONAL LEVEL by RaeAnne Marsh

Arizona in general and Metro Phoenix specifically consistently rank high for entrepreneurship. It should be no Marsh surprise, then, that by RaeAnne innovation emanates from here as businesses in our community usinesses now operate in a fast-and pioneer products and services that grow business changing world.their Technology may get mostchallenge of the â&#x20AC;&#x153;creditâ&#x20AC;? for this, industry. but legal issues alsotheir present in a kaleidoscope of local, regional, national and international public awareness In Business Magazine has regulations; gathered examples from diverse and mobilization; and operational changes. industries across our economy.

SUSTAINABILITY

SolarWindow Technologies “It’s important for renewable energy to make a lasting impression and significant contribution to conventional energy markets,” says John A. Conklin, president and CEO of SolarWindow Technologies, explaining that, unlike many other conventional PV technologies, the idea of SolarWindow™ products has always been built around the window first. “Our product development has been focused around taking a window specification, and then understanding and applying what the window industry does — right from how they make the glass, how they cut the glass, how they coat the glass — and then build a window. All of those processes have been an element of how SolarWindow has been fabricated and designed.” Originally founded in 1998 as a technology incubator under the name Octillion, SolarWindow Technologies, Inc. engages in developing transparent electricity-generating see-through coatings for window, glass and plastic products. “Our initial products under development are related to new and replacement flat glass products targeting commercial buildings, tall towers and skyscrapers, and other large-surface areas on other types of buildings, such as warehouses.” The global demand for fabricated flat glass is forecasted to grow 4.3 percent per year to $86 billion in 2021, according to Conklin, and the market for architectural glass is expected to rise through 2021 by greater use of value-added products in both new structures and refurbishment activities. SolarWindow is targeting the estimated 5.6 million U.S. commercial buildings, which consume almost $150 billion in electricity annually. Says Conklin, “We believe our electricity-generating coatings uniquely address a growing market opportunity for technologies able to generate sustainable electricity.” Information from the U.S. Department of Energy shows commercial buildings are using more than one-third of all electricity produced in the U.S. Rising energy costs, increasing electricity consumption and the need for a cleaner alternative to today’s non-renewable energy sources all contribute to the growing demand for clean, renewable alternative energy sources. “SolarWindow transparent electricity-generating coatings could offer tall towers and skyscrapers a way of generating renewable energy where energy demand is extremely high, and the cost of real estate and other factors render surface mount solar and other renewables impractical. Building developers and owners and architects “We believe are searching for innovative ways to reduce our electricityenergy use while offsetting energy demand. generating coatings SolarWindow could provide a solution for a uniquely address renewable energy source to offset building a growing market energy demand, and a quick return on opportunity for investment.” technologies Originally conducting research and able to generate development on nano-silicon solar cells, the sustainable company determined that organic photovoltaic electricity.” (OPV) solar cells had many advantages over —John A. Conklin, conventional silicon-based solar and could allow President and CEO, it to bring its vision of electricity-generating SolarWindow Technologies windows to life. “Since beginning to work with National Renewable Energy Laboratory in 2011, we have made major advancements to our technology, taking it from a proof of concept to fully functioning prototypes. Unlike typical product

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development, we are creating new products from scratch and, essentially, writing the chapter on large area commercialization of OPV devices and panels, because that chapter really didn’t exist for our SolarWindow device architecture prior to our development. We are proud to have some of the most capable and respected scientific minds and engineering experts on our team.” The company entered into a Process Integration and Production Agreement with Triview Glass Industries, LLC. in August 2017. “Our Agreement and relationship with Triview has been a major step forward in establishing full scale manufacturing lines and the eventual commercialization of SolarWindow products,” Conklin says. SolarWindow has been a publicly traded company since 2005 and continuously provided updates on progress to its shareholders and the public through press announcements, SEC filings, and the company website. “We have strived to build close relationships with partners to help advance the technology from our initial proof of concept research in the lab to working prototypes. We have recruited and are proud to be working with a number of top scientists and experienced professionals and experts in the solar industry and hope to grow as we continue to advance our technologies.” The company announced in early June that it has initiated plans to introduce its planned electricity-generating glass products to potential customers, architects, designers, engineers, developers, contractors, glaziers and commercial building owners. Noting that the company’s founder, majority stockholder and chairman of the board, Harmel Rayat, is a well-established entrepreneur with a vast portfolio of commercial real estate in the U.S. and Canada, with an office in Scottsdale, Conklin says Phoenix was selected because the city is “fastgrowing; has a strong technology sector; and the office space, commercial business relationships and connections, and the opportunities for growth the company is provided by the chairman of the board.”

HOSPITALITY

Renaissance Phoenix Downtown Hotel International hotelier Marriott is not just celebrating Phoenix with its Renaissance Phoenix Downtown Hotel, but, says the hotel’s general manager Tracy Stoltz, “The Renaissance Phoenix Downtown is setting the trend through innovation while remaining hyper-local.” It’s a dual-sided effort. One side is creating an authentic sense of place for guests. “Not just the cultural storyline behind it but also discovery of Arizona to share without the need to leave the property,” Stoltz explains. An example she shares is Melinda’s Alley, the hotel’s speakeasy serving custom-curated cocktails. “Bartenders have personal freedom; they can tell a story through their craft. But, ultimately, it’s the storyline behind Melinda’s that makes it so special.” Helping tell that story is a towering mural in the alley alongside the hotel, where the speakeasy’s entrance is found. The mural, painted by local artists Hugo Medina and Darrin Armijo-Wardle, embodies Malinda — a well-known lady of the evening and public figure who lived in an apartment in the alley, who died in 1910 — and the original Hotel Adams, paying homage to the original hotel where the Renaissance sits today. There is a red light in that mural, and, says Stoltz, Melinda’s is only open when the red light is on. The mural, the red light, and … “We have phantom ghost letters: ‘PHX’ on the outside of the building. The only time you see them is at night, when

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you’re standing in front of the hotel and you take a picture with the flash on.” Melinda’s red light “open” sign is unobtrusive and the “PHX” ghost letters are hidden. That’s a purposeful design. Says Stoltz, “Our discovery is all word-of-mouth by people who frequent our hotel. You find out through friends, co-workers, seeing other people doing it: seeing a crowd outside under the red light, if you’re looking for Melinda’s, or seeing people in front of the hotel taking a picture.” Another difference Stoltz cites is the site “Ideas are not visits. “We don’t greet our group clients with coming from outside a handshake; we greet them with a flash people we hire but mob. They need to feel the energy and the from people who excitement, not only about the hotel but the energy of the team, because that’s what we’re actually operate this company.” going to deliver on when the group chooses —Tracy Stoltz, General the Renaissance.” Manager, Renaissance Stoltz says one of her favorite amenities Phoenix Downtown Hotel at the hotel is its art gallery, 26 Blocks, created, curated and produced by Joey Robert Parks. “The Renaissance is very much a promoter of local talent,” she says, explaining the exhibition tells the story of the City of Phoenix through 26 individual pieces of artwork and small sculpture. “It includes our hotel as one of the blocks, and memorializes one of our bartenders, Rhonda BenstonShowman, who’s been bartending here for over 44 years and really runs the bar at Dust Cutter.” Dust Cutter is a restaurant and bar in the hotel whose name and décor are part of the intricacies that really tie into Arizona, harking back to Arizona’s early cowboy heritage when a cowboy coming into a saloon at the end of a long day on the range would cut the dust in his throat with a few shots of whiskey. And its design embodies the second side of Renaissance Phoenix Downtown’s local focus, with garage door-style windows that open all the way. “The idea is to not just offer Dust Cutter to guests at the hotel but open it to the streets of Phoenix so that we can invite locals in — to go back to that hyper-local connection for the hotel.” Notes Stoltz, “Other hotels are following our example. Not so much what we do but how we integrate these ideas. We have people who come in all the time to photograph the property and take those best practices back to their own. “But these ideas didn’t come through a designer; they came through the team. For instance, Melinda’s came from ‘The Next Big Idea,’ a challenge that we pose with our leaders in the building. We provide them with a space, and they curate and create their own idea of what that space could be. They challenge each other, present it, and the winning team is the idea that we implement. So those ideas are not coming from outside people we hire but from people who actually operate this company.”

RESTAURANT / BEVERAGE

Teaspressa Phoenix is the takeoff point for what may be a revolution in the beverage industry: Teaspressa, a leading beverage company and producer of the only coffee and tea hybrid beverage available in the U.S. Teaspressa is concentrated tea that contains as much caffeine as an espresso shot, but provides consumers the health benefits of traditional tea blends. Allison DeVane, founder and owner, started as a coffee lover

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but experienced frequent headaches and side effects from drinking coffee, which inspired her to create a solution. With more than 10 years of experience in the tea and coffee industry, DeVane launched Teaspressa in January 2015 and created its unique tea blends specially designed for her proprietary brewing process to provide consumers a new tea profile that rivals both traditional loose-leaf tea blends and coffee. With the mission to craft a beverage that embodies the rituals and characteristics of coffee that everyone loves, but with all-natural, quality, healthy tea, DeVane invented a patented Tea Concentrate Technology. “Combining my love for coffee and tea also inspired me to create Teaspressa’s signature beverage style: latte art,” DeVane says. “With Teaspressa’s concentrated tea, I developed a thicker consistency than traditional tea, which allows the tea to be made into one of my favorite coffee preparations: lattes.” Scientifically backed, Teaspressa’s signature tea blends’ caffeine levels and patented Tea Concentration Technology brewing methods have been tested and verified by a third-party lab, GAAS Analytical. Teaspressa’s products are made from all-natural, artisan loose-leaf tea blends, authentically sourced from China, South Africa, India and Japan. Teaspressa’s signature tea blends underwent multiple phases of testing and are specialty curated for the brewing method that is similar to coffee brewing. Teaspressa’s signature teas are blended locally in Phoenix and feature signature ingredients that are not commonly used in traditional tea blends, elevating traditional tea blends with unique taste profiles. In fact, with a consistency the same as coffee but more diverse flavors, its premium tea blends are used to make its signature tea lattes, tea macchiatos and tea cappuccinos. As an extension of Teaspressa’s signature “Shark Tank’ was tea blends, Teaspressa also produces an incredible naturally infused, low-calorie beverage experience. It flavoring cubes that can be used in tea, really jump-started coffee, liquor and champagne. Unlike other Teaspressa’s beverage sweeteners and syrups used to national brand craft traditional coffee drinks, Teaspressa’s awareness.” handcrafted Luxe Flavor Collection is a —Allison DeVane, Founder and Owner, Teaspressa modern approach to flavor enhancement Downtown Hotel products. With less than 10 calories in each cube, Teaspressa’s Luxe Flavor Collection is designed to complement and bring out the flavor profiles and aromas of each signature tea blend, while also complimenting alcohol, too, for a versatile healthy lifestyle. Teaspressa’s Luxe Flavor Collections are used to make Teaspressa’s signature drink recipes served at its cafes and can be used at home for gourmet, DIY barista-inspired drinks as well. “The inspiration behind the LUXE sugar cubes was that I loved using traditional brown sugar cubes in my coffee and I also loved rose flavoring. I used to add both a sugar cube and rose flavoring, but didn’t like how sweet it was, so I thought to myself, ‘Why not make it into one?!’” Ultimately, DeVane and Teaspressa customers started experimenting the original sugar cubes with other beverages and that’s what inspired Teaspressa’s Spirits and Bubbly LUXE line. “I started Teaspressa on a laundry cart from a garage sale and a tablecloth,” DeVane relates. “I used to cart around downtown and call stores I wanted the brand to be associated with, and offered free Teaspressa samples at those stores to their team members and customers. I slowly

