Thinking Bigger Business—Aug. 2017

VOL. 26 // ISSUE 8 // AUGUST 2017

25 UNDER 25® ALUMNI SHOWCASE Meet past award recipients who are taking their companies to new heights

BIGGER GROWTH

The ‘Desert Island’ Question That Can Fuel Growth

PRESERVING THE PAST Elizabeth Rosin and Rosin Preservation are at the center of Downtown KC’s architectural renaissance » iThinkBigger.com

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CONTENTS

AU GUST 2017 VOL. 26 // ISSUE 8

ALUMNI SHOWCASE

28 Focus on 25 Under 25® Alumni

Kansas City’s Entrepreneurial Tradition Continues

D E PA R T M E N T S

07 The Bigger Picture 08 Biz Bits 11 25 Under 25 ® Updates 12 BIG | deals 50 BIG | shots

OUTLOOK

24 KC Futures CAPS Program Bolsters School, Business Ties

S M A R T S T R AT E G I E S

36 BIGGER | contracting How change of ownership impacts certifications

38 BIGGER | hr An employee’s “last words”

18 | KC ENTREPRENEURS

40 BIGGER | sales Emailing vs. calling

42 BIGGER | regulatory Employment screening essentials

44 BIGGER | growth The question that grows your business

HE ON T R E V O C

HISTORIC

OPPORTUNITY Rosin Preservation fuels KC’s future by documenting its architectural history.

14 B IG I N F LU E NC E | 16 B IG S TA R T S | 16 M A D E T O L A S T 4

THINKING BIGGER BUSINESS // August 2017

15 C O M PA N Y T O WAT C H

18 KC M A D E I T

22 E N T R E P R E N E U R I A L J O U R N E Y

GrooveWasher

Edison Amps

Up Close and Personal

Steve Chase makes vinyl LPs sing.

Tom Stein makes new sound cool by going old school.

Shelley Seibolt and Roses Ammon of Staffing Kansas City SMART COMPANIES THINKING BIGGER®

5

CONTENTS

AU GUST 2017

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THE BIGGER PICTURE

Making Old New Again

I

Innovation is a word that gets thrown

Several of the company owners featured in

around a lot these days. Aspiring

this month’s issue have created and grown

entrepreneurs want to execute the

their businesses by doing just that. They are

next big disruptive idea that will lead to

prospering because they are finding novel ways

hockey stick growth. Established business

to make old new again.

owners keep hearing that if they don’t innovate,

GrooveWasher was born when serial entrepreneur Steve

they’re going to be left behind; that if they simply rely

Chase seized upon the revival of vinyl LPs to improve

on what made them successful in the past, that same

upon a popular record cleaning product of the 1970’s. As

formula could eventually be the reason for their failure.

Chase says in the article (p. 15), “It’s not like we invented

Although people argue over the actual definition of

something new. We built a better mousetrap.”

“innovation,” the common perspective is that it requires

Edison Amps creator Tom Stein took a modern item—the

something brand new. We confuse innovation with inven-

SmartPhone—and combined it with a block of wood and

tion. Because of that, we sometimes overlook the potential

the brass bell from his trumpet to create a new product

for innovation that‘s sitting right under our noses.

that fashionably amplifies the music from his phone

If any of you are Pinterest junkies, you’ll know what

(p. 17). Stein made “new sound cool by going old school.”

I’m talking about. The platform is filled with ideas for

And Elizabeth Rosin (p. 18) is bringing new life to old

how to take old items you have sitting around the house

buildings—several of which house this generation’s

and repurpose them in ways they were never intended

newest innovators—by working with developers to

to be used.

secure federal and state historic tax credits. “We help

The same is true in business. Innovation doesn’t always

property owners . . . capitalize on historic (buildings) to

occur from inventing something that is brand new.

create vital communities,” she says.

Breakthroughs can also be achieved when you take the

What new innovation could your company tout if you

things that are already around you and improve upon

made something old new again?

them, combine them with other items or ideas, or use them in new and better ways.

Ke lly S can lon // Publisher // kscanlon@iThinkBigger.com SMART COMPANIES THINKING BIGGER®

7

BIZ BITS

New SBA HUBZone Maps Available The U.S. Small Business Administration has released a new Historically Underutilized Business Zones (HUBZone) map.

The SBA’s HUBZone program helps eligible small businesses located in designated urban and rural communities gain preferential access to federal procurement opportunities. The map helps small businesses determine if they are eligible for participation in the program. For more details, visit www.sba.gov/hubzone.

Survey Shows Owners’ Priority When Selling a Business The first quarter 2017 Market Pulse Report shows that 70 percent of business owners who are selling a business make taking care of their employees a top consideration. It ranks right behind financial compensation.

Speed of exit, having a “clean” break and leaving a legacy were all important factors too. The survey found few sellers interested in employment contracts and other deal structures that keep them active in the business after the sale.

St. Joseph Gets Co-Working Space, Entrepreneur Funding The St. Joseph Innovation Stockyard and the St. Joseph Chamber of Commerce, Buchanan County and Missouri Western’s Center for Entrepreneurship are partnering with Digital Sandbox KC and the Missouri Technology Corporation to drive new business growth in the St. Joseph area.

Why do premier candidates utilize for employment opportunities?

Staffing Kansas City

Digital Sandbox provides proof-ofconcept resources to support early-stage commercialization. Up to $15,000 in project development funds will be awarded.

Innovation Stockyard will offer co-working space to proof-of-concept grant recipients.

The new co-working center, located in the Christopher S. “Kit” Bond Incubator on Missouri Western, opened in July.

Companies interested in applying can get more details at http://www.digitalsandboxkc. com/programs/stjoe. Applications are due Aug. 23.

Growth in Minority-Owned Businesses The number of minority-owned companies with employees grew by almost 5 percent in 2015, according to a newly released survey from the U.S. Census Bureau.

The 2015 Annual Survey of Entrepreneurs shows there were 996,248 minority-owned “employer” firms in 2015. They were employing more people, too—8 million workers, up 6.2 percent.

Receipts were up, but were “not statistically different” from the prior year. In 2015, minority-owned firms made about $1,168.5 billion compared to $1,089.7 billion in 2014.

The number of women-owned employer firms grew 3 percent from 2014 to 2015.

Receipts were not significantly different from 2014.

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THINKING BIGGER BUSINESS // August 2017

UMKC’s Rebecca Gubbels Named Missouri State Star America’s SBDC, the national association of Small Business Development Centers, has named Rebecca Gubbels the 2017 Missouri State Star.

Gubbels is a business specialist at UMKC’s Small Business & Technology Development Center. Gubbels will receive official recognition at the ASBDC national conference in Nashville in September.

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DON’T WAIT,

NOMINATE! Nominations for the 17th Annual 25 Under 25© Awards are now open. Nominate as many companies as you like— there's no limit!

Applications from nominated companies due by Nov. 3, 2017.

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Visit www.25Under25.com for more details!

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2 5 U N D E R 2 5 ® U P DAT E S

City Gym Opens Downtown City Gym (Class of 2015) held a July 22 grand

of the Year Award. The winner will be announced Sept. 12 at the chamber’s Small Business Summit in Washington, D.C.

opening for its new location in Pickwick Plaza. Owner Hailee Bland-Walsh also has a location in Waldo.

EAG Promotes Cinda Fisher AnswerPro Wins Two Awards AnswerPro Limited (Class of 2006) recently

took home national and state awards. The Mission, Kansas, business is owned by Doug Gregg.

The Kansas Department of Commerce has designated AnswerPro Limited as a 2017 Kansas Governor’s Award of Excellence for the East Central Region.

AnswerPro was also presented with a Bronze Medallion for 2017 Telecommunications Company of the Year in the American Business Awards competition.

EAG Advertising & Marketing (Class of 2007)

recently promoted longtime team member Cinda Fisher to director of operations for the agency.

Harmon Construction Turns 30 Sage Restoration Named National Finalist Sage Restoration (Class of 2016) is a national

finalist for a small business award from the U.S. Chamber of Commerce and MetLife.

Sage is one of 17 companies selected as finalists for the Dream Big Small Business

Harmon Construction (Class of 2002)

celebrated its 30th anniversary in July.

Tim Harmon founded the company in 1987. Harmon Construction provides construction management, design-build and general contracting services for commercial, industrial, healthcare, senior living and faith-based construction.

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BIG | deals

AWARDS/RECOGNITIONS Venture Legal Gets Award Chris Brown, the founder of Venture Legal LLC, recently secured $18,000 in the WeWork Creator awards.

The company is building a smart contract platform that allows freelancers to create, negotiate sign and manage client agreements.

NEW BUSINESSES ‘Meat and Three’ Meals for KC Diners EJ’s Urban Eatery opened in the West

Bottoms. The restaurant— whose owners include executive chef John C. Smith and wealth manager Erik J. Gaucher—will operate on a Meat and Three model. Popular in the South, it means that diners can select a meat entrée and three sides for their meal.

New Bar and Liquor Store Concepts Andy Lock and Domhnall Molloy, long-time Kansas City restaurateurs and owners of Third Street Social, Summit Grill and Bōru Ramen Bar, are expanding their portfolio.

Lakewood Local opened at 811 NE Lakewood Boulevard in the space previously occupied by Michael’s Lakewood Pub.

W E D N E S DAY S

Summit Cellar & Spirits, a 3,500-squarefoot liquor store, opened at 815 NE Lakewood Boulevard.

One of a Kind Grand Opening One of a Kind Home Furnishings & Fashion,

5304 Martway in Mission, Kansas, held a grand opening in June. They offer consigned furniture and home furnishings as well as new items, including clothing, accessories and Kansas City made products.

EXPANSION Juicery Grand Opening Ruby Jean’s Juicery, held a grand opening of its second location at 111 Main Street on July 22.

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THINKING BIGGER BUSINESS // August 2017

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105 S. JEFFERSON

|

8 16 . 7 2 1 . 996 0

New Website, Bigger Digs Info Data Services, a document scanning and data services company, has launched a new website and expanded its offices in the iWerx co-working location in North Kansas City. The company also just introduced a new “green” product, TheIDSBox. National Expansion

The Ship Unfurls Expanded Kitchen The Ship, a lounge and diner located at 1217 Union Avenue, has added a full-service kitchen and lunch service.

The popular West Bottoms restaurant features live music, a vinyl jukebox and Royals games. It opened in 1935 and was originally located in downtown Kansas City.

Photo courtesy of Bonjwing Lee

Agency Wins Two New Food Industry Accounts Sullivan Higdon & Sink has added two iconic Kansas City brands to its client roster: Christopher Elbow Chocolates and Old World

SGF Contracting Services, a contractor that

serves the real estate investing industry, is expanding into several markets nationwide.

The company rehabs and repairs properties that investors have acquired.

The expansion includes operations in Dallas; Fort Worth; Houston; Miami; Philadelphia; Detroit; New Jersey; Portland, Oregon; Cincinnati, Columbus and other areas in Ohio. SGF already has a presence in Kansas City and several other Midwestern and Southeastern cities.

Rye to Open on the Plaza Chefs Colby and Megan Garrelts are expanding their popular Rye restaurant concept to the Plaza this fall.

The new 7,000-square-foot restaurant will be at 4646 J.C. Nichols Parkway.

Spice & Seasonings.

New Luxury Cinema in Lee’s Summit Locally owned B&B Theatres has broken ground on a seven-screen luxury theater in the New Longview mixed-use development.

The movie house should open early next year.

B&B is also planning to upgrade its Lee’s Summit 16 theater sometime this year.

FUNDING KCRise Fund Investments Venture capital sidecar fund KCRise has invested in five more companies: Shot Tracker, SMRxT, SquareOffs, Backlot Cars and Bardavon Health Innovations.

Affinity Venture Partners is a family of companies within the larger Affinity Worldwide organization, focusing primarily on support and service to the residential real estate investment sector. Supported by a capable team of talented industry professionals, these companies represent the very best in their individual industry verticals.

We’d like to introduce you to three of our core busineses. affinityventurepartners.com (816) 398-4086

SGF Contracting Services provides renovation, rehab and repair services on single and multi-family properties for real estate investors, developers, landlords, REO asset managers and government agencies nationwide.

