Thinking Bigger Business April 2019

Vol 28 | Issue 4 | April 2019

Accelerating Growth Pharos Partners aims to double its revenue this year.

Easy Being Green These businesses help others to be more eco-friendly.

Online Outlaws Local firms play sheriff to protect businesses from internet bad guys.

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contents April 2019

on the cover 28 Doubling Down Joelsette Hernandez-Jones aims to increase revenue at her current firm while starting a new venture.

feature 32 Earth Day Every Day Area companies make it easier for others to go green.

in focus 40 Wild West Web Local companies aim to keep businesses, consumers safe from online outlaws.

news 07 the bigger picture 08 big news 09 biz bits 11 big deals 15 25 under 25 updates 16 events calendar 50 big shots

kc entrepreneurs 22 trending 24 kc made it

smart strategies 44 smart finance Managing Payables Pays Off

46 smart marketing Generate Leads from B2C Digital Marketing

48 smart management How to Absorb a Business Blow 4

thinking bigger business | april 2019

18 Company to Watch

20 Entrepreneurial Journey

SaRA Health

Shelly DeMotte Kramer

The company aims

The entrepreneur has grown

to improve physical

through many phases of life.

therapy outcomes through its platform.

produced by

Thinking Bigger Business Media Inc. editorial

Katie Bean Editor and Managing Director Claire Martin Reporter sales

Tracy Holmes Sales Manager design & production

Rivet | WeAreRivet.com Design Consultants & Print Production photography

Dan Videtich | DanVidetich.com

28 | Cover Story Joelsette Hernandez-Jones, founder and CEO of Pharos Partners, runs her office out of a homey space in Merriam. She and her two other staff members work to connect IT and engineering talent with employers in and outside Kansas City.

Photographer Contributing Writers

Eric Craine, Tommy Felts, Valerie Jennings, Kate Leibsle, Joe Lieberman 116 W. 3rd St., Suite 203 Kansas City, MO 64105 (913) 432-6690 editor@ithinkbigger.com sales@ithinkbigger.com ithinkbigger.com See our SRDS listing at www.SRDS.com

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Copyright Š 2019, Thinking Bigger Business Media, Inc. All rights reserved. The information gathered and opinions expressed by the authors are intended to communicate information and are not necessarily the views of this publication. The intent of this publication is to provide business professionals with informative and interesting articles and news. These articles, and any opinions expressed in them, are for general information only and are not intended to provide specific advice or recommendations for any individual or business. Appropriate legal, accounting, financial or medical advice or other expert assistance should always be sought from a competent professional. We are not re-

26 Q&A

36 Gala Recap

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is prohibited. Thinking Bigger Business(ISSN 1068-2422) is published 12

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contents April 2019

big ideas for small business Aspire For More

Web Columnists

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How to help your team take it, grow it, show it

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Business Calendar Find out about hundreds of business events, networking opportunities, classes and workshops.

Correction The story “Realigning Morningstar” in the March

ELIZABETH USOVICZ

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thinking bigger business | april 2019

the bigger picture

E

arth Day was started in 1970 to encourage eco-awareness. Students worldwide

kicked it up a notch last month with school strikes to protest what they saw as inaction on climate change.

The protesters made a big splash with their calls for taking better care of the planet. But businesses can lead the charge on making significant changes — and many in Kansas City are doing just that.

This month’s feature highlights local businesses that help others go green. Their work year-round helps to Ka t i e B ea n Edito r kbean@iThinkBigger.com

It’s easy being green, with the right help

make a difference in the amount of waste created or energy used.

Companies including Built and Exceptional Waste Solutions have found ways to help clean up the construction industry. Traditional construction practices create significant waste, but these companies focus on reducing that.

Access Records Management saw a need in the market to collect office recyclables from clients and created Business Recycling Solutions. It not only recycles paper, cardboard, plastic and more — the company also tracks each client’s recyclables and determines the impact the business has made through recycling.

Good Energy Solutions works with business and residential clients to harness solar power, take advantage of green energy credits and ultimately save money.

Each of these companies — and many others — are working to make every day Earth Day. Read more about them on page 32.

big ideas for small business

7

news

Bridging the Gap Full Scale pledges $1M in technical services to local startups.

D

evelopment help often can be more valuable to an early-stage

startup than simply opening a checkbook, said Matt DeCoursey.

A recent “State of the Silicon Prairie” report ranked Kansas City’s business scene last among its Tier 1 peers in the Midwest and

DeCoursey is co-founder of Full Scale,

indicated the City of Fountains only

a rapidly growing Leawood-based

reached half of the venture deals

startup that offers website and software

anticipated by analysts in 2018.

development services. He recently announced Full Scale’s commitment to investing $1 million of its technical services into Kansas City-region companies over the next two years.

“There are a lot of hard-working, innovative, smart and deserving people here in this town,” he said. “When we see reports

8

we can at least start to change that.”

“I don’t have $100 million to seal up that gap, but who knows what investing resources in startups leads to for these businesses?” DeCoursey said. His goal is to leverage not only excess capacity at Full Scale, but also his and co-founder Matt Watson’s extensive startup experience.

come out talking about how things are

Every deal — just like the needs for each

underfunded in Kansas City and we don’t

startup — will look different, he said, noting

have the needed community spirit, we think

equity is taken in exchange for services.

thinking bigger business | april 2019

“The resource investment is defined as us giving you a credit for developers and any of the other services we offer: graphic design, project management, SEO, content writing, the whole gamut,” DeCoursey said.

Traction and previous success with funding will be substantial contributors in Full Scale’s selections, he said.

“When companies already have some investors — or maybe even a little money and skin of their own in the game — that really piques our interest,” DeCoursey said.

Startup leaders curious about a partnership with Full Scale can reach out and submit investment materials at FullScale.io/contact.

Tommy Felts is editor of news partner Startland News. // StartlandNews.com

news biz bits

State of Entrepreneurship

leave the ECJC executive team to take

address spotlights

a position with the Ewing Marion

entrepreneurial communities

Kauffman Foundation.

On Feb. 27, the Ewing Marion Kauffman

The ECJC is a nonprofit organization

Foundation‘s CEO Wendy Guillies and

helps connect entrepreneurs to the

vice president of entrepreneurship Victor

resources they need to grow and scale

Hwang delivered the annual State of

early-stage businesses.

Entrepreneurship address at Plexpod

“We are disappointed to see Melissa

the 10th anniversary of the address, but

Kauffman Foundation taps ECJC vice president

its first year delivered from Kansas City

OneKC for Women and the Enterprise Center

founder of OneKC for Women. “But we

rather than Washington, D.C.

in Johnson County announced this month

are excited that she now has the oppor-

that Melissa Roberts, vice president of

tunity to make a broader impact on the

strategy and economic development, will

entrepreneurial ecosystem at Kauffman.”

Westport Commons. The event marked

Guillies and Hwang stressed the importance of local support and the potential of

leave our team,” said Sherry Turner,

Kansas City’s entrepreneurial community.

“It‘s local and hyperlocal activity that influences our economy,” Guillies said.

“As a society, we need to champion the makers, doers and dreamers in our community.”

Mayor Sly James also spoke on a panel highlighting leaders in entrepreneurial communities across the nation.

KC Tech Council celebrates

as a keynote speaker. The awards show also

No Coast award winners

unveiled its four award winners: Brian Baker,

On March 8, KC Tech Council hosted its first

Cerner’s lead government strategist, as Tech

No Coast event, a celebration of local busi-

Champion of the Year; Blue Valley CAPS’ Jill

KC Streetcar to add two new cars by end of year

nesses’ innovative contributions to the tech

Riffer as Tech Educator of the Year; Davyeon

industry. The event, hosted at The Abbott

Ross, CEO of tech startup ShotTracker, as

Two new street cars are headed for the

event space, featured Pixar’s director of

Tech Connector of the Year; and Fishtech

roads toward the end of 2019.

photography for lighting, Danielle Feinberg,

Group as Outstanding Contribution to Tech.