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grew my business from there!” And a year later, she secured a spot to present on “Shark Tank.” “‘Shark Tank’ was an incredible experience. It really jump-started Teaspressa’s national brand awareness, especially for B2B customers. "I did not secure an investment on Shark Tank, but it is okay! From the traction of the show itself, I was able to achieve new levels and open a Teaspressa store on my own. I also learned valuable business lessons along the way, further fueling my passion for my company and its products. It also opened up the door to other business and entrepreneurship opportunities, such as my involvement in the Tory Burch Fellow Program.” The Tory Burch Fellow program (www.toryburchfoundation.org) was launched to empower female entrepreneurs and provide them access to capital, business mentorship and networking, and entrepreneurial education. The program’s first year was 2016, the same year DeVane’s “Shark Tank” episode was aired. Says DeVane, “I am honored to be one of only 10 women in the U.S. selected to be a part of such an empowering mission. One of my favorite opportunities I was able to enjoy through the program was the chance to be a part of the 10,000 Small Business Goldman Sachs program at Babson College. As their current campaign shares, the foundation has continued to encourage me to embrace my ambition, to ask for help and to be bold.” She recalls, “After airing on ‘Shark Tank,’ it was a whirlwind for Teaspressa. Teaspressa received a lot of new customers and fans after ‘Shark Tank.’ Teaspressa has organically grown thanks to the power of social media and my ‘Shark Tank’ opportunity; I am blessed for all of the support and continued business opportunities as a result.” And she adds, “As a locally owned and operated Phoenix business, I am passionate about the local Phoenix community.” Actively involved in the Valley community, Teaspressa welcomes ongoing partnerships with local businesses to host pop-up shops, fitness classes and interactive workshops that are open to the public at its Phoenix cafés, in Downtown Phoenix and Arcadia. “Phoenix is where we test our new recipes, store concepts, new products, and share the love with our fellow Phoenicians. Furthermore, Teaspressa plans to expand its communiTEA throughout the U.S., with more than five signature café locations expected to open locally and nationally in 2019,” DeVane says, also mentioning interest she’s received internationally. “And all thanks to Teaspressa’s Phoenix-based roots.” Press Coffee Roasters In the specialty coffee sector, another Phoenix-based company is pioneering a different path. Press, a coffee roaster since 2008 that, in coowner Alex Mason’s words, “is passionate about sourcing the best coffee beans from around the world, then roasting them to perfection here in Phoenix,” was the first coffee roaster to put cold brew on tap in Arizona. Noting an “incredible growth” of cold brew coffee in the market, Mason says, “To better meet our customers’ wants, we expanded our production of cold brew and started canning it.” The new cans were just released in this past May. “In Arizona, hot and cold brew is a huge part of our business. We are excited and proud to say that Press was the first local roastery to put cold brew coffee on tap and can it.” Having built awareness and grown the business in large part through local communities’ and grassroots support, Mason says, “Now, we are

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bringing parts of the business that are typically behind the scenes to the forefront of our customer experience. “For two years, we have offered our Coffee “Now, we are 101 classes — a 60-minute coffee tasting bringing parts where our customers learn all about coffee. of the business With the opening of our newest retail location, that are typically The Roastery, in Phoenix on 32nd Street at Shea behind the scenes Boulevard, we are going to expand that program to the forefront and provide additional educational opportunities of our customer to our knowledge-hungry customer base. At The experience.” Roastery, we have brought the roasting process —Alex Mason, Co-Owner, out into the public space. We roast daily to show Press Coffee Roasters the customers what care and precision goes into the process. With this, we are going to offer a new collection of classes set to roll out this fall that will show a roast start to finish, teaching the techniques and science that goes into our roasting process. We also plan to teach new techniques for making coffee at home and even how to pour latte art! “Our goal with these opportunities is to be an amazing resource for everything coffee to our local community — from a great product in our beans and cold brew to the skillset on how to replicate what we do at our retail locations.” Merkin Vineyards Old Town Scottsdale Merkin Vineyards has a vine-to-glass, farm-to-table approach to its products. Everything served and poured is sourced from Arizona, often by head winemaker Maynard Keenan and his team in the Verde Valley. The first tasting room in Jerome was built in 2009. The new wine bar in Old Town Scottsdale was opened in earlier this year. “A well-made regional wine speaks more loudly of a place than any other beverage or produce and, therefore, serves as both export and local draw,” says Keenan. He oversees 110 acres of vines in northern and southern Arizona for Caduceus Cellars, Merkin Vineyards and his new Puscifer-branded canned bubbly wine, all of which are for sale at the new Scottsdale location. Keenan — who is also a Grammy award-winning vocalist for bands Tool, A Perfect Circle and Puscifer — says the new wine bar is meant to educate guests about the robust “The truth is in the AZ wine industry. “In order to truly understand Arizona wines, we feel it is essential to visit these glass. Marketing helps but nothing magical regions and experience them firsthand,” can replace Keenan said. “However, not every visitor to the authenticity.” Greater Phoenix area has the extra time to visit —Maynard Keenan, these semi-remote areas. The Merkin Vineyards head winemaker, Merkin location in Old Town Scottsdale is meant to be an Vineyards introduction to that magic.” Executive Chef Dirk Flanigan curated a vegetable-driven tapas menu that will be largely influenced by what’s growing at the Merkin Vineyards Greenhouses, Gardens and Orchards by Keenan’s father, Mike, and Randee Larremore. Whether on-tap, in a can or from the bottle, the high-elevation wines served at Merkin are produced by Keenan, his wife, Jennifer, and winemaker Tim White. The wine bar also serves beers by Arizona craft breweries Helton and 1912 on tap and will feature a different Arizona Vignerons Alliance

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(arizonavigneronsalliance.org) member’s wine monthly in its storefront. “The truth is in the glass. Marketing helps but nothing can replace authenticity. Boots on the ground, wine in the glass. One sip at a time. There are no short cuts, and it can’t be done alone. This must be a regional effort.” In fact, he says, “Alliances are imperative. Once a focused unified voice is raised, a compelling story is conveyed and consistent product is delivered, all regional boats will rise.”

HEALTHCARE

Pacific Dental Services’ Foundation Dentists for Special Needs In the healthcare realm, Phoenix is the site of a groundbreaking clinic opened this past March by the Pacific Dental Services’ Foundation Dentists for Special Needs. The clinic offers patients with special needs sensoryintegrated operatories and state-of-the-art technology, as well as specially trained dentists equipped with behavioral and environmental techniques to ensure successful patient visits. The PDS Foundation Dentists for Special needs is unique in that it addresses the needs of an underserved group of patients, those who require special assistance in a dental setting. As individuals with special needs mature, they “age out” of the pediatric dental offices due to the nature of the treatment they may need on their adult teeth. PDS Foundation Executive Director Kyle Guerin explains that most general practice dental offices are not trained or equipped to see patients with special needs for several reasons, with time and training being the most prevalent. Yet in Arizona, 4.8 percent of the population have cognitive disabilities, and nationwide, more than 52 million people have special needs. “Unfortunately, less than 10 percent of dentists treat patients with disabilities because of their lack of training and the patients’ negative reactions to common dental procedures. For this reason, access to specialized care such as dentistry is among the main healthcare concerns for people with special needs.” Patients of all ages are welcome at the PDS Foundation Dentists for Special Needs, says Guerin. “We’re able to treat them in a sensory integrated environment allowing for the best possible oral health care in a setting designed to be relaxing and soothing.” “Unfortunately, The organization began as an advocacy less than 10 program to help gain access to care for people percent of dentists with special requirements. After hosting treat patients several training sessions for clinicians and with disabilities attending many advocacy meetings, the PDS because of their Foundation’s leadership decided to plant roots lack of training for the program in Arizona. “Phoenix has a large and the patients’ number of individuals with special needs and negative reactions limited resources for care,” Guerin explains. to common dental “Also, Arizona tends to be friendly to volunteer procedures.” dentists, who may come in to train at our —Kyle Guerin, Executive facility.” Director, Pacific Dental Inspiration came from the special needs Services’ Foundation clinic at the Arizona School of Dentistry and Oral Dentists for Special Needs Health at A.T. Still University. And a pivotal force in launching the PDS Foundation Dentists for Special Needs was Jacob Dent, D.D.S., a dedicated advocate in the special needs community whose general dental practice in Sugarland, Texas, is

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supported by Pacific Dental Services® (www.pacificdentalservices.com/). In fact, Dr. Dent traveled here from Texas for the clinic’s first several weeks. Benjamin Wachter, D.M.D., is now the office’s full-time dentist. Dr. Wachter has been practicing dentistry in the special needs population for over six years and has extensive training in adaptive techniques to help with the comprehensive care of the clinic’s patients. One goal of the clinic is to integrate patients into a typical dental environment — working through desensitization. Another goal is more far-reaching. Says Guerin, “Because of the small number of qualified dental professionals who are prepared to see patients with special needs, our goal is to help increase the number of dentists by utilizing our clinic to complete residency programs and train current clinicians with tools and resources to efficiently serve the special-needs community. By doing this, we extend our reach into this special population and increase access to care.”

HOMEBUILDING

Fulton Homes “Here at Fulton Homes, we use different perspectives to make our company stand out,” says Dennis Webb, vice president of operations. “We are retailers, which means our customers are the main focus. Our technological advances have been progressing, especially with our design center. This is a place where potential buyers price out their home using their smartphone to scan extra personalizations, similar to the concept at Apple. This service is the first of its kind in the country, making us unique from other homebuilders. “We used our retail background and principles to develop this concept over time, but it came naturally, as we all had a common goal in mind for Fulton Homes. Ira Fulton’s son-in-law and president of Fulton Homes, Norm Nicholls, had a big vision for Fulton Homes from day one and has carried it through for more than 40 years.” Modeling the business after an unconventional industry for homebuilders — fashion retail — is what recently caught the eye of The BUILDER 100, a national publication that highlights and analyzes the best homebuilding firms in the United States. BUILDER reports that Fulton’s “retail mindset” is unique because no other homebuilder follows this model. Says CEO Doug Fulton, “It’s price, selection, location, service, quality “Our digital and quick replenishment of inventory — which is advances have now spec houses.” And he adds, “Our model follows kept us one step the likes of Nordstrom, John Deere, Gore, J.C. Penny, in the front of the Revlon. All revolutionary in best practices.” competition.” Fulton Homes also operates the largest home —Dennis Webb, VP, design center in Arizona, topping out at more than Fulton Homes 13,000 square feet. In the center’s more than 13,000 square feet, homebuyers — and, on the first and third Thursday of each month, the general public — can view options and see the latest trends in interior design. Buyers can also use Fulton Homes’ mobile website to price options live on their smartphone as they browse them in person, using QR codes. “We are rolling out new tools for our buyers all the time, including the ability to price options for the floorplan of your choice and see exactly what your monthly payment will be,” says Webb. “Nobody else in the country is doing this. “We’ve always tried to be as technologically advanced as we can to

SEPTEMBER 2019

succeed in this tough market,” he continues. “Our digital advances have kept us one step in the front of the competition. Fulton Homes also has new upgrades in our homes, such as better energy efficiency and proper indoor air quality, which makes our homes more desirable in the Phoenix Metro area.”