Hickory Global General Contractors is a Kansas City-area operation specializing in residential new construction, remodeling and tenant finish, taking projects from design/concept to completion.

KC Grout Works utilizes a patented system that cleans and permanently seals grout to prevent dirt, mold and grime from penetrating. We also perform shower restoration and tile repair.

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kcgroutworks.com (816) 448-5579 SMART COMPANIES THINKING BIGGER®

13

BIG | deals

OTHER BUSINESS Techstars KC Reveals Inaugural Class The Techstars Kansas City Accelerator has announced the 10 companies that will be part of its inaugural class: Ampogee, Greensboro, N.C.; CasaIQ, Kansas City, Mo.; GRIT Virtual Construction, Wichita, Kan.; Hanzo, Kansas City, Mo.; NexusEdge, Santa Monica, Calif.; Planetarians, Kansas City, Mo.; REP, San Francisco, Calif.; Somatic Labs, Phoenix, Ariz.; TeacherTalent, Austin, Texas; Vector Legal Method, Kansas City, Mo. Alliance Brings STEM Speakers into KC Schools Local firm Blue Ocean Consulting has created a new website, www.iSpeakSTEM.com, that helps teachers connect with software developers, scientists, engineers and other professionals willing to serve as guest speakers. The site is a partnership with the Kansas City Technology Council (KCTC) and will be ready when classes start this fall.

The Lean Lab Incubator Fellowship The Lean Lab has selected five companies to participate in its 2017 Incubator Fellowship program. The program offers entrepreneurs who are building education innovation companies an opportunity to scale their companies.

The companies selected are Transportant, Kansas City, Mo.; H3TV, Kansas City, Mo.; ViTal, St. Louis, Mo.; Explorable Places, New York; Diversity Talks, Providence, R.I. Helen Jon Selects New CEO Swimwear and clothing designer Five Clothes LLC, has named Barbara Stubbendieck as its new CEO. The company does business under the brand Helen Jon. Just Play Scores Content Contract Just Play Sports Solutions has teamed up with the American Football Coaches Association to be the exclusive provider of drill and play diagrams for AFCA publications in 2018.

BIG INFLUENCE | THE INCREDIBLE BIRTHDAY PARTY PROJECT

Making Birthday Wishes Come True Ron Hill and Redemption Plus are committed to enriching lives.

Redemption Plus offers innovative services and redemption product solutions to bowling and family entertainment centers. The prizes customers redeem foster a positive guest experience and satisfaction.

Ron Hill, the founder and chief enrichment officer of the company, said, “We have the potential to change lives through the guest experience.”

But even that‘s not enough for Hill. He wants to improve life for people beyond the company’s business operations.

A Historic Event Space Unlike Any Other.

Call Now to Book an Event

Enter The Incredible Birthday Party Project, which provides parties for children unable to have one. Data shows children who can’t participate in such events can be stigmatized socially.

Redemption Plus partners with family and bowling entertainment centers and their local charities to donate one birthday party to a needy child for every five party packages purchased by the general public.

In addition, Hill said that Redemption gives back 1 percent of profit, 1 percent of product and 1 percent of time each year.

816.635.2244 342 N Water St, Liberty, MO www.SaintJamesEvents.com 14

THINKING BIGGER BUSINESS // August 2017

“We are working on our 501c3 called Play It 4wards, which will be the parent of our The Incredible Birthday Party Project,” he said.

“It will be fueled partly from our Pledge 1% initiative.”

C O M PA N Y T O WAT C H K C

GROOVE WASHER

E N T R E P R E N E U R S

(Photo courtesy of Austin Walsh Studios)

GrooveWasher RESURGENCE IN POPULARITY OF VINYL LPS CREATES NEW BUSINESS OPPORTUNITY. nap, crackle, pop may be catchy as a cereal jingle, but it’s anything but music to the ears of vinyl LP collectors.

Usually it’s a sign of poor audio quality—often due to a buildup of dust, dirt, fingerprint oils and static electricity.

Serial entrepreneur Steve Chase, who is also an investor in the startup Handy Camel, decided to solve the problem by developing a vinyl record cleaning product based on a 1970s product that he says “got kind of lost.” Chase’s prototype proved so popular that in 2015 he founded a company— GrooveWasher—to manufacture and sell the product.

“Our passion is to help people experience the highest fidelity sound a record can produce. That can only happen if the record groove is clean,” said Chase.

S

ENTREPRENEUR

Steve Chase C O M PA N Y I N F O R M AT I O N

GrooveWasher LLC 1313 Atlantic Ave. North Kansas City, MO 64116 (913) 226-7845 www.GrooveWasher.com TYPE OF BUSINESS

Vinyl LP cleaning system

MAKING RECORDS SING

Chase’s love for music began as a young boy growing up in Southern California. During the middle of the night, he would listen to his dad’s jazz and classical LP collection on his turntable.

In the early 70s, a friend showed Chase a new record cleaning tool he had invented. The cleaning fluid dissolved fingerprint lipids and removed mildew. The tool itself featured a cleaning pad made of a directional fiber fabric that was attached to a solid walnut handle. The product—which became the “Discwasher”—soared in popularity. Chase’s family was involved in the company, but in 1982, it was sold and vinyl gave way to cassettes and CDs.

A VINYL REVIVAL

In 2010 Chase’s son, a sound/recording engineer and musician, told Chase that bands were releasing their music on vinyl again. Chase decided to create his own record cleaning fluid, inspired by his friend’s popular D Series fluids.

Chase’s updated product uses a high-tech G2 fluid that has a low surface tension, allowing the fluid to penetrate to the bottom of an LP’s microgroove. G2 Fluid uses surfactants and wetting agents that were not available in the ’70s.

Chase introduced major innovations to the cleaning pad too. The GrooveWasher cleaning pad can be replaced or cleaned because it is attached to the handle with Velcro, unlike the original cleaning pad that was permanently glued. The cleaning pad itself uses split fiber microfiber, a fabric that wasn’t commercially available in the ’70s.

The GrooveWasher cleaning fluid and handles are manufactured at the company’s plant in North Kansas City. GrooveWasher Kits are available in various colors, including the traditional walnut.

GrooveWasher products are online and in record and audio stores locally and nationally.

Chase said that the GrooveWasher project’s goal was to update the most popular record cleaning tool of the ’70s and offer it to the 20-30 million people globally who own turntables and love playing vinyl records. “Our customers tell us we succeeded. But it’s not like we invented something new,” Chase said. “We built a better mousetrap.”

SMART COMPANIES THINKING BIGGER®

15

AT A G L A N C E K C

E N T R E P R E N E U R S

BIG STARTS | ANTICIPATE VENTURES, LLC

MADE TO LAST | A. ZAHNER COMPANY

The Next Big Thing PJ Piper identifies game-changing innovation and adds the tools to ensure success.

COMPANY // Anticipate Ventures, LLC ENTREPRENEUR // PJ Piper WHAT THEY DO // Anticipate Ventures is a company that

anticipates the next big thing. It is a technology venturing partner that helps entrepreneurs, research institutions and corporates to launch, fund and grow companies in precision agriculture, healthcare and artificial intelligence. The company identifies game-changing innovation, addresses the challenges of tech transfer and then cultivates from idea to product to market. CEO and founder PJ Piper said their aim is to “dive in and make it happen.”

THE INSPIRATION //

Piper has a background in investment banking and mergers and acquisitions in New York. But he wanted to advise less and do more. The first company he started in Boston is now on the New York Stock Exchange, and he is excited about the many opportunities and strategic partners he is able to work with in Kansas City.

Kansas City’s reputation for entrepreneurial support attracted him.

“You are only two degrees of separation from anybody in town,” he said.

WHAT’S NEXT? // Anticipate Ventures will continue to help launch

companies focused on creating change and making a difference.

HOW TO CONTACT // www.anticipateventures.com

16

THINKING BIGGER BUSINESS // August 2017

Zahner Puts the Sparkle on Buildings Company credits focus on quality and relationships as keys to longevity.

There are many reasons a company exists for 120 years, but innovation and quality are the distinguishing marks for Kansas City engineering and fabrication firm A. Zahner Company.

Founded in 1897 as Eagle Cornice Works by Andrew Zahner, the company has adapted as needed. From cornices to industrial metal work and construction, A. Zahner has emerged as an international, award-winning producer of architectural metals and facades.

A. Zahner, headquartered at 1400 E. 9th Street, celebrated 100 years in 1997 and plans its 120th anniversary observance later this year.

CEO and President L. William Zahner, the great-grandson of the founder, initiated the focus of working with architects and artists, another innovation. That has led to creative exterior projects for museums, music halls and office buildings globally. A. Zahner also designed, engineered and manufactured the façade for the National September 11 Memorial and Museum in New York City.

Robert Zahner, the senior vice president and another great-grandson, said A. Zahner’s client relationships are one of the company’s proudest achievements. Zahner said well-known architects tell him they are more confident about their project with A. Zahner on the job.

“Keeping that reputation of quality is the lifeblood of our company,” Zahner said.

KC MADE IT K C

EDISON AMPS

E N T R E P R E N E U R S

Blowing an Old-Time Sound EDISON AMPS MADE MUSIC FROM AN ANNOYANCE om Stein believes problems are only opportunities. You should listen to him, or at least listen to music via one of his Edison Amps.

Stein began making Edison Amps when his wife Julie suggested that placing his cell phone in an empty pint water glass to amplify the music while he was in the shower was unsanitary. So, he cut the bell off his old trumpet and put it in a block of hickory wood.

The device holds the phone. The diffused sound is amplified by the brass. He had music, without a messy water glass holder.

Stein began to perfect the invention through a lot of trial and error. He first tried different sizes of bells, using cornets for the first products.

T

AN OLD-TIME SOUND

The Edison Amp appeared in several shapes and bell sizes during development.

The final design was the Classic Edison Amp, which uses wood from Missouri and a hand-worked copper bell to provide an old-time sound.

“Our big breakthrough came when we started copying dimensions of trumpet bells,” Stein said. “Then we could change the Classic Edison Amp and sell it online.”

Edison Amps are made by ManTables, the firm Stein and Julie founded in 2009 to disguise mundane items by using quietcooling technology. ManTables uses that technology to hide a beer fridge inside attractive furniture.

Stein tries to make the Amps “pretty” in a masculine way. “Our stuff is heavy, solid and made well. It is not going to fall apart,” he said. Kansas City is a good spot for woodworking, he said, because of the availability of hardwood and of kiln-dried lumber.

THE AMISH CRAFTSMAN TOUCH

Stein had been working with the Amish community on production for ManTables and immediately sent the Amp design to them. “They are incredible craftsmen,” he said.

Amp customers are likely to listen to music at work or elsewhere and not need high fidelity. “Eighty percent of America enjoys music and 20 percent of them are audiophiles,” Stein said. “The other 60 percent are our clients.” His customers range in age from 35 to 50 years old, and the income group is middle class to upper middle class.

Stein said ManTables has other products in the pipeline. “One is a design for the lake, which is in the ManTables line,” he said. “The other is The Fan Boy for the living room.”

ASPIRATIONS AND ETHICS

Stein believes Kansas City is an excellent place to start a business because so many people offer help and advice. He said he received tremendous support as he developed the Amp. “I believe Kansas City is a great mix of cosmopolitan aspirations with country work ethics,” he said.

He advises entrepreneurs to develop curiosity and gumption, or staying power, because too often a good idea fails the first time.

Stein prefers the creative side of inventing over production. He believes anyone can be an innovator or inventor if they treat annoyances as opportunities to create new solutions.

“Whether I am doing something with music, woodworking or drinking beer and an annoyance pops up, I try to think of a way to get around that annoyance,” Stein said.

Stein obviously follows the well-trod path of Thomas A. Edison. There is an Edison quote on his Amp website: “There’s a way to do it better—find it.” Stein takes that advice and runs with it.

Terry Wooten is content development manager for Thinking Bigger Business Media.

SMART COMPANIES THINKING BIGGER®

17

BY THE NUMBERS Rosin Preservation has completed more than 100 historic preservation projects supporting more than $1 billion in construction and development.