Authority Inc. hopes to reduce wait times

SBA and resource partners to host

The two events will take place in April

during peak periods.

events for small businesses

and May. The first, the International Trade

“The vehicles will help address the

The Small Business Administration recently

With the average ridership of 5,700 people a day, the Kansas City Streetcar

transit’s growing popularity and use, and they will help minimize wait times,” Donna Mandelbaum, marketing and communi-

announced that its Kansas City District Office, as well as its resource partners,

Informational Session, will take place April 5 from 8-10 a.m. at the Mazuma Credit Union; the second, the Small Business Resource Fair & Credit Workshop,

cations coordinator at Streetcar Authority,

will jointly host events to promote small

will take place May 6 from 8:30-11 a.m. at

told Fox4.

businesses in Kansas City.

the Kauffman Foundation. big ideas for small business

9

news biz bits

Lee’s Summit EDC promotes new business development director

2015 and has been promoted twice already.

The Lee’s Summit Economic

ment efforts, as well as oversee investor

Development Council (LSEDC) recently

relations for the organization.

announced its newly-created position, the Director of Business Development, will be filled by Tina Chace.

Chace has worked with the LSEDC since

In her new role, Chace will lead LSEDC’s business retention and workforce develop-

“It’s an exciting time of growth for Lee’s Summit, and I am honored to be able to help promote economic development in this community,” Chace said.

Documentary features CAPS A documentary focused on the Center for Advanced Professional Studies, which

ScaleUP! announces ninth cohort

started in the Blue Valley school district in Overland Park, is showing at theatres across the country.

Overflow, a Lenexa company, worked with CAPS students to produce the documentary, “Where Students Lead.“ A showing at AMC Town Center in Leawood will take place April 17. Tickets are available at bit.ly/2FqtJg7.

Downtown Overland Park Partnership announces new executive director Mary Cyr, formerly director of the Northeast Alliance Together at the Mattie Rhodes Center, was recently promoted as the executive director of the Downtown Overland Park Partnership.

Cyr started her position on Mar. 26.

Fifteen local business owners were

Natasha Griswold-Friends (Elder Hair

selected as ScaleUP! Kansas City’s ninth

Care), Carrie Kiefer (Ampersand Design

cohort.

Studio), Rena Krouse (Green Bee KC Tea

ScaleUP! KC, a program that offers

Towels), Mike Linn (Linn Construction),

support for growth-oriented businesses,

Chris Matsch (Messenger Coffee), Jy

provides qualified companies with

Maze (Maze Freight Solutions), Ann

Cyr previously led projects that focused

revenue of more than $150,000 to reach

Packingham (InnovaPrep), Heath Porter

on improving the lives of residents in

their expansion goals.

(The Chop Shop), Amber Reed (Resolve),

Cohort 9 includes Amie Bristol (HMC

Joe Speicher (Easton Roofing), Andrew

Performance Coatings), Cate DePrisco

Syrios (Stewardship Investments) and

(The Photo Bus), Ellie Forouzesh (Artin),

Chris Vanderloo (Lucky Day).

Kansas City’s urban Historic Northeast neighborhoods. Prior to her leadership role at the Mattie Rhodes Center, Cyr was the founder and president of Cyr Architecture and Construction.

10

thinking bigger business | april 2019

news big deals

awards & recognition Two SKS Studio projects earn

network of editors, writers, photographers

spots on 2019 travel ‘It List’

and hospitality professionals.

Kansas City-based firm SKS Studio

SKS Studio is a boutique master planning

recently announced that two of its resort

and landscape architecture firm that

landscape architecture projects, Belmond

specializes in large-scale, mixed-use and

Cap Juluca and the Rosewood Baha Mar,

hospitality-related projects. Its winning

have been selected for Travel+Leisure’s (T+L) It List for 2019.

T+L annually selects its list from the finest

location Cap Juluca is located in the Maundays Bay in Anguilla, while its other award-winner, Rosewood Baha Mar, can be found on Nassau’s northern shore in

properties in the world as selected by a

The Bahamas.

OPEDC awards fast-growing Overland Park businesses

Solutions, and Zoom Video Communications

The Overland Park Chamber Economic Development Council (OPEDC) recently recognized three fast-growing companies and six commercial development and redevelopment projects at its 12th annual Honors Lunch.

The three Overland Park businesses – Bardavon Health Innovations, Fire Door

– received NOVA awards, which honor fast-growing companies.

The Commercial Development Award recognizes significant investment and reinvestment in the Overland Park economy.

This year, the OPEDC honored Avenue 80,

Monarch Cocktail Bar wins two prestigious national awards Monarch Cocktail Bar & Lounge

InterUrban Lofts, Mercer-Zimmerman, Nall

recently scored two awards of national

Corporate Centre II, Overland One and the

recognition: the Cocktail Bar of the Year

Promontory as award winners.

by Nightclub & Bar Magazine and the prestigious BevX (Beverage Excellence) for Best Innovative Beverage Program

Four KC entrepreneurs

and demolitions provider; Janelle Burlin,

receive leadership awards

co-founder and principal of KJB Packaging

Four Kansas City-area women entrepreneurs have been recognized as national 2019 Enterprising Women of the Year Award honorees by Enterprising Women Magazine.

The winners include Stephanie Isaacson,

Solutions, a provider of custom, contract and general packaging; Sheryl Vickers, owner of Select Sites, a WBE-certified commercial real estate firm; and Jeri Kling, founder and

from Cheers Magazine.

Independently judged by bar, hospitality and media experts, the awards recognize national leadership in the hospitality and beverage category.

The Monarch, located in the Plaza area, was also recently nominated as a

the owner of New Horizons, a WBE-certified

CEO of Bartunek Group, a WBE-certified

2019 James Beard Award semifinalist for

environmental management, contracting

staffing, recruiting and consulting agency.

“Outstanding Bar Program.” big ideas for small business

11

news big deals

expansion Local owner stretches into

Social,” Stretch claims, and it will offer light

former Thou Mayest space

bites, a full bar and lots of coffee.

Business owner and entrepreneur

Stretch’s previous establishments include

Stretch has plans to take over the space at

Grinders, located next door to

419 E. 18th St. in the Crossroads Arts District.

the newly acquired space, and other

The building was previously occupied by

revitalization projects in the East Crossroads.

Thou Mayest Coffee Roasters.

The new venture will be called “Chances

Meanwhile, Thou Mayest has a new location in Overland Park.

closings Pirate’s Bone waves goodbye (for now) Latin-vegan-coffee shop Pirate’s Bone recently announced on Facebook that it will close its Brookside location.

The vegan-friendly shop, which offered nitro cold brew and activated charcoal waffles, struggled to maintain business during the harsh winter months. Owner Zaid Consuegra told KCUR in February that sales were down 70 percent more than an average winter.

Pirate Bone’s goodbye post suggested

expansion to 20 additional bars and restau-

that this may not be the end for the shop,

rants in Kansas.

and that it may set sail on a new venture.

Originally based in the Crossroads Arts District, the agreement enables Double Shift to brew outside Missouri taprooms for the

financing

first time.

“We are thankful to have found a great partner to help us expand our reach and

Double Shift expands distribution to Kansas

to introduce new consumers to our beer,” Double Shift managing partner Aaron Ogilvie said in a release. “We look forward to forging

Kansas City-based Double Shift Brewing

new relationships in Kansas and to serving

Co. recently signed a distribution agreement

beer in an important part of the Kansas City

with Standard Beverage Corp. that allows for

metropolitan area.”