SERVICES

Veyo Veyo is the first and only true technology focused transportation company in the Non-Emergency Medical Transportation broker industry, according to Stan Sipes, executive vice president of business development. A subsidiary of Total Transit, Inc., Veyo was formed by merging Total Transit’s NEMT division with 2PointB, a technology “Over the last company, to create a technology-driven four years, we transportation company with a mission to change have watched our the status quo of NEMT. competitors in the “While the formation of Veyo as a new entity industry implement occurred in 2015, we inherited Total Transit’s major changes in 20-year history and experience operating as both their investments an NEMT broker and provider,” says Sipes. “Total in technology Transit’s history in the transportation industry and operational stretches back even further, having been founded efficiencies in in Arizona in 1984. Total Transit grew to operate response to our the largest taxi company in the southwestern U.S. growth.” in addition to managing public transit and Dial-a—Stan Sipes, EVP, Veyo Ride services.” The new model for Medicaid transportation Veyo launched in 2015 adapted the innovations found in transportation network companies (TNCs) for the complex needs of the healthcare industry and, most critically, NEMT beneficiaries. Central to Veyo’s strategy was creating its own vertically integrated ridesharing network — purposebuilt for the healthcare industry and the unique needs of the Medicaid population. While NEMT has been in existence for more than 50 years, there had been few innovations in the space. Veyo was the first to introduce advanced technology, an innovative rideshare fleet and a flexible supply model — all aimed at improving the transportation experience for Medicaid and Medicare members. Recognizing the potential to bring these new innovations from the consumer rideshare industry into the healthcare transportation industry, specifically NEMT, Veyo began building a custom technology solution that would revolutionize the operational aspects of the NEMT business. That new technology solution was paired with a healthcare-specific rideshare fleet to create the first rideshare model built specifically for NEMT. But, says Sipes, “One of the biggest challenges to growing our business was the fact that we were known only to the few customers in the southwest who were absorbed into the Veyo organization from Total Transit. “In order to expose the Veyo solution to the Medicaid industry, we invested in a multi-faceted, industry-wide communication blitz that encompassed leveraging existing relationships to set up face-to-face meetings with decision makers and leaders in the Medicaid industry; participation in healthcare conferences across the country; development and implementation of messaging through digital media, website, articles,

SEPTEMBER 2019

and targeted campaigns; and partnerships with key local consultants and lobbyists in target states. “We have brought this model to three of our largest customers across the country and continue to launch our new model as we work with new customers.” Sipes points out that, because Veyo’s model offers detailed tracking along every step of the NEMT process, payers have transparency into every step of the process. And he notes that Veyo has seen results that were previously unheard of in the NEMT industry, citing the following figures: Since the model was introduced just over three years ago, Veyo IDPs have conducted more than 6.5 million trips in the Arizona market and brought a more reliable, faster, higher quality and lower-cost service to Arizona’s Medicaid members. Veyo’s rideshare fleet has increased the Arizona NEMT capacity by more than 3,000 vehicles, while the capacity of traditional NEMT fleets has continued to decline; completed more than 6.5 million trips in the Arizona market, with nearly 3,000 Veyo IDPs completing between 7,000 and 8,000 trips each day; achieved an on-time rate of 95 percent and a grievance rate of just 0.02 percent — 10 times lower than the average grievance rate from a traditional provider fleet; and achieved an average time from trip dispatch to member pickup of just 14 minutes. “We are now the third-largest NEMT broker in the country, and, over the last four years, we have watched our competitors in the industry implement major changes in their investments in technology and operational efficiencies in response to our growth, which motivates us to continue to lead the industry’s movement into the future,” Sipes says. “Total Transit, Inc. was based in Phoenix, so Arizona was a natural fit for our first market because we had a strong customer base here in the state. In addition,” Sipes continues, “we have always had, and continue to enjoy, a great relationship with AHCCCS, Arizona’s Medicaid agency. We communicated with them as we journeyed through the process of vision, design, development and implementation of our Veyo Model for NEMT. Their support and willingness to speak positively about Veyo has been a key to our ability to establish relationships across the country. Another important factor was that AHCCCS has proven to be one of the most advanced state CMS agencies in the country regarding innovation, which has proved to be the ideal environment in which to launch and prove the Veyo Model.” B2B CFO Jerry Mills was a pioneer in his industry “The Exit Strategy when he launched B2B CFO in 1987 to provide software raised management advisory services to owners the bar in the exit of privately held companies, with a focus world. In fact it is on increasing cash and company value. The Phoenix-based firm is now the largest of its kind the first and only to receive a patent.” in the United States. And now, Mills has notched —Jerry Mills, Founder and another first to his credit with the recent patent CEO, B2B CFO approval for B2B Exit. B2B Exit was created for business owners who are buying or selling a company. In essence, it helps them keep control of the sales or acquisition process by analyzing, adjusting and tracking differences between a company’s current value and its target sale value. Says Mills, “We’re relentless about the importance of protecting our firm’s intellectual property. This patent application process took perseverance, but

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our efforts have paid off.” Mills notes that what makes the product unique is that it is written and designed for business owners by a true business owner who understands firsthand the frustrations of running a business. Users of the software can access and view in real time information on any device, from all over the world, at any time. “It is the first product that provides a dashboard view of the sale of the business. It simplifies an extremely complicated process. The software tracks progress across multiples team members involved in the sale of the business and provides a quick ‘at a glance’ view that allows owners to see if anyone if falling behind schedule,” Mills says. “It is instantaneous information.” His inspiration, he says, was working for three decades with business owners and seeing their frustration when they start the process of selling their business. “Seeing how frustrated business owners were getting by this process and feeling their stress inspired me to create this software. I wanted to calm the storm and give them tools that would make it easier.” Noting that the exit strategy industry is incredibly fragmented, Mills says, “The Exit Strategy software raised the bar in the exit world. In fact it is the first and only to receive a patent.” Among the efforts to build awareness of this product is sponsoring the Inc. 500/5000 conference. B2B CFO is also planning to work with the AM&AA and local business conferences as well as national business organizations like TAB or Vistage. BrightGuest “In today’s world, where attention spans have decreased and digital noise has exploded, it’s challenging for brands to capture and retain audience attention,” says BrightGuest founder and CEO Ryan Quinn. He notes nonprofits are even more affected than for-profits by this, explaining that, with a mission to change the world, nonprofits rely on supporter engagement and fundraising to sustain operations and maximize their impact. “Email is their primary outreach channel, but open rates are less than 20 percent and click-through rates are less than 3 percent. They’re losing tens of thousands of dollars per month on missed engagement. Nonprofits are looking for new ways to modernize outreach and forge personal connections.” BrightGuest — one of the 10 awardees of the Spring 2019 Arizona Innovation Challenge presented by Arizona Commerce Authority — helps nonprofits grow engagement and giving. Explaining the company is personalized microsites plus text messaging for nonprofits, Quinn says, “Our marketing tech makes it easy for nonprofits to create personalized microsites with content that adapts to each individual without writing code or paying developers. These microsites are delivered through a more frictionless channel: text messaging. By transforming how nonprofits capture attention and compel action, our customers are seeing 30- to 80-percent tap-through rates. That quickly translates to a huge increase in awareness, fundraising, volunteerism and more.” True to his belief that it’s important to get out of the office and get involved in the community, especially in the beginning, Quinn got more involved in the Phoenix startup scene shortly after starting his company. “Giving back to the community is a big part of our company culture. In doing that, I got involved with local nonprofit PHX Startup Week in 2016 and started organizing the mentoring component of the event. From there, we

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connected with more and more nonprofits locally and nationally. I saw firsthand the challenges nonprofits face getting their supporters’ attention with traditional channels. “More than any other market, nonprofits are profoundly impacted by low email engagement. When supporting a nonprofit is one of the most personal things that we do, it’s critical for nonprofits to provide personalized engagement to be able to create those lifelong relationships with their supporters. Our solution makes a big difference in how nonprofits capture and retain supporter attention to build those relationships and maximize their impact.” Growing the business took “nonstop hustle,” says Quinn. BrightGuest built case studies and testimonials that allowed the company to tell a story that resonates with prospective customers, “By transforming working with early customers that were seeing how nonprofits measurable results using the technology. “One capture attention of our early customers, American Diabetes and compel action, Association, was able to raise 38 percent per person using BrightGuest. They saw a 500-percent our customers are seeing 30- to increase in their text message tap-through rate 80-percent tapcompared to their email click-through rate.” He through rates.” notes that even the smallest increase can have —Ryan Quinn, Founder a huge impact in donations, volunteerism and and CEO, BrightGuest awareness. “Phoenix has a thriving tech ecosystem with booming talent and tons of resources for early-stage companies,” says Quinn, crediting StartupAZ Collective as a resource that has been tremendously helpful. “This is a group of hand-selected founders who meet up monthly to hold each other accountable and provide peer-to-peer mentorship. The Collective also provides resources for founders to grow their networks and learn from entrepreneurs and business leaders. “Big tech companies from outside Arizona have been moving operations into town. Phoenix has its own unique startup culture that is evolving as more startups scale and attract attention from larger VC investment firms. If you can solve a real problem in a market that will pay for that solution, there’s never been a better time to grow a company in Phoenix.” B2B CFO b2bcfo.com BrightGuest brightguest.com Fulton Homes fultonhomes.com Merkin Vineyards Old Town Scottsdale merkinoldtownscottsdale.com Pacific Dental Services’ Foundation Dentists for Special Needs pdsfoundation.org/programs/special-needs/dentists-for-special-needs Press Coffee presscoffee.com Renaissance Phoenix Downtown Hotel marriott.com/hotels/travel/phxbd-renaissance-phoenix-downtown-hotel SolarWindow Technologies, Inc. solarwindow.com Teaspressa teaspressa.com Veyo veyo.com

SEPTEMBER 2019

Management

DECISIONS THAT MATTER

Corporate Culture & Employee Retention How to address employee unrest and high turnover by Ofir Paldi

Ofir Paldi is the CEO and founder of Shamaym, which turns organizations into learning organizations through its debriefingbased learning model and DiBi, an AI-based B2B platform for lessons learned. Shamaym helps other organizations learn from mistakes, both on the individual level and the organization as a whole. Paldi brings to high tech and management consulting his experience as a former pilot and flight instructor with the Israeli Air Force and as EMBA graduate from Northwestern University and leadership program from Harvard Business School. shamaym.com

SEPT 2019

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Good companies invest in their employees. The reason is obvious. Happy employees tend to hang around and provide a return on that investment. But when it comes to employee retention, are companies investing in the right thing? In the Silicon Valley, the latest statistics show a new trend — one of unrest and high turnover. New employees stay on the new job between 1.8 and three years. This development represents a bad return on the investment, considering can take months to properly train a new employee. Then, on average, it takes an employee six to 12 months to attain relevant efficiency in a new position. This means it takes a year or year and a half to get employees up and running and they only provide a year and a half, maybe, of adequate production before they are gone. A company pays a lot of money for recruitment and a lot of money for the basic training — and the position will be abandoned after one year? This is not a good business situation. Of course, all companies want to improve retention. It is something most organizations track to discover the problems and determine if there is room for improvement — and to protect their bottom line. There are generally four main reasons why employees will leave an organization. The first is a lack of recognition from management of an employee’s job performance. A simple lack of communication. Newer employees especially value feedback, and it is puzzling why any company wouldn’t provide

it. The second is a feeling an employee’s work is not essential or not contributing to the organization’s business goals (another communication problem). The third is work that isn’t challenging enough, and a feeling of boredom sets in about the work itself. The fourth reason has to do with relationships at work — a lack of camaraderie and even friendships. It is much more difficult to leave a job where one is working with good friends. The good news is that most of the reasons employees abandon their jobs so quickly these days are within the control of the employer. If a company takes a “big picture” approach, much of what needs to be addressed can occur with the establishment of an internal culture of accountability, transparency and openness. The investment in employee retention should start with an examination of the basic culture of an organization. Installing a change in culture to one of transparency and accountability addresses most of the “problems” that cause employees to jump ship so quickly. The answer lies in teaching an entire organization to think and act like a jet fighter pilot “on a mission.” You’ll end up with a culture that ingrains short and actionable self-learning from daily performance. The lessons are shared openly, without rancor or malice, to create an internal shift to accountability-based excellence. What needs to happen? After all work projects or individual action items, supervisors have to encourage employees to be

Complying with privacy laws while identifying the target market is a huge challenge. For example, it used to be considered a best practice for a business to use gated content to collect email address and then add them to its marketing lists. Today, that’s risky business

BETTERING YOUR BUSINESS honest about mistakes and to not fear for their jobs by expressing — as a matter of fact — what went right or what went wrong. An organization’s best learning comes from making mistakes — if those lessons are shared routinely and without personal judgement. Thus, the ability to succinctly “debrief” after a mission, just as with a pilot, is critical to building a culture of accountability. If these skills are standard operating procedures for a business, that business will have gone a long way toward addressing lack of recognition and providing a feeling of contribution, which will naturally enhance relationships with co-workers. All of this together makes the work less boring, because people are talking about what they’re doing. They are sharing knowledge. People get comments and feedback from their environment. No one likes the feeling of being on an island, alone, so this type of interaction is a powerful way to keep people active and engaged. Thinking like a pilot makes it possible to achieve continuous improvement, especially in a starved time. However, the tools are available to quickly change an organization’s culture, often in as little as a few weeks, by turning mistakes into learning opportunities and success. If done properly, a company will quickly cultivate a culture of continuous learning and improvement. But it starts with allowing people to say, “This is what I should have done,” or “This is my part of [something that didn’t go the right way].” Quite simply, an organization interested in self-learning and improvement will systematically provide employees the opportunity and a fundamental way to talk about mistakes, share them, and thus learn from them. Then a company has to provide the structure of where and when employees get to speak freely about specific projects. This is known as “process” — when we want to learn and how we conduct the learning. So the culture is encouraging people to speak and learn from what they do, and the process is to define the occurrences of such exchanges; we want to learn after every meeting, after every sale, after every customer we lost. The famous author Malcom Gladwell wrote that it takes 10,000 hours of “experience” to become an expert in whatever it is that person is doing. The problem is, nobody has 10,000 hours to spare. Would 2,000 hours be enough of a barometer to determine an employee’s possibilities? Incorporating a system of routine “debriefing,” besides keeping the employee actively engaged and feeling useful and respected (and hanging around, because 2,000 hours equals a little more than four years of service time), affords the employer the time to fully ascertain if an individual will finally “get it” and become productive and efficient (as so many do). With the trend of employees leaving an organization so quickly, how many future “rock stars” have been lost? Of course, the flip side is 2,000 hours also provides enough time for the employer to gather that it might be in the best interests of the organization to cut somebody loose. But, at least, the employer would feel better about the return on the original investment. The “pilot learning” methodology does at least provide the opportunity to understand who has potential. At first, it has more to do with how an employee handles the learning process than actual results. Regular debriefings provide that kind of insight into an employee’s capacity to improve and is a predictor of ultimate success. This is not to say that 100 percent of employees should stay for five, 10, 15 years for a company, but, by using this learning methodology, employers can also find out who doesn’t fit to their organization.

