August 2015 Issue of In Business Magazine by InMedia

AUG. 2015

Special Section: Business Owners' Legal Services Guide

Doing Good by Business How Arizona Business is Energizing Our Nonprofit Sector

Innovate Best on ‘Purpose’ Success of a

‘No Layoffs’ Management Healthcare Grows Business THIS ISSUE Scottsdale Area Chamber of Commerce Nationall Association of Women Business Owners – Phoenix

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EDUCATION IN

ARIZONA IS BETTER WHEN WE’RE ALL

ON THE SAME PAGE. As Arizona builds its 21st century economy, an investment in education is vital to ensure success for the next generations. Alliance Bank is proud to partner with organizations that make it their mission to elevate our education so that we can meet the demands of the modern business climate. When you donate to the Alliance Bank of Arizona Education Fund and receive your copy of the limited-edition book At Work In Arizona: The First 100 Years, all proceeds will go directly to the following non-profits: A Stepping Stone Foundation

College Success Arizona

First Things First

Act One Foundation

Children’s Museum of Phoenix

Friendly House

AZ Earn to Learn

Children’s Museum of Tucson

Junior Achievement of Arizona

Boys Hope Girls Hope

Elevate Phoenix

Support Our Schools Arizona

With added support from you, these organizations will continue to move our state’s education record forward. All donations should be made to the Alliance Bank of Arizona Education Fund, a component fund of the Arizona Community Foundation, Arizona’s premier charitable partner. For more information, or to make a donation and receive your copy of the book, please visit Next100Years.org.

AllianceBankofArizona.com A division of Western Alliance Bank. Member FDIC.

AUGUST 2015

COVER STORY

Doing Good by Business

Valley businesses express wide diversity in the reasoning and motivation of their philanthropic activity as they describe to In Business Magazine their significant support of their community. FEATURE

26 PARTNER SECTIONS

Founding Collaborative Intelligence & Innovation on ‘Purpose’

Kieran Flanagan and Dan Gregory discuss the advantage of focusing on “We-Q”™ over IQ for innovation and growth.

DEPARTMENTS

From the Top

Neurosurgeon Daniel Lieberman, M.D., creates a more efficient path for the treatment of back pain.

Legal

New labor rules spur an uptick in union activity.

SPRING 2015

SCOTTSDALECHAMBER.COM

MEMBER COMMUNIQUÉ

DEPARTMENTS Photo: Wendy Wood

The only thing certain is change When I was a little girl, my mother would say, “The only thing certain is change.” As is often the case, she was right. The Scottsdale Area Chamber of Commerce is undergoing a sea change of, well, change. Rick Kidder, our president and CEO since 2006, announced his resignation in June. He will be leaving for New England to head up the New Bedford Area Chamber of Commerce in Massachusetts. This is a homecoming of sorts for Rick, a Gloucesterman and Harvard University alumnus. With centuries-old roots in the fishing industry (anybody read Herman Melville’s “Moby Dick”?), New Bedford — and the 210,000 residents living in the 10 communities the chamber represents — is moving forward to a future embracing new technologies and industries while honoring its cherished past. Sound familiar? It should. Think how far Scottsdale has come from its orange groves to become home to some of the most cutting-edge medical and technology companies in the world. While it’s never easy to lose a leader, the Scottsdale Area Chamber will be under the steady hand of Eric Larson in the interim. If you don’t already know Eric, you will. Eric, a director with AVB Development Partners, has been what some might call a “fixture” at the chamber. He has served as chair of virtually every chamber committee and council, as well as board chair. He even did a stint in sales at the chamber during the darkest days of the Great Recession. Leading the search committee for a new, permanent chamber president will be Bryce Lloyd, our current board president. You could not find two better gentlemen to lead the chamber during this time of change. The chamber’s hard-working staff also has many new faces as well. Practicing what it preaches about economic development, the chamber has hired its marketing intern Karlie VanKruiningen as its new marketing and events coordinator as she finishes her degree at Scottsdale Community College. My mother would also encourage me not to dwell on sad or frustrating things, insisting kindly but firmly that I say something positive. It’s easy to grumble about change, but that rarely does any good and simply mires everyone in negativism. If you think about it, change brings hope, fresh beginnings and new opportunities — all very good things. The chamber’s 501(c)(3) organization, the Scottsdale Chamber Foundation, along with area business partners, has launched two exciting initiatives. Be Scottsdale Fit goes beyond workplace wellness to foster full work-life integration for Scottsdale’s residents. Business Unified for Scottsdale Schools, or BUSS, is an audacious partnership between local businesses, organizations and schools with a mission to create and retain the best and the brightest students, teachers and future employees. Change is scary, but it is also exhilarating. Change is an opportunity to make things better than they were before. Change is an opportunity to move forward instead of remaining stationary — or worse — falling behind. Now, who is ready for some CHANGE?!

Cindy Kibbe is a longtime member of the Scottsdale Area Chamber of Commerce. Owner of Cindy Kibbe Creative Communications, a professional writing services firm, she has more than 10 years of journalism experience, including writing and editing for several media companies and regional publications in the Greater Boston and Greater Phoenix areas. Cindy Kibbe Creative Communications kibbecreative.com

Cindy Kibbe Editor, Scottsdale @ Work Scottsdale Area Chamber member

SCOTTSDALE@WORK - 1

Scottsdale Area Chamber of Commerce

Celebrating 30 years of serving the women business owners of Phoenix

Summer 2015 • nawbophx.org

Guest Editor

Steven G. Seleznow, Ed.D., president and CEO of the Arizona Community Foundation, introduces the “Philanthropy” issue.

Feedback

Noted business and community leaders John DeWulf, Tina Marie Tentori and Ed Zito respond to In Business Magazine’s burning business question of the month.

Message from the President About NAWBO

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. Visit one of our FREE welcome meetings, held the second Wednesday of each month – for all new and prospective members. This casual, informational opportunity highlights both local and national benefits of NAWBO membership. This is a great place to determine if NAWBO is a fit for you and your business. Take advantage of this great networking opportunity by bringing business cards and making connections. For more information, please visit NAWBOphx.org. Phoenix Metropolitan Chapter of the National Association of Women Business Owners 7949 E Acoma Dr., #207 Scottsdale, Arizona 85260 480-289-5768 info@NAWBOphx.org

I am so pleased to be serving as the president for the Phoenix Chapter of the National Association of Women Business Owners, a dream I’ve had since I wrote my check and was the first charter member of the NAWBO Colorado Springs Chapter in 1996. And, as much as I am an entrepreneur, I am a team person … I want to do more, have a greater impact. Thankfully, five years ago a NAWBO member introduced me to the Maricopa Small Business Development Center … and, wow, what a ride it has been. This year, the Maricopa Small Business Development Center will help local businesses raise $50 million in capital, generate an additional $35 million in sales, help dreamers launch 150 businesses, and see more than 700 businesses either retain or create new jobs! Previously, I’ve defined my success by owning a million-dollar business and employing a large number of people. Through the support, friendship and leadership of my NAWBO sisters, I realized I don’t need to build an empire to be a successful NAWBO member, or even its president. Let’s talk about the future. You may know that NAWBO works to: STRENGTHEN the wealth-creating capacity of our members and promote economic development; CREATE innovative and effective changes in the business culture; BUILD strategic alliances, coalitions, and affiliations; and TRANSFORM public policy and influence opinion makers. And I promise — no, I commit to you — that’s what we are going to do this year … perhaps like never before. But I’m not going to do all those things; we are. It is not my job, as the president, to drive an agenda or create a new program. It’s my job to lead our organization into the future. And for us, that future is 2020, not 2015 – 2016. So I ask for your support, guidance and collective wisdom. Join me in making this year the very best it can be … Tell me what you think is in the best interest of NAWBO … not just now or the next 12 months, but in 2020 and beyond. And, by the way, I’m speaking to each one of you (NAWBO members and non-members)!

11 Nancy Sanders 2015-2016 President NAWBO Phoenix Chapter Galaxy Consulting Services Owner 602-476-4509 nancy@galaxyconsultingservices.com Years in Business: Join NAWBO:

20 2008

Best wishes for continued success, Nancy Sanders 2015-2016 President NAWBO Phoenix Chapter

nawbophx.org

NAWBO NEWS

National Association of Women Business Owners – Phoenix

SPECIAL SECTION 2015

LEGAL GUIDE

Briefs

“Accounting on the Go,” “Translation, Please,” “Save Time. Time Off,” “A/C Efficiency: Winds of Change” and “Marketing Podcasts Teach and Inform”

Technology

“Pay-in-Advance Meals,” “Amazon Opens for Business,” “LifeLock Program for the Workplace,” “A Digital Approach to Employee Training” and “A New, More Secure Payment Method”

Books

New releases give fresh insights on business thinking.

Nonprofit

When executives sitting on nonprofit boards encourage nonprofit leaders to employ market research, the results are often dramatic.

Assets

2015 MINI Cooper Countryman All4 Plus: Add good sound vibes to the office environment.

Power Lunch

Mexx32 Tacos & Tequileria Plus: Summer salads offer one way to help beat the heat in Phoenix.

Roundtable

Former Lincoln Electric Company CEO Donald F. Hastings makes a case against resorting to layoffs when profits dip.

A BUSINESS OWNER’S RESOURCE TO LEGAL SERVICES

A comprehensive guide to local firms & their areas of specialty for business

Plus

LAW FIRMS PROFILED

Buchalter Nemer

Healthcare

ON THE AGENDA

“Cure Corridor Going Strong” and “Healthcare Grows Business”

Developing Your Global Strategy — Global Chamber and UPS

Engelman Berger Fennemore Craig

Spotlight

Gallagher & Kennedy Lewis Roca Rothgerber Wilenchik & Bartness

See more online inbusinessmag.com/legalguide

2015 Legal Guide

A business-owner’s resource to legal services

By the Numbers

Study finds the restaurant industry posting consistent growth each of the past five years.

2015 Environmental and Sustainability Summit — Arizona Chamber of Commerce and Industry

Calendar

Business events throughout the Valley

AUG. 20 1 5

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NOV

The Greater Arizona Chapter of the Association of Fundraising Professionals will hold its 31st Annual Philanthropy Leadership Awards luncheon on November 11. afpgreateraz.afpnet.org

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Aug. 2015 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.

GROWING YOUR BUSINESS? We’re here for you.

PARTNER ORGANIZATIONS Rick Murray, CEO Arizona Small Business Association Central Office (602) 306-4000 Southern Arizona (520) 327-0222 www.asba.com

When you’re looking for a commercial real estate loan, choose a local lender with a personalized approach. • No application fees or prepayment penalties 1 • Purchase or refinance up to $5,000,000 2 • Owner or non-owner-occupied 3

Steven G. Zylstra, President & CEO Arizona Technology Council One Renaissance Square (602) 343-8324 www.aztechcouncil.org

• Competitive fixed rates • Terms of 5, 10 or 15 years • Amortizations of 15 or 20 years

Doug Bruhnke, Founder & President Global Chamber® (480) 595-5000 www.globalchamber.org

Call to speak with a business relationship manager. 602-336-6721 | www.desertschools.org/business Federally Insured by

Nancy Sanders, President NAWBO Phoenix Metro Chapter (480) 289-5768 www.nawbophx.org

Equal Housing Lender

Rick Kidder, President & CEO Scottsdale Area Chamber of Commerce (480) 355-2700 www.scottsdalechamber.com

Open to sole proprietorships, partnerships (including LLPs), LLCs, corporations, trusts and non-profit entities that have been in existence for three years. Start-up and business acquisition transactions are ineligible. Property must be located in Arizona. First or second lien position. Subject to credit approval. 1 Approximate 1% origination fee. 2 Minimum loan amount $250,000; maximum 80% loan-to-value. 3 Owner-occupied applies if the business member or affiliate occupies not less than 51% of the usable, net rentable space; non-owner-occupied applies if the tenant occupies 51% or greater of the usable, net rentable space.

Mary Ann Miller, 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 Surprise Regional Chamber of Commerce surpriseregionalchamber.com WESTMARC westmarc.org

AUG. 2015

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Aug 2015

VOL. 6, NO. 8

Publisher Rick McCartney

Editor RaeAnne Marsh

Art Director Benjamin Little

Contributing Writers

Kieran Flanagan Dan Gregory Donald F. Hastings Mike Hunter Richard Tollefson

Editorial Intern Henry Mackey

Operations Louise Ferrari

ADVERTISING

Business Development

Louise Ferrari Alex Goff Craig Jeffries Steve Kulick Maria Mabek Sara May Kelly Richards Cami Shore

Events Amy Corben More: Visit your one-stop resource for everything business at www.inbusinessmag.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.

Post Your Local Jobs at inbusinessmag.com Read by those vested in business here, In Business Magazine and inbusinessmag.com have become the resource for business owners and executives in the Valley and beyond. Now, business owners can post their open positions in a place where they are guaranteed to be seen by top candidates.

Visit inbusinessmag.com now to post your open positions!

AUG. 2015

President & CEO Rick McCartney

Editorial Director RaeAnne Marsh

Senior Art Director Benjamin Little

Financial Manager Donna C. Mitchell, CPA

Office Manager Brittany Longfield

Accounting Manager Todd Juhl Corporate Offices 4455 E. Camelback Road Building C, Suite 135 Phoenix, AZ 85018 T: (480) 588-9505 F: (480) 584-3751 info@inmediacompany.com www.inmediacompany.com Vol. 6, No. 8. In Business Magazine is published 12 times per year by InMedia Company. POSTMASTER: Send address changes to InMedia Company, 4455 E. Camelback Road, Building C, Suite 135, Phoenix, AZ 85018. To subscribe to In Business Magazine, please send check or money order for one-year subscription of $24.95 to InMedia Company, 4455 E. Camelback Road, Building C, Suite 135, Phoenix, AZ 85018 or visit inbusinessmag.com. We appreciate your editorial submissions, news and photos for review by our editorial staff. You may 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 advertisersâ&#x20AC;&#x2122; 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. ÂŠ 2015 InMedia Company, LLC. All rights reserved. No part of this magazine may be reproduced or transmitted in any form or by any means without written permission by the publisher.

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STEVEN G. SELEZNOW, ARIZONA COMMUNITY FOUNDATION

Giving and Getting

Steven G. Seleznow is president and CEO of Phoenix-based Arizona Community Foundation, a statewide philanthropy whose mission is to lead, serve and collaborate to mobilize enduring philanthropy for a better Arizona. Founded in 1978, ACF has more than 1,500 funds, a network of six affiliated foundations throughout the state, more than $710 million in charitable assets under management today, is Arizona’s largest statewide grant maker, largest private provider of scholarships to students and among the nation’s largest 30 community foundations. Seleznow earned a doctorate and master’s degree in administration, planning and social policy from Harvard University, a Master of Arts from the University of Maryland, and is a magna cum laude graduate of Boston University.

Arizona is home to a wide range of highly effective and even nationally recognized charitable organizations, giving businesses a variety of ways to support the community through philanthropic investments and activities. Successful companies — whether family-owned businesses or large corporations — recognize the value of aligning their charitable giving with strategic business goals. This alignment can boost employee morale, enhance a company’s reputation and raise awareness of corporate values. While it may be relatively easy to identify causes that merit a company’s commitment, the more significant step is choosing nonprofit organizations that will do the most good with the support they receive. Through our Pakis Center for Business Philanthropy, the Arizona Community Foundation sees an exciting evolution in the way companies direct their resources toward the goal of developing strong, vibrant communities. Whether through corporate grantmaking, employee scholarship programs or staff volunteer activities, businesses are stepping up to the challenge of being good corporate citizens in the communities where they do business. The concept of “getting good by doing good” is the foundation of this issue’s cover story. How do businesses make good on their commitments to causes they support? What is the return they realize for their efforts — to themselves and their communities? The answers vary in surprising ways, In Business Magazine Editor RaeAnne Marsh discovered in speaking with leaders of Valley businesses and professionals in the nonprofit world. Collaboration is another essential component of an organization’s strategic goals. In the “Management” feature, Dan Gregory and Kieran Flanagan discuss the role of purpose — identified and shared among a business’s workforce — in forging the collaborative intelligence that will enable business success. Local attorneys with a strong practice in labor law share important information on changes business owners should be aware of in this issue’s “Legal” feature. And Donald Hastings offers a perspective on what company layoffs says about that business’s management as the “Roundtable” feature. In Business Magazine presents the second edition of the Valley’s most comprehensive “Business Owners’ Legal Guide” as a convenient reference to legal services in the Greater Phoenix area for business owners, and includes top firms profiled. There’s a lot of food for thought in this August issue of In Business Magazine as well as the usual broad assortment of business topics. I’m pleased to help bring you this “Philanthropy” edition, and hope you enjoy the articles. Sincerely,

Steven G. Seleznow, Ed.D. President and Chief Executive Officer Arizona Community Foundation

CONNECT WITH US: Story Ideas/PR: editor@ inbusinessmag.com

The Benefits of Doing Good Business has long been a partner to nonprofits for many reasons.

We are grateful to Steve Seleznow for taking the time to lead this

In reading over our cover story for this issue, I was struck by how

“giving” issue of In Business Magazine. What he brings to the Valley

great it is that businesses (of all sizes) give back for the chief

as head of ACF is invaluable to the many organizations it works with

purpose of doing good by their community and not to affect the

and to our business community as he continues to speak on the

bottom line. While businesses struggle to profit, many understand

power of community here in Arizona. Help us in supporting ACF and

the power of giving and what that “give” can do to not only enrich

the many nonprofit organizations that make up our philanthropic

the recipient but enrich the owners and staff of a given company,

community. We hope that you will choose a great organization to

and how it encourages further giving.

help make a difference.

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

Headquartered in Phoenix, ACF has made more than $550 million in charitable grants throughout Arizona, across the United States and internationally.

—Rick McCartney, Publisher

Business Events/ Connections: businessevents@ inbusinessmag.com Marketing/Exposure: advertise@ inbusinessmag.com Visit us online at www.inbusinessmag.com

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VALLEY LEADERS SOUND OFF

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

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

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What was the most impactful event — whether a donation or an activity — you have done recently?

JOHN DeWULF

TINA MARIE TENTORI

ED ZITO

Partner Coppersmith Brockelman P.L.C. Sector: Law

Executive Director Arizona Public Service Company Foundation Sector: Utilities

President Alliance Bank of Arizona Sector: Banking

Social Venture Partners Arizona, through its partners’ collective skills, experience, connections and other resources, helps build the capacity and effectiveness of local nonprofits. Over the last few years, I have chaired SVP’s efforts to help public education. A little over a year ago, Chad Gestson, Ph.D., was appointed director of school leadership for Phoenix Union High School District. SVP had begun working in 2009 with Dr. Gestson in his capacity as principal of Camelback High School. Under his leadership, Camelback improved in almost every way — lower drop-out rates, improved test scores, increased college scholarships, to name a few. We enthusiastically agreed to support Dr. Gestson in his new role. It has been a remarkable experience. In addition to helping fund Dr. Gestson’s efforts, SVP partners are committing time and professional expertise to the district’s leadership training. SVP has gained valuable insights into the challenges facing public education. Correspondingly, the district has benefitted from our partners’ business experience and perspectives. We are excited about what our collaboration can achieve. Coppersmith Brockelman PLC cblawyers.com Social Venture Partners Arizona socialventurepartners.org/arizona John DeWulf has extensive experience with complex commercial litigation, including handling numerous trials, hearings and other matters before state and federal courts in the areas of contracts, business torts, trade secrets, real estate, securities, intellectual property, partnership and products.

So many of our APS partners do meaningful work in the community that it would be impossible to single out the most impactful. I am very proud, however, of a grant we made in Yuma that made a significant difference. APS supports food banks throughout Arizona, but we didn’t realize how dire the situation in Yuma was until we received an email from the executive director of the Yuma Community Food Bank, who shared that 40 percent of children living in Yuma go to bed hungry. The statistic shocked our team and we knew we had to act. While it’s unusual for us to receive a direct request, our team allocated $5,000 and made it a challenge grant, requesting that the community generate matching funds. Within four days, the goal was met — but it didn’t stop there. A lawyer issued his own challenge; after that, Fry’s Food store did the same; and others joined in. All told, Yuma Community Food Bank raised more than $70,000, bringing food security to the community for a time. Arizona Public Service Company aps.com Tina Marie Tentori is executive director of the Arizona Public Service Company Foundation and director of Community Affairs. She is responsible for strategy development and implementation of the Corporate Giving, Corporate Foundation and Employee/Retiree Volunteer programs, and Community Affairs and Strategic Partnerships, and is an active volunteer with numerous community organizations.

Should philanthropy be personal or corporate-driven? Why not both? For the 12 years since Alliance Bank of Arizona commenced operations, we have consistently focused on supporting education opportunities for all throughout Arizona. We (individually and from a corporate perspective as the largest locally headquartered bank in Arizona) believe in pursuing this objective from years of experience in economic development, where a quality education for all is the cornerstone of a vibrant economy. Therefore, our “investing forward” philosophy resonates throughout our charitable grants, donations and sponsorships. Also, many clients in our “Community Alliance” program focus their mission on education. Therefore, the bank’s investment is magnified and leveraged by the personal passion that our bankers have in promoting education, from Junior Achievement to Social Venture Partners to the Helios Foundation to Teach for America to the Phoenix Children’s Museum. Engagement by our bankers is often more critical than financial support. Just ask Roadrunner Elementary School, where ABA has been engaged for years supporting students, their families and teachers. There is no single investment that stands out for impact; it is a collective and consistent investment of our time, talent and resources! Alliance Bank of Arizona alliancebankofarizona.com Ed Zito is a member of the bank’s Asset and Liability Management and Investment Committee as well as its Risk Management Committee. A well-recognized leader in Arizona’s commercial and investment banking, as well as public finance, sector for more than 30 years, he is also known for his extensive work on economic development and capital formation in Arizona.