Mobility Designed kicks off $3M funding round Kansas City-based mobility device startup Mobility Designed Inc. recently launched a $3 million Series A round, which will remain open until June.

Westport Café owners launch

training, service protocol development, sales

consulting firm for restauranteurs

strategies and more.

Westport Café and Bar has announced a fresh new undertaking: the launch of La Belle Epoque, a consulting firm geared toward other restaurant and bar owners in the Kansas City area.

“We implement hard work, intuition, education and a desire to connect people,”

Already, the company has received a $1.6 million backing from Gaston Capital Partners, a private investment firm based in North Carolina.

Mobility Designed has already rolled

said Westport Café’s co-owner and general

out one product this year, a forearms

manager Kevin Mouhot in a release. “We

crutch device, and plans to introduce

build our relationships upon trust, and as

more into the market over the next two

The new business offers customized

partners, we are committed to making

years. The gains from the funding round

consulting and advisory options including

other restaurant businesses better and

will go toward sales and marketing efforts

menu and recipe design and creation, staff

more efficient.”

as well as new products.

12

thinking bigger business | april 2019

news big deals

on the move Crown Consulting welcomes two CFOs to staff CFO and controller firm Crown

Spencer Fane recruits two new partners from competitors Business law firm Spencer Fane LLP

Consulting have newly recruited

recently added two new partners to its

two CFOs for its staff.

Kansas City office.

Angela Eberhart previously worked as CFO and COO for Meridian Business Services, a professional services company and a 2018 alumnus of Thinking Bigger’s 25 Under 25 awards.

Pat Doolan, who worked for Dean Realty prior to Crown, has a 35-year

The two new additions were recruited from Spencer Fane’s rival firms in Kansas City: Brent Erwood, previously of Stinson Leonard Street, and Jessie Merrigan, previously of Lathrop Gage.

The new additions follow the election

background in commercial real

of 13 new partners in January, bringing the

estate and wholesale distribution.

firm’s total number of firmwide attorneys

Crown Consulting works with owners

to 248. The expansion has also bumped

of small- to mid-sized businesses to help

Spencer Fane’s number of national locations

them manage and grow their companies.

to 17 cities across nine states.

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big ideas for small business

13

news big deals

openings Estelle’s Diner takes over

KC Daiquiri Shop brings taste of New Orleans to downtown

Cascone’s Grill in River Market The space in River Market that was

KC Daiquiri Shop, a New Orleans-style

formerly known as Cascone’s Grill has a

addition to downtown Kansas City, opened

new name and face: Estelle’s Diner, a

in mid-March at its new location, 1116 Grand Blvd.

healthy eatery headed by Anton Kotar.

While the shop will initially offer only

Kotar, who named the upcoming restaurant after his six-year-old daughter, plans to serve up plenty of “grass-fed” beef and comfort food. Kotar is also known for his restaurant Anton’s Taproom, located in the Crossroads Arts District.

daiquiris, it plans to roll out food items in late spring, including a variety of traditional Creole and Cajun-style dishes. The space will also offer cigar lounges.

The new venture is a sister restaurant to The Daiquiri Shoppe, which has two

Kotar has worked closely with George

locations in Dallas and nine patents on its

and Frank Cascone over the months to

daiquiri mixes. The shops are operated by

naturally phase the restaurant into its

Kansas City-based business partners Calvin

newest culinary stage.

Vick, Kinley Strickland and Maurice Guess.

We understand the importance of hiring the RIGHT person the FIRST TIME around.

We won’t let our clients settle for less!

WBE/DBE Certified Hands-On Owners

Green Clinic rolls medical marijuana into River Market Medical marijuana supplier Green Clinic just opened its doors, bringing a new high to the River Market.

While medical marijuana is not yet

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Green Clinic, located in a fourth-floor loft at 415 Delaware, features two full-time doctors on staff who can help patients determine whether they qualify for obtaining medical marijuana.

14

thinking bigger business | april 2019

news 25 under 25 updates

25 Under 25 Updates Porter Teleo relocates to the Crossroads Porter Teleo, class of 2019,

Jowler Creek reaps international accolades for sustainability

recently completed its move

Jowler Creek Vineyard and

from Merriam to a new studio

Winery, class of 2016 and

space in the Crossroads

Missouri’s first Green Winery,

Arts District.

was recently awarded a gold

The wallpaper and textile

medal in Botanical Research

Shatto Milk scores big at international competition

Institute of Texas‘ (BRIT)

Shatto Milk Company, class of 2006, recently brought home

International Award of

five awards from the 2019 Los Angeles International Dairy

Excellence in Sustainable

Competition, hosted at the Fairplex Fairgrounds.

Winegrowing competition.

world, including major cities like

Shatto was awarded three Gold Medals, defined as an outstan-

The award seeks to distinguish

New York, LA, Chicago, Toronto

ding product of superior character, for Garlic Butter in the

wineries that embrace a

and Paris.

Flavored Butter Category; Lily Cheddar Cheese in the Open

“ground to glass” attitude

Class Hard Cheese Category; and for Shatto Cheese Spreads in

towards sustainability.

the Spreadable Cheese Category.

“For us, being green means

a building for the first time. The

The company additionally received a Silver Medal for its

making choices throughout the

6,000-square-foot space is

Plattsburg Gouda Cheese in the Gouda Cheese Category and a

year to positively impact our

located at 1706 Holmes.

Bronze Medal for its Salted Butter in the Salted Butter Category.

environment, being efficient with

design firm, founded by abstract artist Kelly Porter and Bridgett Cochran in 2005, displays products in showrooms across the

After leasing space for years, the duo took the leap and purchased

the resources we have available

Thirsty Coconut closes $2M round

J. Rieger & Co. launches massive expansion

to sustain our business,” Colleen

Thirsty Coconut, class of

J. Rieger & Co., class of 2017, is preparing for exponential

Gerke, co-owner and CEO

2018, just announced that it

growth, which includes a new hospitality team and an upcoming

of Jowler Creek, said in a

recently closed a $2 million

innovative guest experience.

news release.

funding round.

The new brand experience space, 60,000 square feet in

The beverage company has

total, is scheduled to open in mid-June near the Electric

quickly scaled up in just the past

Park neighborhood.

six months, according to CEO

The guest experience features a 40-foot slide between floors, a

and founder Luke Einsel.

custom whiskey bottling station, a 3,000-square-foot Kansas City

The quick growth spurt follows

history exhibit and two full-service cocktail bars.

a 2018 deal with 7-Eleven that

“We are extraordinarily proud of the national growth and

allowed for Thirsty Coconut

recognition that we have accomplished and will apply that same

to acquire $7 million worth of

high standard to shaping the future of our new home here in

beverage products.