Message Received Each generation in the workforce today — baby boomers, Gen X, millennials and Gen Z — responds differently to different styles of leadership and communication. Message Received provides an actionable plan that readers can use to optimize communication within departments and among teams. Author Mary Donohue delivers a seven-step solution for motivating and inspiring people who respond to communication approaches differently, especially when it comes to technology: Step 1 is to understand how the human brain responds to communication through technology; Step 2 is to identify how individuals listen; Step 3 is to diagnose team engagement issues; Step 4 is to customize conversation; Step 5 is to analyze a team’s Digital EQ; Step 6 is to interpret generational triggers; Step 7 is mastery: realizing one’s power as a communicator. Message Received: 7 Steps to Break Down Communication Barriers at Work Mary Donohue

224 pages

McGraw-Hill Education

Available: 9/27/2019

$26

Shut Up and Listen! This book will help aspiring entrepreneurs or people in business recognize what they’re doing right and what they’re doing wrong to operate their business, and help those just getting started to get set up for success. Tilman Fertitta, also known as the Billion Dollar Buyer, started his hospitality empire thirty years ago with just one restaurant. So he knows the challenges that business owners face, as well as the common pitfalls that cause them to go under. Over the years he’s stayed true to the principles that helped him scale his business to what is believed to be the largest single-shareholder company in America, with more than $4 billion in revenue, including hundreds of restaurants (Landry’s Seafood, Bubba Gump Shrimp Company, Mastro’s, Rainforest Café, and more than 40 more restaurant concepts). Shut Up and Listen!: Hard Business Truths that Will Help You Succeed Tilman Fertitta

192 pages

HarperCollins Leadership

Available 9/17/2019

$24.99

Success and Something Greater: Your Magic Key In Think and Grow Rich – Success and Something Greater, authors Sharon Lechter (an In Business Magazine Lifetime Achievement Honoree in 2018) and Greg Reid once again join forces with the Napoleon Hill Foundation, including never-before-published original content from Napoleon Hill. In today’s world of instant news and social media, businesses, leaders and influencers must find a way to differentiate themselves from all their competition and engage people in their missions. They need to rise above all the noise. They can do this by defining their Secret Sauce or Magic Key. Reid and Lechter followed the proven path of Hill and sought out multimillionaires and asked them to share the Magic Keys to their success and legacy. Success and Something Greater: Your Magic Key

Courts have ruled that the Americans with Disabilities Act applies to digital spaces as well as to physical ones.

Sharon Lechter, Dr. Greg Reid and Napoleon Hill

192 pages

Sound Wisdom LLC

$27.95

Available 9/17/2019

2019 35 SEPT INBUSINESSPHX.COM

MINDING THEIR BUSINESS

Trish Gulbranson: From Novice to No. 1 in Skin Care

Derma Health Skin & Laser is founded on a highly trained approach by Kate Hofmann

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BUSINESS

C E L E B R AT I O N

Join us for this 4-month celebration of business in the Valley. Visit us Online to learn more about articles, events and partnerships at www.inbuisnessphx.com

ENTERING NEW COMMUNITIES Derma Health Skin & Laser plans to open its newest location at Desert Ridge in fall 2019. The new medical spa space will mark a unique transition for the company after 15 years of service, evolving from a clinical environment to a retail setting. A full range of aesthetic services provided by highly trained medical professionals will be available, along with extended weekday and weekend hours to accommodate busy schedules.

SEPT 2019

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As a way to help women and men feel as young and vibrant on the outside as they do on the inside, Trish Gulbranson founded Derma Health Skin & Laser. In just 15 years, Tempeheadquartered Derma Health has become the No. 1 provider of facial fillers and Botox in the Southwest and is ranked as a top 1-percent med-spa in the nation. More than 50,000 patients have received treatments and services at the fullservice medical spa’s five Valley locations, which administer 5,000 Botox and filler injections each month. Gulbranson serves as CEO and is responsible for driving the success of the organization, along with her multifaceted team. Before embarking on the empire-building journey, Gulbranson spent 10 years with one of the “Big 4” accounting firms as a certified public accountant and later became president and CEO of an international software company. When that company sold, she was filled with entrepreneurial spirit, felt empowered to take risks and was encouraged to do so by her former boss. At the time, Botox had been approved by the U.S. Food and Drug Administration for cosmetic use just three years prior. Gulbranson took a leap of faith and decided to venture into the relatively new industry, opening Derma Health Skin & Laser’s first location in Chandler. “Leaving the security of a high-paying career in the software industry to follow my passion and start my own business was risky,” says Gulbranson. “The career pivot ultimately turned out to be the most rewarding professional decision I ever made.” Even though Gulbranson had extensive business and finance experience, the bank did not initially approve funding for the new company. The treatments and injections she wanted to offer were not as popular as they are today. After leveraging her home and operating the business successfully for three months, Derma Health had earned enough profit so that a female employee at the bank could convince her colleagues to approve the funding. While early services included injectables such as Botox, as regulations changed and technology improved, additional services were added, including HydraFacial, CoolSculpting, microneedling and Plasma Pen. Due to the wide range of services and Gulbranson’s approach to patient care, she is committed to providing Derma Health’s doctors, registered nurses and aestheticians with ongoing training in the most advanced techniques in all services. The aestheticians alone have more than 73 years of combined experience. The focus is not only skin and physical appearance, but also overall health and wellbeing.

“Our dedication to safety and quality care through highly trained medical professionals, as well as educating and empowering clients, has created an above-and-beyond medspa experience,” says Gulbranson. “By uplifting, inspiring and encouraging each member of the Derma Health community, we strive to help people be the very best they can be.” That same approach applies to Derma Health’s personnel, who are both supported and encouraged to pursue opportunities for professional development, even if that means traveling out of state for advanced certifications. Gulbranson feels that when her employees feel they are learning, growing and achieving personal success, she achieves success. Outside of Derma Health, Gulbranson takes the mission to uplift, inspire and encourage others into a variety of volunteer positions and outreach opportunities. As of July 2019, she serves as past chair of the ASU Alumni Association and the National Alumni Council boards of directors. She remains on an ASU Board of Trustees. For Gulbranson, it’s not just a job; it’s personal. Her belief in what Derma Health provides is stronger than ever and it’s based on transformations of both patients and herself. Before a service is added to the locations, she undergoes the treatment. When comparing before and after photos, she not only sees the difference, but also feels the shift in her confidence. Through simply improving her skin health, tone, tightness and texture with laser procedures, fillers and skin care products, her daily life has forever changed. While skin health is important, Derma Health is about providing so much more. The knowledge that Derma Health’s results transform patient’s lives, not just faces, is the driving factor behind the company’s continued growth and reach in the Valley. The care that varies from prevention to correction is a part of the holistic continuum that enhances beauty, inside and out. Through taking the time to provide education and talk about the various treatment options available, Derma Health clinics work hard to achieve the optimal results for patients. The No. 1 source of new patients is current client referrals, and that, as Gulbranson explains, is the Derma Health difference. Derma Health Skin & Laser

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In just 15 years, Tempe-headquartered Derma Health has become the No. 1 provider of facial fillers and Botox in the Southwest and is ranked as a top 1-percent med-spa in the nation.

BILLIONS IN ARIZONA OPPORTUNITY 2017 – 2018 Spend Amount in Goods & Services for State and Local Government Entities * Other Local Government Entities City of Tucson Maricopa County

+ $126+ Million* $849+ Million*

City of Phoenix

$1 Billion*

State of Arizona

Government agencies have to follow the rules when they award contracts. This includes not only the State of Arizona, but town and city government agencies as well. All purchases for goods and services by governments in Arizona are subject to laws and regulations to protect contractors’ interests. But each jurisdiction has its own laws, its own procedures, and its own court or board where disputes are heard. In the Arizona marketplace, Gallagher & Kennedy stands as a leader in public bidding and procurement legal services because of its depth of experience and consistent history of success for its clients. Our team of attorneys offers top-notch counsel and advice, assisting our clients with local and state government contracting. If you are interested in obtaining government work, you should not navigate this process alone. We can help evaluate whether a bid protest is viable, draft the protest, defend against another bidder’s protest, advise on post-award issues, as well as advocate for our client’s position to the government decision-makers.

*Estimated figures based on publicly available information

$1+ Billion*

Public Bidding & Procurement

•

Business Law and Transactions

•

Claims, Disputes and Litigation

•

Compliance

•

Construction

•

Contract Negotiations

•

Government Affairs & Lobbying

•

Government Bid and Proposal

Preparation and Submission

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Intellectual Property

•

Bid Submission Review/Compliance

We excel at our business because we take the time to understand yours

Phoenix | Santa Fe 602-530-8000 www.gknet.com

Social Impact

American Heart Association, Arizona Heart Walk The Annual Heart Association’s goal is to reduce death and disability from cardiovascular disease and stroke by 20 percent by 2020. Heart Walk is the nonprofit’s premiere event for raising funds to save lives from this country’s No. 1 and No. 5 killers — heart disease and stroke. The Phoenix walk is the largest charity walk event in the state of Arizona. Designed to promote physical activity and heart-healthy living, the Heart Walk creates an environment that’s fun and rewarding for the entire family. heart.org

Tyler Butler founder and CEO of 11Eleven Consulting, is a corporate social responsibility practitioner and expert leader in the corporate citizenship space. She has served on numerous national and local boards and is often cited as a subject matter expert by Forbes, Entrepreneur, U.S. News & World Report and more. 11elevenconsulting.com givinginstyle.net

SEPT 2019

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BUSINESS GIVES BACK

Building an Alliance to Help Arizona The good corporate citizenship effort of Alliance Bank of Arizona by Tyler Butler

In today’s economy, being a good corporate citizen has taken on a greater meaning than ever before. And the practice of respectable corporate citizenship has become increasingly more prevalent. Businesses understand that they can leverage what they do in order to positively impact society, and they are taking steps to activate these resources and help the communities where they work, live and play. The ways that businesses help society often depend on local needs. In Arizona, education is an issue of particular importance. According to the District of Colombia Education Week rankings, Arizona is 45th among the 50 states. With our educational system scraping the bottom ranks in the nation and receiving only a D+ for school funding, education has become a hotbutton topic. Operating locally and supporting good corporate citizenship, Alliance Bank of Arizona, a division of Western Bank Alliance, focuses much of its energies on this cause area, among others. The Arizona division of this company was founded in 2003 and, boasting 10 offices that span the state, has employees and branches in Phoenix, Flagstaff and Tucson. Alliance Bank’s extensive philanthropic work in the area of education in Arizona includes in-depth, long-term support for AZ Earn to Learn Savings-to-Scholarships program,

making higher education a reality for low- to moderate-income students. The Tucson-based nonprofit organization guides students to save $500 each year to earn an annual match of $4,000 at one of three state universities in Arizona with the intent to help them earn a college degree. And, for the fourth year running, Alliance Bank employees helped boost financial literacy for Roadrunner Elementary school students. On Junior Achievement Day in May, 62 of the company’s bankers shared important skills with more than 100 students at this Title I school in Phoenix that serves low-income families. Among many other worthy causes Alliance Bank aids through funding and employee involvement are Big Brothers Big Sisters, Junior Achievement, College Success Arizona and the American Heart Association. In fact, the team at Alliance Bank of Arizona raised $30,000 for the 2019 American Heart Association Heart Walk. The team had more than 100 participants. “This is a cause that is near and dear to my heart, and I appreciate our team’s dedication and commitment to this organization,” says Alliance Bank CEO Don Garner. “Through our support of the Heart Walk, we’re not only helping people in our local community, we’re also helping the American Heart Association maintain and create programs and services for survivors, fund research for innovative new treatments, and help people lower their risk.”