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

QUICK AND TO THE POINT

BYTES

BY MIKE HUNTER

Accounting on the Go FreshBooks is working with Apple to deliver a made-for-business app to allow small-business owners to run their business and invoice their clients from anywhere, using a mobile device that can fit into their pocket. Also available are enhanced security features Touch ID and Passcode, currently available for download from the App Store. freshbooks.com

Translation, Please Translate Your World, developers of across-language communication software, has released new software that enables almost anyone to converse in real-time across 25 different languages. There has never been anything like Translate Your World. Just go to a webpage and talk. The words of each speaker are instantly translated into the other language, to appear as subtitles or be heard as an attractive synthesized computer voice. translateyourworld.com

Save Time. Time Off. There are a lot of hours lost in the office. What causes this loss? Is it meetings, phone calls, personal time? Sapience Analytics has created a tool for employees to monitor their workday and determine their most productive times of the day. The program, Sapience Buddy, works behind the scenes on the user’s computer and indicates the person’s time on computer work, websites, phone calls and meetings, helping employees establish their most productive times of day. sapience.net

A/C Efficiency: Winds of Change

Effects of the new seasonal energy efficiency ratio (SEER) for air conditioning implemented last January by the U.S. Department of Energy are being felt all along the channel, from manufacturer to distributor to contractor to purchaser. Noting that the previous change, in January 2006, had met with considerable resistance in the industry, Dan Burke, chairman of Goettl Good Guys Board of Advisors — whose experience in the industry goes back nearly three decades — says the process this time of establishing the new SEER was more collaborative. “There was more participation from contractor and manufacturer organizations, and others interested in efficiency programs, such as utilities.” The change this time is less onerous — from 13 SEER to 14 SEER, compared to the 30 percent hike in 2006 from 10 SEER to 13 SEER — but Burke points out another factor as well: “The volume [of usage] is such that the industry and utilities are pushing efficiency improvements.” What is controversial, however, is the new rules’ regional standards for residential air conditioning equipment (for heating equipment, however, the new standard is uniform across all regions). While the Southwest region is being held to the 14-SEER standard, that is not uniform across the North and South regions. This increases the cost to the manufacturer because, Burke explains, “The changes require additional engineering time for the product development to meet the new cooling and heating standards, which leads to more testing time and life-cycle testing in the manufacturer’s own environmental test labs, as well as more certification and compliance testing by the agencies in their independent labs. Having regional differences also exacerbates the forecasting, production planning, and distribution challenges associated with having different products in the right region in the right quantities.” The cost of the audited product, lab and technician costs, and shipping costs are borne by the manufacturer — and the more different stock-keeping units tested, the greater the costs to the manufacturer. The new standards are also impacting employment. There is a shortage of technicians with the skills to work with the more efficient, complex systems. Technical schools in Arizona such as the East Valley Institute of Technology and organizations such as the Electric League of Arizona, among others, are strengthening their curricula and training staffs to address the issue of qualified technicians. Utilities work with the industry by incentivizing the contractors to acquire and use more sophisticated test and diagnostic equipment so the modern systems are installed and serviced to realize their full benefits. And companies like Goettl, which stopped manufacturing in 2007 to focus on the contracting side, installing and servicing the units, are making a big —RaeAnne Marsh investment in training technicians to maintain these upgraded products. Goettl Good Guys goettl.com

VISUALIZE

Marketing Podcasts Teach and Inform In an effort to help interested professionals become better marketers and businesspeople, MarketingPodcasts.com created this service to help discover podcasts that can teach and inform in areas that relate to marketing as well as other areas that can truly benefit business. The system checks the iTunes Podcasts directory twice a week for podcasts, adding to its own directory all podcasts with at least five reviews on iTunes. Individuals who host a podcast and feel it should be listed but find it isn’t making it into the directory automatically can contact the company and request it be added. marketingpodcasts.com

Goettl was an early proponent of energy-saving measures and one of only two manufacturers that supported the 2006 standards change; Goettl’s chief engineer chaired the industry committee that developed the test standards to certify the 13-SEER equipment.

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WE PUT SOME OF THE VALLEY’S TOP BUSINESS EXPERTS IN ONE PLACE. Business Resource Center. You need timely, relevant information to help you manage your business. But finding it can be a hassle. That’s why SRP has partnered with local business organizations to bring you professional insights on everything from marketing and human resources, to financing and forecasting. All in one place. All from experts in their fields. SRP is happy to provide this free service because what’s good for business is good for all of us. Learn more at srpbizresource.com.

INNOVATIONS FOR BUSINESS

TECH NOTES

BY RAEANNE MARSH

Pay-in-Advance Meals Restaurants are starting to use technology to cut their losses from reservation noshows through a ticketing system similar to that for theater performances, pioneered in 2011 by Nick Kokonas; diners will not be able to change reservations or get refunds, but can give their reservation to someone else. Kokonas’s “Tock” also provides restaurants with other commercial business inventory options. tocktix.com

Amazon Opens for Business Amazon recently launched Amazon Business with features tailored to businesses. It was designed as a response to business customers wanting an experience at work similar to how they shop at home, according to Prentis Wilson, vice president of Amazon Business, who says it offers “features and back-end integration businesses need to save time and money.” amazon.com/business

LifeLock Program for the Workplace LifeLock’s recently launched product, LifeLock Benefit Elite™ identity theft protection, was created specifically for employers and brokers to offer as a benefit for employees. It is designed to help detect potential fraud, including issues with a 401(k) account, and bring it to the attention of the employee through alerts within the company’s network via email, text or phone. lifelock.com

A Digital Approach to Employee Training

Training a new employee is a lengthy process. Recognizing that this can be especially burdensome for small businesses, local entrepreneur Chris Ronzio recently launched Trainual, a Web-based software geared toward small businesses to make the training process easier. Because the software is Web-based, it affords convenient access from any location at any time. “Building the material is similar to writing a blog,” says Chris, emphasizing how simple it is for a company to create a “trainual,” or training manual. Trainual assigns the company a subdomain on its website which that company alone can access, and then the company creates its own curriculum, courses and steps. The curriculum, or general overview of the training content, exists as its own webpage. From this are links to the courses, or lessons, for the individual topics. Further links lead to the steps associated with each lesson, as single actions that each describe a process in-depth. When creating its trainual, a company is not limited to merely written instruction, but can add pictures or videos. The Trainual software enables the

company to organize its curriculum, and even allows the company to control access to information by authorizing or restricting access to individual parts of its trainual to specific employees. Says Ronzio, “Most of the small-business owners that I talk to either want to sell their company one day or want to get out of their dayto-day so they can do what they love.” Whether positioning the company for sale or ensuring its operations are consistent, it is important that business owners have a formal document of their business’s processes and procedures. Since its launch in January, Trainual has helped more than 60 companies in Arizona create personalized —Henry Mackey online training manuals. Trainual trainual.com

A New, More Secure Payment Method

“It’s been something that’s been in the works for quite some time now,” says Scott Shedd, referring to the upcoming switch from traditional credit and debit cards to EMV cards. Shedd is the information security consulting manager for WGM, an IT company located in Scottsdale that analyzes technology risks and compliance. The noticeable difference between a traditional card and an EMV card is a visible chip that is planted in an EMV card. This chip contains cryptographic information that relays a different code to merchants every time a payment is made, making it extremely tough to counterfeit a card. Perhaps the most notable aspect of the shift to EMV cards is not the chip itself, but the shift in responsibility if theft occurs. If fraud occurs with a credit or debit card, it has traditionally been the responsibility of the issuing bank to refund the cost of fraud. Starting October 1, 2015, any company that does not have EMV-compliant card readers will be responsible for the cost.

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EMV-compliant card-reading terminals can cost anywhere from $170 to $500, so small businesses must decide whether purchasing an EMV terminal is worth the price. Since some businesses around the Valley have average sales much smaller than the cost of an EMV terminal, it may be cheaper for the business to pay for the occasional fraudulent charge than purchase an EMV terminal. Deciding whether to acquire an EMV terminal requires a great deal of consideration, and it is something that every business should consider sooner rather than later, because, as Shedd points out, the responsibility for fraudulent purchases shifts in —Henry Mackey just a few months. WGM LLC wgmllc.com

Bitcoins for Real? The idea of bitcoins as a decentralized currency that resists inflation may seem impossible, but a milestone has now been achieved for what has been accepted as a form of payment for commercial transactions on only select websites. The first bitcoin ATM opened in Jersey City on July 16, allowing users to exchange U.S. cash for bitcoins.

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INBUSINESSMAG.COM

BY RAEANNE MARSH

YOUR BENEFIT IN BUSINESS

Heatlhcare Grows Business

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Cure Corridor Going Strong The healthcare sector continues to be a strong element in the local economy. It’s an area the City of Scottsdale has focused on specifically for its economic development, branding intersecting stretches of Scottsdale Road and Shea Boulevard the “Scottsdale Cure Corridor.” Businesses in that corridor have chalked up numerous economic-impacting milestones this year. Medical lab Theranos, whose proprietary blood test from a mere finger prick was recently approved by the U.S. Food & Drug Administration, expanded into Arizona the end of last year with office space at ASU’s SkySong and jobs for about 500 people. Theranos, which operates wellness centers in Walgreens pharmacies, is now entering into a similar partnership with Arizona State University. This will be the company’s first partnership with a university, but the new clinic at ASU’s Downtown Phoenix location will be open to the public as well as ASU students and faculty. Relating news of direct financial nature, Scottsdale Economic Development Manager Christian Green shares that, in 2015, Orion Health announced the expansion of its operations and facilities, hiring 800 new jobs with an average annual wage of $88,000; Cymedica Orthopedics, a Scottsdale-based medical device company, received $11.5 million in venture capital financing; Scottsdale cell therapy firm Lattice Biologics landed $1 million in capital infusion; and Zenefits, a payroll and benefits company, was raised $500 million in Series C funds. Education Research

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Healthcare and bioscience have been targeted by state and municipal economic development agencies as among the key industries to build a strong and sustainable economy. Venture-backed competitions focus on identifying startups that have potential to bring revenue and employment, and give them a leg up toward realizing success. Two startups that recently gained that edge are Phoenix-based Omni Bioceutical Innovations, a winner of the BioAccel Solutions Challenge, and Gilbert-based eVisit, a winner of the Arizona Commerce Authority’s Arizona Innovation Challenge. Omni Bioceutical Innovations applies stem cell research to the aesthetics industry, with a line of skin-care product that improves the condition of skin and helps speed recovery for the emerging laser procedures as well as having benefit in daily use. “Laser skin resurfacing is one of the most common procedures, but the issue is down time,” explains company founder Jane Christensen. “Instead of taking seven to ten days off, they can have a treatment on Thursday and maybe go back to work on Monday.” Christensen says her initial interest in the stem cell research was to address issues related to ALS and autism for loved ones, but “it was too early for those treatments.” It translated well into the aesthetic world, applying topical stem-cell growth factors to regenerative medicine in anti-aging and post-laser treatment. “Data shows there are 13 million patients wanting these in-office treatments, and there’s not a lot in terms of helping recovery.” Taking part in the BioAccel Solutions Challenge “was an awesome experience,” Christensen says. “Being able to share your business and have somebody appreciate it and then give you money to invest in it is a dream,” says the entrepreneur whose previous ventures were self-funded. “Taking your business and mission and vision and honing it into an eight-minute presentation was a difficult task, especially with a product like ours in the cosmeceutical arena,” she says, explaining it was important to help people understand it is more than a skin-care line. She says the presentation to the Scorpions (judges) and audience, and having them ask questions, was a great exercise, and helped her also in preparing pitches to others after the event. Also valuable was the event’s evening mixer, which provided an opportunity to network with other companies that presented. With the help from BioAccel and lab space at the City of Peoria’s business incubator BioInspire, Christensen is planning to bring the lab duties here

from their current locations in Ohio and California, and will also be hiring a director of national distribution to work out of Phoenix. The software platform of eVisit was developed specifically with physicians in mind, enabling physicians and healthcare providers to connect with patients through two-way video and offering a route to help monetize the treatment by combining online treatment, billing and e-prescription solutions as well as daily patient health data and analytics. Unlike other telemedicine software, explains Bret Larsen, co-founder and CEO, the focus is on maintaining an already-existing doctor-patient relationship, although the tool is flexible and is, in fact, also being used by urgent care practices. “We find that when doctors know their patients, the outcome is greatly improved because they have the history there,” he says. Larsen cites security as eVisit’s No. 1 initiative, and notes his co-founder, Chief Technology Officer Miles Romney, has a strong background in healthcare security and is well-versed in HIPAA compliance, with previous success including the first mobile EMR that was eventually acquired by Blue Cross Blue Shield. Being a winner of the ACA’s competition “goes a long way for morale and building momentum,” Larsen says, crediting the ACA with “understanding the struggles that an early-stage company goes through.” And he describes Phoenix as a great place to find talent and grow a business, specifically for healthcare. “There’s a lot that happens in the Phoenix area around healthcare.” Of Arizona’s biotech scene, Christensen points to startups coming out of BioAccel and Arizona State University, and the development of larger businesses such as Translational Genomics Research Institute, ASU School of Medicine and other healthcare entities, and says, “It’s a great foundation and setting for emerging medical businesses.” Arizona Commerce Authority azcommerce.com BioAccel bioaccel.org eVisit evisit.com Omni Bioceutical Innovations omnibioinnovations.com

In clinical trials earlier this year, the Virginia G. Piper Center at HonorHealth (formerly Scottsdale Healthcare) successfully treated a man with Stage 4 Pancreatic Cancer.

METRICS & MEASUREMENTS

BY MIKE HUNTER

Restaurant Growth: Credit to Check Increase and Traffic And there is a new industry segment on the rise Operators raise menu prices for different reasons — some to compensate for cost of goods (COGS) and labor inflation, others to increase profitability. Although variance occurs between brands and operational environments, macroeconomic statistics indicated in 2014 that quick service restaurant (QSR) operators needed to raise menu prices at least 1.5 percent to break even and compensate for both COGS and labor inflation, an increase of 80 basis points from 2013. QSR operators actually increased menu prices 2.5 percent, according to Consumer Price Index measures, so, theoretically, they have 1.0 percent of sales to apply toward increases in occupancy costs, operating costs or overhead. FSR operators also gained 0.7 percent in margin in 2014; COGS increased 0.8 percent and labor 1.0 percent, which were offset by the 2.5 percent increase in check.

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For the fifth consecutive year, the restaurant industry has grown since the end of the Great Recession. Growth was measured by analyzing the average per check, traffic and net new restaurants on the market. Overall, there was a 3.3-percent rise in the industry for 2014, according to the GE Capital Franchise Finance 2015 Chain Restaurant Industry Review. The chief reason was the per-check increase of 2.1 percent. Traffic was up slightly at 0.2 percent, while the advent of new restaurants on the market was down 0.6 percent. Operators of restaurants have an increasingly good outlook and believe the trend of the consecutive years of growth will stick. The National Restaurant Association’s Restaurant Performance Index survey reached its highest level since 2004 at 102.9 in December of last year. The tepid recovery has, however, left many consumers still feeling concern and is giving operators a bit of uncertainty despite feeling optimistic that sales will continue to rise. With fundamental overall economic improvements being felt in the jobs market, and with unemployment falling back to 2008 levels, operators have reason to feel optimistic. And with this are other indicators that are improving. Home prices increasing by 5 percent, a rising stock market up by 11 percent and lower interest rates are reasons operators are beginning to see improved balance sheets. The largest demographic are millennials, who, however, are having economic challenges. For younger workers,

unemployment remains high. That and student loan debt are proving to set this generation up for hard times and will curtail their discretionary spending. Among other factors that restaurant operators are voicing concern over are the spiraling prices of food and labor. The concept of serving great food at a great price is increasingly difficult for smaller purveyors to realize, and the corporations are also likely to feel that pinch in sustaining profits. In response to these market conditions, restaurant segments are changing. The emergence of fast casual chains began this trend. Restaurant innovators realized a market existed between the traditional operators emphasizing speed and cost and chains offering a generally higher-quality, server-based experience. Fast casual chains offer value to consumers not necessarily through lower price. As an example, Chipotle’s average check is 53 percent higher than Taco Bell — but gives consumers value for their dollars with higher-quality food or a perceived better dining experience. Other changes affecting the restaurant industry come via technology, which is impacting how restaurants operate and compete. By enhancing operations and productivity, in most cases, it is also connecting new customers through innovative marketing and social media. Reviews, specials and other digital media are helping smaller operators and the independents as well as franchises.

Source: GE Capital, Franchise Finance

For the average restaurant, about 60 percent of all expenses relate to labor and cost of goods (COGS). Across the industry, labor expense as a percentage of sales typically has more variability than does COGS.

MINDING THEIR BUSINESS

Daniel Lieberman, M.D.: Creating a Shorter Route to Relieving Pain

With an eye on medical science, technology and process, Dr. Lieberman focuses on alleviating suffering by RaeAnne Marsh

Photos courtesy of Mike Small

A notable feature in surgeon Daniel Lieberman’s recently opened Phoenix Spine Surgery Center gives visual manifestation to his innovative approach to healthcare: It’s the patient experience delineated in a clearly marked path in the tile floor. As one visitor expressed it to him, “This makes you feel like the whole thing is under control, and that allows you to really relax.” The path, of course, is simply symbolic. The innovation lies in the process Dr. Lieberman has put in place to deliver his healthcare specialty — treating back pain — by bringing all steps in the diagnosis and treatment into one facility. What used to take six weeks to deliver 60 minutes of healthcare he has streamlined down to a single visit. The standard process would have begun with a patient calling for an appointment and scheduling an MRI a week or two later, after which Dr. Lieberman would examine the patient — usually about 15 minutes. If he determined there was need, he would schedule a spinal block at a hospital, which would take another week or two, including contacting the patient’s insurance carrier. The procedure would take about 15 minutes, following which the patient would be discharged to recover at home. The patient would call back to the doctor’s office after a few hours to report if the pain had gone away after the injection wore off, which would indicate the correct nerve had been identified, at which point they could schedule the surgery — which takes about 30 minutes —a week or two after that. Dr. Lieberman’s path to wellness starts in the welcoming area and flows to the examination rooms, the injection suite — where he can administer a block and, after a short wait by the patient in the activity room, evaluate its efficacy — on to the family waiting area and ultimately, if needed, to the operating room. Extensive documentation before the patient’s visit facilitates the process. “Our spine care specialists do a personal interview with each patient on the phone and then we ask the patient to complete a proprietary survey online, which, in conjunction with a review of their MRI, helps us accurately identify the source of their pain before they ever even walk in our door. This gives us enough evidence to go to the insurance company and get authorization,” he says, noting that, to the insurance company, the cost is the same as with the lengthier timeline. “If it’s not the case when the patient actually comes in, we can immediately not do something, but we’re ready to do something if it is needed.” Says Dr. Lieberman, “I believe using digital intake tools and using the Internet to obtain information is the way medicine needs to be practiced to be a more consumer-centric service.” A native Phoenician, Dr. Lieberman attended the University of Arizona Medical School, completed a three-year research fellowship at the National Institutes of Health in Maryland and

a neurosurgery residency at the University of California at San Francisco — the nation’s leading neurosurgery program — and then returned to Phoenix in 2000 to focus on a neurosurgery practice, specifically brain surgery for motor disorders. Always interested in the advancement of science and technology, working together, to overcome pain and suffering, he performed surgeries that included treating patients with neurological disorders by placing an electrode in the patient’s brain and activating a pacemaker under the skin. “I’d see people go from severe shaking to no shaking. I loved seeing people realize they were going to live again.” Gradually, his practice attracted more and more patients with spinal problems. Giving credit to orthopedic surgeon Anthony T. Yeung, M.D., of the Desert Institute for Spine Care, for the idea of using an endoscope to cut pain nerves coming out of a joint, Dr. Lieberman says he developed his Direct Visual Rhizotomy (DVR) technique. “We can understand the pain by numbing the nerve, then go in with an endoscope to identify and cut the nerve. The pain is gone, and it’s minimal surgery.” His practice has grown such that he now performs more spine surgeries than any other doctor in Phoenix. Dr. Lieberman admits that the risk of having his own practice is “exponentially greater” than being part of a hospital system, and notes there is a trend in healthcare of physicians leaving private practice to be part of a larger network. But, he says, “Most of medical quality is based on the idea of a natural conflict between administrative and medical staff.” Noting he has practiced under both conditions, he adds, “As a smaller entity, I can be more nimble and provide higher satisfaction.”

According to the National Institute of Neurological Disorders and Stroke, part of the National Institutes of Health, risk factors for developing low back pain include age, fitness level, weight gain and mental health issues such as depression and anxiety.

• Phoenix Spine Surgery Center — formerly Arizona Center for Neurosurgery — opened its 10,000-squarefoot medical office on June 4, 2015. • The practice consists of Daniel Lieberman, M.D., as the surgeon, with one assistant surgeon, a head of the operating room, two nurses, three medical assistants and six staff who work out of an off-site corporate headquarters — that also houses a billing a finance office — doing the extensive pre-visit phone interview and Internet research for each patient. • Procedures provided at the center are spinal injections as well as a variety of ultraminimally invasive spine surgeries. • Dr. Lieberman performs 200-300 surgeries per year.

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LAW MATTERS TO BUSINESS

New Labor Rules Spur Uptick in Union Activity Accelerated election timetable squeezes employers by RaeAnne Marsh

Joe Clees represents employers throughout the nation in employment litigation and labor relations. He has been honored a “Phoenix Lawyer of the Year” for Employment Law/ Management by Best Lawyers and named to HR Executive Magazine’s “100 Most Powerful Employment Lawyers in America.” Ogletree, Deakins, Nash, Smoak & Stewart, P.C. ogletreedeakins.com

Steve Wheeless is a partner in Steptoe & Johnson LLP’s Phoenix office who represents clients nationwide in labor and employment matters. He serves as the management chair of the American Bar Association’s Developing Labor Law Committee. Honors include recognitions in Chambers USA and Southwest Super Lawyers. Steptoe & Johnson L.L.P. steptoe.com

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Recent years have seen tremendous evolution in labor law — more than in preceding decades, according to Joe Clees, a shareholder in the Phoenix office of Ogletree Deakins and a past chair of the Employment and Labor Law Section of the Arizona State Bar. It is, however, a realm that is particularly susceptible to change, says Clees, explaining that change is based on the party in power. An additional element has been added with the latest rules: Regional boards have discretion, so there may be differences from region to region. Clees characterizes Arizona’s region as very pro-union, and says, “It’s challenging for employers to keep track of constant change and evolution and discretion by the board in applying its rules.” Changes made this past April by the National Labor Relations Board governing procedures to process petitions for union elections have given substantial advantage to the unions, leading to the NLRB’s new election rules being referred to by the employer community as “ambush election rules.” Drastic reduction in the timeline is a big part of that. “Unions have a bad record of winning when the employer has time to message and campaign with its workforce,” says Steve Wheeless, a partner in the Phoenix office of Steptoe & Johnson and the management chair of the American Bar Association’s Developing Labor Law Committee. He estimates, anecdotally, that unions have lost about 80 percent of the time. This is why he emphasizes the importance of employers being alert to the earliest indication that there is union organizing activity. “It’s often not obvious to the untrained eye,” he cautions. The old rules allowed 40 to 80 days between filing the petition to hold an election and the actual election. This was a significant amount of time for the employer to communicate with the workforce and provide education and messaging on the other side of the issue from that of the union. The new rules cut that election cycle to 20 to 22 days. And, Wheeless, notes, “Unions are known to campaign long before announcing the election — away from the workplace, in secret.” The accelerated timetable makes it harder for employers to present challenges to the election petition filed by the labor union because they have less time to determine employee concerns that may have led to the union organizing, and to resolve workplace problems. Additionally, many issues that previously could be litigated prior to the election have now been pushed to after the election. The determination of who is eligible to vote is one of these. Not only does the employer not know who to address,

this uncertainty changes the dynamic of the polling unit. Says Wheeless, “It may disenfranchise some potential voters who think, ‘Why should I vote if I’m not going to be in [the union]?’” At the same time, employers are required to provide the union, within two days of the election being set and without acquiring the employees’ consent, all the employees’ personal contact information — not just work location and job classification but home address and phone number. This makes it easier, Clees notes, for unions to contact and pursue employees. “In Arizona, we’re seeing a big uptick in union organizing, including home visits to employees even before the petition is filed,” Clees says. This activity is in spite of Arizona being a right-to-work state, where it is traditionally less desirable for unions to organize because the constitution says employees cannot be compelled to join a labor union or pay dues to a labor union. However, says Clees, “It does not in any way affect the rights unions have to accelerated elections and access to employees’ confidential information.” The new rules also put a short cap on the time allowed an employer to raise issues it thinks are contestable, after which it will have forever waived those issues. This is the change Wheeless believes will most affect small and medium-sized businesses. “Most businesses do not have the financial wherewithal or the sophistication to have a highly trained and experienced labor lawyer on speed dial so an expert can get in there and figure out what all the issues are, and get them presented and preserved by the seventh day after an election is filed,” Wheeless says, sharing that it has usually taken 10 to 14 days after businesses receive a petition for them to call him “because they’re still trying to figure it out.” Observing, “No employee ever turned to a union if he felt great about his supervisor and working experience,” Wheeless suggests businesses work proactively with their supervisors and managers to ensure a motivated, loyal team. Additional elements of the new NLRB rules will be covered in the September issue of In Business Magazine.