Electric Park,” co-founder Ryan Maybee said in a release.

and improving our wine quality

big ideas for small business

15

events calendar

APR Kansas City, Mo., primary elections April 2

Kansas City, Kan., Chamber annual meeting April 4 Reardon Convention Center

SBA international trade informational session

April 5 Mazuma Credit Union, Overland Park

Multicultural Business Week April 8-13

NAWBO KC meeting

April 9 Women’s Business Center, Fairway

Cheers to Business

April 18 Bridge Space, Lee’s Summit

KCDMA Ambit Awards April 4

Women’s Employment Network Annual Luncheon April 18 Sheraton Crown Center

Leadership Lyceum

April 23 Overland Park Convention Center

MAY National Small Business Week May 5-11

SBA Small Business Resource Fair & Credit Workshop May 6 Kauffman Foundation 16

thinking bigger business | april 2019

Greater Kansas City Chamber Small Business Celebration May 2 Think Tank Breakfast May 23 Awards luncheon

JUN Kansas Business Appreciation Month

Kansas Governor’s Exporter of the Year Award Go Global KC luncheon June 6

Big Breakfast

June 13 Chamber Board Room, Union Station

Kansas City, Mo., general elections June 18

JUL

Cheers to Business July 18, KC Wineworks

AUG KC Animal Health Investment Forum August 27

SEP Big Breakfast

September 12 Chamber Board Room, Union Station

OCT

National Women’s Small Business Month National Minority Enterprise Development Week Cheers to Business NAWBO KC Women in Business Summit

NOV

Global Entrepreneurship Week AltCap Your Biz Pitch Competition UMKC Henry W. Bloch School of Management Entrepreneur of the Year Awards Small Business Saturday

DEC

National Write a Business Plan Month Big Breakfast

December 12, Chamber Board Room, Union Station

WEEKLY

1 Million Cups KC

9 a.m., Wednesdays Plexpod Westport Commons

big ideas for small business

17

company to watch SaRA Health

Simplified Recovery Software solution keeps patients, PTs and employers in the loop.

T

he founders of a new health tech

The founders’ areas of expertise are

platform believe in the power of

a bit scattered: Coen’s background with

physical therapy — but they realize that

the manual labor industry includes work

sometimes patients need a push.

on oil fields in southeast Kansas, while

“We believe in providing value-based

Malik got his degree in computer science

care by helping out patients, providers

and Ferguson received his for physical

and payers,” co-founder and CEO Steven

therapy research.

Coen said. “We help injured patients and employees recover potentially quicker and more fully by keeping them adherent to a

However, the trio had one experience in common: months of physical therapy after athletic injuries.

home program.”

SaRA Health has been in development since 2017, but the platform officially

Personalized care SaRA Health primarily targets at-home

launched on Jan. 1 of this year. Since then,

patient recovery from injury. SaRA’s software

SaRA (Simplifying Recovering Assistant) has

simplifies the processes of physical therapy,

been accepted into the California-based

which have been traditionally paper-based,

digital health accelerator NexCubed as well

by connecting providers, patients and

as two pilot programs.

employers through its digital interface.

SaRA’s origin Coen, a Kansas City native, met his co-founders, CTO Valeed Malik and COO

Through SaRA’s mobile app, physical therapists can assign exercises by videoing their patients in the clinic, verbally transcribe

Ryan Ferguson, through UCLA’s graduate

instructions and then track patients’ progress

program in engineering.

remotely. In turn, patients can upload videos

The trio moved SaRA Health to Kansas City after their April 2018 acceptance to the Kansas City Techstars program, as well

The mutual check-ins and uploads also keep patients accountable for their home exercises and put them on a faster track to recovery. Coen said 70 percent of physical therapy patients have reported skipping assigned home exercises, but those who adhere to them recover 20 to 25 percent more quickly.

“The problem is nonadherence, and that

of their exercises and record their pain scale

causes longer recovery times, less than

and ease of mobility.

optimal recovery, chances of reinjury and a

“Generally what we’ve found is that PTs

lower quality of life for the patient following treatment,” Coen explained.

as their partnership with Bardavon Health

are very happy to use SaRA,” Coen said.

Innovations, a health tech firm based

“We help providers give personalized care

in Overland Park that helps companies

quicker than what they have today. We save

check in with injured employees on

manage workers’ compensation.

them a lot of time.”

workers’ compensation.

18

thinking bigger business | april 2019

The platform also allows employers to

Expect Accept the Unexpected.

“Studies show that if an employer contacts an injured employee even once during

chiropractors and autistic kids.

This expansion outside a physical therapy

their entire recovery period, that employee

clientele is part of “a longer-term play,”

is three times more likely to stay at the

Coen said.

company afterward,” Coen said. “These are really small things employers can do, and we make it easy through a single solution.”

‘A defining year’ Coen says 2019 will be “a defining year” for SaRA. The company hopes to sign its first set

“What we would like to see is helping the PT community prove the impact it has, and to actually see a higher utilization of physical therapy. I really believe what they do works miracles,” Coen said.

surgery can get better and avoid surgery

helped test the product.

entirely just by keeping up with simple exer-

therapy patients: The software “helps any injury that needs work at home,” so its users have so far included occupational therapists,

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“Many who are supposed to undergo

of clients, and so far dozens of users have

SaRA’s clients aren’t limited to physical

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cises. It’s fantastic what PT does for people, and anything we can do to help push that forward, we get really excited about.”

Claire Martin is a reporter for Thinking BIgger.

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big ideas for small business

19

entrepreneurial journey Shelley DeMotte Kramer

The Many Lives of Shelly DeMotte Kramer Over the years, the entrepreneur has learned how to bring everything into balance.

S

uffice it to say that Shelly DeMotte

with and for them,” she said. “Twenty-some

Kramer has had more than a few

years later, here I am, owning a marketing

professional lives. She’s lived the corporate

consulting agency, a media company, and a

life, the direct-marketing life, the

research and analysis firm.”

jewelry-designer life, the single-mom life, the mom-with-adult-children-and-babies-

The 20 years have given her insight and wisdom she is eager and willing to share.

simultaneously life, and the serial-

TB: How did you transform yourself into an expert in a still new/always changing industry?

SDK: I realized early on the power the internet had and how it was going to change business, and the way people and businesses communicate with (and buy from) one another in big ways. I set out early to plant a flag in the digital space, to learn everything I could, to experiment,

entrepreneur life. Most people will tell you that she’s forgotten more about the

TB: Tell me about some early

build strong networks and not be afraid to

Internet and how to use it for good than

successes? Early struggles?

share my thinking or ideas.

many of us have ever known.

Today’s life? Kramer is running her

SDK: I tend to be a bit of an optimist, so if I had early struggles, I’ve forgotten most

TB: What are the challenges of managing a team in the

companies, V3 Broadsuite, which

of them. I was a single mom for 16 years,

focuses on marketing consultancy,

so there’s the challenge of building a

world today?

and Broadsuite Media Group, aka BMG, a

business and also making sure you’re there

SDK: I have been very fortunate over the

media company; 2016 saw the launching of

for your kids.

years and have built an amazing team.

Futurum Research, a research and analyst firm. Kramer is charged with running the marketing consulting agency and the media company, and her partner runs the research and analyst firm.

There was a time when I took on clients

When you have the skill set that our team

that I didn’t particularly care for because I

possesses, another job is literally available

had kids to feed and bills to pay.

right around the corner. So making sure the

I remember one client who was incredibly

employee experience you create within your

misogynistic, and he was a peach. I would

company is a compelling one, and figuring

Her entrepreneurship began by accident,

lay out a plan and a strategy and he would

out how to give people work that they enjoy,

she said. Bored in a job, and wondering what

question it. Then I learned to bring one of

with clients or projects they enjoy working

else life had to offer, she decided to strate-

my male colleagues along with me, let him

with or on, and making sure they know they

gically plot her next move when she was 34

lay out the same plan and strategy, and he

are valued and appreciated is more impor-

years old.

would think it was the greatest, smartest

tant now than ever before.

“I turned down a ton of job offers that

thing ever.

I’m very proud to have created a culture

came my way as a result, and then those

I couldn’t wait to fire him, and as soon

and an environment that supports working

same people who offered me jobs came

as I had a client or two to replace him, he

women, most of whom are moms. My older

back and asked me to do consulting work

was gone.

kids sacrificed a lot in the early days, when

20

thinking bigger business | april 2019

“ I set out early to plant a flag in the digital space, to learn everything I could, to experiment, build strong networks and not be afraid to share my thinking or ideas.”