Alliance Bank of Arizona’s robust philanthropic impact is seen in the growing strength and resilience of Arizona’s nonprofit community. Its leadership understands that nonprofit organizations have unique banking and financing needs, which is why they have passionate nonprofit banking experts available who can provide banking support at any level. “Supporting the communities we serve is a cornerstone of Alliance Bank of Arizona and a major point of pride for our team members who give of their time and talent to a wide range of worthwhile causes and high-impact programs,” says Kate Hickman, senior vice president at Alliance Bank of Arizona. “Beyond encouraging community service among our employees, Alliance Bank is guided by a steadfast commitment to supporting local education initiatives that create a pathway to greater success for Arizonans from all walks of life.” This is but one example of good corporate citizenship in action. The Arizona community is receiving unparalleled support from companies that care and are supporting the plethora of nonprofits in our state and making our society a better place through these good deeds. Thanks to this work, our state is flourishing through organizations that are uniquely suited to aid our community.

Alliance Bank of Arizona is supported in its philanthropic endeavors by its corporate parent, Western Alliance Bank, Member FDIC, which is based in Phoenix and is the largest banking organization headquartered in Arizona. In 2018 alone, Western Alliance Bank contributed $1.2 million in community donations to 157 organizations, $133.6 million in new community investments, and $205.3 million in new community development loans.

Focus

OUR SUBJECT IN-DEPTH

Susan C. Keating is CEO of Women Corporate Directors Education and Development Foundation, the only global membership organization and community of women corporate directors. A 501(c)(3) not-for-profit organization, the WCD Foundation has 80 chapters around the world. The aggregate market capitalization of public companies on whose boards WCD Foundation members serve is more than $8 trillion. In addition, WCD Foundation members serve on numerous boards of large private and familyrun companies globally. womencorporatedirectors.org Lucy Nottingham director of strategic partnerships at Marsh & McLennan Insights. The firm, which works to identify breakthrough perspectives and solutions to society’s most complex challenges, collaborates with industry, government, non-governmental organizations and academia around the world to explore new approaches to problems that require shared solutions across economies and organizations. mmc.com/insights.html

SEPT 2019

INBUSINESSPHX.COM

10 Warning Signs of a Dysfunctional Corporate Culture And how the board can take action by Susan C. Keating and Lucy Nottingham

The growing spotlight on dysfunctional corporate culture and its potentially devastating impact on organizations has given new urgency around the issue in boardrooms today. Research shows that 30 percent of M&A deals fail to achieve financial targets due to culture-related matters, and some studies suggest that even workplace incivility can have an average cost of $14,000 per employee per year due to lost production and work time. Investors, employees and other stakeholders are pressing for changes around issues of #MeToo and pay inequality and more. In this climate, directors are taking greater oversight over this area traditionally left to the CEO and the senior team. To examine how to spot the signs of dysfunctional culture in an organization and how a board can best respond to problems, Marsh & McLennan Companies interviewed members of WomenCorporateDirectors, a global network of top corporate directors serving on public or large, privately held company boards. In the resulting report, these directors shared 10 red flags signaling a toxic culture in organizations as well as actions that directors can take to spot the warning signs from the top of the house. The report, “Identifying and Responding to a Dysfunctional Corporate Culture”, provides directors a road map for approaching a discussion of culture from a thoughtful, 360-degree viewpoint. They can use this tool in setting out to examine the very things that make up a company’s culture, including the company’s vision, sales goals, decision-making, communications, reporting, employee turnover, HR practices and more.

The costs for an organization in having a “broken” corporate culture threaten the very foundation of an organization, and not examining how the culture is functioning — or not functioning — places a company at serious risk. Given the risks to the company today, looking out for these warning signs is a valuable step in identifying whether the culture itself is in need of even deeper work by leadership and the board. 10 Warning Signs of a Dysfunctional Culture 1. No clear organizational vision or set of values; 2. All information to the board runs through the CEO; 3. Fighting amongst leadership; 4. Debate and challenge are not encouraged; 5. Limited transparency into organizational decision-making; 6. Complacency and resistance to discuss culture; 7. Bad news is not shared and employees do not feel comfortable reporting incidents; 8. Strong focus on individual results or a “get it done at all costs” attitude; 9. High employee turnover rates by business unit, race, age, gender, function, etc.; and 10. Limited transparency on factors for promotion or success. These warning signs provide a starting point for discussion, and can provide context for looking at the culture as a whole. Ultimately, what is built coming out of this can make the organization more resilient, more innovative and more attractive to the talent an organization wants to keep and recruit to strengthen its future.

Investors, employees and other stakeholders are pressing for changes around issues of #MeToo and pay inequality and more. In this climate, directors are taking greater oversight over this area traditionally left to the CEO and the senior team.

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Focus

OUR SUBJECT IN-DEPTH

Two Weeks’ Notice? It’s still the norm (most of the time) by Jennifer Ward

Jennifer Ward is the Arizona President of the Employers Council. An ASU undergraduate who eventually went on to earn her law degree at the University of Southern California, Ward’s legal background and her employment law expertise have helped serve countless Valley businesses, empowering employers with the necessary tools and resources to effectively manage, develop and support employees to the highest degree. Ward joined Employers Council in 2014 as a staff attorney and was promoted to the position of Arizona President in January 2017. employerscouncil.org.

SEPT 2019

INBUSINESSPHX.COM

The last 20 years in the workplace have seen sweeping change: resume submission by paper in the mail to computerized applicant tracking systems, hard copy live paychecks to direct deposit, and completely cashless businesses. Longstanding practices and traditions have died out, whether as a result of being replaced by technological innovation or simply because they couldn’t keep pace with the high rate of change. One such practice that has been called into question lately is the practice of giving two weeks’ notice of resignation. There’s plenty of chatter in the workplace about the issue of “job hopping” and whether it should disqualify a candidate from consideration for a position. A variety of explanations have been given for this practice, but, regardless of the reason, it results in a lot of turnover. The cost of employee turnover is felt in a variety of ways and can be astronomical. The immediate cost of turnover is often related to the triage necessary to figure out how a departing employee’s workload will be covered. Depending on the position, this is generally accomplished through a combination of scrambling to hire a replacement or a temporary employee, de-prioritizing non-essential tasks, and drafting other employees to cover the work (often including the manager, who may need to put strategic initiatives aside to focus on operational tasks). In a perfect world, managers would have enough notice that someone is quitting to be able to have a replacement in training before they leave. From the employee’s perspective, once they have decided to make a change and particularly once they have a new position waiting, their last day can’t come fast enough. There’s no clear origin of the concept of two weeks’ notice, but it may be a compromise between these competing perspectives. A common misconception is that two weeks’ notice is a legal requirement. There is no federal or Arizona law that makes this a requirement. Arizona is an “at-will employment” state, which means that either the employee or the employer can end the relationship at any time for any reason or no reason.

JAN

2018

Another common misconception is that if an employee gives two weeks’ notice, the employer is obligated to let them work the remaining two weeks or pay them their salary for the two weeks. Neither is true; once an employee gives notice, the employer can terminate their employment immediately with no obligation to pay those two weeks’ wages. Many employers wonder whether they can require employees to give two weeks’ notice. Creating such a requirement is legally risky because it can give the appearance of a contractual relationship and undermine the benefits of at-will employment. One option that generally works under Arizona law is to state in an employee handbook that accrued, unused vacation time will be paid out on resignation only if the employee gives at least two weeks’ notice. Arizona has no requirement that vacation is paid out at termination unless the employer states that they will do so, and in most cases placing a notice condition on payment is legally acceptable and helps encourage employees to give proper notice. Other states have different laws regarding vacation payout, so it’s wise to check with qualified counsel to determine whether this is an option outside of Arizona. Ultimately, the best way to encourage employees to give proper notice is to create a healthy workplace culture. Culture has been defined as “how we do things around here.” When employees are treated with respect, they are more likely to reciprocate and treat the employer with respect. That respect could extend to an employee desire to avoid leaving the employer in a difficult place by giving proper notice of two weeks or more. Regardless of the amount of notice given, employers should consider the effect on the remaining employees of how managers handle the transition. An important rule of thumb is to treat the departing employee with dignity and respect. Even if there were some performance challenges or personality conflicts, managers should allow the employee to leave gracefully and should not disparage the employee to their former co-workers.

The Bureau of Labor Statistics reported in January 2018 that all workers’ median tenure with their current employer was 4.2 years. Median tenure for workers 25–34 years old was 2.8 years and median tenure for workers 55–64 years old was 10.1 years.

WE VALUE WHAT WE OWN

BY MIKE HUNTER

The All-New 2020 Corvette Stingray

2020 CORVETTE SMALL MSRP: $73,885 City: 16 mpg Hwy: 23 mpg Transmission: 8-speed DTC Top speed: 194 mph

This historic brand is changing (yet again). The first mid-engine corvette is more than just a next generation; it is a new level of design, performance, concept and more. The mid-engine configuration means the engine is placed to the inside of the back axel — providing for incredible visibility, responsiveness and an overall better driving feel. It provides rear-weight bias, which allows for more power to the back wheels — a bonus to this already famously powerful sports car. The all-new 6.2-liter LT2 V8 engine is a powerhouse that’s been architecturally transformed to sit lower for improved handling. It is equipped with a standard dry-sump system for improved performance when G forces are high. The engine features Continuously

Variable Valve Timing that empowers this vehicle beyond expectation. With 495 horsepower and 470 lb.-ft. of torque, this is the most powerful production Corvette ever — with a top speed on a racetrack of 194 mph. Every detail is designed to provide a natural and immersive driving experience that is tailored to the driver. Each button is exactly where it needs to be for intuitive ease of use. With the turn of a meticulously designed dial, everything changes. The Driver Mode Selector lets drivers electronically calibrate up to 12 performance variables to ready this vehicle for any road and performance option. My Mode and Z-Mode let the driver personalize performance and even allow for saving settings between drivers.

This powerful machine is equipped with a serious command center as well. From the latest Chevrolet Infotainment 3 System with 8-inch diagonal color touchscreen to the ingenious available Front Lift, every feature is included to improve the drive. Color Head-up Display, Performance Data Recorder and so much more make driving this 2020 Corvette a truly memorable experience. —Mike Hunter CHEVROLET chevrolet.com

Safety Tips for Ridesharing App Users Ridesharing apps quickly became an asset for around-town traveling. Here are some safety tips to make them a stronger and safer asset; this is knowledge that can help prevent an unwanted, even dangerous, situation.

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Have someone keep tabs on each ride. Through the ridesharing app, riders can provide family and friends with the driver’s information along with the route and ETA — information that can be lifesaving in the event something does occur on the ride. When push comes to shove. Riders must be the biggest, loudest problem for the driver if the driver does something to make them feel uncomfortable: Gouge eyes, kick and punch fiercely, grab objects or people within reach and, most importantly, make a scene by yelling as loud as possible to draw attention. Don’t second-guess a bad feeling. Riders who get a bad feeling, no matter how small, should ask to be let out at the next store or public area. If worst comes to worst, they should immediately dial 911 for help. —Krav Maga Worldwide (www.kravmaga.com), an industry leader in self-defense and safety

Corvette Concierge: Interested in pre-ordering this new sports car? Contact a Corvette Concierge. Chevrolet has pulled out all the stops to help drivers pre-order, design and stay updated on their purchase of this 2020 Corvette. chevrolet.com/upcoming-vehicles/2020-corvette/pre-order

Photos courtesy of Chevrolet

MAGAZINE

SEPT. 2019

IN BUSINESS

Social Impact: Building an Alliance to Help Arizona

Double check and then check again. Ride-sharing services provide the driver’s first name, photo, license plate number, picture of the vehicle and their driver’s rating. It’s best riders not skim past this information; it’s important to check out what other users have said about the driver, but it’s critical to get in the correct vehicle. Stay aware. It’s wise for riders to take a look at how to get to their destination prior to their rideshare trip. That way, if the driver starts going in directions that don’t make sense, they can address it with the driver and then take action. Car etiquette. Sitting in the back seat provides immediate distance and a reactionary gap in case something happens. And once in the car, before the driver even leaves, riders should try to re-open their door to make sure child safety locks are not engaged and they have the ability to open their own door should they want to.