18

THINKING BIGGER BUSINESS // August 2017

KC ENTREPRENEURS

HISTORIC OPPORTUNITY Rosin Preservation fuels Kansas City’s future by documenting its architectural history.

ENTREPRENEUR

Elizabeth Rosin C O M PA N Y I N F O R M AT I O N

Rosin Preservation 1712 Holmes St. Kansas City, MO 64108 (816) 472-4950 www.rosinpreservation.com TYPE OF BUSINESS

Historic preservation consulting firm YEAR FOUNDED

2006 E M P L OY E E S

7 KEYS TO SUCCESS

You have to get out there and talk yourself up.

left // Rachel Consolly Nugent,

national register and survey coordinator, Elizabeth Rosin, principal and owner, Kristen McSparren, tax credit coordinator

E

lizabeth Rosin and the team at Rosin Preservation don’t swing hammers.

They don’t hang drywall. They don’t draw up blueprints.

But there are few people who have played a bigger role in downtown Kansas City’s architectural renaissance.

Rosin Preservation conducts the research that helps developers secure federal and state historic tax credits. That funding can make or break rehab projects that are often more complex and more expensive than new construction.

Because of Rosin and her team, dozens of aging buildings have found new life as restaurants, apartments, shops and office space, reinvigorating the heart of the city.

In 11 years of business, Rosin Preservation has completed more than 100 historic preservation projects, which in turn supported more than $1 billion in construction and development. That includes work on the Kansas City Power & Light Building, the Wall Street Tower, the Roaster’s Block Apartments and many more.

“A lot of developers both in Missouri and outside of Missouri have become very savvy at using those credits and in doing historic projects,” said Rosin.

“I mean, it’s transformed downtown Kansas City. Until really the last couple of years, it’s been hard to point to a project that hasn’t had a historic component.”

Many, but not all of those 100 projects took place here in Kansas City. The firm’s reach extends to St. Louis, to Springfield, to Wichita, across rural Kansas and Missouri and beyond.

All told, Rosin Preservation serves clients in more than 11 states, and by the time you read this, another three could be added to the list.

Eventually, Elizabeth Rosin would like to bring the total to a nice round 50.

“I want to be national,” she said.

REPUTATION FOR PRESERVATION

Rosin Preservation’s home is a one-story brick building at 1712 Holmes, on the eastern edge of the Crossroads Arts District. The 1926 building was originally part of a brass foundry, and in later years was used as a mechanic’s shop.

Today, Rosin and her team work under the same barrel-vaulted roof as its previous occupants did. It’s a perfect example of Rosin Preservation’s commitment to reviving older properties—“kind of putting our money where our mouth is,” she said.

by James Hart // photography by Dan Videtich SMART COMPANIES THINKING BIGGER®

19

“We help property owners and decision-makers capitalize on historic (buildings) to create vital communities.”

Elizabeth Rosin // Principal and owner

The new space is more than four times bigger than Rosin Preservation’s last office, but the firm needed the extra room.

Between 2010 and 2016, its head count grew from three people to seven.

Rosin had to hire the extra team members simply to keep up with the demand for services.

“Since Missouri started their state tax credit program in 1998,” she said, “Missouri has been one of the top users of federal historic tax credits in the country, consistently 1, 2 or 3.”

Missouri’s historic tax credit is equal to 25 percent of a project’s qualified rehab costs, and it can be used in combination with the federal tax credit, which is 20 percent for incomeproducing properties.

Historic tax credits are a big reason why Rosin became an entrepreneur.

A New Jersey native, she had moved to Kansas City in 1993 to work for the city’s Historic Preservation Commission.

When Missouri enacted its own historic tax credit in 1998, Rosin and a fellow preservationist realized there would be a huge need for experts who were trained in historic preservation and who could help developers successfully apply for credits.

They went into business together as consultants. A few years later, Rosin struck out on her own and founded Rosin Preservation in 2006.

In addition to tax credit consulting, Rosin Preservation helps clients apply for the National Register of Historic Places. The firm has helped place about 2,000 buildings and other resources onto the register.

Local governments and community organizations also hire Rosin and her team to conduct studies of entire neighborhoods.

Those reports highlight the area’s history and potential opportunities for preservation and development. Locally, Rosin Preservation was recently tapped

by Historic Kansas City to conduct a survey of the Westport area.

“We help property owners and decision-makers capitalize on historic (buildings) to create vital communities,” Rosin said.

The team members at Rosin Preservation are architectural historians, not architects, so they don’t design anything. Rather, they look at the history of a structure, when and how it was built and how it has been used.

“We go into that with no preconceived notions,” Rosin said.

“And it’s really about understanding what is there and what is not there and what is the history— what are the stories that we expect and what are the stories that we don’t expect.”

‘YOU HAVE TO GET OUT THERE’

Today, 35 states offer historic tax credits. Because Rosin Preservation has undertaken so many projects locally, the firm has

20 THINKING BIGGER BUSINESS // August 2017

a thick portfolio that it can show to prospective clients in other communities.

“We’re able to go out now and say, you know, we’ve done a hundred of these projects, which represents a billion dollars of construction,” Rosin said. “We have seen just about every possible building type, function, problem crop up. And if we haven’t, we know who to talk to figure it out.”

It’s given her the confidence to set a major goal: establishing Rosin Preservation as a company with a national reach.

There aren’t many firms in this field that deal with clients across the country. Rosin has gotten a little frustrated seeing competitors land projects that left her thinking: “We could do that, and

we could do that at least as well, if not better.”

Of course, that introduces a new challenge. “Now that we’ve said out loud that we want to go national from being regional,” Rosin said, “now we have to find those customers and make that happen.”

Most of Rosin Preservation’s business has come from word of mouth, so Rosin has been investing in marketing. She paid for a rebranding and a new website filled with case studies that prospects can peruse. And she has done direct mail campaigns—a series of post cards featuring images of past projects.

BLUEPRINT FOR GROWTH

As she has grown her firm, Elizabeth Rosin has made time to expand her own skill-set.

When Rosin Preservation first started, “I spent a lot of effort on learning how to run a business and making sure I understood what I was doing,” Rosin said.

She enrolled in a series of entrepreneurship workshops offered by a local bank. She also meets with a business consultant, Dodie Jacobi, both one-on-one and through the roundtables that Jacobi organizes with other clients.

“The business roundtable groups have been fantastic,” Rosin said. “I’ve met so many small business owners, entrepreneurs.”

Many of them have faced the same kinds of challenges that she’s dealing with, and they’re able to share their perspectives on any problems.

Rosin is also a big believer in her dashboard—a basic Excel spreadsheet where she can log and track the most important metrics for her company. That includes everything from revenue and projects to social media performance.

“I am a slave to it every month,” she said. “You know, updating it every month, watching trends.

And with 10 years’ worth of data to look at, I can say, OK, it’s a little slow right now, but it’s going to pick up.”

Rosin is very deliberate about hiring additional team members.

She wants to make sure there is long-term demand before bringing another person into the company.

“It’s been very slow and steady and organic,” Rosin said. “You

know, when there’s a sustained demand for services, when we’re all working flat-out for six months with no end in sight, then it’s like, OK, I think we need another person on board.”

Not that you have to hire a full-timer to help you address areas that may not be the best use of your time.

“For instance, as soon as I hired staff, I also hired a bookkeeper,” Rosin said. “I can pay bills and make bank deposits, but figuring out payroll was not good use of my time. Having someone come in for a couple hours every other week gave me piece of mind that everything was being done right, and it allowed me to focus on selling our services and doing the work.”

Doing business development— dedicating time to drumming up leads and projects—is a bit of a change for Rosin. Until two or three years ago, she didn’t have to think much about growing the business.

“We were just doing what we do, and there was plenty of work to keep us busy,” she said.

She’s not a natural schmoozer, but she knows that if she gets out and tells the story of Rosin Preservation, there’s a country full of clients who need services that her team is eminently qualified to deliver.

“You have to get out there and talk yourself up.”

James Hart is a freelance writer based in Kansas City.

SMART COMPANIES THINKING BIGGER®

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ENTREPRENEURIAL JOURNEY K C

E N T R E P R E N E U R S

File Specifications Release Date: 7-11-17 Revision 7-10-17 goal and blew it outDate: of the water by year end.

Great results, right?

Except Revision Phase: 4ASthey hadn’t budgeted enough for the taxes for their successful McGuffin Job #: BHB4545H first year. But because they value that “perPublication: Bigger sonal touch” and had Thinking developed suchBusiness strong Kansas City relationships with their customers, they were able to collect of their receivables before IO#: many 6639672 they were due—and pay their tax bill on time Insertion Date: 8-1-17 without borrowing from their line of credit!

Material Due Date: 7-11-17

3. Family comes first. // “If you put family first

Trim: employees 8.25" x 10.25" and make Size: sure your know their Live: 7.5" 9.375" families are taken care ofxand happy, they will Bleed: 8.5" x 10.5" do a better job at the office,” said Ammon.

That philosophy also spills over to the relationInks: 4CP ship they have with their clients and candidates.

Creative Director: KV “We’re considered ‘powerhouse recruiters,’” Creative JDemployment canAmmon said.

“We Lead(s): offer our didates flexible work schedules Account Exec(s): NO with benefits.

Every candidate has aJDface-to-face interview in Production: our office. We make sure they are not only the Notes:for our client, but it’s the best best candidate situation for the candidate and their family.”

4. Giving is good. // Ammon said that she and

Up Close and Personal

the team at Staffing Kansas City abide by the old saying that “to whom much is given, much is expected.” Every year, the company sets aside a portion of its revenues to give back to the community. It’s the company’s “personal touch” philosophy extended to the community as a whole. Ammon said, “When you give, you’re happy. When you just take, not so much.”

Relationships are at the

5. Focus on what you do well, and the rest takes care of itself. // Someone once asked Seibolt

core of Staffing Kansas City’s 20 years of success.

“P

ersonnel Services With a Personal Touch.”

Those words aren’t just a marketing slogan for Shelley Seibolt and Roses Ammon, the founders of Staffing Kansas City. They are the philosophy that guides every aspect of their business. And it is a philosophy that has led the staffing firm to two decades of success.

Twenty years ago Seibolt and Ammon were working in another staffing firm, when the owner sold it. Shortly after the sale, the pair realized it was time for them to move on. With such a firm background in staffing and a knack for creating lasting customer relationships, the two launched Staffing Kansas City in 1998.

They’ve never looked back.

22

THINKING BIGGER BUSINESS // August 2017

Staffing Kansas City is a full-service employment agency that offers permanent and temporary employment placement. The company’s focus is identifying and recruiting top performers for Kansas City companies.

Along their entrepreneurial journey, they’ve learned a lot about running a successful business. Here are a half dozen pieces of advice they share for running a successful company.

1. “Pigs get fat, hogs get slaughtered.” //

Someone gave Seibolt and Ammon that piece of advice early on, and they’ve never forgotten it. They interpreted it to mean that a business needs a healthy bottom line, but that you should never get greedy. “We’ve never raised our rates since we opened our doors. We focus on our clients. We keep things simple and make good money,” Ammon said.

2. Cash is KING. // During their first year in

business, Staffing Kansas City set a revenue

and Ammon how they could sleep at night knowing that so many jobs and livelihoods rest on the work their company does. “Honestly, we don’t even think about that,” Ammon said.

“When you come into work each day and focus on what you do best and do it the best you can, the rest follows. Failure is not in our brains.”

6. Talk about disagreements, and move on. //

Partnerships can be fraught with differences, sometimes to the detriment of the business.

Seibolt and Ammon have been business partners for nearly 20 years. The key to sustaining the relationship, said Seibolt, is that when they have differences, they voice them and don’t hang on to them. “We truly want what’s best for each other, so we always find a way to compromise.”

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KC FUTURES

( by Terry Wooten)

Southland Schools to Offer CAPS Programs This Fall HIGH SCHOOL JUNIORS AND SENIORS LEARN BY TACKLING REAL-WORLD PROBLEMS FOR LOCAL COMPANIES. here’s nothing more contagious than “For some time, we felt that students a great idea—especially one that south of the river were missing a valuable delivers as many benefits as the Center for resource for career education planning Advanced Professional Studies. and were at a disadvantage in comparison The program, better known as CAPS, with their peers who had the opportunity exposes high school juniors and seniors to participate in CAPS programs,” Raytown to profession-based learning.