- Shelly DeMotte Kramer

TB: What advice would you give a new entrepreneur?

SDK: Try and be true to yourself. Find something that you love to do and apply yourself to that with all you’ve got. You’ll find that doing that will be less of a job and more of a passion project or a personal mission.

That said, you’ve got to make sure that whatever it is you’re building, developing, growing, etc., is something that solves a problem and for which there is market demand.

Develop a trusted network – not comprised of friends. Present your ideas or concepts, ask for your network to poke holes in your hypotheses and/or assumptions about your idea and your audience. Listen to that feedback; it might well be the difference between success and failure.

Shelly DeMotte Kramer

The companies who understand marketing, and who understand their target

I was making my way in the business world.

that I’ve been blessed to have, I’ve been

audiences in a very personal way, and who

They made do without me infinitely more

able to craft a work experience that allows

allocate a budget to marketing that will

than I would have preferred. But that was the

me to be both a business owner and a mom,

way of the world back in those days.

without totally sacrificing my kids’ childhood

Thankfully, with the “second crop” of kids

as a part of the bargain.

allow them to be successful—those are the companies and the brands who win.

Kate Leibsle is a freelance writer in Kansas City. big ideas for small business

21

trending Salinity Salt & Flotation Spa

Salt

of the

Earth

W

hen most people picture a relaxing getaway, floating in a

Salt and flotation spas have recently gained traction across the U.S. following

dark room of saltwater probably isn’t the first

their popularity in Europe. Amerine

thing that comes to mind.

says Salinity is unique in its audio and

But according to Salinity Salt & Flotation Spa’s founder and owner, Terry Amerine,

visual provisions.

“We can virtually transport our customers

salt therapy can be key for overall wellness,

anywhere on earth or even the universe,” he

whether it be for immunity, mental health or

said. “The Salinity concept of combining the

pain relief purposes.

salt, float and audio/visual experience is, as

“Salinity’s goal is to use natural therapies

far as our research shows, unique to our spa.”

to empower the bodily and mental functions

Two rooms (one for adults, one for kids)

of each guest, thereby significantly improving their physical and mental health and

feature dry salt halo therapy, which condenses 99 percent pharmaceutical salt into the

Flotation spa uses salt

wellness,” Amerine said.

airflow. The technique can clear up a head

therapy, magnetic

More than a grain of salt

cold or a sinus infection in under an hour,

energy to cure ailments.

by Claire Martin

22

thinking bigger business | april 2019

Located at 135th and Metcalf in Leawood, Salinity features a variety of services to

Amerine said.

Salinity also offers salt flotation therapy,

improve immune function and overall health.

which allows users to float in a sensory

The half-spa, half-wellness space opened in

deprivation tank. The tank contains 2,000

February 2018.

pounds of salt, making it saltier than the

“The average person breathes 3,200 gallons of air a day,” Amerine explained.

Worth its salt Amerine’s primary goals are to improve

“Salinity puts us in a better position to

local awareness of air quality and salt

educate people on how indoor air quality is

therapy, and to partner with local businesses

affecting their health.”

to create wellness spaces across

After he was diagnosed with Type 1 diabetes in 2014, Amerine left the

Kansas City.

By providing Salinity services to local

commercial printing industry to run his

businesses, Amerine wants to offer healthier

own air testing and remediation company,

alternatives to coffee and energy drinks for

now called Genesis Home Restorations.

boosting mental acuity. Ideally, he’d like to

Following the same mission, Salinity sells an

expand Salinity’s brand nationally.

airborne probiotic system that dramatically reduces allergens, pathogens and transmission of illnesses.

“By partnering with office spaces, allergists and health care organizations, Salinity can provide foundational, daily benefits,”

“We want to show customers how to

Amerine said. “We have a mission to educate

take a proactive and preventative, rather

so we can reduce employee absenteeism,

than reactive, approach to their health,”

change the environment and help

Amerine said.

overall health.”

Dead Sea. The practice has clinically proven benefits for mental health issues—such as depression, anxiety and PTSD—as well as physical ones, like chronic pain and illness.

Lastly, Salinity provides Pulsation Electromagnetic Field (PEMF) treatment, which microscopically expands a person’s capillaries to improve blood flow and circulation.

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“Everything we do at Salinity was specifically designed and clinically proven to help address (circulation and immunity) issues,” Amerine said. “We know that if our customers utilize our spa on a consistent

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fundamental to the therapies it provides. big ideas for small business

23

kc made it Engenious Design

Focus on Experience

Engineering design firm puts creative spin on medical devices.

by Claire Martin

W

hen it comes to designing

prototyping and testing products for a

basement in 2013. Soon after, Engenious

high-tech medical devices,

gamut of electronic medical devices.

began working through the University

Engenious Design in

Overland Park is thinking outside the box.

An engineering design firm located

Co-founders Chris and Holly Justice never intended to start a company, but due to high demand in Kansas City’s limited medical

in the A.L. Huber space off of Interstate

device sector, the husband-wife duo

435, Engenious specializes in designing,

started operating their business out of their

24

thinking bigger business | april 2019

of Kansas incubator, the Bioscience Technology Business Center at the KU Medical Center.

“We never tried to start an engineering firm,” Chris said. “We wanted to create a

value do they have on the creative process?

sent home with them from the hospital, and

Are they really thinking about the consumer

people become attached to them.

experience? How are consumers going to perceive these products? That’s led us to have different disciplines other design shops may not have.”

‘Becoming instant experts’ Engenious currently staffs 19 employees, complete with its own model shop and

“These products, sure, they’re functional, but they’re going to be part of someone’s life, so how do we make those interfaces as easy as the other devices they use in their life? We’re not the only ones thinking this way, but it’s fun to see the industry care more about this experience.”

electronics prototype lab. The engineers and designers draw up blueprints for an endless pool of projects, including mechanical ven-

Continued growth The Justices hope to expand their staff

tilators, surgical tools, heart pumps, urology

and client base in 2019. While based

devices, patient monitors, cancer treatment

primarily in Kansas City, Engenious’ designs

products and solar home lighting systems.

have been produced by manufacturers

“It’s a good attractor of talent. People who love to learn lots of things tend to thrive here,” Chris said. “We’ve become good at becoming instant experts.”

Due to the company’s creative dimension, Engenious puts a unique focus on consumer experience, which includes testing the look

worldwide, including China and India.

They also get calls from the West Coast, thanks to Kansas City’s low regulatory overhead. By partnering with Midwestern companies, Chris explained, medical device companies out west can move to clinical trials more quickly and with lower costs.

and feel of certain products as well as their functionality. Engenious also conducts focus

design firm, which means we have creative people and technical people work on the same product.”

“We’re continuing to diversify our clients

groups with medical professionals to ensure

and at the same time have designers here

their products are as user-friendly

to do the work,” Chris said. “We’re trying to

as possible.

grow in lockstep with each other.

“A lot of our products are with patients for a long period of time,” Holly said. “They’re

“It’s an inexact science, but that’s what keeps it interesting.”

Designing Engenious Chris’ background in electrical engineering and Holly’s background in graphic design and art direction made for an unlikely but innovative symbiosis. While the overlap of their skill sets wasn’t immediately obvious, the two combined expertise to found Engenious: a creative engineering firm.

“Figuring out where our two roles collided, we were unsure,” Holly said. “But soon we realized that while yes, other people develop products, how much of a focus or

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big ideas for small business

25

Q&A Global Prairie

Wide Open

Spaces Global marketing firm expands the frontier of social change.

by Claire Martin

W

hen it comes to fostering social change, the ambition of marketing

firm Global Prairie is borderless.