Union representation nationally has dropped from about 50 percent of the workforce in the 1950s to about 10 percent today.

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Doing Good by Business There is wide diversity in the reasoning and motivation as Arizona businesses energize our nonprofit sector by RaeAnne Marsh

Philanthropy wasn’t just an

element added to the business when Robert Thornton launched Paper Clouds Apparel eight years ago; it was the foundation on which his business model was built. Captivated by the drawings of a special needs child, he conceived the idea of developing a line of T-shirts featuring designs by special needs children and donating half of the company’s profits to the relevant nonprofit. A more common convergence of core business and philanthropic endeavor, however, is illustrated by Cox Communications’ development of a technology center for Goodwill so Goodwill’s clients would have access to the Internet. “It’s an important business prerogative for us that everyone have access to the Internet,” says Susan Anable, vice president of public affairs for the Southwest Region. Adding, “We help organizations connect people who need to connect to the Internet or to technology,” she shares that Cox Charities donated $400,000 last year to the Boys & Girls Clubs for technology centers in Arizona. “Cox has a long tradition of being invested in the communities we serve,” Anable says. “It’s been a cornerstone of the family’s engagement in the business.” There is community support built into the community relations budget and determined by the community relations team. The marketing team uses some of its budget in philanthropic partnerships. And there is an employee grant-review process to decide how Cox Charities dollars are awarded — last year, employees helped raise and then awarded a total of $722,500 to 91 Arizona nonprofits. Another philanthropic arm is the James M. Cox Foundation, which provides funding for capital campaigns and special projects in communities where Cox Enterprises does business. Cox supports nonprofits in the community by making use of its expertise; also by making use of resources inherent in its business identity as a communications company — airing public service announcements that help the community organizations promote their cause and serve their constituents. Concentrating on resources unique to its business is the route Adam Goodman has taken his company, Goodmans Interior Structures. Goodmans’ Eye for the Good Guy, for instance, was a long-running program conceived to give an office makeover each year to a deserving executive director of a nonprofit. Although the company has a long history of direct philanthropy, it was not always so well matched to its core business; the alignment now is a result of a focused introspection. “In the early 2000s, I was digging into the purpose of the business,” Goodman says, sharing that he was not motivated to just sell product. So he went directly to his clients and his employees, asking the former, “Why do you do business with Goodmans?” and the latter, “Why do you work for Goodmans?”

He discovered an underlying commonality when he aggregated the responses collected over a year’s time. Hospital clients told him his company helped them to heal patients and shared how important it was that Goodmans understood their needs. From higher education clients, Goodman heard that his company impacted learning outcomes by helping students learn. Corporation clients said Goodmans made them more competitive by helping them create better work environments to attract and retain talent. Government clients told him Goodmans helped them lower the cost of government by reusing existing assets instead of buying new. And his employees echoed all those sentiments. “Therefore, the purpose of Goodmans is to change the community,” he recalls determining. The next step: “If that is our purpose, how can we push it further; be intentional about it?” That was when he started to look for creative ways Goodmans could impact the community. An office hockey competition was organized, and was a popular annual event for eight years. Sixteen teams of architects, interior designers and commercial real estate brokers — industries with which Goodmans works — “ran” around the court while seated in an office chair as a fundraiser for Southwest Autism Research and Resource Center. Working with Free Arts

For Grimaldi’s Pizzeria, being true to the company’s core values was the consideration that helped focus the direction of its philanthropic effort. “Our stores are familyfriendly restaurants, so our focus is always around families and children,” say President and COO Eric Greenwald. As a smaller company, Grimaldi’s had been doing its fundraising for regional and state-specific charities. With the Scottsdaleheadquartered company now coast to coast, from California to South Carolina, Greenwald discussed with his director of marketing strategies around the company’s philanthropic efforts, and looked for a national nonprofit. No Kid Hungry fit the bill — it’s a campaign by Share Our Strength, a nonprofit working to end child hunger in America; although SOS is a national nonprofit, it sends participating restaurants fact sheets detailing the impact locally. Admitting, “I was surprised that we were helping kids in Scottsdale!” Greenwald notes 300 children go hungry every day in the Phoenix area. The monthlong campaign is held every September, and this year will be Grimaldi’s third with it. The nonprofit supplies No Kid Hungry-branded shirts, bracelets and sunglasses to its participating restaurants, and Greenwald encouraged his employees to get creative with their uniform. “This helped get everyone energized,” he says. Adding a further boost, the company’s marketing department sent daily reports to the stores. Noting no one likes to be last, Greenwald says the daily reports “led to fun competition at the store level and by region” as the five area managers came up with ideas to incentivize their employees. The upshot is increased sales during the month Greenwald says is the year’s slowest — even the first year, which Grimaldi’s got into

AUG. 2015

for Abused Children, Goodmans created its GoodART program in which a client, when its project is completed, picks out art from Free Arts and Goodmans mattes and frames it for the client’s office and makes a donation to Free Arts. Goodman also challenged his employees: “What of the resources we have, the assets we have and the talent we have can we use to help the community?” Thus was born GoodTHREADS from a suggestion by an employee in Tucson who was a foster parent — creating Tucson’s only foster clothing bank. All it takes is a warehouse and some volunteers, Goodman notes, sharing that the response has been overwhelming. Being cognizant of resources natural to the business underlies some of Cox’s and Goodmans’ philanthropy. Turning those into opportunities to benefit the community may require almost no change in actual business operations. Goodmans’ AIM to Make a Difference is a case in point. “When we deliver new furniture, the customer often says, ‘Please take away the old furniture.’ Dealers usually just sell it. We take the surplus furniture, store it in a warehouse, and offer it free to nonprofits.” Goodmans will deliver it for a fee, but Goodman says most nonprofits pick it up themselves.

late and so did not have a full month, saw a 12-percent increase in same store sales. Last year, Greenwald says the Tucson store — the company’s smallest — raised more than $10,000 itself for No Kid Hungry. This shows what can be done, he says, “when you get your staff behind it and you create that positive energy in the story, and you get the people in the area behind it.” Among other restaurants participating in No Kid Hungry are local-based Fired Pie and the Fox restaurants. It’s one example of a commercial co-venture, sometimes also called “cause-related marketing,” whereby a for-profit business earmarks a specified amount of its sales to be donated to a nonprofit. In some states, such campaigns are highly regulated and may require the business to secure and file a bond — an outcome, explains Carter Law Group’s Mackenzie Woods, of a lawsuit against Yoplait (Mitchell v. Yoplait General Mills) for promoting a “Tops for Cancer” campaign promising a donation to the Breast Cancer Research Foundation in Georgia for each Yoplait top sent in, but not disclosing there was a cap beyond which no more money would be given. Arizona, however, is not a state that regulates them, and Woods says, “We’re seeing an uptick in commercial co-ventures.” Among those adopting this approach are the social entrepreneurs at Seed Spot, a business incubator Woods is involved with.

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Asked if Goodmans does more business because of its philanthropic endeavors, Goodman gives an unequivocal “no.” Observing, “Our customers don’t care about all this unless we’re the low bid,” Goodman says it’s not a marketing play — but it is an employee attraction tool. “In this day and age, the only way to differentiate yourself in today’s competitive environment is to have top talent. Philanthropy helps us attract the very best talent, and that’s what drives our business.” Jacky Alling, chief philanthropic services officer with the Arizona Community Foundation, says ACF often sees employee engagement with a business’s philanthropy. “They want to have a sense of purpose,” she says, noting also the business develops a stronger relationship with the employee. “Research says it helps with retention.” “One of the things employees absolutely love about the company [CopperPoint Mutual Insurance Company] is our involvement in the community,” says Rick DeGraw, executive vice president and chief administrative officer. CopperPoint involves executives and staff in the decisions about what nonprofits to support. “It’s not an extensive application process,” DeGraw says. “We make decisions on a weekly basis as they come in.” Recipients range from big nonprofits such as Arizona Opera and Ballet Arizona to small, startup nonprofits. “We also support Social Venture Partners and Seed Spot, and they help emerging nonprofits,” DeGraw adds. CopperPoint prefers to support programmatic campaigns — “Usually, paying for programs is the most difficult,” DeGraw says — and eschews golf tournaments, where donated funds may go to gifts for participants, for food banks. What it requires is the nonprofit be active in the community, have at least an 88-percent rating on donated money being spent on program, and “be nice people we can work with.” Noting, “We encourage involvement; we want partners rather than people who just take our money,” DeGraw says CopperPoint employees have mentored at least one of the Seed Spot winners each of the last five years. It also operates one of the largest single-school-based Big Brother Big Sister programs in Arizona — in addition to its financial support, 31 of its employees serve as a “big” to a child in the program. Observing, “The happier people are in the community and the happier people are in their company, the better off we’ll be in the long run,” DeGraw notes, “We’ve shown ourselves to be consistent in helping the nonprofit community.” He sees involvement in the community as good business. “We wind up making money because businesses buy insurance from us. The healthier our economy is, the more businesses there’ll be and the more possibility that they’ll buy insurance from us.” Much of the cost involved comes out of CopperPoint’s community outreach budget; other comes from marketing outreach, such as splitting sponsorship of a nonprofit event with other business partners. “It strengthens our business partnership,” DeGraw says. And sharing a table affords an opportunity for the companies’ employees to meet. “It’s a way to further develop the partnership with other businesses in the community.”

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A business reaps other benefits as well. Terri Wogan, executive director of Social Venture Partners, Arizona, says businesspeople learn to be more strategic and understand due diligence — “look more in-depth” — as a result of the experience they gain with SVPAZ of exploring, vetting, selecting and reviewing prior to making an investment in a nonprofit. SVPAZ is made up of connected business professionals from large companies, mid-sized companies and the self-employed who share a common desire to build community and want to make a difference more than just writing a check. They or their company gives $5,500 a year, and the money is pooled and used to make grants. “We take a venture capital business model and apply it to our philanthropy.” SVPAZ’s approach is to be more engaged with the nonprofit — “Not just fund the program, but look at capacity to help the nonprofit grow,” Wogan says. The organization’s partners use their expertise in direct involvement with the nonprofits. “If a nonprofit has legal issues, partner businesses will offer legal expertise. If it has HR issues, the former head of PetSmart’s human resources can help with manuals.” Since 1999, when Jerry Hirsch founded the Arizona chapter of the organization begun just the year before by former Microsoft employees in Seattle, SVPAZ has given more than $4.2 million — plus thousands of volunteer hours, which Wogan estimates to be worth two-and-a-half times that money. In addition, it offers a Fast Pitch Program every year, in which 23 organizations take part in an eight-week program working with a mentor from the business community to perfect a three-minute pitch that culminates with them competing for grant dollars. There is additional training after the competition, says Wogan. “The relationship can go on for years.” Wogan cites several benefits philanthropic activity provides businesses. In addition to the business being aware of what’s happening in the community with regard to the social sector, it helps employees build problem-solving skills and it demonstrates the business’s commitment to community service.

AUG. 2015

Community service is a big part of many businesses’ philanthropy. DeGraw shares that about 70 percent of CopperPoint’s employees volunteer in the community, and 27 executives sit on the board or commission of 57 nonprofits. “It’s not a requirement, but we support them in doing so,” he says. At National Bank of Arizona, Board of Directors Vice Chairman Deborah Bateman says the new CEO, Mark Young, has set an expectation that all executives sit on at least two community boards and all bankers be involved in at least one organization. “That’s the type of employee we are going to attract and will want to stay here because they know their giving is being compounded by their peers and the organization,” she says. Anable describes Cox employees as “super generous with their volunteer giving.” Hours come to tens of thousands every year — which includes time the company allows as part of the work day, such as for the employee grant review process. Building play houses and tool sheds for Habitat for Humanity served

as a team-building activity. Other volunteer opportunities Cox has organized during business hours include taking part in the Red Cross holiday letter campaign, providing materials in the company cafeteria, and tending a community garden at its Deer Valley facility, with the food then donated to shelters. While the cost of most of Cox’s philanthropy is budgeted under community relations, HR takes a little of it for such employee engagement.

In some cases, philanthropy may be a regulatory requirement, says ACF’s Alling. She cites the Community Reinvestment Act enacted by Congress in 1977, under which the FDIC rates banks and can take punitive action. “The purpose was to encourage depository institutions to help meet the credit needs of the communities in which they operate.” Financial contributions are only a part of National Bank of Arizona’s philanthropic efforts. Says Bateman, “It’s usual for banks to do affordable housing, but we also make major contributions in the areas of health, human services, local food banks, local shelters, animal shelters — very localized.” And she notes that even during the recession, NBAZ gave more than $1 million. “We eliminated some things, such as advertising, and realigned that money into sponsorships where our customers and target audience are.” Disbursement is decided by employees, twice a year, with the only direction that the money must go back to the communities and people of Arizona. All NBAZ’s initiatives and campaigns — “even the way we advertise” — is built around the theme “We want to elevate Arizona,” Bateman says, explaining that over the last several years, the bank has become more intentional and strategic about institutionalizing the spirit that already existed about giving back to the community. “If all you’re doing is coming to work for a paycheck, that’s not enough. We want to be part of our community and part of something larger than us individually in making positive things happen for others in the community.” The bank, which launched its NBAZ Charities 501(c)3 earlier this

year, also organizes five fundraisers each year that offer the community an opportunity to give, and in October will launch an employee giving program in which NBAZ Charities will match some of the funds employees donate. Goodmans recently added a 501(c)3 organization — Rooted in Good — to its philanthropic activities. “People wanted to start making contributions,” Goodman says, relating they told him, “We love what you’re doing, but we want to be able to get the tax advantage.” It was a few years in coming together, but Goodman says, “Now, I’m happy to say we’re accepting donations and are accelerating the program.” Although his Paper Clouds Apparel business has been operating for eight years, Thornton says he actually considers the launch to have been January 2013 — with a new website and a new contract arrangement whereby Paper Clouds Apparel would work with a nonprofit for a two-week campaign. The organization is also responsible to help promote its campaign, and Thornton says, “Each campaign is as successful as the organization wants it to be.” The organization submits artwork by its special needs children, and the company’s board of advisors chooses the top four for the campaign. “Not all art translates for a cool T-shirt,” Thornton explains. Paper Clouds Apparel’s new website enables customers to choose shirt style and color, and build their own T-shirt to see how the different designs would look on it. Thornton then fulfills the orders that are placed, and this allows him to avoid excess inventory. “It’s the only way to make money, since I’m giving away 50 percent of the profits,” he says.

AUG. 2015

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Paper Clouds Apparel’s fulfillment process is also designed to benefit the community. Hiring on a temporary basis for each campaign, Thornton employs adults who are special needs people — among whom unemployment is 80 percent, Thornton points out. And he’s found he benefits as well. “Workers with special needs [tend to be] detail-oriented. So they find the flaws, and we have better quality control on the shirts that are shipped.”

“There are a variety of approaches,” Alling says, noting ACF has about 20 corporate clients and each has a different approach. Some come to ACF already having a sense of their philanthropic footprint, and Alling says these are sometimes aligned with their business. Intel, for instance, supports STEM programs, which, she says, “makes sense, as it helps them develop a pipeline their industry will need.” Industrial development authorities, which are created to foster economic development, focus on nonprofits that provide workforce training or job creation opportunities, or are business incubators. Others may have a geographic reason, choosing to support nonprofits where the business’s business outlets are. Among other interesting ways corporations are expressing their business philanthropy, Alling points to Starbucks (not affiliated with ACF) partnering with Arizona State University to offer free online college degrees to its employees. “It’s strategic for retention and to grow a talent pool who will move up the ladder to management, and the employees get a sense they’re being cared about.” Philanthropy can include employees’ volunteer time and being involved in a nonprofit such as by serving on a board of directors. For their financial giving, ACF works with corporations to develop the criteria regarding their mission and what they want to accomplish, explains Alling. “First, we work with them on their philanthropic goal at a strategic level, then develop guidelines as to which grant applicants would be eligible.” ACF does the due diligence to vet the nonprofits, and trains its organizations on how to review the grant applications.

Thornton chose to structure his business as a for-profit rather than a not-for-profit company, explaining, “I believe many nonprofits give nonprofits a bad name” regarding such operating expenses as salaries and marketing costs. He has one part-time employee — to write personal thank-yous for each order — and recently hired one additional full-time employee. He expects sales this year to exceed a half-million dollars, and says, “Growth is more about creating jobs and helping the special needs causes.”

Whether Arizona’s recently enacted benefit corporation statute will impact businesses’ charitable endeavors remains to be seen. The statute provides a route for businesses to consider social impact as well as shareholder profits when making business decisions. SVPAZ recently formed an innovation committee to look into how the new law will affect its giving. Goodmans, which had previously gone through the process to be licensed a B Corporation by B Lab and became the first benefit corporation in Arizona after the law took effect in January, “pursued it because it is validation that we’re doing what we say we’re doing,” Goodman says.

Arizona Community Foundation azfoundation.org

Grimaldi’s Pizzeria grimaldispizzeria.com

Carter Law Group P.C. carternonprofitlaw.com

National Bank of Arizona nbarizona.com

CopperPoint Mutual Insurance Company copperpoint.com

Paper Clouds Apparel papercloudsapparel.com

Cox Communications cox.com

Social Venture Partners, Arizona

Goodmans Interior Structures goodmansinc.com

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socialventurepartners.org/arizona

AUG. 2015

DECISIONS THAT MATTER

Founding Collaborative Intelligence & Innovation on ‘Purpose’ Focus on ‘We-Q’™ over IQ for innovation and growth

by Kieran Flanagan and Dan Gregory A new intelligence is required in workplaces today. It’s collaborative intelligence, or, as we prefer to call it, We-Q™. We-Q is not how smart or emotionally developed we are as individuals; rather, it is how intelligent we are mentally, emotionally and socially as a collective — and it is a crucial skill for all kinds of business in the digital age. The reality of this world is, we do very little on our own anymore. The small village where a single person was responsible for an entire process no longer exists, at least not in the developed world. Today, we are more likely to be responsible for a small portion of a much larger task. There are simply more moving parts in our chains, more complications in our processes, and more interconnected fields to be expert in.

THE MYTH OF SOLO SUCCESS

Kieran Flanagan & Dan Gregory, authors of Selfish, Scared & Stupid, are behavioral researchers and strategists who specialize in behaviors and belief systems — what drives, motivates and influences us. Passionate advocates for the commercial power of creativity and a return to more human engagement, cultures and leadership, they have won business awards around the world for innovation, creativity and ROI working with such organizations as Coca-Cola, Unilever, News Corp and the United Nations in Singapore. selfishscaredandstupid.com

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Despite our reliance on each other, we are still enamored with this notion of solo success. Our histories and legends are populated with archetypal stories of the lone hero on a noble quest. Stories include those of Homer, the ancient Greek story-teller; The Lone Ranger; and even Sir Edmund

Hilary’s quest to summit Everest. In reality, almost no one who climbs Everest does so without a Sherpa as a guide — Hilary relied on Tenzing Norgay. Not to mention the folks who manufactured their oxygen tanks, their thermal equipment, boots, water canteens and the like. Even the modern business world looks to the solo hero for inspiration. Bill Gates, Steve Jobs and Sir Richard Branson are prime examples. While undeniably successful and impressive, they are by no means solo heroes. Each had enormous teams and talent working with them as they built their empires. The truth is, every hero requires a team behind him or her, and that makes We-Q vital.

WE-Q IS GOOD FOR BUSINESS Cognitive diversity leads to better ideas. When different points of view and varied ways of thinking come together with a common purpose, it challenges our thinking and assumptions. It makes us all smarter. Cognitive diversity also leads to better business results. Differing points of views and ways of seeing the world help us make more informed decisions, give us lines of vision

How to Innovate on Purpose What most people fail to realize when it comes to innovation is that

customers can truly buy into and that suggest the way forward

creativity is a discipline and we need to apply rigor to it if we are to

for innovation.

generate useful thinking. Start with the business purpose on the business’s

Great purposes make innovation possible because they define the parameters in which we play and help us decide what we should

purpose. What we need is more “Innovation on Purpose.”

or should not launch A company that “makes transport awesome”

Innovation on Purpose is innovation that is aligned with a

would not launch a bed. A business that makes technology more

business’s goals and the core identity of its organization. Having

humanly intuitive would not create something that was complicated

a clearly defined reason for being is vital to a business’s success.

to use and understand.

Why does the business exist? What is it truly selling? These are the questions that help establish clarity of purpose. A purpose is a reason to show up to work, to do the job.

Link it to a shared purpose. Shared purpose unites people. Communities and businesses with a common belief can overcome differences and work together productively and collaboratively. It’s

It’s not a long-winded flowery statement that no one can

worth spending time developing a purpose that everyone in the

possibly remember. “Making technology humanly intuitive,”

team and business can get behind.

“Making public transport awesome,” “Helping people preserve memories” are all examples of purposes that staff and

To do this requires knowing what business one is really in. Surprisingly, many businesses do not know this. Recently,

Studying the trend toward collaboration in the workplace, Gartner, Inc., the leading IT research and advisory company, found that enterprise social networks will become the primary communication channels for carrying out work, but predicted an 80-percent efficacy failure rate in current years due to emphasis on technology itself over leadership. gartner.com

BETTERING YOUR BUSINESS homogenous teams are blind to and offer alternative ideas and strategies from those based on our individual experience. Various case studies from around the world confirm time and time again that businesses with more diverse boards and executive teams — in other words, a higher We-Q — outperform those with less diverse leadership. The following tips will help businesses develop their We-Q. Use Co-PIs, not just KPIs. Too often in business, we find performance metrics within a single organization that are set up in direct opposition to each other. For example, call centers may be told customer satisfaction is important — “Give them customer service so amazing that they will want to tell their friends about it.” — but another KPI might be “Get them off the phone really, really fast.” These KPI’s are contradictory, and it is not surprising that someone in this scenario fails. Zappos realized this and now rewards staff for time spent on the phone with their customers. Co-PIs are congruent, achievable and reward entire teams, not just the individuals. Stop hiring versions of yourself. We tend to hire people we like and feel comfortable with because they think similarly to us. True diversity requires looking beyond the obvious — such as gender, culture and race — and seeking instead thinking styles and strategic approaches that may even make us a little nervous or uncomfortable because they are different from our own. Embrace differences and promote debate. Our workplaces are often too polite, and this faux politeness can be dangerous. If we filter our real opinions and shun constructive disagreements, we miss out on testing the rigor of our thinking. We also put our businesses at risk of suffering from contextual blindness. Just like the fabled emperor in “The Emperor’s New Clothes,” no one is brave enough to say, “That is a bad idea.” We need to bring debate back to our businesses and foster more useful disagreement. Collaborate outside your category. Business leaders should consider thinking beyond their own category and build a team of thinkers from other parts of the business world. The Great Ormond Street Hospital in London did just this. To improve the quality of patient transfers from the operating theater to intensive care, they decided that, instead of calling in medical experts, they would call in the head of Ferrari’s Formula-1 Pit Crew. In doing so, they were able to use an objective pair of eyes to substantially improve their procedures and reduce complications.