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MEALS THAT MATTER

BY RAEANNE MARSH

OBON: Sushi and Serenity

Potatoes, kimchi, American cheese, chilesautéed ground chicken $11

high marks for the fish’s freshness, with super-sticky rice that holds the composition together. The spicy tuna roll has a bit of a bite — as one should expect. Slider-style steam buns can be ordered with spam, barbecued jackfruit, fried chicken or sweet pork belly. Chicken salad is a colorful assortment of greens, red cabbage, carrot, scallions, noodles, sesame seeds, sweetly glazed nuts and large chunks of chicken, lightly dressed with a mustard vinaigrette. Lunch specials include a richly flavorful miso soup and a side salad topped with crispy onion “crumbles.” And there are luncheon specials that are not on the regular menu, which include a sashimi assortment. In fact, Chef Paulo Im created some items to be unique to The Grove location to add to OBON’s regular menu array of shareable plates, steamed buns, ramen and sushi. OBON Sushi + Bar + Ramen

15037 N. Scottsdale Rd., Scottsdale (602) 491-2796 7300 N. Via Paseo Del Sur, Scottsdale (623) 295-2002 obonsushi.com

Bird Buns Fried chicken, hot sauce, pickles, mayonnaise 1: $6 2: $10

Vintage Atmosphere Food is only one part of the dining experience. The restaurant’s atmosphere enhances the menu. Here are three In Business Magazine favorites.

3: $14

BOBBY-Q Tataki Maki Sushi Roll Shrimp tempura, spicy crab, cucumber, seared tuna, avocado, marinated tomato, chimichurri, basil $15

SEPT 2019

INBUSINESSPHX.COM

FLOWER CHILD

SOUTHERN RAIL

Nationally recognized by barbecue

Well-suiting its focus on healthy eating,

Southern Rail anchors The Newton

aficionados, Bobby-Q offers a vintage

Flower Child’s décor evokes a back-on-the-

shopping center, a friendly neighborhood

countrified setting featuring reclaimed

farm feeling. And, with a menu devoted

destination resurrected just a few years

woodwork and antique gas lamp. The ribs

to veggies, grains, fruits and healthy

ago from Phoenix landmark Beef Eaters as

are the star attraction here, slow cooked

proteins, the fast-casual restaurant offers

part of Phoenix’s revitalization project. The

over almond and mesquite wood so the

a wide selection of organic, gluten-free,

menu of familiar classics are influenced by

seasoned meat simply falls off the bone.

vegetarian and vegan options for lunch and

Southern cooking traditions.

Multiple Valley locations

dinner, made from scratch every day.

300 W. Camelback Road, Phoenix

bobbyqbbq.com

Multiple Valley locations

(602) 200-0085

iamaflowerchild.com

southernrailaz.com

A tradition in Japan that is more than 500 years old, the Obon Festival is celebrated to honor one’s ancestors.

Photos courtesy Fukushū Restaurant Concepts (top and far left), Bobby-Q, Fox Restaurant Concepts and Southern Rail (bottom, left to right)

Korean Animal Fries

Dozens of gilt-colored cat figurines wave a choreographed greeting to patrons at OBON Sushi + Bar + Ramen, which recently added another Scottsdale location in McCormick Ranch. The décor otherwise is the epitome of simplicity, geometric lines from the table arrangement to chairs, along with chromatic neutrality of dark grey tiles and light woods, creating a sense of calm. Located in the charming shopping center of The Grove, the restaurant features slide-away window walls that open it out to 1,600 square feet of shaded patio. Sushi and the menu’s varied other dishes are prepared in the large open kitchen. There is a bar along one wall — not for sushi but for cocktail creations. And décor accessories on the shelves behind it provide a different kind of lift with the whimsy of boxed Nintendo and Atari toys and cultural icons of busts of Buddha. Buddha, in fact, gives background for the restaurant name, which was inspired by an annual Buddhist event in Japan — the Obon Festival. The menu offers traditional Japanese fare along with Korean-influenced dishes such as chilled kimchi noodles with pickled daikon and king oyster mushrooms. The sushi gets

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CELEBRATING 30 YEARS OF SERVING THE WOMEN BUSINESS OWNERS OF PHOENIX

Fall 2019 • nawbophx.org

Come Full Circle with NAWBO Phoenix. by Angela Garmon, NAWBO Phoenix President 2019-2020

ABOUT NAWBO

Angela Garmon

For more infomation, visit www.nawbophx.org.

Phoenix Metropolitan Chapter of the National Association of Women Business Owners 7729 E Greenway Rd. #300, Scottsdale, AZ 85260 480-289-5768 • info@NAWBOphx.org

According to The 2018 State of Women-Owned Businesses Report commissioned by American Express, “Unlocking the potential of womenowned businesses represents a powerful opportunity for economic growth.” It goes on to remind us, “What gets measured gets managed.” As a state, we have to uncover ways to support WBOs and TRANSFORM public policies that impact WBOs’ business vitality. In 2017, Arizona ranked tenth in the states where woman-owned businesses had most increased their economic clout, meaning growth in the number of firms and growth in employment and revenues. In 2018’s report, Arizona is listed in the bottom five states for employment vitality. What transpired in a year? Was it merely reporting issues or is there something truly impacting WBOs that we are unaware of? Either way, we have to identify ways to drive economic development for WBOs, returning Arizona to the top ten again.

The report identifies several barriers to growth: • Owner’s inexperience • Insufficient capital • Inadequate networks NAWBO Phoenix will continue to expand its network and leverage the support of Community Alliances like WBEC West and countless others. The chapter needs the ongoing support of our valued Corporate Partners like CopperPoint, SRP, In Business Magazine and many more to continue to close the gaps between barriers and the growth of WBOs. Any corporations that promote economic development should consider supporting NAWBO Phoenix in our efforts. I look forward to working with the chapter, the community and state leaders to make a difference in the Valley.

Your Ideal Prospect/Client Needs You! by Julie Cook

When was the last time you thought about connecting with your ideal prospect in the hopes of turning them into your ideal client: Today? Yesterday? Last week or month? Well, you are just like the rest of us. We all want to be in front of that person or business we have defined as our “Ideal Client.” Now, how do we go about doing that? Let’s just say you have a website that is already mobile friendly — responsive for those website visitors who are primarily using their mobile device for searching and easy for the search engines to find it. Let’s say you already have a website where your products or services reside and are current. There is no point in sending people to your site to buy your products or services if they can’t find what they are looking for when they get there. Let’s say you have been wise enough to continue to have it optimized regularly. The search engines (especially Google) are frequently changing their search parameters. Let’s just say that all the content is current and accurate, and your blogging is up to date. Let’s just say it is well designed. It looks great and is very appealing; although the search engines really don’t care, the visitor does. Let’s say the product photography was done by a professional rather than with your mobile phone. We love photos from our mobile devices but, really, that is for your photo album and not your business website. Now you have checked off all of the boxes and it’s time to get real and communicate with both your ideal client and your ideal prospect.

Staying connected with your ideal client is important because they are your evangelists, your best advertising mechanism. The importance of connecting with your ideal prospect is obvious: You are constantly needing to fill the pipeline for more business. The all-important question is: Which is the best way to reach those clients? I’m of the belief the most direct way is though eNewsletters. You drop your information directly into the inbox of the people you are trying to connect with. What better way than that to get up close and connected with the client you want to reach? It’s really important to understand your messaging, when to send your message, and whom to send it to. We have all received emails that we either didn’t agree to receiving or the frequency was beyond belief or the message didn’t apply to us. That being the case, do something about it. Pay attention to your message, whom it’s being sent to, and how often. All of that said, eNewsletters can be a great and effective tool to reach your ideal prospect and stay connected to your current client.

Julie S. Cook is the co-owner of Idea Three Creative. For more information, visit www.ideathree.com

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Another Viewpoint about Women on Corporate Boards by Ronit Urman

Throughout my year as president of NAWBO Phoenix, the issue of legislating women on boards, as they recently did in California, has been our most talkedabout subject. We have tried to spotlight different viewpoints on the subject. This time, we found someone who has actually done it, and tried to get her point of view. We reached out to Chas Roberts A/C & Plumbing CEO Sissie Roberts Shank, who sits on the boards of two public companies: Knight Transportation and U-Haul International.

How did you get your first board assignment?

My first board assignment was by chance. I happened to be at a CEO luncheon and the person next to me was the CEO of Knight Transportation. We spent the luncheon discussing things our industries had in common, and what we could each do to improve. It was a bit after that, I received the phone call asking if I would consider being nominated for a board position. There were lunches with other board members at different times throughout the year to determine if I was a good fit for the organization.

What is the time commitment of a board member?

The time commitment varies. While one board I sit on meets two days a quarter, another meets every other month and has a phone call on the off month. You need to do preparatory work before the meetings, which may be short or not so short depending on what is happening with the company. In times of mergers or acquisitions, there will likely be additional meetings. I think it’s also important to stay on top of what is happening in the industry to understand what challenges and opportunities the corporation may be facing in the short and long term.

What are the most important qualifications for board governance?

Board governance is about mitigating risks to the company. Qualifications include helping to identify the risks and developing internal corporate governance procedures to monitor and mitigate those risks. The member should be independent and understand the risks threatening the industry and corporations in general.

Why are women not getting recruited or selected for boards?

In terms of recruitment, unfortunately, like with most hiring, people look to referrals. When you have two equal applications for an employee and one comes with a recommendation from someone you know while the other person doesn’t, who do you hire? In most cases, all other things being equal, you will hire the referral.

On boards today, much of the nominating committee making the referrals is made up of men, and the people they know and refer are other men. If 80 percent of the board is male, it is likely at least 80 percent of the nominations will be male. I don’t even believe it’s an intentional slight to women, but, rather, it’s just who they know. In addition, because of the time commitment involved, many boards are made up of very successful retirees. That also lends itself to a passage of time when women as a percentage were not as prevalent in positions like regional VP, CIO, CEO or President of large corporate firms as they are today.

Do you think women on boards should be a legislative issue?

First let me say, rarely am I a “more legislation needs to happen” type of person, so it is not surprising that I would say I don’t think this issue needs to be solved with legislation. I believe as new board positions are opened up and refreshment occurs, corporations understand that diversity, including gender, adds to the value of a board. In addition, Glass, Lewis & Co., and Institutional Shareholder Services (ISS) are also letting companies know that they, too, like diversity and will recommend “no votes” to shareholders in their proxy recommendations, and give companies lower board rankings, when diversity isn’t present. Major institutional investors are also making their want for diversity known by reaching out to companies and/or voting no on directors when they see companies are not taking diversity seriously. Movements like 2020 Women on Boards are putting pressure on corporations as well, and I see these tides changing. I think we are in extremely exciting times.

From your experience, was there a time when the fact that you, a woman, influenced the board decision one way or another? I think of the board more as a think tank that is in charge of bringing possible challenges and opportunities it sees to management. I’m sure there are areas I have brought up or pushed, but I can’t think of one off the top of my head. Apologies. I hope you enjoyed reading about Sissie Roberts Shank journey as a corporate board member. I hope this will inspire you to consider getting involved on any board position may it be for nonprofit, corporate board or even NAWBO.