The KC-based company refers to itself as one-third creative agency, one-third data analytics firm and one-third consulting company. Global Prairie provides consulting services to companies working in quality-of-life sectors including health, agriculture, food, sports, the environment, energy and higher education.

Through its purpose-oriented business model, Global Prairie has donated $11 million in pro bono time, volunteer services and cash donations to civic and charitable organizations since it launched in March 2008. Global Prairie embodies its name through its nine locations across the world, including Brussels and Berlin.

Thinking Bigger sat down with Global Prairie founder, Anne St. Peter, to discuss the company’s international vision, its commitment to social purpose and the rise of the Benefit Corporation (B-Corp) movement.

26

thinking bigger business | april 2019

Anne St. Peter

TB: Tell me how Global Prairie’s story started.

ASP: Eleven years ago, my co-founder Doug Bell and I saw white space in the professional services sector given the movement toward conscious capitalism we saw unfolding in the world of business.

Global Prairie is the first global marketing firm that is employee-owned, a legally registered public benefit corporation, and a certified B-Corp, which underscores that our company puts purpose on a level playing field with profit. Global Prairie has a greater social mission than just making a profit—our intention is to cultivate a healthier world.

When we started researching whether or not there were global marketing consulting firms oriented around employee ownership, public benefit and B-Corp models, we realized there weren’t. And we wanted to be the first. Since our launch in 2008, we’ve seen double-digit growth every year.

TB: Can you expand on what a B-Corp does?

ASP: Certified B-Corporations are businesses that meet the highest standards of verified social and environmental performance, public transparency and legal accountability to balance profit and purpose.

As a legally certified B-Corp, we have to subscribe to certain tenets that are considered atypical in the business world. We pay for best-inclass health care benefits and top-of-the-range salaries; we have fully paid parental leave plans and we have nurseries in all our offices and infant-at-work programs that allow our new moms and dads to bring infants into our workplace until the babies are six months of age.

As a company that consults with our clients on aspects related to environmental sustainability, it is important to us that we live up to these standards as well. We prioritize LEED-certified spaces for our offices and we actively work with our property managers to monitor and manage our energy, water and waste levels in each of our nine offices around the globe.

We also give our employees a portion of their time at work to invest in community causes and nonprofits. Every year, each of our team members gets almost three full weeks of time (117 hours total) during the workday to invest in causes that they’re passionate about.

TB: How does the B-Corp model pair with the growing conscious capitalism movement?

ASP: B-Corps fundamentally believe that business should be a force for good in the world. Global Prairie uses our profits as a means to a greater end — to create positive impact for our employees, for our Kansas City community (and the eight other regions worldwide where we have offices) and for the environment.

We’re proud to be among the top 10 percent of B-Corps globally, and for that ranking we recently won the B the Change Best for the World Award, which honors the leading Benefit Corporations around the world. The award signifies that we are among the top businesses in the world for how we treat our employees.

TB: Lastly, what do you foresee for the future of B-Corps, either in Kansas City or worldwide?

ASP: Whether you look west to California or east to New York, there are a ton of B-Corps. What’s interesting is that the B-Corp movement has gotten very little traction and attention in the Midwest. While we are enormously proud that we were a decade ahead of the trend here in the Midwest, we believe it’s going to explode quickly in the coming decade. big ideas for small business

27

kc entrepreneurs cover story

Doubling Down Joelsette Hernandez-Jones aims to increase revenue at her current firm while starting a new venture. entrepreneurs

year founded

Joelsette Hernandez-Jones

2014

company Information

employees

Pharos Partners 8115 Shawnee Mission Parkway, Suite 100 Merriam, KS 66202 (913) 283-8806 pharoskc.com

3 keys to success

“It’s not just about making the client happy, but also the candidate — it has to be right for both sides.”

type of business

IT & engineering staffing firm

by Claire Martin | photography by Dan Videtich

W

hen Joelsette Hernandez-

women-owned businesses in STEM

American Century Investments. In 2013, she

Jones started her IT and

fields — science, technology, engineering

was managing 10 engineering teams across

and mathematics.

the U.S. and Canada with Cerner — but

engineering staffing firm Pharos Partners in 2014, it was following a decade in IT consultation across several large corporations in Kansas City.

She also earned a spot as an honoree in Kansas City Business Journal’s 2018

something still wasn’t clicking.

“I decided after a few months that the

“Women Who Mean Business,” and she won

position was a collection of all of the jobs I’d

the Hispanic Chamber of Commerce’s 2018

done in the past,” Hernandez-Jones said. “I

my career, and to do that I needed to

“Nuestra Latina” Entrepreneur of the Year.

wasn’t challenged enough.”

start my own company,” she said.

To top it off, she’s a mentee in the Helzberg

“Given my experiences as a consultant,

Entrepreneurship Mentorship Program.

“I wanted to have more control over

I decided to go out and start my own staffing firm.”

Hernandez-Jones has been on a roll lately: For starters, she was recently

“I’ve been very blessed that Pharos’ growth has been consistent, and that growth includes being able to staff nationally now,”

development program through Wells

when Cerner offered her another position: If she took it, her dreams of starting her own business would move to the back burner.

So she declined the offer and got to work

Hernandez-Jones said.

in launching her own staffing firm.

How Pharos Partners began

and staff IT and engineering talent thro-

accepted into 2019’s Million Women Mentors Entrepreneurship Initiative

Hernandez-Jones faced a difficult decision

Pharos Partners primarily works to recruit Before she caught the entrepreneurial

ugh one-on-one consultation “not just

Fargo, which accepted only 12

bug, Hernandez-Jones held IT consulting

behind desks, but also out in the field.” The

women across the country. The program

positions with several prominent busi-

three-person team places high priority on

focuses on capital access, strategic

nesses in the Kansas City area, including

making sure hires are a right fit for both sides

planning and growing networks for

IBM, Cerner, Waddell & Reed, Sprint and

of the position.

28

thinking bigger business | april 2019

Joelsette Hernandez-Jones works alongside two other staff members in their Merriam space, including recruiter Jamie O’Roark (pictured above). “She just has that remarkable spark and character about her that makes her extremely valuable to Pharos,” Hernandez-Jones said of her coworker. big ideas for small business

29

kc entrepreneurs cover story

“It’s not just about making the client happy, but also the candidate — it has to be

Giving back When she’s not raising her four kids and

impact in,” Hernandez-Jones said.

Kathy Cook, the director of

right for both sides,” Hernandez-Jones said.

running her company, Hernandez-Jones

development at Heartland Chamber

“I think it’s the personal touch on both sides

devotes the rest of her free time to chairing

that sets us apart.

Music, said Hernandez-Jones’ enthusiasm

boards for causes that are important to her.

is “contagious.”

“We’re not just trying to fill numbers; we

Those most recently include the Hispanic

“Joelsette is a dynamic leader of the

really work hard to get the right candidates

Chamber of Commerce; MainStream

into the right companies, because that in

board,” Cook said. “She brings a strong

Coalition, the largest bipartisan politi-

turn creates longevity and trust. What’s most

passion for our mission and continuously

cal advocacy group in the U.S.; Central

important to us is being that trusted source

acts as an ambassador to raise awareness

Exchange, an organization that empowers

for our clients.”

about our programs and their impact on

and connects women; the Westside Housing

children in our community.”