Schools Superintendent Dr. Allan Markley CAPS debuted in 2009 in the Blue said in a release.

Valley School District and, in 2014, The Center and Southland spread to the Northland, where programs will bring the total it serves Excelsior Springs, number of CAPS affiliates in Kearney, Liberty, North Kansas Missouri and Kansas to 14.

City, Park Hill, Platte County (In St. Louis, the CAPS operaand Smithville school districts. tion there is expanding to And starting this fall, two St. Charles and Wentzville.) more CAPS programs will Students work on real-world Cor ey Mohn launch locally. Center School projects for local companies, comDistrict will run its own CAPS initiaplete internships and acquire skills tive. Four other districts—Belton, Raytown, that will help them succeed in the workHickman Mills and Raymore-Peculiar—will place—or even create their own companies. operate Southland CAPS, which will be an They are mentored by their employers and extension of Raytown’s Herndon Career Center. earn high school and college credit.

T

24 THINKING BIGGER BUSINESS // August 2017

The CAPS concept has attracted national attention, including an Edison Award and a District of Distinction nod from District Administration magazine.

Since its inception in Blue Valley, the CAPS program has evolved into a network that has spread across 10 states and 60 school districts. Besides Missouri and Kansas, CAPS programs are active in Nebraska, Iowa, Minnesota, Arkansas, Wisconsin, Utah, Texas and Arizona.

CAPS programs tend to focus on the biosciences, business and technology, engineering, human services, medicine and health care.

While the CAPS Network programs collaborate and share best practices, there isn’t a formal curriculum that each community has to adopt. Organizers don’t want each CAPSstyle program to look alike, “because we learn from diversity,” said Corey Mohn, the executive director of Blue Valley CAPS.

Katie Zeiger, the business and industry liaison for Southland CAPS, said that about 40 students will be enrolled when the program launches this fall. Most of them will be in animal health or technology solutions.

CHANGING EDUCATION AND BUSINESS

CAPS has been hailed as an example of how business, community and public education can partner to produce personalized learning experiences that educate the workforce of tomorrow, especially in high-skill, high-demand jobs.

When CAPS officials have asked business leaders what they need most in employees, they consistently hear one response: Companies want people who can solve problems— or, better yet, discover new problems to solve.

Mohn, who was one of the original proponents of the CAPS Network, said CAPS has spurred a renewed interaction and a dynamic change in the relationship between business and schools.

“We are looking at a partnership,” he said.

“Students and the business community are finding a place where there is significant value for both. The business partners are excited because CAPS gives them bright students who help their operations now.”

For schools, Mohn said, the program spurs authentic immersion. Real-world projects drive student engagement, which makes administrators happy.

“If a student is engaged, they are tapping into the majority of their potential,” he said.

“It could be with Garmin, Black & Veatch or a startup. The end goal is not what your grade is in class. There is someone at the other end that benefits because you did a good job. It adds another level of sensitivity.”

Working with such real-life problems adds to the student’s confidence as well. A work problem is a challenge when there is no single “right” way to do it, no book answer, said Mohn. “They have to manage projects and time. It is a whole new ball of wax.

“CAPS is creating transparency—for students in knowing more about careers that unlock their passion and purpose, and business partners desperately seeking a workforce talent pipeline. This is the most amazing program I have ever been a part of, and we are nowhere near done making an impact.”

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SMART COMPANIES THINKING BIGGER®

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25 U N DE R 25® :: A LU M N I U P DAT E S

KANSAS CITY’S ENTREPRENEURIAL TRADITION CONTINUES WITH

25 UNDER 25 ALUM ®

FIND OUT ABOUT THE LATEST ACHIEVEMENTS OF PAST 25 UNDER 25® WINNERS IN THIS MONTH’S SHOWCASE.

K

ansas City enjoys a rich history of entrepreneurship. Our business icons—Hall,

Kauffman, Bloch, Helzberg, Kemper, Donnelly, Stowers and others—didn’t just build visionary companies. In a very real sense, they built the Kansas City we all know and love, too.

Today their legacies continue as new generations of entrepreneurs leave their mark on Kansas City.

Right now, at this very moment, there are entrepreneurs, somewhere in the five-county region, who are going to be the future Stowers or Kauffman or Bloch.

They’re why we created 25 Under 25®.

Every year, the 25 Under 25® Awards program aims to identify a new crop of companies 26 THINKING BIGGER BUSINESS // August 2017

that are making a difference in Kansas City.

Launched in 2002, it honors 25 outstanding companies with 25 or fewer employees each year, and it has evolved into one of the premier business awards programs in Kansas City.

The program salutes the best of Kansas City’s small business community. These companies have achieved revenue growth and developed innovative products and services. Some have even outmaneuvered the nation’s largest corporations.

We don’t just decide who these companies are on our own. We turn to the business community at large to submit nominations.

NOMINATIONS OPEN FOR 17TH ANNUAL CELEBRATION

Once again, it’s time to reach out to you and ask, “Which businesses in the metro area should be considered for the 2018 25 Under 25® Awards?”

Think about your vendors and suppliers, your business owner friends, your customers and clients. Certainly you know of at least one, and probably several, deserving companies. This is your chance to nominate them and give them an opportunity to be showcased city wide for their efforts. Nominations for the 17th Annual 25 Under 25® Awards are open through Sept. 29, 2017. You can nominate as many eligible companies as you like—there‘s no limit. Self-nominations are encouraged, too.

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SPONSORED CONTENT

25 UNDER 25® NOMINATIONS AT-A-GLANCE Nominations Open : : Aug. 1, 2017 Nominations Close : : Sept. 29, 2017 17th Annual 25 Under 25® Awards Gala : : Feb. 24, 2018 Where to Nominate : : www.25Under25.com Social Media Hashtag : : #DontWaitNominate

ELIGIBILITY

What qualifies a company for consideration? There are three basic criteria. The company must: • Employ fewer than 25 full-time employees (or full-time equivalents) • Have operated as a for-profit business for three or more years • Be located within the Greater Kansas City area WHAT HAPPENS AFTER NOMINATION?

Companies that are nominated receive an application notice, and they complete an online application package.

Then, an independent panel of judges from the business community reviews each application and selects the 25 winners.

Winners are announced in mid-December, and then the real fun begins. Winners attend several local events where they are showcased, culminating in the 25 Under 25® Awards Gala on Feb. 24, 2018, at the Downtown Marriott Muehlebach Hotel.

The gala will include a cocktail reception with red carpet interviews, dinner, a fast-paced awards show, and dancing with the nationally renowned Dave Stephens Band. Above all, the event will be exploding with energy and enthusiasm as the movers and shakers of the business community celebrate the Class of 2018 and Kansas City’s history of entrepreneurial success.

The 25 Under 25® Awards program is not just about honoring individual businesses—it’s also about opening the public’s eyes to the economic, social and community impact of small businesses.

The Alumni Showcase in the following pages is a testament to the caliber of the 25 Under 25® alumni and the entrepreneurial spirit that is still alive in Kansas City! Take a look at what these companies are up to, and then nominate a business for the Class of 2018. #DontWaitNominate Visit 25Under25.com for more information.

Alpha Energy and Electric, Inc.

CLASS

Alpha Energy and Electric, Inc., DBA Alpha General OF 2013 Contracting, is an engineering, procurement and construction (EPC) company with more than a half century of combined experience. In our continued efforts to help power the economy, we endeavor to serve our clients with IKE NWABUONWU, CEO an uncompromising level of excelGABRIEL OKAFOR, PRESIDENT lence, with integrity from planning 1100 East 34th Street to implementation.

Kansas City, MO 64109

As a solution-based company, Alpha General Contracting offers a broad range of construction services for commercial, institutional, government, office, condominium, industrial and residential construction—both for new and existing projects.

www.alphaee.com (816) 421-6767

Alpha General Contracting has been part of some of the region’s highest profile construction projects. Some of our major projects include: Kansas City Downtown Streetcar, Iatan Power Plant, Kansas City Police Department East Patrol Campus/Crime Lab Project, the single largest Solar (Photovoltaic) System Project in Kansas City, Sprint Center, Arrowhead Stadium, Kauffman Stadium, LaCygne Power Plant, the new JE Dunn headquarters, the new Saint Luke’s Hospital, Kansas City International Airport, the Cerner’s Trails Campus Project, Solar Panel Design & Installation for the US Army Corps of Engineers, 15kv Switchgear Replacement at the US Department of Agriculture, and the University of Missouri power plant, among others.

We are the proud recipient of the 2017 Small Business of the Year Mr. K Award from the Greater Kansas City Chamber of Commerce. We are also certified as a SBA 8(a), HUBZONE and MBE company. We are a Burns & McDonnell’s Hometown Team member for the new KCI airport project.

Our corporate team is the backbone and true strength of the company. The team has more than 100 years of combined experience in energy, electrical, general construction and project management, information technology, urban planning and real estate development. This experience is fundamental to our ability to meet customer needs through innovative design build approaches.

SMART COMPANIES THINKING BIGGER®

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AlphaGraphics Kansas City AlphaGraphics Kansas City is continuing to be a leader in the evolution of the print industry.

CLASS OF 2016

Since receiving the 25 Under 25 Award in 2016, AlphaGraphics has added equipment, services and staff. In September, we will expand our current facility by growing into a dedicated sales and conference office space. The additional space will support our growth and allow us to acquire new equipment for our agSigns OWNERS: and Digital Printing products.

HALEY AND MATT HAAR AlphaGraphics Kansas City has won several more awards in 2017.

We recently were awarded six www.alphagraphicskc.com Awards of Excellence from Print (816) 842-4200 Industries of America Graphex Awards and one Best of Show.

Additionally, graphics we installed in the Children’s Magic Space with Children’s Mercy Hospital and LegoLand were chosen from 2,200 entries to receive an Award of Recognition from the Premier Print Awards in Large Format Printing.

1717 Oak St. Kansas City, MO 64108

We’ve been busy on the digital front as well. AlphaGraphics recently released a new website with an enhanced online ordering portal called agOnline. agOnline is an interactive platform that allows you to design and order all of your print, promotional and marketing materials. Your storefront is customized to your business. It is very user-friendly, providing print on demand functionality, which gives organizations strict control over costs, delivery and providing easy reporting.

AlphGraphics Kansas City will continue to add more creative services and enhanced products to meet the demands of our diverse clientele. We are looking forward to continued growth with our customers.

28 THINKING BIGGER BUSINESS // August 2017

SPONSORED CONTENT

Cowell James Forge Insurance Group Krueger & James Insurance Company celebrated the New Year by merging with Cowell Insurance Group on January 1. The new firm is Cowell James Forge Insurance Group (CJF).

CLASS OF 2014

LaDeena James, who purchased Krueger & James Insurance Company in 2013 and served as its president, is the president and COO of the merged company. Lanny Cowell, who was the OWNERS: founding president of Cowell LADEENA JAMES LANNY COWELL Insurance Group in 1989, is CJF’s JASON FORGE CEO and CFO. Jason Forge, a 10525 N. Ambassador Drive partner at Krueger and James, is Kansas City, MO 64153 now the executive vice president and chief sales officer for CJF. www.cjfig.com CJF offers home, auto, business and life insurance as well as health and employee benefits, risk management bonding and medical bill review.

“This merger between two similarly aligned and strongly defined agencies brings incredible growth opportunities to the Cowell James Forge Insurance Group. Our respective and long-standing practice to ensure that client considerations come first in our business decisions remains the strong benchmark on which we will continue to build and expand,” James said.

Forge noted that rather than simply engaging in transactions, CJF is focused on being a partner that understands their clients’ businesses and future plans.

“We remain laser-focused on our mission to deliver personalized customer service. Helping each client understand and receive tailored insurance coverage specific to their unique need is a privileged responsibility,” he said.