Louder than Words There has never been a better time to build an audience around one’s idea or product. But with so many people and companies clamoring for attention, it’s also more challenging than ever to do work that deeply resonates with the marketplace and creates true and lasting impact. According to Todd Henry, the key to standing apart from the noise is to find one’s unique voice. Those who identify and develop their voices will gain more attention and wield more influence. But first they have to identify what they truly stand for, develop a compelling vision, and become masters of expressing their ideas in whatever media they choose. Title: Louder than Words: Harness the Power of Your Authentic Voice Author: Todd Henry

Price: $27.95

Pages: 224

Publisher: Portfolio

Available: 8/11/2015

Rising Strong It is the rise from falling that Brown takes as her subject in Rising Strong. As a grounded theory researcher, Brown has listened as a range of people — from leaders in Fortune 500 companies and the military to artists, couples in long-term relationships, teachers and parents — shared their stories of being brave, falling and getting back up. She asked herself, “What do these people with strong and loving relationships, leaders nurturing creativity, artists pushing innovation, and clergy walking with people through faith and mystery have in common?” The answer was clear: They recognize the power of emotion and they’re not afraid to lean in to discomfort. Title: Rising Strong: The Reckoning. The Rumble. The Revolution. Author: Brené Brown

Price: $27

Pages: 336

Publisher: Spiegel & Grau

Available: 8/25/2015

We Are Market Basket What if a company were so treasured and trusted that people literally took to the streets — by the thousands — to save it? That company is Market Basket, a popular New England supermarket chain. After longtime CEO Arthur T.

we were working with a group of optometrists and we asked this simple

Demoulas was ousted by his cousin Arthur S. Demoulas,

question of them: “What business are you in?” They said, “Medical services,

the company’s managers and rank-and-file workers

of course.” So we enquired as to how they made their money, where their

struck back. Risking their own livelihoods to restore the

cash flow was derived. They told us the majority of their income came not

job of their beloved boss, they walked out. Their protest

from the consults they performed but from the frames they sold. We then suggested that they were not in medical services as they had imagined, but were in fact in retail fashion. That was a business-altering moment. Learn to create “deliberately” on purpose. Creativity is typically not the random event or flash of inspiration that we see in movies and read in books. It is a discipline, a muscle to be developed and exercised regularly if it is to be turned into a business asset. Purpose gives direction to our innovation, our businesses and our workplaces. And today, we need to make this purpose easy

rallied customers, vendors and politicians. What is it about Market Basket and its leader that provokes such ferocious loyalty? Can a company really become an industry leader by prioritizing stakeholders over shareholders? Set against a backdrop of bad blood and corporate greed, We Are Market Basket is, above all, a page-turner that chronicles the epic rise, fall and redemption of this iconic and uniquely American company.

to share and simple to adopt. When we do so, we empower our people to build

Title: We Are Market Basket: The Story of the Unlikely Grassroots Movement That Saved a Beloved Business

our businesses in a consistent way — and this, not surprisingly, contributes

Authors: Daniel Korschun and Grant Welker

Price: $24.95

Pages: 256

Available: 8/12/2015

greatly to our organization’s We-Q.

Creating a balanced and diverse workforce is the key to having a successful and ambitious company, yet 74 percent of leaders recently surveyed by Corporate Executive Board for Insights Learning & Development said that the person they most recently hired was “in their own image.” learning.insights.com/effective

Publisher: AMACOM

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INVESTING IN COMMUNITY

The Best Research and Consulting Firms? Reputable third-party consulting organizations: • Have proven experience in conducting market research that is adapted to the nonprofit’s specific needs — whether it be a feasibility study, general research, a positioning study or a customized combination of all three; • Encourage nonprofits to complete internal assessments to ensure there are no surprises related to capacity and readiness when a campaign commences; • Have the ability to deploy multiple staff for market research interviews, providing a truly objective analysis taken from various perspectives; • Know the nonprofit’s industry/field — and if they don’t, are willing to commit the time, energy and resources to studying it; • Look beyond the nonprofit’s operations to also understand its culture and embody it when meeting with prospects and constituents; and • Can effectively represent the nonprofit with the most important constituents. Nonprofits may also wish to consider firms that are part of the Giving Institute, the professional association of fundraising consulting firms.

Richard Tollefson is president of The Phoenix Philanthropy Group, an Arizona-based international consulting firm serving nonprofit organizations as well as institutional and individual philanthropists. phoenixphilanthropy.com

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The Importance of Market Research When nonprofit leaders employ market research, the results are often dramatic by Richard Tollefson It’s no secret that corporations reap great dividends by conducting market research. They use facts and figures and focus-group results to develop products, explore new markets, test messaging and establish brand positioning. Nonprofits, however, haven’t typically been as quick to embrace market research, often relying instead on tradition, assumption, staff experience and “feel.” Myra Garcia, vice president of university advancement for California-based University of La Verne, argues that market research offers the same, if not more, benefits to nonprofits. “For social services organizations, market research is essential to understanding what kinds of services, hours and locations constituents need,” she says. “In the arts world, market research reveals what kind of programming is desired to increase audience size. In higher education, it’s important to know which 17-year-olds are most likely to apply to the institution and why.” Yet when a major fundraising campaign arises — or the need for funds to support capital projects, endowments, services or operations — nonprofits often balk at the investment necessary for third-party firms to conduct the research. And these critical studies do require the insight of unbiased, external organizations. “Our market study experience reinforced both the realities of what we had hoped, and revealed what we were afraid to scrutinize,” admits Charles Cannon, vice dean for University of California’s Irvine School of Law. Only a third-party perspective allowed for that scrutiny, he says of the positioning study conducted for his institution, which, due to its young age, lacked fundraising history, an alumni base and proven donors. “It is immeasurably valuable to be forced to face hard truths — even if we must pay someone for the privilege of the assault.”

Where to Begin with Market Research It is the role of the executive board member, first, to encourage nonprofit leaders of the value of market studies and to educate them about the different types before entering into fundraising campaigns: Feasibility Study

Positioning Study

Assesses the organization’s readiness for a campaign

Provides perspective on priorities, goals, themes and outcomes of an already-approved campaign

Determines potential campaign goal

Determines the appropriate scope, scale and pace of the campaign

Develops initial statement of intent

Tests proposed campaign messaging concepts and the strategic/competitive positioning of a campaign

Recommends timeline/plan for campaign completion

Gauges public opinion of the organization’s long-term vision and the campaign to fund it

Well-executed research can shape the direction, scope and pace of a campaign and provide a significant opportunity to cultivate and positively influence prospective donors and key decision makers through a strategic, confidential interview process.

Interviewees, identified by members of the board and leadership staff, should represent a diverse mix of constituents: individuals familiar and not-so-familiar with the organization, industry and non-industry players, established and new donors, and other key influencers or stakeholders. The questions asked during feasibility and positioning studies collect opinions from constituents about: • The organization’s mission, vision, strategic plan and role in the community; • The institution’s leadership (the board, CEO and executive leadership teams); • Fundraising priorities and their alignment with the strategic plan and mission/vision of the organization; • Donor satisfaction and confidence; • Volunteer engagement and commitment; • Investment worthiness of proposed campaign initiatives; and • Expected Return on Investment (ROI) from donations. When the research results are interpreted and formally presented to the nonprofit, board members play an additional critical role: They must ensure that the recommendations are embraced — even in cases where operational changes are suggested, such as the need for new branding or a revised strategic plan, the hiring of additional staff, adjustments to the roles and responsibilities of the board of directors, or even clarification of fundraising priorities. “Market research gives nonprofits insight into their communities’ perceptions of the nonprofit’s strengths and weaknesses, as well as the amount of support available for an ambitious campaign,” says Ashley Coffield, president and CEO of Planned Parenthood Greater Memphis Region. Her organization used market research to test the size of a strategic growth campaign that would be achievable and acceptable in its community. “I would not invest in a major new campaign or initiative without market research.” Adds Garcia of the positioning/feasibility study conducted at her university, “For our upcoming comprehensive fundraising campaign, we gained answers to the questions that were top-of-mind: How much will we be able to raise over an eight-year period of time? For which projects? How many donors can we count on for support, and how many more will we need?” And that is precisely what market research is designed to do: provide analytical insight that drives fundraising success.

Positioning studies identify lead volunteers and donors as well as provide a variety of perspectives on the priorities, goals, themes and desired outcomes of a campaign and inform the platforms from which a campaign can be launched.

AUGUST 2015

Global Chamber Phoenix and UPS

Arizona Chamber of Commerce and Industry

Tues., Aug. 11 l 7:30a – 10:30a

Thurs. – Fri., Aug. 13 – 14 9:00a (Thurs.) – 4:00p (Fri.)

Developing Your Global Strategy

2015 Environmental and Sustainability Summit

Global Chamber Phoenix and UPS will host their new event, “Developing Your Global Strategy,” at the ASBA offices in downtown Phoenix. The event will consist of two speeches, an opportunity for participants to network, and time to visit with representatives of Global Chamber, UPS Capital, UPS International Package, iGlobal Stores and US Commercial Services at their trade tables. Mike Flanary, the keynote speaker, will give a presentation on how businesses can export their products. Flanary is the COO of Universal Laser Systems, a Scottsdale-based manufacturer of laser material processing solutions. Kermit McKinney, business development expert at iGlobal, will give a presentation on the ecommerce challenges businesses face and how to overcome them. “This event is intended to be an educational session, so that companies walk away with more information — so that there’s more success in their global activities,” says Doug Bruhnke, CEO of Global Chamber. UPS recently became a member of the Global Chamber, and this is the first event that Global Chamber and UPS are doing in collaboration. “We leverage our global expertise to make a direct impact on their bottom line and provide superior customer experience,” says Brad Christensen, director of marketing at UPS. Global Chamber and UPS are directing the event to regional business executives —Henry Mackey doing global business. Members: free; non-members: $25 Arizona Small Business Association

The Arizona Chamber of Commerce and Industry will host its eighth annual Environmental and Sustainability Summit at the Prescott Resort and Conference Center. The event aims to bring together leaders in environmental policy and business, and provide them the opportunity to discuss current issues involving the environment. The event will begin on Thursday with an optional golf tournament at Stoneridge Golf Course, followed by a luncheon and reception. Friday’s full schedule of presentations and panel discussions will begin with welcoming remarks by Steve Macias, CEO of AMC Pivot Manufacturing. The CPP/ozone panel discussion will be led by Chris McIsaac, environmental policy advisor to Arizona Governor Doug Ducey; Todd Weaver, a senior counsel at Freeport McMoRan Copper & Gold Inc.; and Phil Bashaw, director of government relations and grassroots advocacy at Grand Canyon State Electric Cooperative Association. A panel on legal ethics involving the environment will be led by Mitch Klein, partner at Snell & Wilmer, and Patrick Cunningham, public affairs consulting agent at Highground. Henry Darwin, Eric Massey, Laura Malone and Trevor Baggiore, all from the Arizona Department of Environmental Quality, will lead the Arizona Department of Environmental Quality discussion. Other panel discussions include water sustainability and the state of sustainability in Arizona. Kirk Adams, Governor Ducey’s chief of staff, will deliver the keynote speech. Arizona Chamber of Commerce and Industry has hosted this event since 2008. “The Arizona Chamber is dedicated to supporting a regulatory environment where rules are transparent and predictable, and where agencies work with the business community in order to achieve compliance,” says Glenn Hamer, president and —Henry Mackey CEO of the chamber.

4600 E. Washington St., Phoenix

Members: $170; non-members: $200; golf: $85

globalchamber.org

Prescott Resort & Conference Center 1500 E. State Rte. 69, Prescott

AUGUST 2015

azchamber.com

S M T W T F S

SAVE THE DATE

Upcoming and notable

35TH ANNUAL ENVIRONMENTAL EXCELLENCE AWARDS Sept.

Sat., Sept 12

Arizona Forward’s “Academy Awards” of the environmental community enters a new era on its milestone anniversary, with all categories now open to entries throughout Arizona for the first time ever. In taking a fresh approach to this historical program, Arizona Forward is also unveiling two new award categories: Governor’s Award for Arizona’s Future and Healthy Communities. Black tie optional. Members: $200; non-members: $225 Chateau Luxe 1175 E. Lone Cactus Dr., Phoenix valleyforward.org

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No Notable Dates this Month

29 20AUG.1 5 INBUSINESSMAG.COM

AUGUST 2015 Tues., Aug. 11

11:00a – 1:00p

Michele Reagan, Arizona’s Secretary of State Greater Phoenix Chamber of Commerce – Professional Women’s Alliance In a state full of success stories, newly-elected Secretary of State Michele Reagan has risen to Arizona’s second-highest elective office through a combination of hard work, commitment to public service and the pioneer spirit; she exemplifies what it means to be an Arizonan. Members: $25; non-members: $45 Phoenix Country Club

2901 N. 7th St., Phoenix

phoenixchamber.com/pwa Thurs., Aug. 6

5:30p – 7:00p

Mon. – Tues., Aug. 10 – 11

Meeting Central Phoenix Women The featured speaker is Trish McCarty, author, founder of StarShine Academy, and an XPrize nominee. The meeting sponsor is Cancer Treatment Centers of America; invited publication partner is Neiman Marcus Annual Fall magazine, and the favor partner is Addison Taylor Fine Jewelry. $75; reservation required The Royal Palms Resort & Spa 5200 E. Camelback Rd., Phoenix

7 Fri., Aug. 7

Community Connections Mixer

Arizona Technology Council

Peoria Chamber of Commerce

“Arizona – The Science and Technology Hub of the Southwest – Scaling What Works” is a two-day event that gathers business owners, presidents and CEOs for speakers, workshops, keynote presentations, golf and networking.

This monthly event is an important networking mixer for entire community, an opportunity for members and non-members to establish connections and expand their community outreach.

Members: $500; non-members: $600; with golf package: add $150

Free

L’Auberge de Sedona

24762 N. Lake Pleasant Pkwy., Peoria

The Haymaker Restaurant

301 Little Ln., Sedona

peoriachamber.com

13 Thurs., Aug. 13

Noon – 1:00p

Public Policy Speaker Series

Scottsdale Area Chamber of Commerce

A monthly speaker series, presenting leaders and experts to discuss issues involving our businesses and community. A light lunch will be provided. Sponsored by SRP.

11:30 am – 1:15 pm

Fabulous Footwear Contest & Lunch West Valley Women Wear your favorite pair of shoes and participate in the Fabulous Footwear Contest. Shoe Contest Categories: Most Beautiful, So Sassy, Most Practical, Completes the Outfit and Judges Choice.

Educational forum with a focus on the success of startup companies

Free; RSVP required by noon Aug. 6

Members: $20; non-members: $30

Dignity Health Urgent Care Community Room

Double Tree Paradise Valley Resort

4545 E. Chandler Blvd., Phoenix

5401 N Scottsdale Rd., Scottsdale

ahwatukeechamber.com

scottsdalechamber.com Thurs., Aug 13

5:30p – 7:30p

Chamber Chat – After Hours Gilbert Chamber of Commerce This informal gathering is a fun way to share conversation with other professionals and learn more about businesses in the community. Presented by DH & B Electric.

Members: $30; non-members: $35

$10; at the door: $15

Arizona Broadway Theatre

Arizona Wilderness Brewing Co.

7701 W. Paradise Ln., Peoria

721 N. Arizona Ave., Gilbert

westvalleywomen.org

gilbertaz.com

Please confirm, as dates and times are subject to change.

AUG. 20 1 5

INBUSINESSMAG.COM

7:30a – 9:00a

Breakfast with a Side of … Startups

Ahwatukee Chamber of Commerce

Tues., Aug. 4

5:30p – 6:30p

8th Annual CEO Retreat

aztechcouncil.org

centralphoenixwomen.org

Tues., Aug. 11

11:00a – 6:30p

For more events, visit “Business Events” at www.inbusinessmag.com

Fri., Aug. 21

11:30a – 1:00p

Meeting Women of Scottsdale Publication partner is In Business Magazine, favor partner is Trish McEvoy. Tues., Aug. 18

$35; reservation required

11:30a – 1:00p

Westin Kierland

LinkedIn Strategies for Growing your Business

6902 E. Greenway Pkwy., Scottsdale

Arizona Small Business Association

eastvalleywomen.org

LinkedIn is more than your resume online. It is a powerful tool that you can use to grow your business, build lists, hire great employees, find amazing vendors and learn from the experts. See how you can use LinkedIn to grow your business. $10

Arizona Small Business Association

4600 E. Washington St., Phoenix

Tues. – Fri., Aug. 25 – 28

Breakthrough – A New Leadership Lens

asba.com

Tues., Aug. 18

Arizona Society of Human Resource Management AZSHRM 2015 State Conference, the largest human resourcefocused conference in the State of Arizona, provides HR professionals a new way of aligning HR practices with business leaders’ strategies. HR and business leaders will have the opportunity to learn and grow their strategic partnership to drive their business forward and execute results.

7:30a – 9:00a

Meeting East Valley Women The meeting sponsor is Above & Beyond Communications, publication partner is The SanTan Sun News.

Members: $470; non-members: $515; per-day and per-event prices also available

$25; reservation required

Sheraton Wild Horse Pass Resort & Spa

Embassy Suites Tempe

5594 W. Wild Horse Pass Blvd., Chandler

4400 S. Rural Road, Tempe

azshrm.org

eastvalleywomen.org

20 Thurs. Aug 20

All day

12:30p – 2:00p

15th Annual Sun Devil Kickoff Luncheon Tempe Chamber of Commerce “Voice of the Sun Devils” Tim Healey and Rose Bowl-winning QB Jeff Van Raaphorst emcee this exciting afternoon as Head Coach Todd Graham welcomes his players and coaches to kick off the new season. Highlights include interviews and Q&A sessions with team stars and Coach Graham. Sparky, the ASU Spirit Squad and the Dixie Devils are part of the festivities as well. The event includes lunch. Guests have the opportunity to sit with a player or coach. $60 (reserved seats) Tempe Mission Palms

60 E. 5th St., Tempe

tempechamber.com Thurs., Aug 20

Thurs., Aug. 20

5:00p – 7:00p

Business After Business Chandler Chamber of Commerce Make business contacts and get a chance to win the “Chamber Cash Pot” (sponsored by Thorobred Chevrolet). Sponsored by Arizona Pest Prevention. Free

Broadstone Trevi

635 S. Ellis St., Chandler

chandlerchamber.com

12:30p – 6:00p

7th Annual Marketing Technology Summit

Thurs., Aug. 27

Arizona Technology Council/BMA Phoenix

BRB West Valley Expo

More than 150 business-to-business marketing, sales, and technology professionals from throughout Arizona will be participating in this intense half-day program featuring top-tier educational content and networking with industry leaders and AZTC/BMA member organizations. This year’s conference will focus on understanding your buyer at a time when everything about how buyers engage is changing.

Surprise Regional Chamber of Commerce

Members: $40; non-members: $60

The Wigwam Ballroom

ASU SkySong

surpriseregionalchamber.com

1475 N. Scottsdale Rd., Scottsdale

aztechcouncil.org

If your event is directed to helping build business in Metro Phoenix, please send us information to include it in the In Business Magazine events calendar. Full calendar online. Events@inbusinessmag.com

4:00p – 7:00p

An amazing table-top expo featuring hundreds of businesses from the West Valley. Meet your neighborhood business owners; learn about products, services, and fun they have to offer; plus a lot of door prizes. Free 300 E. Wigwam Blvd., Litchfield Park

AUG. 20 1 5

INBUSINESSMAG.COM

WE VALUE WHAT WE OWN

BY MIKE HUNTER

2015 MINI Cooper Countryman All4

City: 26 Hwy: 32 Trans: 6-speed automatic/standard 0-60: 6.6 sec MRRP: $27,450

In 1957, Sir Leonard Lord of the Morris Company issued his top engineer, Alec Issigonis, a challenge: design and build a small, fuelefficient car capable of carrying four adults, within economic reach of just about everyone. As fate would have it, the challenge of fitting so much function into such a small package inspired a couple of historic innovations. Fast forward to 1999: More than 5 million Classic MINIs have found happy homes around the world, leading a panel of 130 international automotive journalists to vote MINI “European Car of the Century.” In fact, only Ford’s Model T received more votes for the global title.

AUG. 20 1 5

INBUSINESSMAG.COM

Four is key in this four-door and all-wheel-drive MINI. The MINI Cooper Countryman All4 is equipped with a turbocharged, 16-valve alloy engine that promises enhanced performance while consuming less fuel. The engine outputs 181 horsepower with 177 lb-ft of torque. The speedy movement of this tech-savvy engine is called an engineering marvel as it packs a punch, taking with it this roomy all-wheel-drive MINI. Plenty of cargo space and a 5-seat configuration make the Countryman a viable option for the family or couple who will be off-roading and going on adventures often. The 6-speed automatic transmission with paddle shifters gives smooth gear change and lets the driver choose between optimum performance and speed or letting the car simply do its thing. Perfect for both city and the curvy country road, maximum

control is apparent and makes for an exhilarating driving experience. The Dynamic Stability Control comes standard and uses sensors to measure acceleration while manipulating engine torque and can even brake a single wheel at a time. Technology on wheels is the mantra as the MINI Cooper is equipped with some of the most advanced technology and specializes in keeping occupants connected with social media, geographically present with navigation, and entertained with the audio package. Driver distractions are kept to a minimum with the minimized gauges and controls that are strategically placed for accessibility. The interior is a marvel, with sophisticated lines and leather-trimmed accents and seating. The rich color options, like “coffee” and “championship red,” make this a designer’s dream. Other design options include black-checkered or black piano-dash surfaces and chrome trim. Finally, the famed appeal of the MINI Cooper is the rounded edges and retro detail that meets contemporary design so well. The color packages and options range from racer stripes to bonnet color offsets and can include chrome trim, roof rails and the All4 exterior styling. This off-road styling is rugged, with matte silver finish accents lining the base of the vehicle and bumpers. MINI miniusa.com

Music to Inspire Work environments are enhanced by great design

Apple Music

Pandora One

Spotify

Apple Music is, to quote the

Users can explore this vast trove of

There are millions of tracks on

company, “All the ways you

music to their heart’s content by just

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love music. All in one place.”

dropping the name of a favorite song,

always at one’s fingertips. Users

artist or genre into Pandora and

can choose for themselves or let

So ... in non-marketing

and technology to improve

lingo, Apple is attempting

letting the Music Genome Project go.