Hernandez-Jones’ work with minority-

Organization, which provides housing for

owned businesses means that helping

low-income families; the Kansas City E-Ship

diverse small businesses get certified is a

Coalition through the Kauffman Foundation,

central priority for her. Pharos Partners

which targets cities throughout Kansas

itself has certifications as a woman-owned,

City at risk for gentrification; and Heartland

minority-owned and disadvantaged

Chamber Music, a musical education

business enterprise, which Hernandez-Jones

program for low-income youth founded in

says “opens doors” to working with other

Omaha. Heartland Chamber Music’s initiative

diversity initiatives in Kansas City’s

String Sprouts offers a free program that

business community.

“What’s important to me is being able to help other people in the community get

As part of her position with the Hispanic Chamber of Commerce, Hernandez-Jones travels to Washington, D.C. once a year to lobby for Hispanic small businesses. When conversation turned to representing her community on Capitol Hill, Hernandez-Jones started beaming.

“I think it’s the greatest privilege to have

teaches children from low-income families

a platform to use my voice where so many

how to play violin.

others don’t have that opportunity,” she

“All of these boards are very diversified,

their certifications and help build up their

and they’re all very specific to areas I’m

companies for long-term success,” she said.

passionate about and wanted to make an

said. “It’s been very empowering for me, speaking up and establishing relationships with different politicians on all sides.”

A year of growth With a year of impressive accomplishments under her belt, Hernandez-Jones has even more in store for the upcoming months.

Starting this month, she’s launching a second company.

“I have a hard time turning off my switch,” Hernandez-Jones laughed. “I go pretty much seven days a week.”

Her newest business venture, Pharos Solutions Inc., is a waste management brokerage firm. After interacting with the construction management world in Kansas City, Hernandez-Jones noticed a considerable gap in skilled trades as well as a need for more minority- and women-owned 30

thinking bigger business | april 2019

businesses in construction management.

Pharos Solutions’ mission is to connect construction firms with waste management resources for their projects.

“While waste management may seem very different from staffing, there’s actually a lot of synergy with consulting,” she said.

In the process of scaling Pharos Solutions, Hernandez-Jones plans to devote her next six months to understanding the construction and waste management industries inside and out. From this, she hopes to establish strong partnerships with local construction firms.

“I would have someone, boots on the ground, making sure that what we’ve committed to is done, and done well,” she said. “We’ll be able to broker for these firms, communicate with clients and provide direct reporting and analytics.”

But by no means does her new business take away from her goals with the current one. This year, she aims to double the revenue of Pharos Partners, to get her 8(a) certification and to ultimately become an approved supplier for even more companies throughout Kansas City.

Receiving her 8(a) certification through the U.S. Small Business Administration for Pharos Partners would enable HernandezJones to bid on government contracts.

In addition, her upcoming participation in the Wells Fargo accelerator will allow her Recruiter Jamie O’Roark primarily works through LinkedIn when it comes to fielding IT and engineering talent. “Jamie handles all the recruiting,” Hernandez-Jones said.

“We’re not necessarily looking for people in the job market; we’re searching for people with skills that companies look for.”

to provide staffing for and develop strategic partnerships with national corporations.

“My biggest focus right now is strategic, national growth — to establish more clients and to become an approved supplier for them.

“It’s so exciting,” she said. “I’m ready to go.” big ideas for small business

31

feature Green Businesses

Built’s office space was constructed entirely through recycled materials and DIRTT’s prefabricated, modular tile system. “When you’re creating a company that has this construction solution, you have to think about how you use your own space and your own facilities,” said André Davis, director of corporate engagement and business development.

32

march 2019 thinking bigger business | april 2019

Earth Day Every Day

Local services make it easier for businesses to go green.

by Claire Martin

S

“What’s unique about Built is that we saw that a construction solution could be much more than just an afterthought,” he continued. “Simply creating a space that is flexible gives companies a choice in future-proofing their space without disrupting employees if a space ever

ome of Kansas City’s small businesses have, quite literally,

stepped up to save the world.

In the face of rapid environmental change across the globe, sustainable practices and environmental responsibility are increasingly salient topics of conversation in business communities.

In various ways, little or large, small businesses from industries across KC have approached the green wave from their own angles. These companies have taken a proactive stance in providing solutions for other businesses, all while protecting the environment.

has to change.”

This reconfiguration process includes reusing 70 to 80 percent of a building’s original materials when Built is on the project. The firm repurposes other materials by recycling denim to use as insulation within the walls, melting down aluminum pieces to make new extrusions and reusing glass to make street signs.

Built also uses virtual reality to digitally design its projects, drastically reducing its paper usage.

Built’s premanufactured approach allows for a rapid construction process, more durability, higher-end finishes and easy access

Buil t Built is changing the way the construction industry looks at sustainability from the ground up.

into the cavity of the walls when needed.

The firm is one of the only companies in the country to become a partner with nati-

Headquartered in the Crossroads Arts District, Built was

onal interior construction company DIRTT

founded in August 2015 by David Anderson, Russ Branden,

Environmental Solutions—an acronym for

Mark Brandmeyer and Kerri Brocker. Built has completed projects within the health care, corporate, government, industrial and educational sectors.

Through various practices—such as its automated construction building process, minimizing waste on construction projects and use of recycled materials—Built stays “far ahead of the curve” on offering sustainable solutions, according to André Davis, corporate engagement/business development executive.

“Built leverages its technology platform to build more efficiently because the construction industry hasn’t adapted so easily to current times,” Davis said.

Doing It Right This Time—which specializes in prefabricated automated construction.

Built co-founder and DIRTT representative Kerri Brocker started working with DIRTT 10 years ago. Now, she helps Built’s team to implement DIRTT’s construction technology where it makes sense.

“We’re at this pivotal point where the construction industry is booming in Kansas City, but the question is, how will they keep up? That’s when Built should be seen as a big ideas for small business

33

feature Green Businesses

resource to other general contractors. We actually help them build better and faster while assisting them in working more efficiently and minimize waste,” Brocker said.

Currently, Built has expanded its Kansas City location to include St. Louis, and one of its upcoming projects is the brand new Johnson County Courthouse. Going forward, Davis and Brocker want to continue expanding awareness on green practices within interior construction and waste management.

Alexis Albright, founder and CEO of Exceptional Waste Solutions, works on-site to handle waste management for construction projects.

“(Building interiors) isn’t just a one-time transaction,” Brocker said. “We’re helping companies change their technology, the function of their rooms—chances are, they’re going to grow or move within the next 10 years, and we want them to be able to reuse what they have when appropriate.”

used green-building rating system in the

her company’s move into national markets

world. Its point system, based on various

and to help clients across the country, as

categories of sustainability, ranks buildings

well as to keep promoting LEED adherence.

on different rating levels ranging from “Certified” to “Platinum.”

“Waste management seems simple, but it

E x c e p t i o n a l Wa s t e S o l u t i o n s Like Built, Exceptional Waste Solutions

can be intricate and complicated, especially

“I love giving clients greener options to recycle materials,” Albright said. “Not only is it good for the environment, but it’s cost-effective and it helps their business.”

when LEED reporting is involved,” Albright

also aims to provide green solutions to the

said. “My mission is not only to be a con-

Access Records Management

construction industry.

sultant to these firms and organize soluti-

Access Records Management is adding

ons that fit their budgets and construction

a green streak to a traditional records stora-

gement consulting firm that manages waste

schedules, but also to partner them with

ge company.

removal for construction projects.

vendors who will meet recycling standards

Launched in 2016, EWS is a waste mana-

EWS is a Women’s Business Enterprise (WBE), a Disadvantaged Business Enterprise

and recycle to the correct facilities.”

Albright and the two others on her team

Within its 8,000-square-foot warehouse in Belton, Access Records has provided off-site records storage, shredding and scanning

(DBE) and a Small Local Business Enterprise

work with clients on their projects from

services for companies’ paper documents

(SLBE) headquartered in Kansas City, Mo.

beginning to end, starting in the conceptual

for 11 years.