A key agency strength is its ability to provide options from a wide-range of national insurance carriers. Krueger and James boasted a 90-percent retention rate in customer renewals, a rate significantly higher than the national average, before the merger. It’s a stat that CJF intends to keep intact.

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ECCO Select

CLASS OF 2003

As a 25 Under 25 alumnus, ECCO Select knows the power of small businesses and the significant role they play in the Kansas City economy. We’ve been honored to help our community recognize the economic, social and community impact of small businesses as we continue to grow our company in the region.

Founded in 1995, ECCO Select is a talent acquisition + advisory consulting company, specializ4100 N Mulberry Drive, #105 ing in providing people, process Kansas City, MO 64116 and technology solutions for our clients’ needs. We serve as www.ECCOSelect.com “the talent behind the technology.” That sounds simple enough, but providing the caliber of IT experts and the breadth of consulting our clients demand takes a skillful approach. ECCO Select is proud to serve both the commercial and government sectors, harnessing the power of our people to enhance the power of technology for our clients.

OWNER: JEANETTE PRENGER

Our steady organic growth, combined with investments in our own talent, technology and tools, have allowed us to build an award-winning company with offices in Kansas City, St. Louis and Washington, DC, and become a presence at client sites nationwide.

ECCO Select has doubled the number of full-time employees over the last five years and with more than 100 percent revenue growth, ECCO Select has earned a spot on Ingram’s annual 100 Fastest Growing Companies list for a third consecutive year.

We’re proud to be a minority- and woman-owned business, but it’s our people and our work that truly set us apart. IT experts on demand; Strategy, Business Process Management, Software Development, Program Management, Cyber Security—whatever your needs, ECCO Select is committed to providing the right technology talent and solutions to help you grow your business.

HSMC Orizon

SPONSORED CONTENT

CLASS OF 2012

HSMC Orizon (formerly HSMC Certified Public Accountants and Orizon CPA’s) has been and continues to be a CPA firm on the move and growing. At the time we won the 25 Under 25® Award in 2012, our CPA and technology firm had 24 team members. Since that time, we have merged with a firm in Omaha and have become an organization with 43 team members that serve the Greater Kansas City and OWNERS: Omaha areas.

GENE BRIXEY GARY A. HAWKINS ROSALIE NEWKIRK

We strive to provide the highest level of professional service in a manner consistent with our core values of Integrity, www.HSMCOrizon.com Service and Results. Our firm is based on the belief that Integrity should be at the heart of all we do; that Service wouldn’t be just for our clients, but also for each other and our community; and that we are a team where each member and client can depend on the kind of Results that build trusted relationships.

3550 NE Ralph Powell Road Lee’s Summit, MO 64064

Clients experience a meaningful difference when they work with our team. We make a daily commitment to serve clients, each other and the community. We invest in a client service excellence program called the Five Star Client Service Program so that our staff is always on the same page about client service.

This program has become a staple of our culture with every new employee receiving initial training during the onboarding process, an annual update and ongoing attention at all of our firm meetings.

HSMC Orizon believes that effective results are only obtained when both our clients and our people succeed. We understand the impact we have on our clients’ lives by doing what we say we will do and providing solutions they need. We also strive to create an environment that allows our employees to enhance their lives and achieve their goals.

SMART COMPANIES THINKING BIGGER®

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CLASS OF Quality Air Solutions is the premier distributor of Parker 2014

Quality Air Solutions

Balston products. We have represented Parker Balston with experience in the compressed air industry since 1985.

Specializing in air compressors, air filters, air dryers, vacuum pumps, nitrogen generators, breathing air systems, compressor oil, and compressor parts, we strive to be your one-stop OWNER: source for all your compressed MIKE SIMMONS air needs.

14560 W. 99th Street Lenexa, KS 66215

Founded in 2010 by Mike Simmons, Quality Air Soluwww.QualityAirSolutions.net tions is dedicated to solving (913) 735-2920 compressed air problems in manufacturing plants, hospitals and food processing plants in the Midwest and Southeast. We also work with the aerospace and power generation industries.

Together with Parker Balston, Quality Air Solutions has the technology to provide plants with food grade sterile compressed air. While compressed air filtration is our main focus, we also specialize in onsite nitrogen gas generation in many of the same industries for blanketing, laser cutting and food packaging.

What makes Quality Air Solutions exemplary is our commitment to our customers. They trust us to offer impactful solutions— and we value that charge. Our clients are the reason we thrive and continue to grow. With offices now in Kansas City, Chicago and Kentucky, we are dedicated to serving our expanding territory.

Even as our service area grows, our small business ideals remain the same. We hold ourselves to the highest standards for quality and service. Our mission: Present solutions to our customers’ compressed air issues, provide outstanding customer service and sell superior products with on time delivery and fair pricing.

Please contact us for any of your compressed air and nitrogen generation questions.

30 THINKING BIGGER BUSINESS // August 2017

SARIN Energy Solutions

SPONSORED CONTENT

CLASS OF 2017

SARIN Energy, Kansas City’s premiere commercial LED lighting company was honored to be a part of the 25 Under 25 Class of 2017. On top of continuing to provide affordable LED lighting options to its clients across the Kansas City metro area, SARIN Energy has been lighting the way throughout Kansas and Missouri with an exciting project and a brand OWNER: INAYAT NOORMOHMAD new program.

9136 Cody Street Overland Park, KS 66214

SARIN Energy was proud to partner with Sprout Communications and Falk Architects in the City of Topeka, www.SarinEnergy.com Kansas, as a part of the water tower beautification project. The Topeka Historic Water Tower, a long-time fixture to the Topeka skyline, had been considered an eyesore since the 1990s. In an effort to enhance the skyline, Falk Architects requested SARIN’s assistance in bringing new life to the old water tower, making it an integral part of the Topeka Corridor. On July 8, SARIN and its partners unveiled the newly renovated Topeka Historic Water Tower, illuminated by SARIN in an exciting ceremony.

In August, SARIN will be launching its “Dollar-A-Month” Program, the brainchild of its founder Inayat Noormohmad. This program is the first of its kind within the LED lighting industry and will allow many businesses, large and small, to enhance their lighting options and earn positive cash flow month to month. Visit www.savewithsarin.com for more information.

SARIN Energy has been able to reach new heights within the industry, thanks in part to the generosity of Thinking Bigger Business Media’s 25 Under 25 program. Stay tuned to see what SARIN lights up next!

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Spotlight Analyst Relations

CLASS OF 2015

Spotlight provides industry analyst relations consulting, helping clients get their products or services rated by industry experts and put onto the radar. Entering our fifth year in business, Spotlight is becoming a national leader with large companies, such as GE Digital and Accenture, that need help getting the word out about the new technology, products and OWNERS: RICK NASH AND services they’ve developed.

ANDREW HSU

Spotlight represents Silicon Valley startups and large companies like Accenture and VMware. We www.spotlightar.com increase our clients’ growth and brand awareness by aligning them with the relevant industry analysts who are influential in our clients’ markets. This highly considerate matchmaking strategy brings value to clients and analysts alike, creating mutually beneficial relationships.

510 Walnut Street, #100 Kansas City, MO 64106

This strategy has helped Spotlight overcome “coastal bias” to make Kansas City a beacon for high-tech firms that need expert promotion of their industry services, which include mobile, e-commerce and digital marketing.

Spotlight also contributes back to the community. One example is the firm’s establishment of Spotlight Ventures, which facilitates investment in local startups such as DivvyHQ. Spotlight also contributes to Children’s Mercy Hospital, the Spofford Home serving at-risk children and the Kansas Museums Association. In 2017, Spotlight pledged to donate 1 percent of its employees’ time to philanthropy efforts. So far this year, Spotlight employees have volunteered doing cleanup for the River Market Serve Day, mentoring at PrepKC, Playground Pals at Operation Breakthrough, and cleanup and shelter maintenance at SPCA. We’re a young company that’s been fortunate to experience some early success. Through effort and methodology intensely focused on the needs of our clients and analysts alike, we’ve been able to achieve remarkable outcomes for our clients in a very short period of time.

Staffing Kansas City

SPONSORED CONTENT

CLASS OF 2016

“Personnel Services with a Personal Touch.” That’s the philosophy upon which Roses Ammon and Shelley Seibolt founded Staffing Kansas City. It served them well when they started the company 20 years ago, and it continues to give them a competitive advantage today.

Staffing Kansas City is an independently owned, WBE-certified, employment agency. With hands-on owners and powerhouse recruiters, clients know their office hiring needs are in good hands.

OWNERS: ROSES AMMON AND Clients know they will always talk SHELLEY SEIBOLT with someone they know and trust.

9930 College Boulevard Our professional recruiting staff Overland Park, KS 66210 typically works with the owners of small to medium-sized businesses www.StaffingKC.com and their human resources department managers. And top talent looks to Staffing Kansas City when seeking employment. They know it’s always beneficial to have “someone who knows someone” working for them and that their resume will go straight to the hiring manager.

As a full-service employment agency, Staffing Kansas City provides permanent, contract-to-hire and temporary placement services. We specialize in the placement of office support professionals, including, but not limited to, accounting, sales, marketing, administrative, reception, clerical and customer service positions.

We may be small, but we are mighty. Staffing Kansas City is not just another staffing agency—we are employment partners to our more than 800 clients. We continually upgrade our proprietary software to streamline processes and procedures. Our interview to placement ratio is 15 percent above industry standard.

We attribute our 20 years of success to our strong relationships with our clients and our genuine concern for our employees.

We bring 70 years of collective experience to our clients.

Staffing Kansas City believes in giving back to the community.

A percentage of profit goes to various charities, and we assist program attendees at Women’s Employment Network with interview skills and resume writing.

SMART COMPANIES THINKING BIGGER®

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Turf etc. LLC

CLASS OF 2014

Turf etc. LLC is an authorized supplier of SYNLawn artificial grass. Since launching the woman-owned company nine years ago, Angela Grego has lead it to exponential growth every year. The company has expanded into five states, where we sell and install SYNLawn.

The reason for that growth is simple. SYNLawn artificial grass is much more than just artificial turf. It’s a lifestyle that not only saves money and precious resources, but also gives our OWNER: customers more free time to ANGELA GREGO enjoy the important things in life.

1051 SE Century Drive Lee’s Summit, MO 64081

Our turf uses natural resources— more than 70 percent of the petroleum-based polyol is replaced with a bio-based polyol made from soybean plants. SYNLawn products have the longest warranty in the market today. You’ll be reducing your carbon footprint by not using lawn equipment.

www.SynLawnKC.com

As for lifestyle and enjoyment, SYNLawn can build you a stateof-the-art putting green with a tee line and bunker for the backyard of your dreams, just like the one we did for Tom Watson!

We also specialize in driving ranges for commercial and private country clubs.

We’re well known for our playgrounds throughout the area.

We’ve worked exclusively with the Blue Springs, Lee’s Summit and Blue Valley School Districts, converting their mulch playgrounds for 24/7 year-round safety. The playgrounds at Union Station, Lenexa Civic Center and at the Richard Bolling Federal Building in downtown Kansas City are a few of the newest playgrounds you can check out.

Turf etc. also installs SYNLawn on patios and rooftops, in pet areas for your residence or your doggie daycare for a clean and safe environment for your furry friends, in landscape areas, and for indoor sports. From your basement to your rooftop, we customize! We are dedicated to excellence in providing the highest quality and service to exceed client expectations. Our company is based on family traditions and principles, and we take pride in developing lasting relationships.

32 THINKING BIGGER BUSINESS // August 2017

SPONSORED CONTENT

sys-tek “The greatest accomplishment this company has achieved and will continue to strive for is simple: It is our staff.”

CLASS OF 2007

Gary Short made that statement in 2007. During the last 10 years, engineering and technical commissioning firm sys-tek has focused on developing key personnel to extend its expertise and capabilities.

Developing the Team

sys-tek has added several key staff during the last decade. We instill in our team members to be passionate Blue Springs, Missouri and enthusiastic on every project we Houston, Texas are a part of, regardless of whether www.sys-tek.com it is a couple thousand dollars in construction or $50 million. We are a team that works together on every project. There is no second string, no C-team. Sure, this limits us from working on some projects, but to us it isn’t about quantity. It’s about quality and being on the right project, using our skill sets as a team to produce results at a very high level—something we just cannot compromise.