Ronit Urman is the co-owner of Urman Enterprises, a leading provider of commercial and residential real estate services, and immediate past president of NAWBO Phoenix. For more information, visit www.urmanent.com

nawbophx.org

NAWBO NEWS

You Don’t Need a Headshot by Karianne Munstedt

Two seconds. That’s how long a typical user will spend on your website or social media platform —unless something captures their interest. You have two seconds to make a connection. You have two seconds to tell a compelling story. What’s one thing that will hold their interest and cause them to stay for more than two seconds? Captivating visuals. So, if visuals are so important, why don’t I need a headshot? With only two seconds to make an impression, in most situations a headshot just doesn’t cut it. A headshot doesn’t clue the viewer in on your personality. A headshot doesn’t help to visually tell a story about you or your brand. What you do need are BRANDING PORTRAITS. This is a collection of images that tell your story and tell the story of your brand, showcasing the real, authentic you. As business owners and service providers, our own thoughts, beliefs and stories about life and business form our PERSONAL BRAND. Your unique qualities as a human are what differentiate you from others. When a viewer or potential client finds something about you that they can relate to, that is when a connection is formed. That is what causes them to feel like they know you and to decide that they want to work with you before they even pick up the phone to call you. We’ve been conditioned to think that we just need one image, one headshot, that we can use over and over. Using one image doesn’t tell the full story of who you are, though. You are a complex human with many sides, and a full collection of branding portraits is needed to tell your stories. By using multiple, cohesive images throughout your various mediums, you are better able to connect with a wider range of potential clients. People do business with people first; the product or service is secondary. That is why it is critical to connect with your potential clients. To invite them in to get to know you better. As a portrait photographer, I know that there are hundreds of other photographers in my area who are also taking great portraits. What makes me different from everyone else first and foremost is ME. After they get to know ME, then they see how they will love my service and everything that it can do for them. The connection with me as a person, though, is where it starts. When I tell my story and then pair it with a beautiful portrait of me, that’s where the magic happens. That’s where the true connection takes place. A story is just a story until it is told alongside a photo that draws the reader in. Here’s an example of what a social media post with a story and no image looks like:

How did it make you feel? Would you have stopped and read the story if you would have seen just those 12 words in your IG feed? Probably not. Here’s the same story paired with a beautiful brand portrait that shows personality.

Now, how did THAT make you feel? Would you want to stop and learn more about the person behind that big smile? YES! As the face of your brand, it is critical for your face to be shown on your website, social media and marketing products. And you owe it to your viewers and potential clients to give them more than a typical headshot that shows little about you. Emotions and feelings are what drive purchasing behaviors and decision making, so make your views FEEL something. Through branding portraits, you are able to show them the real, authentic you, and to create a solid connection that will make them want more of you!

Karianne Munstedt is a speaker and photographer. For more information, visit www.kariannemunstedt.com

NAWBO NEWS

Seven Extraordinary Lessons for Accomplishing Your Dream Learned from a Nine-Year-Old and an Overboard Wish by Jean Briese

My little one, Allie, is about to turn 10 years old. Being a social mediasavvy kid (she did grow up with a mom who worked in technology), she created a wish list on Amazon and sent me this message: “I really, really want this hoverboard. Can I get it?” “Sure,” I said. “Do you have enough money?” “I don’t have any money,” she replied. “I’m just a kid.” “You get allowance each week.” “Yeah, but I need to spend that on stuff I need each week.” “Hmm. You can get the hoverboard, but you are going to have find a way to pay for it.” Fifteen minutes later she was back. “My allowance is $5 a week. It will take me over a year to save enough, and that’s if I save everything!” “I’ll tell you what,” I said. “If you save $200, I will pay the other $100.” She ran off, thrilled. It wasn’t long before she was back again. “Do you mind if I sell some of my toys I don’t use anymore? Now that I am almost 10 years old, I have a lot of stuff I no longer need.” And with this, she became a Facebook SwipSwap Entrepreneur. In about a week’s time, she had earned $145. While perusing swip-swap watching for buyers, she came across a queen-size bed for $125. She had been begging for a “big girl” bed, wanting to move out of her twin bed we purchased when she moved out of her crib. “May I buy this bed?” she asked. “Of course, but what about the hoverboard?” After consideration, she decided she would like the bed more. She proudly handed over the $125, and immediately began posting her existing furniture and more toys for sale. In just a few more days, she had sold another $350 worth of items. She bought a desk for $40. She found a chair and storage bench on Amazon for $100. She bought paint for her room, another $100. And this is how Allie transformed her room from baby girl to tween glam just in time for her 10th birthday! All with money she earned! So what can we learn from Allie about accomplishing our own dream?

Seven Extraordinary Lessons for Accomplishing Your Dream

1. She asked for what she wanted. She created a list, thought about it and then asked for it. What is it that you have been dreaming about? Ask for it! If you don’t ask, the answer is no. 2. She negotiated! She didn’t accept the first offer to pay for it herself; she negotiated and gained agreement to acquire the hoverboard for a lower cost. Never accept the first offer. Negotiate everything. If you don’t ask, the answer is no. 3. Allie didn’t let her big dream intimidate her. Even though her weekly earnings seemed low in comparison to the cost of the hoverboard, she didn’t let that stand in the way of her dream. She simply kept inquiring and searching for ways to acquire the hoverboard. And with each way she found that didn’t meet her goal, she went back and searched for another way that might. Stay focused on the big dream and keep brainstorming ways that work. 4. She got advice from people who had sold on Swip Swap before. She isn’t old enough to sell on swip swap, but she knew it was a way to make money and she knew she had things to sell. So she wisely sought the advice of someone who had done it before — someone who could help her be successful as she entered territory she had never traveled before. Get a coach! This will allow you to get better and faster results. 5. She took action! This is where most people falter. Nothing works unless you do! Take the first step. 6. She didn’t let anyone bring her down. Some kids laughed when she told them what she was doing, some thought it was cool, some thought she couldn’t do it. She didn’t listen to any of them. She just did it. Find your whoo-hoo crowd and don’t listen to the boo-hooers. 7. She was open to possibilities. Once she was well on her way to earning money, she allowed herself to be open to the idea that even though the hoverboard was what had started her down this path, maybe there was something she would enjoy even more with her money. Reserve the right to get smarter each day!

Jean Briese is Arizona’s most reviewed and highestrated speaker, an award-winning sales leader and a transformational coach. For more information, visit www.jeanbriese.com

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NAWBO NEWS

Top 10 Tips for Better Media Interviews by Laurie W. Anderson, Cactus Creative

As many business owners know, publicity is a cost-effective way to get your message out to your target audiences. Publicity has an important, implied third-party endorsement/credibility. While every media interview is different, there are some basic rules you can follow in any interview situation to make your presentation most effective. Whether you are working with a reporter from a print, broadcast or online media outlet, keep these 10 things in mind:

1. Be prepared. Using the familiar journalist’s crutch of who, what, when, where and why will help you prepare for any interview. Address each of these questions before the interview to help you refine your objectives and build confidence. 2. Know how to say it in 30 seconds. If you can deliver your message in 30 seconds, you stand a better chance of getting your entire message across intact. You can always elaborate during the interview, but the primary thrust of your statement should be short and to the point. 3. Know the reporter and the story. What does the reporter already know about the story? What other stories has he written about the topic? Who else has she interviewed for the story? Make sure you know something about the media outlet and its audience. 4. Know your rights. You can set the time, place and time limit for the interview. You don’t have to do an interview on a topic in which you lack the expertise. You can also make a taped copy of the interview for your files. 5. Know that you are always on the record. Any communication with a reporter is fair game to be included in a story. Reporters sometimes get great stories at trade shows or in bars or restrooms. If you have a reason you can’t answer a question, find another way to communicate that other than “no comment.”

6. Be calm. Harness your adrenaline and nervousness and use it to your advantage. Being prepared for the interview can help you channel your nervous energy. 7. Take charge. Remember the top three points you want to make — and make them. Use a related question as a springboard or build in a pertinent question when you respond to the interviewer. If you want to drop a topic, put a friendly cut-off into your answer. 8. Know who you are and why you’re there. Know your area of expertise and stick to it. You have the right to be heard and mention your company or organization. There’s also nothing wrong with deferring a question until you have the facts. 9. Avoid being manipulated. Don’t answer unrealistic hypothetical conversations. Be aware of reporters who try to put words in your mouth. If you’re asked a question about something proprietary, indicate that and bridge back to your objectives. 10. Know how your interview will be used. Expect that your interview will be edited. So, keep repeating your messages in simple, easy to understand language for the audience. Ask the reporter when the interview will appear and offer to answer any further questions as he is working on the story. In most cases, it’s not okay to ask to review a copy of the story before it appears.

Laurie W. Anderson, APR, is the co-owner of Cactus Creative PR and Marketing. For more information, visit www.cactuscreative.net.

NAWBO Phoenix Corporate Partners Arizona Bank and Trust

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Bank of America

Financial Potion

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UPS

CITYSun Times

Idea 3 Creative

Phoenix Business Journal

Wells Fargo

CopperPoint Insurance Companies

In Business Magazine

Predictive Group

Cox Business

ModLuxe Print

Salt River Project

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Southwest Airlines

Help! What Kind of Video Do I Need for My Business? by by Helen (Hyun Lee) Kim

It depends on where you want to go. There are as many types of videos for business as there are cars on I-10 at rush hour. When you’re stuck in traffic, you can’t help noticing that some cars are old, some are new; some are fast, some are slow; some are sleek, some are unsightly; some are massive, some are so small they could fit inside a closet. Regardless of looks, cars are the default mode of transportation. Videos have become the default mode of transporting ideas, thanks in large part to smartphone cameras. If you find that hard to believe, consider Cisco’s report that predicts 82 percent of all internet traffic will be video by 2021. Feel overwhelming? Take heart: Videos are excellent marketing tools. They increase engagement and ROI, and viewers retain them nine times better than written communication. You’re ahead of the game to be thinking about your video marketing program now. The question is: Where to begin? The first step is understanding the customer journey. People describe the customer journey in different ways, but it boils down to: Awareness that leads to interest, that leads to decision, that leads to action. Your customer could encounter your business at any point in this lifecycle. Video marketing will help them know, like and trust you, moving them more quickly toward the desired outcome. There are five major categories of business videos: • Introduction About Us, About Our Team, Brand Video • Validation - Third Party Proof Testimonials, Expert Interviews • Simplify Customer Journey Product Demos, Training, Onboarding, Process • Empowerment & Education How-To’s, FAQs, Webinars, Tutorials, Expert Interviews • Establish Deeper Connection Culture Videos, Behind the Scenes, Why Story, Creation Story, Thank You Videos Each of these is an important part of the customer journey, but if you want to get into the HOV lane of communication and speed past your competition, you need to let storytelling take the wheel. As humans, storytelling is our default communication mode. Not only are stories 22 times more memorable than data, they directly access the decision-making portion of the brain, activating emotion and creating connection and trust. If you’re ready to get in the fast lane, you can’t simply make videos. You must tell stories. There are four key elements of good storytelling: 1. Emotion: People buy with emotion. One Harvard study showed that people who viewed a moving video of a father and son were more willing to give money to a stranger. The goal of every story is to create an emotion. You must know what emotion your customer needs to feel.

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2. Relatability: Familiarity and relatability speed up trust and build loyalty. Have you ever felt attracted to or loyal to someone who shares your experience of pain, joy, values or goals? You can build loyalty with your customers by telling stories that evoke a shared emotion. 3. Technique: There’s a lot of technique that goes into videography and storytelling. For now, focus on the process of building your narrative arc. There are more than 40 variations of the narrative arc. In its simplest format it is: A character + A problem + A response + A resolution = A Story. Start with the basic formula and improvise from there. 4. Clear and Authentic Voice: Your mission, your why and your authentic voice should come through in your stories. People don’t want another generic marketing message. They crave connection and purpose. You can give that to them by developing a clear and authentic voice.

Now that you know the types of videos to create and the elements of good storytelling, it’s time to choose your first video. The best place to begin is with a piece that inspires the customer to take action and purchase your product or service. A variety of videos can do that. Take, for instance, “No Small Thing,” an About Me video that I created for NAWBO. The video tells the story of my journey as a Korean woman who overcame the odds to follow my dream. This piece doesn’t mention anything about working with me, but it served as one of the best conversion tools for my business. Why? Because when people see my story, they immediately relate to the struggle in it, creating connection and trust, which leads to action, which leads to new business. You can do the same by applying the principles I shared with you today.