Spotify surprise them. Users can

productivity. Today, sounds

to put together a service

It will quickly scan its entire world of

also browse through the music

are an added benefit to

that combines the user’s

analyzed music, almost a century of

collections of friends, artists

the office experience or to

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popular recordings — new and old,

and celebrities, or create a radio

the ear buds. Here are our

ripped tracks with the power

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station and just sit back. $9.99

picks for the best options

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per month

to getting those great

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musical similarities. $4.99 per month

spotify.com

tunes to do their thing:

apple.com

pandora.com/one

The New Look: In October 1999, just a few days before the final Classic MINI rolled off the production line, the concept for a new MINI was unveiled at the Paris Auto Show. The distinctive design and personality were immediately recognizable, but it was clear the new model had also taken a healthy dose of automotive steroids.

Photos courtesy of MINI

MINI COOPER COUNTRYMAN ALL4

Banking locally is banking better.

There’s something to be said for banking locally with Pinnacle Bank. And it’s not just us saying it. After 10 years, our expertise has been recognized and celebrated by being voted No. 1 Community Bank, a Top 200 Healthiest Bank, and a 5-Star Superior Rated Bank. Banking locally with Pinnacle is about more than keeping your money close to home. We make the process easier and more enjoyable. Our local ownership provides a unique experience with highly personalized service and quicker decision making. And when you’re on the go, our 24/7 mobile and online banking is always there for you. Banking means more here. Bank better. Bank Pinnacle.

Creating an exceptional experience!

Scottsdale 480.609.0055

Phoenix 602.995.6565

pinnaclebankaz.com

MEALS THAT MATTER

BY MIKE HUNTER

Mexx32 Tacos & Taquileria

MIX OR MATCH TACOS Made with yellow corn tortillas 3 for $12.00

CARNE ASADA BURRITO Marinated steak with pico de gallo & guacamole

From famed restaurateur Lenny Rosenberg comes Mexx32. This urban taco joint is chic and evolves the taco craze to new heights. Born out of the revered Revo Burrito concept and taken to the limit with a bar and expanded menu, this newest hot spot has just added lunch hours to follow its successful launch as a dinner destination in May of this year. The menu is a fresh take on the usual, with Rice Bowls, Street Tacos and Revo Burritos made with rich meats and fresh ingredients. The Chicken Taquitos is a great starter, rolled with chicken machaca and topped with cheese, guacamole and sour cream. The Mexx Ensalada is made with romaine hearts topped with roasted corn, cucumber, tomatoes, eggs, black olives, carrots, radish, queso fresco and petite white beans with a choice of dressing between the house-made fresh basil creamy buttermilk dressing and balsamic vinaigrette. The Enchiladas Combination platter offers a choice of mixed-cheese-blend chicken machaca enchiladas; smoked pork enchiladas; or cheese enchiladas topped with the five-cheese blend of Monterey jack, cheddar, queso quesadilla, asadero cheese and mozzarella, with

all enchiladas smothered in green, red or Christmas-style sauce. The Carne Asada is marinated steak with pico de gallo and guacamole wrapped in a flour or wheat tortilla. Nine taco choices offer variety that ranges from fish to Chipotle mushroom; these Signature 32nd Street Tacos are made with yellow corn tortillas and available to mix and match in threes. The rice bowls are a nice option, with many varieties to choose from, and come with brown, white or the famed creamy rice. And still available from the old establishment are the Revo burritos. The bar is the central feature and is available for seating at lunch. The chic and Mexican-influenced décor is modern and very stylish. The patio is cool in the summer and gives off a bit of a “marketplace” appeal. The vibrant vibe and efficient staff make this a great place to take clients for a delicious lunch. Mexx32 Tacos & Tequileria 3154 E. Camelback Rd., Phoenix (602) 522-6255 mexx32.com

Tossing Salad

The Original Chopped

The Kale & Apple Salad

This time of year, eating light is a must. A

The only salad we know

This is a very flavorful take

Seasonal Watermelon Salad (pictured)

of with its own Facebook

on kale salads with a very tart

This delightful fresh

page, the Original Chopped

and savory dressing made to

and light salad, available

is made of corn, couscous,

truly entice the palate. Made

through August, celebrates

smoked salmon, asiago,

with kale, apple, clementine,

the flavors of summer with

pepitas, tomatoes, arugula

bacon, Amish cheddar and

watermelon, feta cheese

and currants, all dressed up

almond tossed in a light

and jicama batons in a blend

in a sassy buttermilk pesto

Champaign vinaigrette. $11

of arugula and spinach, and

cool, healthy meal is what’s best for lunch. Here are our picks for the Valley’s best and freshest salads.

dressing. 12

Sauce Pizza & Wine

AUG. 20 1 5

INBUSINESSMAG.COM

The Henry

tossed in a white balsamic vinaigrette. $7.50

The Gladly

4455 E. Camelback Rd.,

2201 E. Camelback Rd.,

Phoenix

Sauce Pizza & Wine

Phoenix

(602) 429-8020

Locations throughout

(602) 759-8132

foxrc.com

the Valley

thegladly.com

saucepizzaandwine.com

Lenny Rosenberg is one of the original restaurateurs here in Phoenix. The force behind the great establishments Blue Burrito, Zen 32, Delux and Revo Burrito, he continues to reinvent the dining experience.

Photos courtesy of Mexx32 (top and far left), David Fox (bottom)

$9.50

SPRING 2015

SCOTTSDALECHAMBER.COM

MEMBER COMMUNIQUÉ When I was a little girl, my mother would say, “The only thing certain is change.” As is often the case, she was right. The Scottsdale Area Chamber of Commerce is undergoing a sea change of, well, change. Rick Kidder, our president and CEO since 2006, announced his resignation in June. He will be leaving for New England to head up the New Bedford Area Chamber of Commerce in Massachusetts. This is a homecoming of sorts for Rick, a Gloucesterman and Harvard University alumnus. With centuries-old roots in the fishing industry (anybody read Herman Melville’s “Moby Dick”?), New Bedford — and the 210,000 residents living in the 10 communities the chamber represents — is moving forward to a future embracing new technologies and industries while honoring its cherished past. Sound familiar? It should. Think how far Scottsdale has come from its orange groves to become home to some of the most cutting-edge medical and technology companies in the world. While it’s never easy to lose a leader, the Scottsdale Area Chamber will be under the steady hand of Eric Larson in the interim. If you don’t already know Eric, you will. Eric, a director with AVB Development Partners, has been what some might call a “fixture” at the chamber. He has served as chair of virtually every chamber committee and council, as well as board chair. He even did a stint in sales at the chamber during the darkest days of the Great Recession. Leading the search committee for a new, permanent chamber president will be Bryce Lloyd, our current board president. You could not find two better gentlemen to lead the chamber during this time of change. The chamber’s hard-working staff also has many new faces as well. Practicing what it preaches about economic development, the chamber has hired its marketing intern Karlie VanKruiningen as its new marketing and events coordinator as she finishes her degree at Scottsdale Community College. My mother would also encourage me not to dwell on sad or frustrating things, insisting kindly but firmly that I say something positive. It’s easy to grumble about change, but that rarely does any good and simply mires everyone in negativism. If you think about it, change brings hope, fresh beginnings and new opportunities — all very good things. The chamber’s 501(c)(3) organization, the Scottsdale Chamber Foundation, along with area business partners, has launched two exciting initiatives. Be Scottsdale Fit goes beyond workplace wellness to foster full work-life integration for Scottsdale’s residents. Business Unified for Scottsdale Schools, or BUSS, is an audacious partnership between local businesses, organizations and schools with a mission to create and retain the best and the brightest students, teachers and future employees. Change is scary, but it is also exhilarating. Change is an opportunity to make things better than they were before. Change is an opportunity to move forward instead of remaining stationary — or worse — falling behind. Now, who is ready for some CHANGE?!

Cindy Kibbe Editor, Scottsdale @ Work Scottsdale Area Chamber member

Photo: Wendy Wood

The only thing certain is change

SCOTTSDALE@WORK - 1

Scottsdale Area Chamber celebrates volunteers, unveils new initiatives The Scottsdale Area Chamber of Commerce celebrated its 2015 Business Volunteer Awards on June 10, at Venue 8600 in Scottsdale. Organizations like the Scottsdale Area Chamber rely on its members as much as its staff to become and remain successful. The Business Volunteer Awards were created to honor those members who have gone above and beyond in their service to the organization, other members and the community. “Scottsdale has a unique spirit of volunteerism and a passion for economic success,” said Rick Kidder, president and CEO of the Scottsdale Area Chamber.

2015 BVA Honorees Legacy Award — Geoff Beer, Crescent Bay Holdings The Legacy Award honors a Scottsdale Area Chamber member who has risen above the call of duty for a significant number years, contributing not only to the chamber but to the community at large. Geoff Beer, a real estate developer with Crescent Bay Holdings, was a key leader in the development and revitalization of the Scottsdale waterfront along the canal. He was singled out for his many years of dedication to the Scottsdale community. While many real estate developers are invested in their local communities only during their projects, Beer remained a steady and present voice in Scottsdale long after his projects were finished. “He hasn’t moved on, but stayed and became involved, even serving the chamber’s board treasurer,” said Kidder. Segner Award — Jan Gehler, Scottsdale Community College The Segner Award, named after the chamber’s first board chair, Wesley Segner, honors contributions to and impacts on the chamber’s success. As president of Scottsdale Community College, Jan Gehler has been instrumental in community stewardship throughout the city. “We have a strategic goal to partner with the community,” said Gehler as she accepted her award. Mark F. Eberle Rising Star Award — Bryan Bertucci, Raymond James & Associates The Mark F. Eberle Rising Star Award recognizes an individual for his or her volunteer spirit and leadership promise. Bryan Bertucci, a financial advisor with Raymond James, serves the chamber as the chair of its Ambassador Committee. A tireless supporter and advocate for the chamber, he attends a majority of the chamber’s events, including AM Connect networking functions and ribbon cuttings. “He also shows up for every Know Your Chamber new member orientation, and his presentation is always highly rated by attendees as their favorite part of the program,” said Kidder. Dale B. Fingersh Volunteer of Year Award — Greg O’Keefe, HR Wise Dale B. Fingersh Volunteer of Year Award honors an outstanding volunteer for his or her dedication, commitment and service to the chamber.

2 - SCOTTSDALECHAMBER.COM

The Scottsdale Area Chamber celebrated its 2015 Business Volunteer Awards on June 10 at Venue 8600 in Scottsdale. The honorees, from left, are: Geoff Beer, Crescent Bay Holdings (Legacy Award); Jan Gehler, Scottsdale Community College (Segner Award); Bryan Bertucci, Raymond James & Associates (Mark F. Eberle Rising Star Award); and Greg O’Keefe, HR Wise LLC (Dale B. Fingersh Volunteer of Year Award). Not pictured: Eric Larson, AVB Development Partners (Chair’s Award). (Photo by Sergio Dabdoub)

Greg O’Keefe is the owner of HR Wise LLC, a professional employer organization, providing human resources, payroll, benefits and other employer services. As the president of the former North Scottsdale Chamber of Commerce, O’Keefe “did everything in his power to integrate the members of the former North Scottsdale Chamber” into the Scottsdale Area Chamber when the two organizations merged membership, said Kidder. Chair’s Award — Eric Larson, AVB Development Partners The Chair’s Award is a special award given solely at the discretion of the chamber’s board chair. It is awarded only if the chair feels there is a person who particularly deserves it because of his or her significant contributions to the chamber. Current Chair Bryce Lloyd, of 1stBank, selected Eric Larson, longtime chamber board member, as the most recent recipient. Larson, a director at AVB Development Partners, has played a pivotal role at the Scottsdale Area Chamber for many years. He has chaired most of the chamber’s executive committees, and served as chair of the board of directors. “During the recession, Eric temporarily stepped down from his role as board chair to assist the chamber doing sponsorship sales — in short, he did whatever needed to be done to support the chamber during difficult times,” said Kidder. Presenting sponsors for the 2015 Business Volunteer Awards were Arizona Public Service and Comerica Bank, with additional support from 1stBank, Henry & Horne LLP, HR Wise, Merestone and Wells Fargo Bank. Breakfast was provided by Ciao Baby of Scottsdale.

2015 Scottsdale Spice set to sizzle in September

Photos: Sergio Dabdoub Photography

While the Arizona summer heat in September is just beginning to cool down, things are just starting to heat up at the 2015 Scottsdale Spice Culinary Festival. Returning to The Venue in Downtown Scottsdale on Sat., Sept. 12, Scottsdale Spice will feature dishes served up by some of the Valley’s hottest chefs. The culinary all-stars will compete in the mild, medium and hot categories for a coveted Spicy Award. Other awards, like Best Booth Décor, Spiciest Dish, Best Dessert, Most Authentically Arizonan and more, will add spark to the event. And as a qualifying event for the World Food Championships, judges will select one chef to

More than 20 restaurants competed in last year’s Spice Culinary Festival for the coveted ‘Spicy Awards.’

go on to compete this November in Kissimmee, Fla., for cash and prizes. Last year, more than 700 attended the inaugural event to sample offerings by some 20 restaurants. Chef Anthony Serrano of El Palacio Restaurant and Cantina in Chandler was named the 2014 Golden Ticket winner and qualifier for the 2014 World Food Championships with his interpretation of Carnitas Street Tacos, citrusbraised pork accompanied by spicy slaw nestled on a beer-can holder. Event-goers can also try some of the many beer, wine and cocktail samples while enjoying live entertainment. “We had a fantastic turn-out last year for our first Spice event,” said Anna Mineer, vice president of business development for the Scottsdale Area Chamber. “We hope to build on that success by making the 2015 Scottsdale Spice Culinary Festival even hotter!” The Scottsdale Spice Culinary Festival is a 21-and-over-only event. Purchase your tickets early as this is a popular event. Tickets: General, $55; Scottsdale Chamber Members, $45. For tickets, sponsorships,

Joanie Simon, host of Restaurant Live Arizona, presents Chef Anthony Serrano of El Palacio Restaurant and Cantina in Chandler with the 2014 Golden Ticket as the winner and qualifier for the World Food Championship at last year’s Scottsdale Spice Culinary Festival.

restaurant entry and more information, visit scottsdalespice.org or contact Anna Mineer at amineer@scottsdalechamber.com or 480-355-2708. For Your Information: 2015 Scottsdale Spice Culinary Festival 6 p.m. – 10 p.m., Sept. 12, 2015 The Venue Scottsdale 7117 E. 3rd Ave., Scottsdale, AZ 85251 scottsdalespice.org

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SCOTTSDALE@WORK - 3

Scottsdale Area Chamber launches new initiatives The Scottsdale Area Chamber of Commerce held its annual meeting in June in conjunction with the Business Volunteer Awards. At the meeting, members were treated to a preview of two new programs.

Be Scottsdale Fit

BUSS — Business United for Scottsdale Schools

Be Scottsdale Fit is a wellness and work/life integration initiative sponsored by the Scottsdale Chamber Foundation, the mission-oriented 501(c)(3) organization of the Scottsdale Area Chamber of Commerce. As a collaboration of the Scottsdale Area Chamber, Scottsdale Community College and the City of Scottsdale Department of Park and Recreation, Be Scottsdale Fit seeks to promote and connect people to health, wellness, recreation and leisure activities all while improving the quality of life in the Scottsdale area. “Studies have shown that employees who go to work happy are more productive at work and leave work happy,” said Todd Davis, program director. “Be Scottsdale Fit brings opportunities to volunteer, recreate and be fit to the chamber and Scottsdale.” One exciting aspect of the Scottsdale Fit is the Just Go Connect program, a venue to help connect people with their interests, share time and have some fun. “It works similarly to a Meet-Up, where people can connect over common interests such as hiking, biking or art, and meet to engage in these activities together,” said Davis. For more information on Be Scottsdale Fit, contact Todd Davis at todd@bescottsdalefit.com or visit bescottsdalefit.com.

Business and community leaders showed impressive support in the last election cycle by rallying voters to preserve funding for programming the Scottsdale Unified School District (SUSD). That developed into a deeper discussion and realization by community and business leaders that the quality of education in our schools has a direct economic development and workforce impact. Out of those discussions came Business United for Scottsdale Schools, or BUSS, a business-to-education initiative where the strength of Scottsdale’s schools can be enhanced through collaborative relationships with the business community. The program embraces pre-kindergarten through post-secondary education to create workforce development strategies that attract, develop and retain the very best students, teachers and workforce. Kim Hartmann, a board member of SUSD, said the support for the district’s budget override served as the impetus “to keep the momentum going” through BUSS. BUSS board leadership includes representatives from the Scottsdale Chamber Foundation, SUSD, the Scottsdale Area Chamber, the City of Scottsdale Department of Economic Development, the Town of Paradise Valley, Scottsdale Community College and area business leaders. “Our vision is a community that embraces public education as a means to economic prosperity for all,” said Hartmann. “BUSS looks to connect talent and opportunity.” The goal is to launch the program for the 2015/2016 academic year. A new executive director position, housed at the chamber offices but under the direction of the BUSS board of directors, is also being created. The executive director will be responsible for program development, fundraising and building community relationships. Contact Kim Hartmann at khartmann@susd.org for more information on BUSS.

Get more from membership on a committee Are you wondering how to take your membership in the Scottsdale Area Chamber to the next level? Consider joining a committee or advisory council. Find the one that meets your schedule and get ready to meet other members and grow your business.

Chamber Committees: Chamber Ambassadors Meets: 1st Monday of each month at 7:30 a.m. Ambassadors serve as stewards of the chamber, assisting in recruiting and welcoming new members and providing guidance in the planning and execution of specific networking activities. Our Ambassadors also play a key role supporting our community outreach efforts. Available at all membership levels. AM Connect Meets: Last Thursday of each month at 7 a.m. Members provide guidance in the planning and execution of breakfast networking events designed for business professionals dedicated to promoting each other’s business with a strong commitment to mutual success. Available at all membership levels.

4 - SCOTTSDALECHAMBER.COM

Scottsdale Airpark Committee Meets: 3rd Wednesday of each month at 7:30 a.m. Members provide guidance to chamber staff on issues and challenges specific to businesses located in the Airpark Area. Members also serve as hosts for Meet Your Neighbor Lunches. Available at the Classic, Advantage and Partner Council membership levels. Workforce Development Committee Meets: 3rd Friday of each month at 7:30 a.m. Members are responsible for programs addressing workforce needs, including attraction/retention of talent, educational partnerships and the Partners Advancing Student Success (PASS) program. Available at the Classic, Advantage and Partner Council membership levels.

Photo: Sergio Dabdoub Photography

Apply now for the 30th Annual Sterling Awards If your company or nonprofit organization provides your customers and the community with superlative service, now is the time to let it shine by applying for the Scottsdale Area Chamber’s 30th Annual Sterling Awards. Each year, the chamber honors a large, medium and small company and one nonprofit with a Sterling Award for embodying the spirit of the organization and for making the community a great place to live, work and play. This year’s award ceremony will be held 11:30 a.m. to 1:30 p.m., on Fri., Nov. 20. Location and further details are in the planning stages. “Last year, we had an ‘Avengers’ theme, complete with special effects, characters roaming through the audience, and a full set on stage,” said Anna Mineer, the chamber’s vice president of business development. “This year promises to be even bigger and more exciting.” The rigorous judging process makes the Sterling Awards one of the most coveted business awards in the Valley. Four teams of six judges each conduct an initial review of all applications and narrow the field to three finalists in each category. Once the finalists are identified, the judging teams make on-site visits to conduct a personal interview and get a behind-the-scenes look at the operations. Once that step is complete, each judge awards a set of points for the finalists based on

Randy Nussbaum, of the law firm Nussbaum Gillis & Dinner, accepts the Sterling Award for Small Business. Staying in event’s ‘Avengers’ theme, Chamber President & CEO Rick Kidder, in the guise of ‘Nick Fury,’ (far right) looks on. (Photo by Sergio Dabdoub)

their embodiment of the award criteria. The points are tallied and the results remain secret until the day of the event. Only chamber members are eligible to apply for the Sterling Awards. Visit scottsdalechamber.com/signature-events/ sterling for an application, a list of the 2014 Sterling Award honorees and sponsors, and for details on the upcoming event. For more information regarding the application process, contact Anna Mineer at 480-355-2708 or amineer@scottsdalechamber.com.

Chamber Advisory Councils: Economic Development Advisory Council (EDAC) Meets: 2nd Tuesday of each month at 7:30 a.m. Members provide strategic direction to the chamber’s ongoing economic development activities, including business retention and expansion, transportation, redevelopment, quality of life and recruitment of talent. Available at the Advantage and Partner Council membership levels. Membership Value Advisory Council (MVAC) Meets: 4th Friday of each month at 7:30 a.m. Members of this council identify areas of need within our business community and implement programs to address those needs. Additionally, members of MVAC provide guidance to chamber staff on issues related to our membership recruitment and retention efforts. Available at the Classic, Advantage and Partner Council membership levels.

Public Policy Advisory Council (PPAC) Meets: 3rd Tuesday of each month at 7:30 a.m. Members of PPAC are responsible for anticipating, defining and performing research on policies, projects, proposed legislation and trends that may influence the Scottsdale business community. Members of PPAC make recommendations on chamber positions and actions to the chamber board of directors. Available at the Advantage and Partner Council membership levels.

Expand your network through Leads Groups One of the best ways to grow your list of professional contacts and business leads is by joining one of the morning Leads Referral Groups with the Scottsdale Area Chamber of Commerce. The chamber’s leads groups provide an opportunity for members to share ideas, contacts and qualified referrals in a one-person-per-profession setting. While all professions and businesses are welcome, the chamber is encouraging members in the skilled trades, accounting and pet grooming to consider joining a group. The leads groups are exclusive to chamber members, but the annual fee is only $50, making it an affordable option for most budgets. “A huge benefit of being in one of our leads groups is that strong relationships between members create natural referral opportunities,” said Sheila Kofahl, the chamber’s membership development consultant and Wednesday Leads Group facilitator. “It’s like having your own army of marketing partners spreading the word about your business every day.” Groups meet mornings, Monday through Thursday, in a structured, positive and professional environment while building valuable relationships. For more information, contact Tirion Harrison (Mondays & Thursdays) 480-355-2720 or tharrison@ scottsdalechamber.com; Matt Blum (Tuesdays) 480-355-2711 or mblum@ scottsdalechamber.com; or Sheila Kofahl (Wednesdays) 480-355-2711 or skofahl@scottsdalechamber.com.

For more information on how to get involved, contact Anna Mineer, vice president of business development, at 480-355-2708 or amineer@ scottsdalechamber.com.