OWNERS: GARY SHORT & TRAVIS SHORT

Creating Experts

sys-tek is proud to hold numerous certifications with professional organizations such as BCA, LEED, ASHRAE and NEBB. We invest in developing our employees by encouraging our project managers and office staff to get certifications and advance their ongoing education and skills in our markets or in their jobs.

Today, we maintain a focus on life sciences, medical facilities, higher education, and mission critical facilities. This includes hospitals, research laboratories, bio-technical pharmaceutical manufacturing, animal holding, data centers and telecommunication. In these markets, our skill set excels, and we can assist our clients with expertise to help them operate, maintain and upgrade their facilities.

Continued Growth

In 2009, sys-tek opened an office in Houston. Short said, “We already had several key customers in Houston, and could see good opportunity for building a customer base that fit perfectly with our skill set.”

2 5 U N D E R 2 5 ® : : A L U M N I U P D A T E S

Technology Group Solutions

CLASS OF 2010

The Purple Guys

SPONSORED CONTENT

CLASS

For more than a decade, Technology Group Solutions has been providing exceptional IT services for organizations across the country. TGS acts as a company’s technology department, managing data centers, cabling, hardware, software, security platforms and end-user devices.

OF Of all the things business owners must think about 2005 daily, computer support shouldn’t be one of them.

Since 2001 The Purple Guys have worked tirelessly to relieve the burden on businesses of obtaining reliable, secure IT support services in Kansas City, and now in St. Louis.

A certified minority and woman-owned enterprise, the company experienced 23 percent revenue growth from 2015 to 2016 and has been recognized among the Top 50 fastest-growing women-owned compaOWNER: nies worldwide.

LENORA PAYNE

Knowing your data is protected and your computers are running at full efficiency has value. Tremendous value. The Purple Guys stand guard 24/7, protecting business assets and supporting every PRESIDENT JON SCHRAM aspect of a company’s IT systems.

(816) 221-3900

8551 Quivira Lenexa, KS 66215

And 2017 is shaping up to be a year of even greater growth and expansion for TGS. The company more than quadruwww.tgs-kc.com pled its space when it relocated to 8551 Quivira in Lenexa on May 1. And it opened a state-of-the-art data center at the site on August 3.

Imagine being in a business where technology changes constantly.

Keeping up with that never-ending change takes a commitment to education and training. The Purple Guys’ clients have confidence that their technology is current, contemporary and operating at full capacity.

Technology Group Solutions’ CEO Lenora Payne said, “Since 2005 we have grown to $55 million in revenue, over 50 employees, and have expanded our headquarters in Lenexa to a 22,000-plus square foot facility that is home to Kansas City’s first Midwest Technology Center. This technology center will provide education and training to the local community.”

Innovation and technology go hand-in-hand. The Purple Guys were one of the first computer support providers to introduce flat fee managed services as a means of taking the guesswork out of investing in IT services. All-inclusive flat fee services give business owners the greatest peace-of-mind. Now their investment in IT support is reliable and predictable.

The Center features nine conference rooms that can hold customer and partner conferences, meetings and briefings.

In 2001, The Purple Guys President & CEO Jon Schram made a commitment to establish world-class IT services for smaller companies right here in Kansas City. Now those same services and same commitment will extend across Missouri to service clients in the greater St. Louis area.

It will also connect people with technology by hosting proof of concepts, demonstrations, educational classes and boot camps.

Among the educational offerings are manufacturer classes, IT certification courses and extended education for those graduating from locally based Centriq Training Technical School. TGS has been hiring Centriq graduates since 2005, so the extended training is a win-win for TGS and the students.

In addition, businesses throughout the Midwest can visit the Center to experience the latest hardware solutions before making a decision on what’s best for their environment.

The grand opening included two days of high-level presentations on cyber security, ransomware attacks, IoT (Internet of Things), mobility, office in the cloud, hyperconvergence, software-defined networking and others.

PurpleGuys.com

“Our expansion to the St. Louis area is a means to better serve our existing clients in the region as well as to grow our presence substantially,” said Schram. We’re excited and optimistic that St. Louis business owners will embrace us as much as Kansas City owners have.

Commitment to community has always been a cornerstone of The Purple Guys mission. Harvesters Community Food Bank and Go Red for Women in support of the American Heart Association are just two of the many community initiatives supported by The Purple Guys.

Reliable, knowledgeable, committed and focused. The Purple Guys of Kansas City (and now St. Louis) think bigger—for themselves and their clients.

SMART COMPANIES THINKING BIGGER®

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Towner Communications

CLASS OF 2017

Once the excitement is over, the sparkle dust has settled and the sleepy eyes from one of KC’s most entrepreneurial star-studded parties have been remedied by pounds of cucumbers and an obscene amount of eyedrops, what’s left? Astounding new impactful connections with likeminded business owners, an abundance of inspiration, and a tremendous amount of “our-cup runneth-over” gratitude….

Or at least that’s our story!

Since we’ve pulled the last bit of glittery streamer from our hair, Towner has seen an exciting jolt in 6950 Squibb Rd. #200 business. Through the relationships Mission, KS 66202 we’ve made with our 2017 class of (913) 780-3166 25ers and past winners, we’ve been www.TownerKC.com able to add two major clients that will dramatically boost our bottom-line. Both accounts we’ve courted for years, but it was the good word of our classmates that cemented the relationships.

OWNERS: JULIE & KEITH TOWNER

Adding these game changers accelerated our path to diversification. We now offer more robust solutions in carrier services, making us as co-owner Keith Towner says “that one throat to choke” when there’s a problem. Additionally, we have been able to realize a request that our clients have been making since 1965, and added a Help Desk! This allows our team to more effectively vet client issues, and it streamlines our technical team to better service our clients. Along with these two key revenue builders, we’re rolling out a new division of Towner in 2018. We would love to tell you about it, but you’ll have to stay tuned!

More accounts and additional services means that we need more man power. We’ve welcomed an office manager, a major accounts sales professional and added Help Desk staff to our family.

Can we completely credit Thinking Bigger Business and being a 25 Under 25® award winner, with all of our success in 2017?

Who knows? But we are 100 percent sure it’s been a major complement to our back-breaking hard work!

34 THINKING BIGGER BUSINESS // August 2017

Validity Screening Solutions

SPONSORED CONTENT

CLASS

OF Validity Screening Solutions is a leading provider of 2010 employment screening services and technology. When we won the 25 Under 25®, we had 23 people and were focused on an ambition that was true to our culture—provide personalized compliance and exceptional client care.

Our focus on these core beliefs is a huge differentiator in an OWNER: DARREN DUPRIEST industry filled with regulatory landmines and little transpar8717 West 110th Street, #750 ency. Focusing on our clients Overland Park, KS 66210 and internal processes has www.ValidityScreening.com earned Validity the NAPBS Accreditation—a prestigious mark of excellence within the employment screening industry.

Validity’s ability to take highly regulated and complex subject matter and break it down into digestible information that clients can act upon is crucial to our success. It’s one of the reasons that the 23 employees from 2010 have grown to 77, while annual revenue has increased by almost 50 percent.

“Developing employees into experts in their field translates into superior quality of work,“ said Darren Dupriest, president and CEO of Validity Screening Solutions. “We’ve built the company by hiring people who care about our mission.”

And it’s true … this attitude of putting others first, along with a tremendous group dynamic have won Validity multiple awards, including “Best Places to Work” from the Kansas City Business Journal (three times) and “Best Companies to Work For” from Ingram’s magazine (twice).

When it comes to building a business and a winning culture, Dupriest credits much of Validity’s early success to the exposure from the 25 Under 25 Award. “We most certainly attracted fantastic new applicants after we were recognized and received welcomed exposure to our local market,” said Dupriest. “Good people create a good working environment, which elevates our productivity, efficiency, and focus. We’ve got a bright future.”

Hungry for Knowledge?

Register for the next BIG Breakfast.

Learn behind-the-scenes stories from business owners featured on the cover of Thinking Bigger Business magazine.

Thursday, September 21 // 7:30 -9 a.m.

Kauffman Foundation Conference Center 4801 Rockhill Road, Kansas City, Mo.

RSVP TODAY AT ITHINKBIGGER.COM | (913) 432-6690 FOR SPONSORSHIP OPPORTUNITIES

sponsored by

BIGGER | contracting S M A R T

( by Michelle Kantor)

S T R AT E G I E S

What Happens to My Certifications If I Sell or Exit My Business?

You must consider several factors to maintain WBE, WOSB and other diversity certifications when there is a change of ownership in your company.

T

here are multitudes of federal, local government and private sector diversity certifications available to business owners that can help to maximize revenue sources.

Because obtaining these WBE, DBE, MBE, WOSB, 8(a) and/or veteran-owned business certifications can be a monumental task, the last thing you want to do is compromise them.

However, any corporate changes can do just that.

There are numerous situations in which a change in ownership of a business can occur.

You may want to infuse additional capital into your company in order to add services or a product line to increase sales. You may want to retire or go in a new direction. Or, you may just want to sell outright. In yet another scenario, you may be considering the purchase of an existing WBE, DBE, MBE or veteran firm.

36 THINKING BIGGER BUSINESS // August 2017

It is important to understand that any ownership change will trigger a possible certification suspension or de-certification, even if you believe that such ownership changes are insignificant.

Issues to Consider in Family Succession Planning Family succession planning is crucial, particularly as it relates to your diversity status, if you intend to leave your business legacy to family members upon retirement, death or incapacity. Preparation should begin well in advance. Critical issues to consider in determining your succession plan include timing of ownership transfer, remaining eligible under the WBE rules and understanding the gift and estate tax consequences of lifetime transfers. It is important to seek advice from

knowledgeable attorneys and accountants to achieve your goals while also complying with continued certification eligibility criteria.

WBE Certification Criteria to Keep In Mind When You Consider Corporate Changes Simply transferring majority ownership to another woman does not equate to continued eligibility to remain WBE-certified. This same rule applies to DBE, MBE and veteran-owned firms. Any change of ownership or control can trigger a de-certification. Therefore, as you consider any corporate changes, keep in mind that the woman must not only own at least 51 percent of the firm, but must also meet other crucial eligibility criteria.

1. Ownership must be real and substantial. // In

a change of ownership, the new women business owners must demonstrate that there was adequate consideration paid for her ownership interest in the firm, unless the interest arose from death of a prior owner, and there can be no restrictions on her rights to ownership or the ability to transfer ownership.

Deadline Approaching for Mandatory Employment Form 2. Women business owners must legally control the firm. // Legal

control is demonstrated by corporate structure and operating documents of the firm. For instance, does the woman owner have the legal authority to make the ultimate, final decisions for the company, ranging from the ability to hire and fire everyone to incurring debt or selling the company? This is particularly tricky when there are other male owners who want a voice and vote in the overall control of the firm. The scenarios are numerous, but rest assured that if the woman who owns the firm does not have legal control of the firm, WBE certification will be a non-starter.

3. Women business owners must have operational control of the firm. // It is not enough that a woman purchased a majority

interest in her firm. That woman must have the expertise to control the daily operations of the firm. For example, a woman business owner with extensive experience as a marketing consultant, but no experience in the daily operations of a construction industry, would not be deemed eligible to be WBE-certified as a construction contractor. This is so because certifications are only granted in the type of work that the women can demonstrate she has experience and industry knowledge in and that she is not reliant upon males to operate her company. Without satisfying this criterion, agencies simply view ownership as a “front company” taking advantage of WBE certification opportunities while relying upon men or other male-owned companies.

On the other hand, a woman that personally holds engineering licenses is certainly capable of controlling the technical operations of her engineering firm.

Once there is any type of change in ownership or control of a company, it is crucial to provide all applicable certification agencies a notification in the event of a change of ownership. Failing to comply with notification deadlines for disclosure may mean a nightmare trip to suspension and de-certification proceedings.

Preparation for any change in ownership should begin well in advance. Working with legal advisors knowledgeable in this area is recommended as it could mean the difference between continued certification or de-certification. In addition, the Women’s Business Development Center (WBDC), which has a full-time staff member in Kansas City available to help local WBEs, is an excellent resource for helping you to plan changes.