Helen (Hyun Lee) Kim is the owner of Blue Lemon Productions. For more tips on video marketing and storytelling, visit www.bluelemonaz.com

NAWBO NEWS

From Labor to Human Beings, Why It Pays to Understand What Makes Your People Tick by Kathleen Gramzay, BCTMB

Labor. Workers. Assets. Human resources. Human capital. Employees. Associates. Team members. These terms reflect the evolution of understanding around the resource that makes business run. For decades, the terms were one-dimensional, referring to the single aspect employers cared about: getting products made and delivered. Early management view of labor was simple: Clock in, do your job and clock out, with very little thought or interest beyond that. Over time, successful businesses have demonstrated that developing and engaging the unique talents, perspectives and experience of their employees has resulted in innovations, efficiencies and greater profits. It’s not news that success comes through the collaboration of teams of people directed and focused on the goals and mission of a company. With all that is now known about psychology, motivation and best practices, what makes it so difficult, then, to get people to focus? To be creative? To work together? To follow through with what they say they’re going to do? Or, what happens when a normally harmonious team suddenly finds its members at odds, mistrusting or sabotaging each other? Answers to those questions lie in the evolution and function of our autonomic nervous system. Located in the brain stem connecting to the cranial nerve of the head and face and down to the heart, liver and gut, it is the central communication system between the brain and body known as the “mind/body connection.” Considering that every human being operates through the autonomic nervous system’s automatic influence, it’s quite valuable to have at least a fundamental understanding of how it works. The job of the autonomic nervous system is to scan the environment and those we interact with for signs of safety or threat, and respond accordingly. If safety is detected, all is well with the mind and body. The “growth, restoration and social engagement” side of the nervous system is working. The mind is calm, clear and focused; the body relaxed and flexible; the immune and digestive systems functioning. Social engagement is positive and collaborative. If a threat is detected, the “emergency side” of the nervous system kicks in. The options here are fight, flight or freeze. Think of “fight or flight”

as mobilized fear and “freeze” as immobilized fear. Social engagement is either negative in the former or non-existent in the latter. A common belief is that when the brain senses danger or threat, it sends a signal to the body to react. However, science has proven that “neuroreception” — sensory detection in the body — happens first, which then sends signals to the brain. For example, if you’ve ever had a gut intuitional feeling walking into a room of people or turning a corner peering into a dark alley, you can thank your neuroreceptors for starting the communication. The key understanding is that what your mind decided to do in that millisecond was an automatic response. What’s more interesting is that reaction is personal to you and your own personal experience of those scenarios. If the feeling you received from your mind and body was safety, all was well. You could continue and engage in a focused, healthy state of mind with your heart and breath continuing at a normal rate. If, however, you perceived a threat, without your awareness or control your nervous system switched to survival mode of fight, flight or freeze. Obviously, this emergency side of the nervous system is fundamental to human existence. Being able to fight or run from a physical threat has helped humans to remain on the planet. “Freeze,” the oldest aspect, is the default option when fighting or fleeing is not possible. It is nature’s provision in cases of unavoidable threat or trauma. Today’s “predators” are fears relating to economic stability, job stability, perceptions of relationship safety, health issues or stress that can show up in the work environment as discord, anxiety and overwhelm. Despite other human advances, the neurological need for the feeling of safety is still predominant in determining how people react and interact with each other in business, in personal relationships and in the healthy or unhealthy coping mechanisms they choose. Having a greater understanding of what makes your people tick is a step forward. Giving them the tools to partner with the “body-mind” to switch the nervous system from emergency back to growth, restoration and social engagement is another evolutional step in human development and collaborative possibility.

Kathleen Gramzay and Kinessage LLC are dedicated to providing wellness conscious businesses with empowering innovative self-care solutions for absenteeism, presenteeism, and escalating healthcare and worker’s comp costs. Kinessage® Self-Care live and virtual training programs teach employees how to reset and direct the power of their own body/mind to regulate stress, and release chronic muscular tension and pain for increased mental clarity and productivity, and healthier, more joyful lives. For more information, visit www.kathleengramzay.com

NAWBO NEWS

Anderson, Andy G., 24

DeVane, Allison, 29

Guerin, Kyle, 30

Lashgari, Rana, 58

Quinn, Ryan, 33

Anderson, Laurie W., 54

Donohue, Mary, 35

Gulbranson, Trish, 36

Lechter, Sharon, 35

Rastegar, Ari, 18

Armstrong, Amy, 10

Fargo, Tim, 12

Harris, Kathleen, 11

Markovic, Ruzica, 10

Reid, Dr. Greg, 35

Bahneman, Scott, 20

Fertitta, Tilman, 35

Heavey, Paige, 10

Mason, Alex, 30

Sipes, Stan, 32

Briese, Jean, 53

Fredette, Larry, 11

Hill, Napoleon, 35

Mills, Jerry, 32

Sommer, Cari, 11

Butler, Tyler, 38

Fulton, Doug, 9

Keating, Susan C., 40

Munstedt, Karianne, 52

Stoltz, Tracy, 28

Campos, J. Eduardo, 22

Garmon, Angela, 49

Kim, Helen (Hyun Lee), 55

Nottingham, Lucy, 40

Urman, Ronit, 51

Conklin, John A., 28

Glogau, Amir, 12

Kozuch, Elliott, 16

Odle, Brian, 17

Walker, Jason, 22

Cook, Julie S., 50

Gramzay, Kathleen, 56

Kupper, Martin, 14

Paldi, Ofir, 34

Ward, Jennifer, 42

Davies, Keri, 17

Gresens, Kurt, 12

Lam, Dana, 14

Panchanathan, Sethuraman, 18

Webb, Dennis, 31

Alerus, 13

Embedded Knowledge Inc., 22

Alliance Bank of Arizona, 38

Employers Council, 42

AppZen, 11

Enterprise Bank & Trust, 8, 11

APS, 23

First Bank, 6

ARG Coaching & Consulting Group, 49

Press Coffee Roasters, 30

Spencer Fane LLP, 24

Pro One Media Productions, Inc., 10

Statesman Group, the, 17

Quarles & Brady LLP, 48

Sundt, 12

Flower Child, 46

Rastegar Property Company, 18

Surprise Date Challenge, 14

Arizona Commerce Authority, 7

Fulton Homes, 9, 31

Renaissance Phoenix Downtown

Teaspressa, 29

Arizona Diamondbacks, 59

Gallagher & Kennedy, 37

Arizona Hospital and Healthcare Association, 20

Google, 5

Arizona Municipal Strategies, LLC, 58 B2B CFO, 32

Hotel, 28 Resource Innovation and Solutions

GPS Insight, 22

Network, 14

Great Wolf Lodge, 17

Road Runner Sports, 22

Blue Cross Blue Shield of Arizona, 15

Human Rights Campaign Foundation, 16

Blue Lemon Productions, 55

Idea Three Creative, 50

Bobby-Q, 46

Instawork, 11

BOK Financial, 2

Jive, 6

Bridge Relocation Concierge, 10

JLL, 19

Snell & Wilmer, 3

BrightGuest, 33

Joint Chiropractic, The, 8

Social Venture Partners Arizona, 10

Burch & Cracchiolo, 12

Kinessage LLC, 56

Cactus Creative, 54

Krav Maga Worldwide, 44

CBIZ, 39

LevRose Commercial Real Estate, 17

CBRE, 41

Marsh & McLennan Insights, 40

Chevrolet, 44

Mayo, 43

Cigna, 60

MHM, 39

Citrine Capital Partners, 12

National Association of Women Business Owners – Phoenix, 49

Colliers, 47 Delta Dental, 45

Shamaym, 34 SitTight, 20 SkySong, 18

TruWest Credit Union, 12 UnitedHealthcare, 21 Urman Enterprises, 51 Veyo, 32 Washington Federal Foundation, 12 Wipfil, 12 Women Corporate Directors Education and Development Foundation, 40

SolarWindow Technologies, 28 Southern Rail, 46

CHECK US OUT

OBON Sushi + Bar + Ramen, 46

Derma Health Skin & Laser, 36

Pacific Dental Services’ Foundation Dentists for Special Needs, 30

Desert Financial Credit Union, 25

PatientPing, 20

Direct Solar, 17

Pitch Factor, The, 11

In each issue of In Business Magazine, we list both companies and indivuduals for quick reference. See the stories for links to more.

TopLine Strategies, 12

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2019 57 SEPT INBUSINESSPHX.COM

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What Business Owners Should Know about Lobbying It’s a resource for businesses of all sizes by Rana Lashgari

Rana Lashgari is president of Arizona Municipal Strategies, LLC, a leader in municipal lobbying, procurement and government relations. Advocating for people and organizations is a longtime passion. Lashgari’s unique background as an attorney, former prosecutor and political staffer gives her a competitive edge over a traditional lobbyist. She draws from her wide range of experiences to master the intricacies of her clients’ cases. Having worked at the municipal, county and federal levels, she has accumulated a network that spans Arizona at every level of government. Her depth of knowledge and reputation make her a go-to consultant for politicians, campaigns, community groups and businesses looking to succeed at the local level. az-ms.com

SEPT 2019

INBUSINESSPHX.COM

What do you picture when you think of a lobbyist? Perhaps an older gentleman, with a slick suit, power walking down a marble hallway in Washington, D.C., flanked by a team of big-money corporate executives congratulating each other on the deal they made on the golf course? Most people have a Hollywood idea of what lobbyists do; they have no idea what the day-to-day work of a lobbyist looks like. The reality may come as a surprise. Misconception: Only big companies can afford lobbyists. The reality: Big companies often have a budget for government relations because they’ve seen the importance of remaining politically active and advocating at the highest levels of government. But an advocate at City Hall is an important asset for businesses of all sizes. Whether it’s a local business trying to land a government contract or a small momand-pop shop trying to rezone a new storefront, a lobbyist can help the business owner understand the process and the players and customize a strategy to maximize success. Misconception: Lobbyists work in Washington, D.C The reality: While there are federal lobbyists, the most impactful and often ignored opportunity for advocating is at the local level. Even national companies suffer when they fail to understand the political dynamics of the local community they are operating in. Not only do local government regulations represent the bulk of the regulations a business and its employees encounter in their day-to-day operations, local municipalities can also be a great source of additional resources to aid the business in nontraditional ways. Misconception: The only people who need lobbyists are the ones doing business with the city. The reality: The scope of businesses, policy groups, community groups and politically active individuals that can benefit from the advocacy of a professional lobbyist is far larger than people initially imagine. A good lobbyist will not only connect a business owner with the appropriate decision makers, but will develop a comprehensive strategy encompassing guidelines, draft language, educational outreach to the right individuals and the right messaging to ensure success.

Working with a Lobbyist Constituents and constituent groups should have access to the same level of advocacy as large corporations. If they see something happen in their community that they think can be improved, a lobbyist can help them develop the strategy and advocate for the changes they seek. The following are some nontraditional examples of situations where a lobbyist can help: • A nonprofit that is looking for partnership opportunities with the city, whether for financial grant support, other public resources, potential sponsorship opportunities, city-owned land to build space at a discount, public notice networks to expand their visibility, or inviting the mayor to an event to boost media coverage. • A neighborhood group with concerns over such things as speeding vehicles in their neighborhoods, graffiti, inappropriate development or other public safety concerns. • A business affected by a specific regulation in an unfair manner hoping to amend the regulation or change the policy. • An entrepreneur with a new idea to improve a service a city provides. • A future candidate wanting to build the right relationships and understand the political lay of the land. • A national corporation with a robust lobbying team, that knows nothing about the local politics or personalities. • Businesses who want to forecast out one, three or five years, depending on demographic or investment shifts in city spending. In the real world of local lobbying, too many businesses are relying on an antiquated understanding of what lobbyists do and how they can help further their business goals. A lobbyist with expertise in your community can help you better navigate the current political climate, which is intrinsically tied to the local business climate; develop support for your agenda; connect you to the right decision makers; shortcut red tape to avoid potential complications; and remove barriers inhibiting your success. In fact, your competition may already have one.

Not Just for Major Corporations: Whether it’s a local business trying to land a government contract or a small mom-and-pop shop trying to rezone a new storefront, a lobbyist can help the business owner understand the process and the players and customize a strategy to maximize success.

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