SCOTTSDALE@WORK - 5

INFOCUS: GRAND OPENINGS!

7 tips for a successful ribbon-cutting event You just opened your business and joined the Scottsdale Area Chamber as a Classic-level member. You’re already on your way to a successful start. Now, customers need to learn more about you. One of the best ways to increase publicity and foot traffic is to host a Red Ribbon Networking Event with the chamber. For members who have joined at the Classic level and above, the chamber will help you coordinate your ribbon cutting as a free benefit. Your account manager will work closely with you to help you decide what type event would work best for you and your business. Not a new business? A Red Ribbon event is a great way to celebrate an existing company’s milestone, new location or anniversary. And, yes — the chamber has the Big Scissors and red ribbon. You’ll even receive a free photo plaque commemorating your event. Here are seven tips on holding an exciting event that may turn interested attendees into longtime customers: 1. Contact your account manager — It all starts with a call to your account manager. He or she will walk you through the entire process to help ensure your event is a success. 2. Open to the public or an intimate affair? — The goal of a Red Ribbon event is to show off your business to as many people as possible. Ribboncutting events are also great ways to meet your business neighbors, other chamber members and the community you serve. In that light, it makes sense to open your doors to the public. A small gathering of invitees, however, can be a great way to showcase your business to specific markets or VIPs, or celebrate a “soft opening.” 3. Choose a date and time — Once you know whether you want to celebrate with a crowd or small group, choose a date and time. The chamber recommends Red Ribbon events be held in the late afternoon or early evening — around 5 p.m. is ideal — to make it convenient for most people to attend. It can be hard for those who work during the day to attend an event held earlier in the day. One exception to the rule —

6 - SCOTTSDALECHAMBER.COM

RICK KIDDER PRESIDENT & CEO Scottsdale Area Chamber of Commerce rkidder@scottsdalechamber.com 7501 E. McCormick Pkwy, Suite 202-N Scottsdale, AZ 85258 Phone 480.355.2700 Fax 480.355.2710 www.scottsdalechamber.com

businesses catering to a morning crowd might consider an eye-opener event. We also suggest having three possible dates in mind in case there’s a scheduling conflict — like another member’s great Red Ribbon event. 4. Dignitaries? — The chamber works closely with the Scottsdale Mayor’s Office, and can check on the availability of the either the mayor or the vice mayor to attend your event if you wish. What’s more, members of the chamber’s Ambassador Committee as well as at-large members and chamber staff will attend to help you celebrate your success. 5. A picture’s worth 1,000 words — Photographs of your event are a critical promotional tool. You can send photos to the newspaper as well as post them on your company’s social media pages. It’s important that photos be in color and a high-quality resolution. You wouldn’t want your company sign to be fuzzy because of a poor photo. If you don’t have your own photographer, your chamber account manager may be able to help you find one. 6. Food, glorious food! — Food and beverages turn a ho-hum event into a party. While a fully catered affair can be spectacular, simple hors d’oeuvres and soft drinks are more than adequate to get the fun started. Alcoholic beverages can be elegant, but are subject to certain restrictions. You might want to check with your local authorities first. Music, either recorded or live, is also a great addition. 7. Shout it from the rooftops! — The chamber will post your Red Ribbon Networking event on its website and member emails, but don’t let the promotion end there. Now’s the time to turn to your social media channels, put up flyers in your store, and tell all your customers, friends and family about your upcoming ribbon-cutting event. When your big day arrives, your chamber representative will be there with the scissors and ribbon. All that’s left is for you to greet your guests, enjoy your event and celebrate your success.

BOARD OF DIRECTORS EXECUTIVE COMMITTEE BOARD CHAIR Bryce Lloyd, FirstBank CHAIR-ELECT PUBLIC POLICY ADVISORY COUNCIL Steve Helm Scottsdale Fashion Square (Retired) TREASURER Geoff Beer, Crescent Bay Holdings PARTNER COUNCIL Kevin Sellers, First Fidelity Bank EMERGING ISSUES Bill Heckman Heckman Marketing Associates Inc. ECONOMIC DEVELOPMENT ADVISORY COUNCIL Don Couvillion ASU Foundation/Skysong MEMBERSHIP VALUE ADVISORY COUNCIL Pam Kelly, Pro One Media Productions AT LARGE MEMBERS Kurt Brueckner, Titus Brueckner & Levine PLC Dale Fingersh, The Right Direction Jan Gehler, Scottsdale Community College Eric Larson, AVB Development Partners Scottsdale Area Chamber of Commerce Matthew Wright,Landmark Aviation Kurt Zitzer, Meagher & Geer PLLP © 2015 Scottsdale Area Chamber of Commerce. A publication of the Scottsdale Area Chamber of Commerce. For more information or to join the Scottsdale Chamber, please contact us at www.scottsdalechamber.com. Section designed by InMedia Company, LLC.

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SCOTTSDALE@WORK - 7

Partner Council: The Changes at the Chamber ultimate return on chamber Matt Blum membership investment The Partner Council supports the Scottsdale Area Chamber of Commerce at significant investment levels in order to support the mission of the organization and to engage in programs and services dedicated to that smaller group. Members of the Partner Council are some of the most influential and connected business leaders in Scottsdale and the Valley. Partner Council members enjoy benefits beyond those of regular membership levels, including: • Exclusive quarterly luncheons with nationally recognized industry experts and CEOs as well as state and local government officials; • Hosted social events, including the Annual Partner Council Wine Tasting; • Participation in Economic Development and Public Policy advisory councils; • Banner advertising on the chamber’s website; • All-Inclusive Membership, with any and all branches/locations included within the membership; and • Early notification of sponsorship opportunities. “Partner Council is limited to just 125 companies, allowing members unprecedented access to other like-minded business leaders who demonstrate a true commitment to a higher level involvement to the chamber and the community,” said Rick Kidder, president and CEO of the Scottsdale Area Chamber. For a personal consultation, contact Suzette Tzineff, Partner Council account manager, at stzineff@scottsdalechamber.com or 480-355-2704.

Matt joined the chamber’s sales team in March. Originally a musician and sculptor, he has channeled his creativity into marketing and sales. Prior to joining the chamber, Matt worked with Weebly, Phoenix Suns, Harlem Globetrotters, Insight and ASU Foundation.

Kelly McCoy Kelly was hired as the chamber’s programs and events manager in March. An Arizona native and Arizona State University alumna, she enjoys hiking, yoga and live music. Previously, Kelly worked at Grassroots Kitchen & Tap in Scottsdale.

Melissa Simpson Melissa joined the chamber in April as database manager. She has a passion for animals, and volunteers her time at local shelters and helps with fundraising for such groups as SNIFF AZ, Medical Animals In Need (M.A.I.N.) and Forever Loved Pet Sanctuary.

Karlie VanKruiningen Karlie, a marketing intern at the chamber since January, is also a Scottsdale Community College student. She was recently brought on board as marketing and events coordinator. Previously, she interned at the National Kidney Foundation in Connecticut. She enjoys traveling and spending time with family and friends.

The latest business news on inbusinessmag.com and on twitter @inbusinessmag

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Celebrating 30 years of serving the women business owners of Phoenix

Summer 2015 • nawbophx.org

Message from the President About NAWBO

Nancy Sanders 2015-2016 President NAWBO Phoenix Chapter Galaxy Consulting Services Owner 602-476-4509 nancy@galaxyconsultingservices.com Years in Business: Join NAWBO:

20 2008

Best wishes for continued success, Nancy Sanders 2015-2016 President NAWBO Phoenix Chapter

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NAWBO NEWS

PhXX Forward Collaboration Phoenix has several organizations working together to support women business owners. NAWBO reached out to those organizations and asked: How is your organization going to uniquely contribute to the future of Phoenix by empowering women business owners? Here are their answers:

Sisterhood of Happiness

The Sisterhood of Happiness empowers women entrepreneurs through authentic connection and collaboration. In an environment designed for referrals, we support each other to achieve our goals.

Women’s Business Enterprise Council West

Vision: To build, foster and develop competitive Women Business Enterprises that are able to excel in all aspects of the global economy. • Expand corporate procurement opportunities for Women Business Enterprises by increasing their competitive advantage (scalability, capacity, global reach internally to WBEs). • Administer a world-class Women Business Enterprises’ certification program. • Demonstrate best practice corporate citizenship through collaborative communication, networking, education, and in our strategic partnerships. • Develop and execute a business model that supports financial sustainability.

We asked our board at the recent strategic planning meeting:

What do you want to see 2020 look like for Phoenix Women Business Owners?

“In 2020, no Phoenix woman business owner is alone – she has a place to go where she can get all the support she needs to create a profitable business that supports her life goals.” —Sara Korn, WriteSmith

“My vision for Phoenix Women Business Owners in 2020: to see shrinkage in the difference between what women-owned businesses and men-owned businesses earn.” —Pheadra Earnhardt, Farmers Insurance

“We lead the nation as role models for wealth creation, wise economic stewards of that wealth and are champions of collaboration for advancement of all.” —Isabel Banerjee, GroYourBiz

“My vision for Phoenix Women Business Owners in 2020 is to go from fourth to first for economic clout for women-business owners.” —Dorothy Wolden, CI Studio, referring to the American Express Open “State of Women Business Owners Report.”

NAWBO NEWS

Take The Lead

Take The Lead prepares, develops, inspires and propels women to take their fair and equal share of leadership positions across all sectors by 2025. We offer leadership training for individuals and companies both online and in-person, role models and mentoring, and thought leadership. All are uniquely rooted in embracing power authentically as women, and include nine practical “Power Tools” for women who are or aspire to be leaders.

Ellevate

The global Ellevate Network (formerly 85 Broads) is dedicated to the professional and economic success of women worldwide. Here in Phoenix, Ellevate provides a platform for our diverse network of high-impact women to “connect with a purpose.” Since our chapter launch in 2011, we have been committed to helping women entrepreneurs and to expanding access to capital. Many of our members are actively involved in the startup community as mentors, investors and connectors. We are excited to partner with other Arizona-connected organizations committed to helping amazing women launch and grow their businesses here.

Women Enterprise Foundation

Our organization facilitates the circle of giving by providing support to women business owners, confident that their success will multiply and benefit their own initiatives and those around them. We are here to support, encourage and inspire emerging women business owners in our area who have demonstrated a need to help them further their education, leadership skills and opportunities to succeed and become a thriving contributor to the economic impact of Phoenix.

Conscious Connections Global

Conscious Connections Global (CC Global) is a leadership development firm for professional women. The organization exists to inspire, connect and empower business owners and corporate executives to live and work at their highest potential. In the past few years, Phoenix has seen an explosion of groups serving women business owners, all doing amazing work. The goal of the PhXX Forward initiative is to increase the impact of Women Business Owners in Phoenix through collaboration, sharing best practices and leveraging strengthens of the organizations that support them. On August 7th at 7:30 at ASU SkySong, we will have our first strategic planning session as a community to discuss PhXX Forward and what we want to achieve for the future of Phoenix. If you are interested in joining this conversation, email Kristin Slice at Kristin@empowered-lab.com. Together we go further. nawbophx.org

What NAWBO Members Say About the Future of Phoenix Women Business Owners: Question: How will women business owners contribute to the future of Phoenix?

“With the rise of small business owners in Phoenix, I have no doubt women will continue to enter into those ownership roles and help build and strengthen Arizona’s local economy. The intelligent, driven women I’ve met through NAWBO prove this will be a continued trend in Phoenix.“ —Kristi Church from Infinite Reach Agency

Question: What is your business doing that will move women businesses forward in unique and innovate ways? “Having a clear financial picture by default advances a business. We ensure that our clients’ financial records are in order, which is an integral tool to insuring businesses’ success and continued growth. KORE Business Solutions doesn’t just build strong business core — we help our clients prosper by making it possible for them to focus, innovate, and move their own business forward.” —Inna Korenzvit, Kore Bookkeeping

“The internet will continue to be a big key to success for women business owners who understand that video plays a critical role in moving forward in creative ways. Female business owners know that most potential customers would rather learn by viewing a video than reading information. I create marketing videos that can be used on websites, YouTube, social media and within email campaigns to gain maximum exposure and build relationships. Women business owners are well positioned on the road to success to utilize video to drive brand recognition and explode their marketing presence.” —Connie Colella, Co Co Communications “It all starts within our own firm, as we strive to better support our female workforce. As part of our commitment, we have adopted several womenfocused initiatives, including strategic hiring and mentoring of female lawyers and para-professionals, supportive maternity leave and telecommuting policies, and promotion of women to leadership positions within our firm. In addition to our partnership with NAWBO, Lewis Roca Rothgerber sponsors local educational and developmental programs focused on supporting women in business, such as Arizona Women Lawyers Association, Arizona Commercial Real Estate Women, Arizona Women’s Leadership Forum, Ladder Down, Take the Lead, and National Association of Professional Women, as well as similar organizations in Colorado and Nevada, where we also have a strong community presence. Staying involved and sharing insights with organizations that support women initiatives and fostering a positive environment in which women can work and thrive, helps us better serve our clients and our community.” —Lewis Roca Rothgerber

NAWBO NEWS

New NAWBO Board The Phoenix Metro Chapter of the National Association of Women Business Owners (NAWBO) recently installed its new board of directors for 2015-16. This board will be responsible for fulfilling the mission of NAWBO to: strengthen the wealth-creating capacity of its members and promote economic development; create innovative and effective changes in the business culture; build strategic alliances, coalitions, and affiliations; and transform public policy and influence opinion makers. Serving on the Board’s Executive Committee are: • President, Nancy Sanders of the Maricopa Small Business Development Center; • President Elect, Phaedra Earhart of Farmers Insurance; • Finance Director, Nancy Hetrick of Smarter Divorce Solutions; • Secretary, Paula Wittekind of CDQ Learning; • Past President, Dorothy Wolden of Creative Intuition; • Women’s Enterprise Foundation President, Melanie Dunlap of Peaceful Spirit Enrichment Center (ex-officio); and • NAWBO Executive Director, Suzanne Lanctot (ex-officio).

Other members serving on the NAWBO Board are: • Director of Communications, Sara Korn of WriteSmith; • Director of Marketing, Tracie Rollins of The Rollins Advantage; • Director of Media Relations, Laurie Anderson of Cactus Creative; • Director of Corporate Partners and Economic Development, Susan Ratliff of Susan Ratliff Presents, Inc.; • Director of Public Policy, Wendy Anderton of Kyle Moyer & Co.; • Director of Programs, Kristin Slice of Splash Printing and Marketing;

• Director of NAWBO University, Jody Owen, Business Coach; • Director of Mentoring, Paula Wittekind of CDQ Learning; • Director of Membership, Isabel Bannerjee of GroYourBiz; • Ambassador Chair, Carmella Dodge of Diamond Visions, Inc.; • Community Alliance Chair, Polly Phelan of Visit Phoenix; • Neighborhood NAWBO Chair, Connie Zimmerlich of Click Chick Photography; and • Retention Chair, Victoria Trafton of The Sisterhood of Happiness. The 2015-16 board is committed to serving NAWBO as the only member-led womenbusiness-owner organization in Phoenix. They are also committed to collaborating with other women leadership organization to propel all women business owners in Phoenix forward into a brighter vision for 2020.

“I am honored to serve as president this year and look forward to working with members to fulfill our mission this year and into the future.” —Nancy Sanders, NAWBO Phoenix president 4

NAWBO NEWS

Women can move PhXX Forward By Audrey Iffert-Saleem, Arizona

I know a woman founder who is leading a building renovation project. In one of our recent conversations, she told me that contractors and fellow business owners often ask her if they can speak with the owner of her company. When she explains that she’s both the brains and the brawn behind the operation, most respond with wide eyes and apologetically spout that they didn’t picture someone like her would be running the show. Sound familiar? As a small-business owner and executive director of strategic initiatives in Arizona State University’s Office of Entrepreneurship and Innovation, I work with women entrepreneurs of all ages and backgrounds. Many of them — myself included — have had an experience similar to the one I described above. I find that, consciously and unconsciously, men and women send messages that women are great as supporters, not so much as entrepreneurs, business owners and leaders. Research supports this anecdotal evidence. Women own only a third of all U.S. businesses even though they form half of the country’s workforce. More than 95 percent of venture capitalists are men, who more often than not invest in male-founded startups. A 2014 study showed that investors prefer pitches delivered by male entrepreneurs over those delivered by female entrepreneurs, even when the content of the pitches is identical. As an institution that is home to 83,000 students — of which roughly half are women — ASU is committed to addressing the gap: How do we

engage more women in entrepreneurship and accelerate their success? As an example of our commitment, this past year, we designed and launched the ASU SparXX Initiative, which is supported by NAWBO and other public and private partners. Among other offerings, the initiative includes: • SparXX Workshop Series: focuses on supporting women with their entrepreneurial pursuits through a series of guest speakers and hands-on activities. • SparXX Dinner Series: provides networking and entrepreneurship education for women business owners. • SparXX Accelerator: a women’s cohort within the Edson Student Entrepreneur Initiative that provides ASU student entrepreneurs up to $20,000 in funding, office space, mentoring and networking. In addition to being a tribute to ASU’s Sparky, the name SparXX is also a tribute to the XX chromosome and captures the sentiment of our initiative. We seek to spark women’s entrepreneurial passions and accelerate their success as business owners. Our efforts are just one in the greater campaign to move PhXX Forward. Together, let’s put Phoenix on the map for women entrepreneurs. Reflect on your own experiences as an entrepreneur and help us design more opportunities for the women around you. Join us as we empower, mentor and invest in women entrepreneurs.

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NAWBO NEWS

Desert Diamond Winners Shining Example of the Powerful Businesses Growing In Phoenix By Laurie Anderson, APR, Cactus Creative

For the 2015 Desert Diamonds awards, more than 100 NAWBO members and their guests celebrated the success of the past year and recognized the extraordinary contributions of NAWBO members. Congratulations to all the winners, as well as the finalists and nominees, who were recognized for their service. Here’s a look at the winners: Corporate Partner of the Year: SRP was recognized for its work in supporting women business owners and NAWBO for the past 19 years. Bridge Builder: Julie Heiland, J Heiland Interiors. This award recognizes a member who has been involved in community outreach activities, has identified and created new alliances, or developed new partnerships that promote NAWBO’s mission. Unsung Hero: Jody Owen, Business Coach. This award is given for demonstrating extraordinary support for the chapter through participation within the organization and as

NAWBO NEWS

a promoter of NAWBO’s mission through outreach in the community. Owen has been a tireless volunteer, leader, visionary and mentor to other members during her 10 years as a NAWBO member. Spirit of NAWBO Sisterhood: Kristin Slice, Splash Printing and Marketing. This award is given to a member who exemplifies the spirit of NAWBO. She volunteers her time to support the organization’s initiatives while also developing her own leadership and business skills. Member of the Year: Paula Wittekind, CDQ Learning. Member of the Year Award is given to a woman who demonstrated extraordinary support of NAWBO or the chapter and has contributed “above and beyond” to see that the organization is successful in meeting its goals and member needs. Wittekind has strengthened the presence of NAWBO in the public and private sectors, created innovative programs, and fostered initiatives and policies for the betterment of the organization.

Business Owner of the Year: Nancy Hetrick, Smarter Divorce Solutions, LLC. This award is presented to the member who has built a successful and prosperous enterprise in spite of obstacles. This member demonstrates innovation in her industry, gives back to the community and creates jobs while contributing to the growth and mission of NAWBO through active participation. In addition to the Desert Diamonds Awards, Dorothy Wolden gave a Presidential Award to three members who provided extra help and support to her through the year: Lori Brown of Hymson Goldstein & Pantiliat, PC; Valerie Marbach of eSpark Marketing; and Tracie Rollins of The Rollins Advantage. Congratulations to all our winners! And thank you to the major sponsors of this year’s Desert Diamonds Awards: CopperPoint and Southwest Airlines.

PhXX Forward: Empowering Women Business Owners By Kristin Slice, MA, Empowered Lab Communications

According to Shelnvestments.com, for every $1 a woman earns, 90 cents are given back to her family and back into her community. The power of investing in women’s economic development has been proven around the globe and is currently the foundation of several of our leading global initiatives on entrepreneurship. One of our community’s greatest strengths is our women business owners. Phoenix is home to the fifth-largest chapter of the National Association of Women Business Owners (NAWBO) in the country. However, in the 2014 American Express Open Report on Women Business Owners, Arizona fell in the Ranking of Growth in Number & Economic Clout of Women-Owned Firms, from fourth in 2012 to fourteenth in 2014. Other similar cities are realizing the possible economic impact of supporting women business owners and are pushing resources toward their development. General acceptance of “women business ownership” as a legitimate career is shockingly new. It was in 1985 that NAWBO helped pass HR 5050, the law that finally made it LEGAL for a woman to get a loan without the co-signature of a man. Recently, we have seen a burgeoning awareness of women business owners as a population, and yet there is still a gap to fill. Sharon Hadary recently wrote in the Wall Street Journal “women consistently have been launching new enterprises at twice the rate of men, and their growth rates of employment and revenue have outpaced the

economy.” However, she goes on to say, “the average revenues of majority women-owned businesses were still only 27 percent of the average of majority men-owned businesses.” The cities that are investing in women business owners are looking at systematic ways to help close this gap. Phoenix is positioned to continue to fall in the rankings and miss out on the huge economic opportunities that come from growing women-owned businesses. It is not an easy conversation to have nor is there a simple solution. But starting the conversations and bringing awareness to these gaps is critical. There is a gap between the services and support that Phoenix Women Business Owners need to grow and that which we currently have available in our marketing. We deserve more than general training events with the word “women” thrown in front to sell more tickets. We deserve more than lip service “awards” where they prance us in front of an audience and ask us pageant questions. We deserve to be invested in, versus treated as good PR. Together we can make Phoenix the No. 1 city for female entrepreneurship in the country, and strengthen our community and our future at the same time. Through the PhXX Forward initiative, we can ask real questions and develop strategies to close that gap. Get involved, attend the PhXX Forward strategy session August, 8th, help us develop solutions to impact the future of our community.