Their professional team understands the needs of women business owners and can guide you in taking the right direction in your planning needs.

Michelle Kantor. Esq. leads the Government Contracting & Procurement practice group of McDonald Hopkins LLC. She has more than 29 years of experience practicing in federal and local government contracting, procurement law and litigation. Kantor represents clients in WBE, MBE, DBE, 8(a), HUBZone, SDVOSB, WOSB, certifications and appeals, federal regulatory compliance, small business programs, contract preparation, bid protest, contracting claims and payment disputes, government investigations, suspension and debarment proceedings and other related disputes.

Kantor assists clients in federal, state and local government contracting and procurement, teaming and joint venture agreements, SBA Mentor Protégé agreements; and corporate changes and business succession planning. She is a frequent speaker at seminars, conventions, webinars and conferences nationwide.

What you don’t know can hurt you—there’s a new I-9 form about to be released.

Why does this matter? Because it’s the little things that can get you in trouble. Not having the right onboarding paperwork and managing personnel files is one of them. The new I-9 form was recently announced with little to no fanfare, and all employers are mandated to start using it on September 18, 2017.

Catch you by surprise? No worries. You can learn more about the new form and download it at http://bit.ly/1RUinRE. The subtle announcement highlights a problem with business ownership and how business owners get their HR information. The new form has been quietly introduced without very much press attention. Yet you as a business owner are expected to start using it or you’ll actually be legally out of compliance.

While the revisions to the form aren’t massive— largely wording, combined with some changes to identification language—they have forced the release of this new form that you must start using on September 18. Unless you’re subscribed to an HR news feed you probably wouldn’t know—which is why we’re sharing here so that you have time to switch out for the correct form before the deadline.

If you’re worried about anything else that may have slipped through your radar, or you don’t have much HR infrastructure in place and it’s worrying you, give us a call. We can most definitely help.

When you have an employee issue, you need a professional answer right away. The HR Help Desk is ready 24/7 to answer your tough HR questions.

Give us a call at (855) 474-2836 to find out how to subscribe to get real-time solutions and guidance for your HR challenges.

855.474.2836 | thehrhelpdesk.com SMART COMPANIES THINKING BIGGER®

37

BIGGER | hr S M A R T

( by Lauren Sobaski )

S T R AT E G I E S

or phrases and is adept at getting thorough feedback on issues that could create problems for the organization.

Take action if the employee raises concerns. //

Employees leave for all sorts of reasons. Sometimes the motivations are benign, such as making a move because the new employer’s dress code is more casual or the new location offers a shorter daily commute. But if you learn from an exit interview that an employee has raised issues about working conditions—safety violations or a situation in which he or she felt discriminated against, for example—take quick action to investigate the claims, take disciplinary action if needed and provide training or implement other measures that address and mitigate the problems. Then contact the employee who left to advise you’ve remedied the situation he or she reported.

Remember that an employee who leaves may tell your other workers what came up in the exit interview. Failing to attend to problems can negatively affect company morale—or even put you at risk for a lawsuit.

Exit Interviews What an employee’s ‘last words’ can do for your company

A

ny employee resignation has the potential to affect morale, increase the workloads of remaining employees and put customer relationships at risk. Although an employee departure can create challenges, your company also can gain from the experience by conducting an exit interview.

An exit interview lets you uncover and fix problems in your business. By taking action to address concerns that a departing employee may raise, you can improve your company’s culture and reduce future turnover.

Dodge Common Exit Interview Errors To deliver valuable information, exit interviews must be performed correctly. Here’s how your company can avoid common mistakes: 38 THINKING BIGGER BUSINESS // August 2017

Take the process seriously. // Make an exit

interview a scheduled part of an employee’s departure checklist, not an optional one.

Get the timing right. // Companies err when

they request exit interviews weeks, or even months, after the employee leaves. Conducting the interview before the employee leaves ensures more accurate feedback.

Choose the interviewer carefully. // A direct

supervisor should not conduct the exit interview when it is done in person. In such cases, the employee is less likely to be forthright than he or she would be with a neutral party.

A human resources professional or an experienced, third-party consultant may be best equipped to conduct the interview. Choose a professional who recognizes “red flag” words

Choose the Right Method Both online and in-person exit interviews can work effectively. Here are some reasons why you might choose one method over the other.

Consider conducting online interviews if: » Your company is tech-oriented or primarily employs younger workers, who may feel more comfortable providing written answers than interacting with an interviewer. » You don’t have access to a neutral party to conduct an in-person interview. » You have the resources to compile and analyze data from online interviews.

Consider holding in-person interviews if: » Your employees don’t have daily access to computers or other devices on which they might complete an online interview. » Employees would be reluctant to openly share feedback in writing. » You want to ensure the interview is completed. A sit-down interview can be scheduled and completed at a time controlled by the company. » You want a chance to probe for details, get the employee to clarify responses and observe body language and tone of voice.

Get the Most From an Exit Interview Think of an exit interview as a company evaluation. It’s your chance not only to learn where problems may exist, but also to confirm what you’re doing right. To get the most valuable information: » Ask a structured list of questions based on the information you want to capture. » Don’t accept broad answers. Ask for specific reasons the employee is moving on and inquire about details of his or her work experience at the company. » Compile exit interview data. Look for patterns by department, region or supervisors.

For example, you may learn that your pay rates in a particular region of the country are too low to retain qualified workers.

Evaluating this data and correcting broad concerns can help you retain future hires. » Ask what your company is doing well.

The information you receive can help

you know how to better recruit the next good employee. For example, if you learn employees generally don’t want to commute more than a certain distance to work, you might focus future recruiting efforts on geographical areas within that range. It also may give insight into how you could one day re-recruit a departing top performer.

Exit interviews represent a significant opportunity to both pinpoint your company’s best employee practices and identify risks.

Done right, these “last word” conversations can deliver information that, over time, helps your business improve and grow.

Kansas City SCORE Lauren Sobaski is an associate with Fisher Phillips, a labor and employment law firm in Kansas City, Missouri.

(816) 842-8770 // lsobaski@fisherphillips.com.

4747 Troost Ave., Suite 101 Kansas City, MO 64110 https://kansascity.score.org/ 816-235-6675

SMART COMPANIES THINKING BIGGER®

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BIGGER | sales S M A R T

( by Jeff Beals)

S T R AT E G I E S

Emailing First or Calling First?

Which is the better choice when you are prospecting?

M

any salespeople struggle with a common prospecting quandary: Is it better to call a prospect on the phone first or to send an email first?

Some sales pros say you should always email first to warm up a prospect. Others claim that emailing first is a waste of time, and even worse, might make you look like a typical salesman who’s blindly following a step-bystep selling template.

A similar quandary occurs when you substitute “marketing” for “email.” In other words, which is better—to call first or wait for the marketing team to “soften the target?”

So who’s right? It depends.

Either way is right as long as you practice good sales techniques.

If the only reason you like to email first is because you’re afraid to pick up the phone or you dread talking to cranky prospects who don’t want to be bothered, then emailing first is the wrong choice. If that’s the case, it 40 THINKING BIGGER BUSINESS // August 2017

means either you’re afraid of sounding stupid on the phone or you’re sick of getting prospects’ voicemail each time you call.

Factors to Consider Timing // There are some key times of the day

that can work best for either form of communication. Sending an email 15 minutes or so before and after the hour can be a key time to reach people in order to get a quick response.

Why? Consider your own habits. What do you do if you have a few minutes to kill before or after a meeting? You skim through your email.

Likewise, calling closer to the end of the day, contrary to popular belief, can be one of the best times to catch people. Often they are checking in at the office before heading home, or they’re clearing out their voice mail to end the day.

Purpose of the communication // What do you

hope to accomplish with your message? If

the response you are seeking will require a conversation, consider a phone call. There’s nothing worse than an email conservation that goes back and forth and wastes time when a phone call could have provided clarity in a few minutes.

Prospect’s daily schedule // Does your prospect

travel, spend a lot of time out of the office at meetings, frequently attend community events? If so, the chances of catching that person by phone may be slim. Email may be the better option. But if your prospect stays pretty close to their office desk during the day, pick up the phone and call.

Leaving Voice Mail One of the reasons some salespeople do not like to make phone calls is they get tired of leaving messages. Or, they don’t know whether they should leave a message.

Leaving a voice mail can actually be a good thing. A voice mail gives you the opportunity to make a 20-second selling proposition. The trick is to leave voicemails that actually generate call backs.

Join us for: NAWBO KC’s A Taste For Business

short, preferably less than 20 seconds. Put the most important idea in a powerful and information-rich lead sentence. Don’t waste time by saying you are “touching base” or “checking in.”

Focus on what your prospect values // Before

Jeff Beals is a sales consultant, professional speaker and award-winning author. (402) 917-5730 // info@jeffbeals.com www.JeffBeals.com

m en

Wo

you make the call, know how what you have to offer is relevant to your prospect. Include that in your message. Hint at what the benefit will be if they call you back.

Whether you call or email, selling fundamentals remain the same—salespeople are successful when they know what prospects want. When you have studied your prospects and are prepared to show how your product or service provides genuine value, then the communication channel you choose is not terribly relevant.

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BIGGER | regulatory S M A R T

( by Scott Burroughs )

S T R AT E G I E S

Bad Hires Kill Startups Why employment screening is essential for early-stage businesses.

B

ad hires are costly. Nearly 50 percent of businesses fail within the first four years, according to research by Intuit. Among the reasons for failing, bad hires rank at the to of the list because of their negative financial impact. Issues such as employee fraud, inefficiency and incompetence, or even safety liabilities can stem from failing to implement effective background screening practices.

Early-stage businesses tend to be more susceptible to the woes of bad hires because they lack internal preventative infrastructure.

When startups lack an employment screening process, they open themselves to fraud and safety risks. Unlike larger, more established businesses, startups cannot stomach the financial losses from embezzlement, ineffective employees, or workplace incidents and the resulting toxicity to the workforce, public and investors.

Adopting a Screening Program One way for an early-stage business to avoid the potential pitfalls of bad hires is to take a proactive approach and create an employment background screening infrastructure.

There are a few basic guidelines for putting together an employment background screening program. First, there are different types of background checks that detail various kinds of information about an individual. With that said, there is no “silver bullet” method of screening. The best setup will depend on a company’s specific circumstances. The following are a few common types of background screening services that employers use: » Criminal record checks » Sex offender registry checks » Resume verification » Drug testing » Driving record checks Criminal record and sex offender registry searches have typically been found to be the gold standard in risk avoidance. Other common screening tools, such as driving record checks and drug testing, are also beneficial for promoting workplace safety and mitigating risk.

Another method of reducing risk in the hiring process is to conduct checks on resumes. Approximately 80 percent of resumes contain misleading information, and roughly 20 percent contain falsified degrees.

Keeping It Legal Complex regulations at the federal, state and local levels impact a company’s employment screening process. Neglecting to maintain compliance with these laws will cost your company through potential regulatory fines and/or lawsuits. Be sure you have a well-versed attorney review and approve your employment screening policy and practices before you implement them.

Each of the federal regulatory bodies that regulate the employment screening process have also created free resources for businesses to utilize. The Federal Trade Commission (FTC) and Equal Employment Opportunity Commission (EEOC) published a joint publication on adhering to the Fair Credit Reporting Act. That is the federal law that regulates background checks. The Department of Transportation (DOT) also provides detailed policy guidelines for drug and alcohol testing that are the gold standard for substance testing policies. Each of these resources can be found on their respective websites.

Better Hires. Better Business.

Although the legal compliance with employment screening is at times complex and can be intimidating for startups, building an employment screening infrastructure does yield a strong return on investment. Avoiding risk by promoting good hires will assist in the potential growth of your business.

Scott Burroughs is the Director of Compliance at Validity Screening Solutions, a firm that offers employment screening solutions to employers nationwide.

(913) 22-5945 // sburroughs@validityscreening.com

42 THINKING BIGGER BUSINESS // August 2017

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BIGGER | growth S M A R T

( by Elizabeth Usovicz )

S T R AT E G I E S

The ‘Desert Island’ Question That Grows Your Business One powerful, essential question you should always have with you.