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NAWBO NEWS

Foundations for Growth, NAWBO Style. Whoever coined the phrase “time flies when you’re having fun” totally nailed it. This past year has been fun, challenging, exciting and incredibly rewarding. One of the best parts of being the president of NAWBO is getting to know our members and corporate partners better. They come from different backgrounds and different places, and whether they work for themselves or someone else they come together to connect, share and support each other in a way I have not seen in any other organization. NAWBO Phoenix is a special group of individuals. And we’ve been doing this in the Valley for 30 years. One of the goals this past program year was to raise awareness of NAWBO in the business community, and we did. Earlier this year, we had three members as finalists for the BBB Ethics awards: Nancy Hetrick of Smarter Divorce Solutions, Roseann Higgins of SPIES Single Professional Introductions for the Especially Selective and Linda Stanfield of Benjamin Franklin Plumbing, who won the title. We also had three members honored by the Phoenix Business Journal as Outstanding Women in Business: Hue Haslim, Lynda Bishop and Hope Ozer. Additionally, we had eight women recognized at the 2015 SparXX Fly event: Nancy Hetrick, J.R. Marriott, Connie Zimmerlich, Suzanne Lanctot, Paula Wittekind, Julie Heiland, Lynda Bishop and Carmella Dodge. So NAWBO members have been getting around … in a good way. I’m particularly proud of a few technological advances we made as an organization by launching a new website and a new communications program with our partners Infusionsoft and Beaver Pond Enterprises. As we move to become a more sustainable organization and serve a larger membership, it’s essential we keep up with the times and find ways to reach more individuals. We now have the tools in place to do that. We also reached out to strengthen our community relationships by working with One Community, Think Global Institute and ASU Entrepreneurship & Innovation, Arizona Small Business Association, and the Maricopa Small Business Development Center. We will continue to reach out to other organizations to support the Phoenix business community because we are stronger together. As my year concludes, I am not sad. The journey has been rewarding and fun. I would encourage anyone in a position to join an organization and volunteer to do just that. The leadership skills I’ve developed and the connections I’ve made have been invaluable. Whether you join NAWBO, a local chamber or association, make the most of your time and resources and get involved. You will not regret it. I’m very excited about the direction of NAWBO Phoenix and confident that my friend and colleague Nancy Sanders will lead the organization to continued growth in 2015-16. I look forward to watching our members and corporate partners achieve their goals and create economic impact in our community. Warmly, Dorothy Wolden

NAWBO NEWS

NAWBO PHOENIX Presidential Corporate Partners InfusionSoft SRP Western International University Executive Corporate Partners Allstate Insurance Border States Electric Kolbe Corp Lewis Roca Rothgerber National Bank of Arizona Newtek Technology Services Orchard Medical Consulting Southwest Gas Wal-Mart Wells Fargo Business Corporate Partners Arizona Bank & Trust Bank of Arizona Benjamin Franklin Plumbing New York Life Phoenix Country Club Schmeiser, Olsen & Watts LLP UPS Strategic Media Partners Creative Intuition Spalsh Marketing Independent Talk 1100 KFNX MoneyRadio 1510 NetworkingPhoenix.com Phoenix Business Journal Executive Media Partners Beaver Pond Enterprises, LLC CITY Sun Times InBusiness Magazine Infinite Reach Agency Community Alliance Partners Arizona Small Business Association Arizona Small Business Development Center Scottsdale Area Chamber of Commerce Regus Visit Phoenix Women’s Enterprise Foundation

2015

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Counsel for Business Legal expertise serves our business community by Henry Mackey

offers these valuable tips: • Get recommendations from friends and family members who have had positive experiences with lawyers. • Search for lawyers by practice area or location at the State Bar’s online Find a

An attorney is an important asset to a business at every stage, whether it is just beginning or has been running for many years. A lawyer’s expertise can help a business that is starting up with everything from employee agreements to exit strategies; if there is a product involved, a lawyer can help secure a patent or protect intellectual property. No small role is just having the assurance that the interests of the company are protected and that it is operating in compliance with applicable laws — of which the business owner might otherwise even be unaware. A lawyer provides insight from a legal angle, contributing crucial information that a business owner may not see. In choosing a law firm to represent a business, it is important the business owner understand it is not “one size fits all.” Because law firms vary considerably in the practice areas they specialize in, a business must do research about what type of legal representation it needs. Equally important as choosing the right law firm is choosing the right lawyer within the firm. The traditional resources of referral or word of mouth are augmented now by technology. These new methods include match-making between company and lawyer and even YouTube channels for individual lawyers. Many lawyers are now creating YouTube videos showcasing themselves and their coherence and affability. What is critical is that the attorney whom a business hires be legally empowered to practice law. To practice law in Arizona, an attorney must be admitted to and an active member of the State Bar of Arizona. Relying on a non-lawyer for legal advice may not only not provide the business the guidance it seeks but may even cause it to lose some of the legal rights it had.

Lawyer feature on its homepage. • Visit the lawyer’s website; see if they will answer some basic questions before you commit to meeting with them. Ask about their experience in handling your particular issues, and their availability to take client phone calls and respond to emails. Some lawyers insist that clients make appointments and will not answer client calls and emails. You will want someone who is accessible when you need them. • Consult a list of Certified Legal Specialists. The State Bar can provide a list of specialists in the areas of Bankruptcy, Criminal, Estate and Trust, Family Law, Injury and Wrongful Death, Real Estate, Tax and Workers’ Compensation. There are also lawyer referral services, which, for a small fee, will help in finding a lawyer.

LEGAL GUIDE About This Section

2015

S OWNER’S

A BUSINES

RESOURCE

TO LEGAL

State Bar of Arizona

azbar.org

SERVICES

hensive A compre al guide to loc ir firms & the cialty areas of spe ss for busine

In Business Magazine is proud to connect the legal community with businesses throughout the Valley with this annual Legal Guide. The law firms included in this guide are firms that are familiar to In Business Magazine, have reputable practice areas Plus

LAW FIRMS

PROFILED

Nemer Buchalter Engelman

Berger

Fennemore Gallagher

Craig

& Kennedy

Lewis Roca Wilenchik

Rothgerber

s & Bartnes

specific to business and support the business community in several ways. We have included profiles of our supporting firms, providing even more information of their services and top attorneys. Please visit inbusinessmag.com/legalguide to get a more detailed list of attorneys with these firms and to search by practice areas.

online See more om/legalguide inbusinessmag.c

AUG. 2015

INBUSINESSMAG.COM

Legal Services Guide

Buchalter Nemer At the top

ARIZONA PARTNERS

Steve Fox Will Gelm Buzzi Shindler Paul Weiser

Buchalter Nemer is a full-service business law firm that has been teaming with clients for six decades, providing legal counsel at all stages of their growth and evolution, and helping them meet the many legal challenges and decisions they face. Buchalter Nemer clients are engaged in the diverse global economy governed by complex laws and regulations, and they trust us as advisers and business partners because we are involved in their world. They rely on our forward-thinking to help them resolve problems before they arise. Our founding principle — providing our clients with the best business solutions — continues to lead us. We value each client relationship, recognizing that their success is our success. Our overarching goal — getting the best results for the client in a timely manner with sensitivity to cost — has

At-a-Glance

engendered client loyalty, and the firm has grown from that loyalty. Our lawyers are accessible, resourceful, skillful and adept at responding to change. We strongly believe that technology is a tool that furthers the practice of law, and we have used that belief to develop a cutting-edge platform for our firm. Unlike many firms, we have the capacity to process e-Discovery in-house, reducing client costs. Our technological capabilities keep case law and rule changes at our fingertips and client communications current, enabling us to create efficient, superior outcomes. Buchalter Nemer lawyers are also active members of the communities in which they live and work. Leadership is a value the founding partners practiced and passed on to the current generation of attorneys. Our lawyers sit on the boards of prominent organizations, teach and lecture frequently. We actively participate

in many associations and groups in each of our office locations, including the Public Law Center, San Francisco Legal Aid Society, Practicing Law Institute, California State Bar Association, the Los Angeles County Bar Association and the LACBA Domestic Violence Project, the Sojourner Center, the Boys and Girls Club of Greater Phoenix and many others. Buchalter Nemer’s commitment to reflecting and enhancing the rich diversity of the clients and communities in which we practice is more than six decades strong. The firm’s diversity of attorneys and staff provides clients with a greater array of creative talent and alternative thinking, benefiting all.

MAIN LOCAL OFFICE ADDRESS:

OFFICES IN METRO PHOENIX: 1

NO. OF YEARS WITH FIRM: 10

16435 N. Scottsdale Rd., Suite 440 Scottsdale, AZ 85254

NATIONALLY HEADQUARTERED:

YEAR ESTABLISHED LOCALLY: 2005

Los Angeles

SPECIALTIES:

PHONE: (480) 383-1800

MANAGING PARTNER:

WEBSITE: www.buchalter.com

Paul Weiser

Real Estate, Litigation, Corporate, Tax & Estate Planning, Labor & Employment, Charter Schools

ADVERTISING PROFILE

AUG. 2015

Legal Services Guide Ballard Spahr L.L.P.

Bryan Cave L.L.P.

One E. Washington St., Suite 2300 Phoenix, AZ 85004 (602) 798-5400 ballardspahr.com Bankruptcy, Business & Finance, Employment, IP, Real Estate

One Renaissance Square Two N. Central Ave., Suite 2200 Phoenix, AZ 85004 (602) 364-7000 bryancave.com Bankruptcy, Business & Commercial Litigation, IP, International Trade, Real Estate, Labor

Carpenter, Hazlewood, Delgado & Bolen P.L.C. 1400 E. Southern Ave., Suite 400 Tempe, AZ 85282 (480) 427-2800 carpenterhazelwood.com Community Association Representation, Construction Defect Litigation, Insurance Defense, Churches & Nonprofits, Business

Bowman and Brooke L.L.P. 2901 N. Central Ave., Suite 1600 Phoenix, AZ 85012 (602) 643-2300 bowmanandbrooke.com Product Liability, Commercial Litigation, Healthcare & Nursing Home Negligence, Alternative Dispute Resolution, Class Actions

Brownstein Hyatt Farber Schreck L.L.P. One E. Washington St., Suite 2400 Phoenix, AZ 85004 (602) 382-4040 bhfs.com Health Care, Government Relations, Natural Recourses

Buchalter Nemer 16435 N. Scottsdale Rd., Suite 440 Scottsdale, AZ 85254 (480) 383-1800 buchalter.com Real Estate, Litigation, Corporate, Tax & Estate Planning, Labor & Employment

Burch & Cracchiolo, P.A. 702 E. Osborn Rd., Suite 200 Phoenix, AZ 85014 (602) 274-7611 bcattorneys.com Business, Commercial Litigation, Estate Planning, Family Law, Insurance Defense, Real Estate, Tax Controversy, Zoning & Land Use

The Cavanagh Law Firm 1850 N. Central Ave., Suite 2400 Phoenix, AZ 85004 (602) 322-4000 cavanaghlaw.com Litigation, Family, Real Estate, Insurance Defense, Bankruptcy & Creditors’ Rights

Clark Hill 14850 N. Scottsdale Rd., Suite 500 Scottsdale, AZ 85254 (480) 684-1100 clarkhill.com Litigation, Corporate, Healthcare, Real Estate, Creditors’ Rights

Engelman Berger Engelman Berger is comprised of experienced lawyers who are well recognized for their expertise and committed to resolve commercial disputes and assist clients in preventing legal problems through proper planning. Our clients are national and local lenders, borrowers, lessors, tenants, familyowned businesses, developers, franchise

At Atthe thetop top FOUNDING PARTNERS David Wm. Engelman Steven N. Berger

owners, municipalities and investors. We provide creative and focused representation in all federal and state courts, bankruptcy court, arbitrations, mediations and settlement negotiations. We facilitate business and real estate transactions through counsel and negotiations. We are problem solvers and focused on client goals. Industries served include lending, credit unions, construction, restaurant, hospitality, medical, retail, wholesale, agricultural and real estate, among others. We regard the clients’ goals as the foremost motivation in providing our services, and listen to ensure success. Our lawyers are recognized in Martindale Hubbell AV ratings, “Super Lawyers,” and U.S. News & World Report’s “Best Lawyers in America,” among other ratings. We are locally owned and our lawyers take an active role in community activities.

ADVERTISING PROFILE

AUG. 2015

David Wm. Engelman and Steven N. Berger

At-a-Glance MAIN LOCAL OFFICE ADDRESS:

3636 N. Central Ave., Suite 700 Phoenix, AZ 85012 PHONE: (602) 271-9090 WEBSITE: www.eblawyers.com OFFICES IN METRO PHOENIX: 1 NATIONALLY HEADQUARTERED: Phoenix MANAGING PARTNERS:

David Wm. Engelman & Steven N. Berger NO. OF YEARS WITH FIRM: 15 YEAR ESTABLISHED LOCALLY: 1999 SPECIALTIES:

Business Disputes, Real Estate Disputes, Bankruptcy, Reorganization, Creditors’ Rights, Business Transactions, Real Estate Transactions, Water Law, Appeals, Loan Workouts, Mediation

Legal Services Guide Coppersmith Brockelman P.L.C.

Dickinson Wright P.L.L.C.

Gallagher & Kennedy P.A.

2800 N. Central Ave., Suite 1200 Phoenix, AZ 85004 (602) 224-0999 cblawyers.com Healthcare, Employment, Litigation, Corporate & Real Estate, Governmental Investigations

1850 N. Central Ave., Suite 1400 Phoenix, AZ 85004 (602) 285-5000 dickinsonwright.com Alternative Dispute Resolution, Bankruptcy, Commercial Litigation, Employment, Family Law, Tax

2575 E. Camelback Rd., Suite 1100 Phoenix, AZ 85016 (602) 530-8000 gknet.com Business Law & Transactions, Litigation, Real Estate, Tax Law, Environmental

DLA Piper

Engleman Berger P.C.

2525 E. Camelback Rd., Suite 1000 Phoenix, AZ 85016 (480) 606-5100 dlapiper.com Corporate, Employment, Tax, Litigation, International Arbitration

3636 N. Central Ave., Suite 700 Phoenix, AZ 85012 (602) 271-9090 eblawyers.com Debtor & Creditor Rights, Bankruptcy, Commercial, Licensing, Real Estate

Two N. Central Ave., 15th Floor Phoenix, AZ 85004 (602) 256-0566 gblaw.com Business Organizations and Commercial Transactions, Collections and Bankruptcy, Health Care, Litigation, Real Estate, Zoning and Land Use

Davis Miles McGuire Gardner P.L.L.C.

Fennemore Craig P.C. 2394 E. Camelback Rd., Suite 600 Phoenix, AZ 85016

Gordon & Rees

80 E. Rio Salado Pkwy., Suite 401 Tempe, AZ 85281 (480) 733-6800 davismiles.com Commercial Litigation, Real Estate, Tax, Corporate, Mergers & Acquisitions

(602) 916-5000 fclaw.com Real Estate, Mergers & Acquisitions, Business Litigation, Natural Resources, Healthcare

Gammage & Burnham P.L.C.

111 W. Monroe St., Suite 1600 Phoenix, AZ 85003 (602) 794-2460 gordonrees.com Civil Appeals, Commercial Litigation, Construction, Employment, Insurance Defense, Privacy & Data Security

Fennemore Craig Fennemore Craig is a full-service business law firm with nearly 200 attorneys with offices in Phoenix, Tucson, Nogales, Denver, Las Vegas and Reno. With a history that spans more than 130 years, Fennemore Craig has been involved in many of the issues that have shaped the Southwest. As one of the largest 250 law firms in the nation, the firm helps entrepreneurs and businesses pursue solutions and, when necessary, aggressively defends clients’ interests with extensive trial experience in federal and state courts, administrative agencies, and arbitration proceedings.

At the top

REPRESENTATIVE ATTORNEYS

Jay Kramer • Amy Abdo • Steve Good Sarah Strunk • Chris Byrd • Tim Berg

Our litigation skills extend to virtually every area important to business, including: • Natural Resources, Energy, Environmental & Utilities • Labor & Employment • Healthcare Litigation & Regulations • Intellectual Property Our substantial business practice covers: • Business Finance • Business Litigation • Real Estate • Immigration • Estate Planning • Government Relations • Financial Restructuring, Bankruptcy and Creditors’ Rights Fennemore Craig’s commitment to quality is confirmed in its ratings from third parties that include U.S. News Media Group, Best Law Firms Rankings in America® and Ranking Arizona, which lists Fennemore Craig in national practice areas as well as in numerous first-tier rankings for the Phoenix metropolitan area. ADVERTISING PROFILE

In 2015, Fennemore Craig celebrates its 130th anniversary and announces a new leadership team. Left to right: Jay Kramer, Amy Abdo, Sarah Strunk (chair of the board of directors), Steve Good (managing partner), Chris Byrd and Tim Berg.

At-a-Glance MAIN LOCAL OFFICE ADDRESS:

2394 E. Camelback Rd., Suite 600 Phoenix, AZ 85016 PHONE: (602) 916-5000 WEBSITE: www.fennemorecraig.com OFFICES IN METRO PHOENIX: 1 NATIONALLY HEADQUARTERED: Phoenix MANAGING PARTNER: Steve Good NO. OF YEARS WITH FIRM: More than 20 YEAR ESTABLISHED LOCALLY: 1884 SPECIALTIES: Real Estate, Mergers and Acquisitions, Business Litigation, Natural Resources, Healthcare

AUG. 2015

Legal Services Guide Greenberg Traurig L.L.P.

Jennings Strouss & Salmon

May Potenza Baran & Gillespie

2375 E. Camelback Rd., Suite 700 Phoenix, AZ 85016 (602) 445-8000 gtlaw.com Litigation, Tax, Labor, Construction, Corporate, Securities, Intellectual Property

One E. Washington St., Suite 1900 Phoenix, AZ 85004 (602) 262-5911 jsslaw.com Bankruptcy & Reorganization, Corporate & Finance, Intellectual Property, Labor & Employment, Litigation, Real Estate, Tax & Trusts & Estates

201 N. Central Ave., 22nd Floor Phoenix, AZ 85004 (602) 252-1900 maypotenza.com Administrative Adjudications, Alternative Dispute Resolution, Appeals, Bankruptcy Reorganization, Commercial Creditors & Debtor’s Rights, Employment and Labor Law

Gust Rosenfeld P.L.C. One E. Washington St., Suite 1600 Phoenix, AZ 85004 (602) 257-7422 gustlaw.com Franchise, IP, Bankruptcy, Construction, Corporate, Creditors’ Rights, Employment

Hymson Goldstein & Pantilinat P.L.L.C. 16427 N. Scottsdale Rd., Suite 300 Scottsdale, AZ 85254 (480) 991-9077 scottsdale-lawyer.com General Practice, Litigation, Family Law, Personal Injury, Real Estate

Jaburg Wilk 3200 N. Central Ave., Suite 2000 Phoenix, AZ 85012 (602) 248-1000 jaburgwilk.com Administrative Law, Appellate, Bankruptcy, Business/Corporate, Business Divorce, Collections, Construction, Defamation, Employment, Estate Planning, Family Law, Foreclosure, Healthcare, Insurance Law, Intellectual Property, Internet Law, Litigation, Probate Litigation, Real Estate

Jones, Skelton & Hochuli P.L.C. 2901 N. Central Ave., Suite 800 Phoenix, AZ 85012 (602) 263-1700 jshfirm.com Insurance Defense, General Civil Litigation, Appeals, Alternative Dispute Resolution, Transportation

Lewis Brisbois Bisgaard & Smith L.L.P. 2929 N. Central Ave., Suite 1700 Phoenix, AZ 85012 (602) 385-1040 lbbslaw.com Medical Malpractice, Construction Defect Litigation, Products Liability, General Liability, Professional Liability

Nussbaum Gillis & Dinner 14850 N. Scottsdale Rd., Suite 450 Scottsdale, AZ 85254 (480) 609-0011 www.ngdlaw.com Business Litigation, Bankruptcy, Construction Law & Litigation, Real Estate Law, Transactional Law, Trusts & Estate Planning

Ogletree, Deakins, Nash, Smoak & Stewart P.C. 2415 E. Camelback Rd., Suite 800 Phoenix, AZ 85016 (602) 778-3700 ogletreedeakins.com Employment, Traditional Labor Relations, Litigation, Unfair Competition & Trade Secrets

Lewis Roca Rothgerber, L.L.P. 201 E. Washington St., Suite 1200 Phoenix, AZ 85004 (602) 262-5311 lrrlaw.com IP, Bankruptcy, Corporate & Securities, Commercial litigation, Labor & Employment, Real Estate, Regulatory Affairs

Osborn Maledon P.A. 2929 N. Central Ave., 21st Floor Phoenix, AZ 85012-2793 (602) 640-9000 omlaw.com Commercial Litigation, Corporate & Securities, IP, Technology, Real Estate, Criminal

Littler Jackson White P.C. 40 N. Center St., Suite 200 Mesa, AZ 85201 (480) 464-1111 jacksonwhitelaw.com Commercial Litigation, Construction Law, Criminal Defense, Disability Law, Elder Law, Intellectual Property Law, Labor & Employment Law, Personal Injury, Real Estate Law, Tax Law

AUG. 2015

2425 E. Camelback Rd., Suite 900 Phoenix, AZ 85016 (602) 474-3600 littler.com Management-side Employment Advice & Counsel, Labor & Management Relations, Employment Litigation, Immigrations & Global Migration, International Employment & Labor

Perkins Coie L.L.P. 2901 N. Central Ave., Suite 2000 Phoenix, AZ 85012 (602) 351-8000 perkinscoie.com Business Litigation, Patent & IP, Business & Licensing, Real Estate, Criminal Defense

INBUSINESSMAG.COM

Legal Services Guide

Gallagher & Kennedy

At the top All Gallagher & Kennedy attorneys are listed on the firmâ&#x20AC;&#x2122;s website at gknet.com/attorneys

Corporate Group (l to r): Brian Zavislak, Jon Hasebe, Julie Rystad, Josh Becker, Terry Thompson, Dan DeChesaro, Alicia Corbett, Jim Connor, Stephen Boatwright, Ryan Opel

For more than 37 years, Gallagher & Kennedy attorneys have helped clients seize opportunities and overcome obstacles in the legal decisions they face. We apply wellreasoned legal strategies to deliver optimal solutions to the unique needs of each client. Our attorneys are dedicated to long-term relationships and strive to become trusted advisers and partners who not only solve problems but are proactive in helping avoid issues before they arise. All matters are approached with keen sensitivity to time and expense management, with a results-oriented focus to achieve your goals. In Business for Businesses As an Arizona-based, full-service business law firm, we take great pride in achieving

excellent outcomes for our business clients and in our team of outstanding attorneys and staff who represent them. Working with partners across the firm, we collaborate as needed to provide businesses with comprehensive legal resources for their operations. By providing clients with ready access to the extensive capabilities of our business law attorney team, clients achieve resource efficiencies and cost savings, along with the convenience of working within one firm to tap highly skilled attorneys with experience in multiple specialties. Whether assisting emerging companies, franchise networks, a Fortune 500 company, a small to mid-sized local business or an individual business owner, we are responsive to the business needs of our clients across the full lifecycle of their business. We guide

our clients in complex legal transactions such as mergers and acquisitions or securities transactions to more routine operational matters like insurance coverage analysis, agreements and leases. When claims and disputes arise, our commercial litigators set forth a plan to advance the best solution to meet the goals of our client. Full-service to Meet Your Needs: We provide expertise to meet the wide-ranging legal needs of businesses large and small, including Administrative Law, Aviation, Bankruptcy & Creditorâ&#x20AC;&#x2122;s Rights, Business Law & Transactions, Church & Ministry Law, Condemnation & Valuation, Construction, Criminal Defense, Data Privacy & Security, Employment & Labor, Environmental, Franchising & Distribution, Government Affairs & Lobbying, Health Care, Insurance, Intellectual Property, Land Use & Zoning, Litigation, Products Liability, Professional Liability, Public Bidding & Procurement, Public Utilities Law, Real Estate, Securities, Sports Law, Tax and Wealth Management.

At-a-Glance MAIN LOCAL OFFICE ADDRESS:

OFFICES IN METRO PHOENIX: 1

YEAR ESTABLISHED LOCALLY: 1978

2575 E. Camelback Rd., Suite 1100 Phoenix, AZ 85016

NATIONALLY HEADQUARTERED: Phoenix

SPECIALTIES:

PHONE: (602) 530-8000 WEBSITE: www.gknet.com

MANAGING PARTNER: Dean C. Short, II NO. OF YEARS WITH FIRM: 27

Business Law & Transactions, Environmental, Commercial Litigation, Real Estate, Tax and Sports Law

ADVERTISING PROFILE

AUG. 2015

Legal Services Guide Polsinelli

Sanders & Parks, P.C.

Steptoe & Johnson L.L.P.

One E. Washington St., Suite 1200 Phoenix, AZ 85004 (602) 650-2000 polsinelli.com Business Litigation, Corporate, Financial Services, Health Care, Real Estate, Life Sciences & Technology

3030 N. Third St., Suite 1300 Phoenix, AZ 85012 (602) 532-5600 sandersandparks.com Civil Litigation, Personal Injury/Wrongful Death, Corporate, Professional Liability Litigation, Insurance Defense, Public Entity/Municipal Defense, Intellectual Property

201 E. Washington St., Suite 1600 Phoenix, AZ 85004 (602) 257-5200 steptoe.com Commercial Litigation, Insurance Coverage & Bad Faith, Labor & Employment, Media & Communications, IP Protection & Litigation, Taxes

Quarles & Brady L.L.P. One Renaissance Square Two N. Central Ave. Phoenix, AZ 85004 (602) 229-5200 quarles.com Commercial Bankruptcy & Restructuring, Business Law, Environmental, Franchise, Health Care

Schneider & Onofry P.C. 3101 N. Central Ave., Suite 600 Phoenix, AZ 85012 (602) 230-8857 soarizonalaw.com Administrative, Business, Employment, Alternative Dispute Resolution, Civil & Commercial, Construction Litigation, Civil Rights, Family

Renaud Cook Drury Mesaros P.A. One N. Central Ave., Suite 900 Phoenix, AZ 85004 (602) 307-9900 rcdmlaw.com Personal Injury, Wrongful Death, Medical Malpractice, Product Liability, Insurance Coverage

Sherman & Howard L.L.C. 201 E. Washington St., Suite 800 Phoenix, AZ 85004 (602) 240-3000 shermanhoward.com Real Estate, Labor & Employment, Estate Planning, Bankruptcy, Mergers & Acquisitions, Litigation, Banking & Finance

Rose Law Group P.C. 7144 E. Stetson Dr., Suite 300 Scottsdale, AZ 85251 (480) 505-3936 roselawgroup.com Real Estate, Land Use & Zoning, Tax, Family, Estate Planning

Ryley Carlock & Applewhite One N. Central Ave., Suite 1200 Phoenix, AZ 85004 (602) 440-4800 rcalaw.com Energy & Environment, Real Estate & Development, Creditors’ Rights & Banking, Estate Planning & Probate, Corporate & Securities, Litigation, Document Control & e-Discovery

Salmon, Lewis & Weldon P.L.C. 2850 E. Camelback Rd., Suite 200 Phoenix, AZ 85016 (602) 801–9060 slwplc.com Business & Finance, Commercial Litigation, Commercial Law, Corporate Real Estate, Electric Power & Utilities

AUG. 2015

Snell & Wilmer, L.L.P. One Arizona Center 400 E. Van Buren St., Suite 1900 Phoenix, AZ 85004 (602) 382-6000 swlaw.com Banking and Finance, Litigation, Corporate and Securities, Intellectual Property, Labor Employment and Benefits, Natural Resources, Environmental and Energy, Real Estate and Tax

Squire Patton Boggs 1 E. Washington St., Suite 2700 Phoenix, AZ 85004 (602) 528-4000 squirepattonboggs.com Corporate, Environmental, IP, Litigation, Public Finance, Restructuring, Real Estate

Stinson Leonard Street L.L.P. 1850 N. Central Ave., Suite 2100 Phoenix, AZ 85004 (602) 279-1600 stinsonleonard.com Commercial & Class Action Litigation, Bankruptcy & Creditors’ Rights, Corporate Counseling, Banking & Financial Services, Real Estate

Tiffany & Bosco P.A. 2525 E. Camelback Rd., Suite 700 Phoenix, AZ 85016 (602) 255-6000 tblaw.com Banking, Employment, IP, Tax, Real Estate, Commercial Litigation, Construction

Warner Angle Hallam Jackson & Formanek P.L.C. 2555 E. Camelback Rd., Suite 800 Phoenix AZ 85016 (602) 264-7101 warnerangle.com Commercial & Business Law, Construction, Real Estate, Commercial Loans, Divorce & Family, Trusts & Estates, Probate

Wilenchik & Bartness P.C. 2810 N. Third St. Phoenix, AZ 85004 (602) 606-2810 wb-law.com Civil Litigation, White Collar Criminal Defense, Mediation, Tax Litigation

For a more detailed listing of our recommended firms and a complete list of their attorneys and Areas of Practice, please visit inbusinessmag.com/legalguide.

INBUSINESSMAG.COM

Legal Services Guide

Lewis Roca Rothgerber

At the top

PRINCIPAL PARTNERS

Ken Van Winkle, Jr. Emily A. Bayton Rob Charles Carla A. Consoli Ken Van Winkle, Jr.

Stephen M. Hart Bruce Samuels

development projects or high-stakes litigation, our goal is to help our clients be successful. Our legacy as one of the top business leaders in Phoenix began in 1950, with the law firm of Lewis & Roca playing a lead role helping what was then an agricultural community of just over 100,000 people to grow into the nation’s fifth-largest metropolitan area. Last year, the firm successfully completed a combination of legacy firms Rothgerber Johnson & Lyons and Lewis & Roca to create Lewis Roca Rothgerber, a stronger firm with deeper experience and a more expansive geographical reach. Lewis Roca Rothgerber maintains thriving practices in litigation, real estate, banking, corporate and securities, bankruptcy, intellectual property, gaming, international trade, energy and utilities, religious institutions, and labor and employment. With additional regional offices in Denver, Las Vegas and Silicon Valley, as well as offices in Albuquerque, Casper, Colorado Springs, Reno and Tucson, our more than 250 attorneys know and understand the particular challenges

facing businesses of all sizes with major operations in the West. While we are proud to call the Western U.S. our home, our attorneys provide counsel here and around the world to a broad range of clientele encompassing businesses that range from start-ups to Fortune 100 companies in industries including commercial, technology, industrial, banking, real estate, energy and manufacturing, among others. Lewis Roca Rothgerber and our attorneys have consistently been recognized among the finest in the profession by leading industry trade and ranking organizations. Most recently, the firm and 24 of its attorneys received high honors from Chambers & Partners in the 2015 Chambers USA: America’s Leading Lawyers for Business guide, in which eight of the firm’s practice areas, by market, were recognized, including Environment (including water rights), Litigation: General Commercial, and Real Estate in Arizona.

MAIN LOCAL OFFICE ADDRESS:

OFFICES IN METRO PHOENIX: 1

YEAR ESTABLISHED LOCALLY: 1950

201 E. Washington St., Suite 1200 Phoenix, AZ 85004

NATIONALLY HEADQUARTERED: Phoenix

SPECIALTIES: Business and Commercial

PHONE: (602) 262-5311

Kenneth Van Winkle, Jr.

There’s a World of Opportunity Out There As a business leader, you want to be represented by a nationally recognized law firm with a local presence. Lewis Roca Rothgerber is one of the largest law firms based in the Western U.S. and our attorneys are well positioned to help our clients realize their dreams — in our hometown or around the globe. Whether providing advice on major

At-a-Glance

WEBSITE: www.lrrlaw.com

MANAGING PARTNER:

NO. OF YEARS WITH FIRM: 28

Amy Altshuler

Litigation, Real Estate, Banking, Corporate and Securities, Intellectual Property, Gaming, Energy and Utilities, Religious Institutions, Labor & Employment.

ADVERTISING PROFILE

AUG. 2015

Legal Services Guide

Wilenchik & Bartness Founded in 1991 by Dennis Wilenchik and Becky Bartness, the law firm of Wilenchik and Bartness provides high-level litigation services to a select group of clients. The firm also provides commercial arbitration and mediation services and works closely with businesses to manage their legal needs. Dennis Wilenchik is rated MartindaleHubbell AV®-Preeminent™, the highest rating available under the Martindale-Hubbell rating system, and he is listed in the national Bar Register of Preeminent Lawyers. Wilenchik has been a nationally certified civil trial advocate by the National Board of Trial Advocacy for more than 15 years. He is an Arizona Bar

At the top

PRINCIPAL PARTNERS

Dennis I. Wilenchik Becky A. Bartness

Foundation Fellow and was elected a Fellow to the American Board of Professional Liability Attorneys. Wilenchik has served as a civil judge pro tem of the Superior Court, President of Maricopa County Bar Association Young Lawyers Division, board member of the Arizona Bar Journal, chairman of the Civil Trial Practice Committee and member of the Superior Court Civil Study Committee of the State Bar. Becky Bartness is rated Martindale-Hubbell AV®-Preeminent™ and is listed in the Bar Register of Preeminent Women Lawyers. She was a real estate specialist for over 15 years and also practices commercial arbitration and mediation. Ms. Bartness is licensed to practice law in all Arizona state and federal courts and the Ninth Circuit. She concentrates her practice in the areas of real estate, commercial, banking and environmental law, and commercial mediation and has represented lenders, developers and homebuilders in real estate and environmental matters, commercial and real estate loan transactions, loan restructures, bank regulatory and compliance matters, general corporate matters, and loan work-outs.

Wilenchik and Bartness provides complex civil and criminal litigation and mediation services to a select group of clients in the real estate, business, and construction sectors, with an emphasis on large and small business disputes. Martindale-Hubbell Rated AV® Preeminent™.

Contact Dennis I. Wilenchik at diw@wb-law.com

602-606-2810

www.wb-law.com ADVERTISING PROFILE

AUG. 2015

At-a-Glance MAIN LOCAL OFFICE ADDRESS:

2810 N. Third St. Phoenix, AZ 85004 PHONE: (602) 606-2810 WEBSITE: www.wb-law.com OFFICES IN METRO PHOENIX: 2 NATIONALLY HEADQUARTERED: Phoenix MANAGING PARTNER:

Dennis I. Wilenchik NO. OF YEARS WITH FIRM: 24 YEAR ESTABLISHED LOCALLY: 1991 SPECIALTIES:

Civil Litigation, White Collar Criminal Defense, Mediation

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AUGUST 2015

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C A T H Y

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INBUSINESSMAG.COM

Adams, Kirk, 29 Alling, Jacky, 20 Altshuler, Amy, 59 Anable, Susan, 20 Anderson, Laurie, 48 Baggiore, Trevor, 29 Banerjee, Isabel, 44 Bartness, Becky A., 60 Bashaw, Phil, 29 Bayton, Emily A., 59 Beer, Geoff, 36 Berg, Tim, 55 Berger, Steven N., 54 Bertucci, Bryan, 36 Blum, Matt, 42 Brown, Brené, 27 Brown, Lori, 48 Bruhnke, Doug, 29 Burke, Dan, 11 Cain, Aaron, 55

Cannon, Charles, 28

Garcia, Myra, 28

Korenzvit, Inna, 45

Shedd, Scott, 13

Charles, Rob, 59

Gehler, Jan, 36

Korn, Sara, 44

Shindler, Buzzi, 53

Christensen, Brad, 29

Gelm, Will, 53

Korschun, Daniel, 27

Short, Heidi, 55

Christensen, Jane, 14

Goodman, Adam, 20

Larsen, Bret, 14

Simpson, Melissa, 42

Church, Kristi, 45

Green, Christian, 14

Larson, Eric, 35, 36

Slice, Kristin, 48, 49

Clees, Joe, 18

Greenwald, Eric, 20

Lieberman, Daniel, M.D., 17

Tentori, Tina Marie, 10

Coffield, Ashley, 28

Gregory, Dan, 26

Macias, Steve, 29

Thornton, Robert, 20

Colella, Connie, 45

Hamer, Glenn, 29

Malone, Laura, 29

Van Winkle Jr., Ken, 59

Consoli, Carla A., 59

Hart, Stephen M., 59

Marbach, Valerie, 48

VanKruiningen, Karlie, 42

Cunningham, Patrick, 29

Hartmann, Kim, 38

Massey, Eric, 29

Weaver, Todd, 29

Darwin, Henry, 29

Hastings, Donald F., 66

McCoy, Kelly, 42

Weiser, Paul, 53

Davis, Todd, 38

Heiland, Julie, 48

McIsaac, Chris, 29

Welker, Grant, 27

DeGraw, Rick, 20

Henry, Todd, 27

McKinney, Kermit, 29

Wheeless, Steve, 18

DeWulf, John, 10

Hetrick, Nancy, 48

Mineer, Anna, 37, 39

Wilenchik, Dennis I., 60

Earnhardt, Pheadra, 44

Higuera, Lori, 55

O’Keefe, Greg, 36

Wissink, Susan, 55

Eberle, Mark F., 36

Iffert-Saleem, Audrey, 47

Owen, Jody, 48

Wittekind, Paula, 48

Engelman, David Wm., 54

Kibbe, Cindy, 35

Rollins, Tracie, 48

Wogan, Terri, 20

Federhar, Andrew, 55

Kidder, Rick, 35, 42

Ronzio, Chris, 13

Wolden, Dorothy, 44

Flanagan, Kieran, 26

Klein, Mitch, 29

Samuels, Bruce, 59

Wolden, Dorothy, 50

Flanary, Mike, 29

Kofahl, Sheila, 39

Sanders, Nancy, 43

Woods, Mackenzie, 20

Fox, Steve, 53

Kokonas, Nick, 13

Seleznow, Steven G., 9

Zito, Ed, 10

Ahwatukee Chamber of Commerce, 30 Alliance Bank of Arizona, 3, 10 Amazon Business, 13 AMC Pivot Manufacturing, 29 Apple, 32 APS, 19 Arizona Chamber of Commerce and Industry, 29 Arizona Commerce Authority, 14 Arizona Community Foundation, 9, 20 Arizona Department of Environmental Quality, 29 Arizona Diamondbacks, 15 Arizona Public Service Company Foundation, 10

Coppersmith Brockelman, P.L.C., 10

J Heiland Interiors, 48

Scottsdale Community College, 36

Cox Communications, 20

Kore Bookkeeping, 45

Scottsdale, City of, 14

Crescent Bay Holdings, 36

Lattice Biologics, 14

Share Our Strength, 20

Cymedica Orthopedics, 14

Lewis Roca Rothgerber, 45, 59

Smarter Divorce Solutions, L.L.C., 48

Desert Schools Federal Credit Union, 6

LifeLock, 13

Snell & Wilmer, 29

Downtown Phoenix Inc., 64

Lincoln Electric Company, The, 66

Social Venture Partners, Arizona, 20

East Valley Women, 31

Local First Arizona, 6

Splash Printing and Marketing, 48

Engelman Berger, 54

Maricopa Community Colleges, 33

Spotify, 32

eSpark Marketing, 48

MarketingPodcasts.com, 11

Sprint, 7

eVisit, 14

Mayer Hoffman McCann P.C., 67

SRP, 12, 48

Farmers Insurance, 44

Mexx32 Tacos & Tequileria, 34

State Bar of Arizona, 52

Fennemore Craig, 55

MINI Cooper, 32

Steptoe & Johnson L.L.P., 18

Freeport McMoRan Copper & Gold, Inc., 29

National Association of Women Business Owners – Phoenix, 43

Surprise Regional Chamber of Commerce, 31

National Bank of Arizona, 20

Tempe Chamber of Commerce, 31

National Restaurant Association, 16

Theranos, 14

NewSpring Pharmacy, 63

ThinkSmallBiz.org, 64

Ogletree, Deakins, Nash, Smoak & Stewart, P.C., 18

Tock, 13

Omni Bioceutical Innovations, 14

Translate Your World, 11

FreshBooks, 11 FSW Funding, 63

Arizona Small Business Association, 31

Gallagher & Kennedy, 2, 57

Arizona Society of Human Resource Management, 31

GE Capital Franchise Finance, 16 Gilbert Chamber of Commerce, 30

Arizona Technology Council, 30, 31

Gladly, The, 34

AVB Development Partners, 36

Global Chamber, 29

Banner Health Network, 68

Goettl Good Guys, 11

BioAccel, 14

Goodmans Interior Structures, 20

Buchalter Nemer, 53

Grand Canyon State Electric Cooperative Association, 29

Cactus Creative, 48 Carter Law Group P.C., 20 Cathy Hotchkiss, 64 CBIZ, 67 CDQ Learning, 48 Central Phoenix Women, 30 CenturyLink Business, 61 Chandler Chamber of Commerce, 31 CI Studio, 44 Co Co Communications, 45 CopperPoint Mutual Insurance Company, 7, 20

Orion Health, 14 Pandora, 32

Trainual, 13 Universal Laser Systems, 29

Paper Clouds Apparel, 20

University of California, Irvine School of Law, 28

Peoria Chamber of Commerce, 30

University of LaVerne, 28

Grand Canyon University, 37

Phoenix Philanthropy Group, The, 28

UPS, 29

Greater Phoenix Chamber of Commerce, 30

Phoenix Spine Surgery Center, 17

Wells Fargo, 49

Pinnacle Bank, 33

West Valley Women, 30

Grimaldi’s Pizzeria, 20

Planned Parenthood Greater Memphis Region, 28

WGM, 13

Raymond James & Associates, 36

Wilkes University, 62

GroYourBiz, 44 Henry, The, 34 Highground, 29 HR Wise, 36 Hymson Goldstein & Pantiliat, P.C., 48 IKEA, 5 Infinite Reach Agency, 45

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

Rollins Advantage, The, 48 Sapience Analytics, 11 Sauce Pizza & Wine, 34 Scottsdale Area Chamber of Commerce, 30, 35

Bold listings are advertisers supporting this issue of In Business Magazine.

Wilenchik & Bartness, 60 Women of Scottsdale, 31 WriteSmith, 44 Zenefits, 14

65 20AUG.1 5 INBUSINESSMAG.COM

FEBRUARY 2015

A CANDID FORUM

Creative Management Transforms People into Profits

Insights from former Lincoln Electric Company CEO Donald F. Hastings on what a “no layoffs” approach achieved by Donald F. Hastings

Donald F. Hastings, chairman emeritus of The Lincoln Electric Company, recently released Behind the Mask: Embrace Risk and DARE to Be Better with co-author Leslie Anne Hastings. During his 44-year career at Lincoln Electric, Donald F. Hastings rose from sales trainee to CEO and chairman of the board. Throughout his rise, Hastings led Lincoln to manufacture new product lines, avoid downsizing during economic slumps and replace outdated policies and procedures. Grabbing the helm of the floundering company as newly elected CEO, Hastings’ unorthodox management style inspired Lincoln to hire nearly 1,000 new employees and design programs to “manufacture and sell” its way out of trouble. Violently opposed to layoffs, he helped Lincoln rise from the ashes to record sales and profits, an accomplishment the employees dubbed “The Miracle on St. Clair.” dfhastings.com

AUG. 20 1 5

INBUSINESSMAG.COM

When faced with any given challenge, the natural human response is, “What’s in it for me?” Consider the banking fiasco, the granddaddy of “What’s in it for me?” Our country watched in horror as executives paid themselves outrageous bonuses while their companies were failing. These senior managers felt no remorse at slashing their workforces and abandoning their customers while personally pocketing millions, if not billions, in government bailout funds. If that’s the example we’re setting, it’s no wonder employees feel scant loyalty to the companies they work for. Your employees are the lifeblood of your company and the single greatest resource you have. A loyal work force can be the best friend you have when you are faced with a crisis. I have been through tough times. During the recession of the early 1980s, Lincoln Electric’s sales dropped 40 percent in 18 months. Even though we had cut hours in our manufacturing plants from 54 per week to 30, we still had excess capacity. Conventional wisdom was pushing for layoffs — anyone with less than two years of experience. I felt it would be ethically wrong to let people go, not to mention it would be lazy and very bad business. I felt profits would have dropped even further with the blow to morale. Then I had an idea: Why not ask our factory and office personnel to volunteer to help the sales force? Since I was vice president of sales at the time and I firmly believed that manufacturing minus sales equals scrap, I knew that increasing our top line instead of slashing the work force would produce badly needed revenue. We selected 54 factory and 14 office personnel from a pool of more than 100 active volunteers. We trained them extensively on one of our new machines and sent them into the field from Maine to California. We

nicknamed them “Leopards,” as they had “changed their spots” and were out “prowling” for business. The Leopards brought in approximately $2.8 million in new business and forged strong bonds with our distributors by creating a new list of customers for them to call on. The Leopard Program showed our workforce that we were dedicated to holding on to people during bleak times. Some years later, I was able to appeal to the loyalty of those employees to help bail us out of Armageddon. In 1992, 24 minutes after becoming CEO of Lincoln, I was informed that our European operations were in the red and we would have to report a second quarter loss. We would violate our covenants with the banks and default on our loans. Prior to my turn at the helm, the company had purchased a number of overseas companies at the height of the market. Our purchases, coupled with a deepening European recession, were demolishing our bottom line. The way I saw it, we could resort to massive layoffs and cut executive salaries to save money, or we could resort to extraordinary measures to increase revenues and profits. I was under tremendous pressure to slash our workforce. After taking some drastic measures in Europe to stop the bleeding, we were still in trouble. Then I had an idea: Why not manufacture and sell our way out of this mess? Once I made the decision to forge ahead, I did the only thing I knew to do: I turned to our U.S. employees for help. I presented a 21-point plan that called for our U.S. factories to boost production dramatically and for our sales force to sell our way out of the crisis. I announced to our employees that, rather than downsize, we would make the U.S. company profitable enough to offset the losses abroad, remain within our bank covenants and borrow money to pay the bonus. The U.S. company went into overdrive. Instead of downsizing, we hired almost 1,000 additional employees. Four hundred fifty people in bottleneck areas gave up 614 weeks of vacation, with some people working seven days per week for months. The sales force also gave a herculean effort. Sales rose from $1.8 million per day to $3.1 million, a 72 percent increase! We renegotiated our bank loans and paid the bonus. Our phenomenal turnaround became known as “The Miracle on St. Clair.” I think it’s time we take a hard look at layoffs as a first resort. People are not expendable. We need to find creative solutions to replace downsizing as a cure-all for a company’s financial woes. It is management’s responsibility, by definition, to find these solutions, to plan ahead and to be flexible enough to respond to any new situation. Got any ideas?

“I may be David goading Goliath, but I believe layoffs, in general, are a sign of catastrophic failure on the part of management,” says Donald F. Hastings. “To please Wall Street, we are dehumanizing business to a point that is unconscionable. It’s lazy and it’s bad business.”

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