I

f you were stranded on a desert island, what music would you want to have with you?

That single question is the basis for a BBC radio show called “Desert Island Discs.” The show has been asking that question of guest castaways, including Bill Gates, for more than 70 years. The premise is simple: Host Kirsty Young interviews a castaway, who identifies the top eight music recordings he or she would take to the island.

The Desert Island Discs question forces choices and priorities. I think about growing sales and businesses all the time, and questions are my essential tools. If I had only one question I could ask to grow a business, what would it be? It’s an easier choice than my castaway music pick would be: “Who else should I be talking to?”

This seven-word query is the Swiss Army knife of questions. It’s deceptively simple, 44 THINKING BIGGER BUSINESS // August 2017

Asking for Referrals // Delighted customers and

powerful and versatile, and it open doors to potential opportunities. Here are four sales and business applications for this all-purpose ask.

suppliers are among the best referral sources a business can cultivate. The time to ask them for a referral is immediately after you have exceeded their expectations. The approach might sound like this: I appreciate our relationship, and I’m happy to help at any time.

I also welcome and appreciate your referrals.

Who else should I be talking to?

Prospecting // One of the most effective ways

Reflecting on Business Issues // Perhaps the

to identify prospects is through your current relationships, such as current and former business associates; family, neighbors and friends; professional associations and service clubs; school alumni and classmates. Posing this question to the people that you know is a pipeline-builder.

Identifying Decision-Makers and Champions //

A make-or-break link in the sales process is figuring out who makes the purchase decision, and who champions, or can advocate for, a decision. Asking a champion this question can provide you with vital information, such as their product and service review process, how the purchase decision is made, who participates in the decision and even an introduction to the decision-maker. Many decision-makers sign off on a purchase decision only after a product or service has been vetted by their teams. Asking a decision-maker this question reveals those key players.

most important person to ask “Who else should I be talking to?” is yourself. Owning a business or a sales territory comes with its share of rewards and challenges. The issues that keep you awake at night may be a conversation away from resolution. Asking yourself the question can point the way to the resource or advice that you need for a breakthrough.

Back to “Desert Island Discs.” Bill Gates’ top choice is “Under Pressure” by David Bowie and Queen. I still can’t decide on my No. 1 must-have song. What else should I be listening to?

Elizabeth Usovicz is principal of WhiteSpace Consulting®, specializing in top-line revenue and business strategies for high-growth companies, new ventures and business units within established companies; keynote speaking and strategy session facilitation. She can be reached at elizabeth@whitespacerevenue.com or (913) 638-8693.

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SCALEUP! KC

MD HOME CARE

( by Dawn Bormann )

The Doctor Is In … Your House MD HOMECARE MAKES HOUSE CALLS TO THE PATIENTS WHO NEED IT MOST.

T

he idea of a doctor making a house call might seem like something that happens only in black-and-white movies.

Yet a small but mighty Kansas City practice, MD HomeCare LLC, has been operating a medical house-call business for 17 years.

MD HomeCare bills itself as mobile doctors for immobile people. It’s one of the few services that sends medical doctors to treat patients who are primarily homebound.

Some patients are bedridden due to illness or obesity. Others are suffering from blindness, agoraphobia, muscular dystrophy, multiple sclerosis, ALS, severe arthritis or other conditions.

46 THINKING BIGGER BUSINESS // August 2017

Joahn Hall, a family physician, operated the business on her own until her daughter, Cristina Betts, recently joined the LLC. Hall runs the medical side while business operations are directed by Betts, who has an MBA and spent years in management consulting for the IT industry.

MD HomeCare has been solidly, reliably successful for years. Yet Betts has long known that the business could easily be expanded and replicated elsewhere. It’s why the motherdaughter team turned to ScaleUP! Kansas City this spring for help.

ScaleUP! is offered by the University of Missouri-Kansas City Innovation Center and

the U.S. Small Business Administration. The training program is open to entrepreneurs who have been in business at least two years, generate $150,000 to $500,000 in annual revenue and are in a market capable of supporting more than $1 million in sales.

After just a few weeks in the program, Betts knew it would be life-changing, both professionally and personally.

“I’m really blown away by the material and that it’s not just fluff. A lot of times when you go to businesses seminars, it’s just fluff. You don’t walk away with tangible assets,” she said. “ScaleUP! is giving me the blueprint, the floor plan, to be able to really grow.”

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Hall started talking with others and realized the problem wasn’t an anomaly.

With some research, she also discovered that insurance and Medicare would cover homebased care in some cases. Soon after, Hall began making house calls at night for friends from church.

Some were homebound and didn’t receive any medical care, while others spent several days recovering from seemingly minor doctor’s trips. Hall knew some patients were in such a fragile state that those trips to the doctor were taking months, if not years, off the patient’s life.

It’s different from traditional home health care, which sends nurses into a home. Those nurses must be ordered by doctors, Hall said. In this case, Hall sees the patients in the home and can also order nurses to make follow-up visits. But a patient doesn’t need to travel to a traditional doctor’s office.

Hall had no intention of growing the business back then.

“For me, it was a need I wanted to address and keep it on a small scale, purposely not really growing because I didn’t want to overextend myself,” she said.

‘I KNOW THAT I WANT TO GROW’

HELP FOR THE HOMEBOUND

MC HomeCare started 17 years ago when Hall discovered the need for its services under sad circumstances: Her children’s daycare provider, nicknamed Pepsi, fell ill and could no longer care for herself.

“It was an eye-opening experience when I became a caregiver of my babysitter and understood, firsthand and quite intimately, how involved and taxing that can be on a regular basis,” Hall said.

Getting Pepsi to a doctor’s appointment was a monumental undertaking.

Hall said, “One side was completely paralyzed, so maneuvering her took a great deal of effort. It took four guys to get her out of the house.”

The entourage would have to follow them in and out of the doctor’s office— a task that would take hours—for a 15-minute appointment.

But Betts recently pointed out the practice’s potential. And so, together, the two have married Hall’s medical expertise with Betts’ business skills.

Betts has already made several moves to grow MD HomeCare, including hiring two nurse practitioners who have helped grow revenue. But she knows MD HomeCare needs help to get to the next level. That’s where ScaleUP! comes in.

“I know our business model is one that we can duplicate,” she said. “But how do we duplicate it? What steps do I need to take to get to that point? That’s what I’m really excited about gaining from the ScaleUP! program.”

Betts has already begun putting her new skills to work.

For starters, she is writing down MD HomeCare’s business practices. If it is going to grow, ScaleUP! experts said, it must run without Betts and Hall handling every task.

“I know in my head what our mission statement is, but does anyone else know it?”

ENTREPRENEUR

Cristina Betts and Joahn Hall COMPANY

MD HomeCare LLC 7800 Paseo Blvd.

Kansas City, MO (816) 523-3055 www.mdhomecareweb.com MD HomeCare LLC is a medical practice that performs house calls to persons who are homebound or disabled.

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Betts said. “Does anyone else know how to do the things that I think keep the business going?”

Betts also learned how to communicate better with her mom—a physician and engineer who wants hard facts before making decisions.

ScaleUP! forces entrepreneurs to focus on tangible and researched evidence. It pushes business owners to make decisions based on the bottom line rather than friendships, seasoned partnerships or hunches.

Betts realized that before asking her mom to make changes, Betts needed to show her clear research supporting the moves.

Betts also plans to use ScaleUP! to form a marketing plan. Betts knows there are untapped markets out there—people simply need to hear about MD HomeCare’s services. ScaleUP! will help her tackle that project next, and then, she believes, growth is inevitable.

“I’ve been telling my mother for years, as soon as people find out, we need to be ready,” Betts says. “We anticipate a large influx of patients.”

Dawn Bormann is a freelance writer in the Kansas City area.

SMART COMPANIES THINKING BIGGER®

47

EQUITY BANK NAPKIN STORIES

TREKK DESIGN GROUP

SPONSORED CONTENT

Engineering Improvements for the Midwest Robinett had no illusions K imberly about the entrepreneurial life when she launched TREKK Design Group, a Kansas City-based civil engineering firm, in 2002.

As a child growing up in Blue Springs, Missouri, Robinett watched her father grow his car and Jeep dealership. She learned from a young age that being a business owner wasn’t glamorous, that it took a great deal of hard work, determination and time.

Robinett’s father instilled in her another important value. “My father always understood that he wasn’t just the provider for our family.

He knew he was responsible for the families of the people he employed too,” she said.

The company that Robinett leads exemplifies the lesson her father taught her about entrepreneurs bearing the responsibility for others. TREKK Design Group not only seeks to improve the lives of its employees, but also the lives of millions of Midwesterners through TREKK’s focus on clean water and safe roads.

TREKK evaluates and designs collection, conveyance and treatment systems that keep the water in homes and waterways clean.

TREKK designs roadway geometric improvements, drainage, lighting and traffic control improvements that promote public safety.

SECRET SAUCE FOR GROWTH

Robinett, an electrical engineer who worked for Sprint before starting TREKK, is passionate about creating a culture that encourages staff to think beyond traditional solutions.

“Our secret sauce has been the ability to bring together smart, passionate, trustworthy people committed to holistic, common sense solutions that support the growth and restoration of the communities we serve. We 48 THINKING BIGGER BUSINESS // August 2017

really try to encourage innovation, creativity and free thinking to deliver quality solutions to match our clients’ needs and to make a difference in the world around us,” she said.

Many of the 100-plus employees have been with the company since the beginning.

“We take pride in our culture,” Robinett said. “We work hard, but we encourage innovation and initiative, and we provide leadership and mentoring opportunities for our employees. We help each other grow.”

The approach has helped the company grow too. When it launched, TREKK offered civil engineering and lighting design services.

It quickly earned a reputation for personalized client service and developed a strong track record of delivering successful projects. It now offers a full range of engineering design and consulting services and operates nine offices in four states—Kansas, Missouri, Nebraska and Tennessee.

Among the projects in TREKK’s portfolio are the Kansas City Streetcar, kcICON Christopher S. Bond Bridge, the Johnson County Gateway Interchange and annual work for the cities of Belton and Kansas City, Missouri, among others.

BANKING ON GROWTH

Robinett realized early on that she needed to surround herself with partners that could provide advice and guidance as the company grew. One critical partner has been Equity Bank.

“Our banker, Larry Hillier, has always been a great partner for us. He has been with us from TREKK’s infancy to now being more than 100 employees. Equity Bank has always been able give us the financial backing and support we need to be successful in our

business. We truly feel like we have a partner in our business who wants to see us succeed,” Robinett said.

With Equity Bank on the team, Robinett sees a bright future ahead for TREKK. In fact, she has a specific goal that she wants to reach by the end of the decade.

“Our team is focused on creating new opportunities so that we can live out our vision of improving even more lives. Our goal is to experience 25 percent growth and impact the lives of 5.2 million people in 2020,” she said.

SHARE YOUR NAPKIN STORY

Some of the most amazing business stories started as an idea scribbled on a napkin.

Mark Parman, Kansas City Market President of Equity Bank, invites you to share your Napkin Story. “We not only want to hear your origin story, we can help you continue to write the rest of your company’s story,” he said.

Equity Bank is a full-service community bank with offices in Kansas, Missouri and Arkansas. Our group of bankers are experienced with businesses from small to large.

We take the time to listen to your story and help you design the services that will benefit you and your business.

To share your napkin story, get in touch at marketing@equitybank.com or (913) 323-9300.

Visit: Equitybank.com/napkin-stories

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Lee’s Summit Celebrates Downtown Lee‘s Summit Main Street honored several individuals and businesses at its annual meeting and awards dinner for their commitment to the revitalization and preservation of Lee‘s Summit‘s downtown district.

Sandbox KC Grows Digital Sandbox KC welcomed five new companies to the program recently: 2020 Adventures, AgVision, Billdrill, Idle Smart and Lixo.

Brew: 30 Fun OYO Fitness owner Paul Francis gave away several company caps at Thinking Bigger Business‘s Brew :30 Happy Hour on July 20. OYO Fitness was one of the Companies on Tap at the event.

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