CEO Alexis Albright was inspired to start EWS after working in construction sales for a Fortune 200 waste company, where she “saw a niche” need for a strong waste management consulting business. In addition to providing waste removal services, such

phase and closing with the waste management services required after a project is finished. EWS also provides direct reporting so companies can analyze how they stack up against their goals.

“There’s no one really like us,” Albright

as portable toilets and dumpsters, EWS

said. “You don’t often have someone who’s

focuses on making sure companies meet

walking hands-on through the project,

recycling certification requirements for their

making suggestions and giving reports

projects such as LEED and Green Globe.

while also providing services such as

LEED (Leadership in Energy and Environmental Design) is the most widely 34

thinking bigger business | april 2019

hauling and recycling.”

Going forward, Albright wants to continue

After noticing the amount of paper that was being put in the shred bins that wasn’t confidential, such as newspapers and magazines, CEO and co-founder Stacie Smith wanted to take a more environmentally friendly approach and created Business Recycling Solutions.

“Many commercial businesses don’t have recycling options for their trash,” Smith said.

“There are a lot of places, especially downtown, where there’s no space for dumpsters, and many companies—especially marketing

Access Record Management’s Stacie Smith and her husband, Brian, receive an award from the Kansas City Royals.

companies—generate a lot of paper.”

For this reason, Smith and her husband Brian provide a recycling service for their

Good Energy Solutions helps local businesses convert to solar power.

person when you call us, not an automation.

reliable energy grid that’s less impacted

I would never want to be impersonal.”

by natural disasters and less vulnerable to

In celebration of Earth Day this year,

clients, which involves driving throughout

Smith’s companies are recycling broken or

the Kansas City area every day to collect

unwanted office chairs April 22-26. The servi-

companies’ recyclable products, such as

ce is open to any business.

nonconfidential paper, cardboard, aluminum and hard plastics.

Business Recycling Solutions also provi-

Good Energy Solutions For 12 years, Good Energy Solutions has

des annual certificates of sustainability to let

been a bright spot in Kansas City’s solar

clients know how much electricity, oil and

power industry.

trees they’ve saved throughout the year. Its

Started in 2007 by Kevin and Shana Good,

green incentive, the “80/20 Challenge,” en-

Good Energy Solutions is a full-service

courages businesses to recycle 80 percent

energy partner that provides consulting

of their trash.

and services within electrical, solar energy,

“One of the reasons we were excited

energy efficiencies and energy manage-

cyber-insecurity.

“Clean energy leads to a healthier planet and a healthier environment for all.”

Good Energy Solutions’ services aren’t only helping keep Kansas City green—they make good business sense, too.

“We combine technologies like energy monitoring and energy storage with solar to help businesses use their energy more efficiently and reduce their demand charges and energy costs,” Kevin said.

Good Energy currently staffs 21 employees and is looking to add to that number in 2019. Some of the company’s upcoming

about recycling was because there are a lot

ment. Its solutions reduce energy use, lower

of offices going paperless,” Smith said. “But

demand charges and create clean energy

power to 10 Commerce Bank locations

many people, when they say they’re paper-

from the sun.

across Missouri and participating in the

less, mean ‘less paper,’ not ‘no paper.’ There

In starting their company, the Goods

commercial projects include bringing solar

construction of a solar farm in Baldwin

are a lot of businesses that still generate

wanted to educate clients on the benefits of

paper and still need a recycling service.”

solar power and energy conservation and to

“The solar industry is rapidly growing,

provide green solutions that help customers

and we continue to see the scale of our

save money.

commercial projects increase,” Kevin said.

Access Records is a woman-owned business that focuses specifically on local customers—and right now, Smith isn’t interested in national expansion.

“I want to stay small because I don’t want

“By helping others go solar, we can help

City, Kan.

“We see increased interest especially in

customers reduce their energy costs and

areas that offer rebates and incentives for

become less reliant on fossil fuels used by

solar like KCMO.

our customer service to be impacted,” Smith

centralized utility power plants,” Shana said.

said. “Our service is on par so that you get a

“Distributed generation can lead to a more

“The opportunity for the growth of our business and a clean energy future is bright.” big ideas for small business

35

25 Under 25 Gala Recap

small business awards

K

ansas City’s small business community gathered Feb. 23 at

the Downtown Marriott Muehlebach Tower to celebrate the 2019 honorees of the 25 Under 25 Small Business Awards. Hosted by Thinking Bigger Business Media and presented by Star Sponsor Affinity Worldwide, the event showcases 25 outstanding companies with 25 or fewer employees.

In addition to the 25 small businesses, the event also honored Burns & McDonnell for its business diversity program, which has helped propel many small businesses, including many 25 Under 25 alumni.

The 25 Under 25 Awards were founded 18 years ago to honor Kansas City’s small businesses for the con-

The 25 Under 25 Class of 2019

tributions they make to the economy and the community. This year’s award winners were selected out of nearly 1,500 nominated businesses.

The awards wouldn’t be possible without the generous support of our sponsors.

36

thinking bigger business | april 2019

Advantage Pressure Pro

Love Letters

Bulldog Professional Inspection Services

Mi Rancho Tequila

Chief of Staff

Midwest Comfort Homes

Digital Maelstrom

Moxi Events

e2E

MSP Consulting

Fresh Approach Cleaning Professionals

My Child Advocate

HMC Performance Coatings

OneHQ

IntegriShield

Otto Service Kansas City

KC Wine Co

Porter Teleo

2019 Sponsors Star Sponsor

Nomination Sponsor

Affinity Worldwide

EAG Advertising & Marketing

C h a m p a g n e To a s t S p o n s o r s

Entrepreneurial Patron Sponsors

Burns & McDonnell

Bank of Blue Valley

Sprint

Basys Processing

Video Production Sponsor The Heisenbergs

Blue Cross Blue Shield of Kansas City CBIZ MHM

Band Sponsor

Kansas City Startup Foundation

Arvest Bank

VIP Reception Sponsors The Kansas City Club

Landmark National Bank Principal Financial Group UMB

Above & Beyond Catering

Alumni Reunion Sponsor Country Club Bank

Block Real Estate Services

Alumni Congrats AnswerPro Nationwide Transportation

Photo Booth Sponsor

& Logistics Services

Elite Events

Alumni After Party Hosts Print Sponsors

Good Energy Solutions

ProPrint Digital

Towner Communications

AlphaGraphics Kansas City

The Roasterie

RedesignKC Shamerrific Shine Smith Mohlman TaxesPlus Tea-Biotics The Running Well Store

Innovators Entrepreneurs Creatives Risk Takers Builders Makers

Umzuzu Subscribe to the free email newsletter www.startlandnews.com/subscribe/

big ideas for small business

37

25 Under 25 Gala Recap

2019 Panel of Judges Katheigh Degen, Twin Financial Alan Farris, Landmark National Bank Daniel Kjergaard, CBIZ MHM Jeff Shackelford, Digital Sandbox KC Christal Watson, Unified Government of Wyandotte County/KCK Michelle Word, Burns & McDonnell

2019 Advisory Board Jeanie Brewster, CertifyNow.Biz Erica Brune, Lever1 Joyce Christanio, Sprint Kathy Peterson, Heartland Seating Kelly Scanlon, Interrobang Services Joe Valenciano, CoreFirst Bank & Trust Michelle Word, Burns & McDonnell Mike Wrenn, Affinity Worldwide

38

thinking bigger business | april 2019

big ideas for small business

39

focus cybersecurity

cyberattacks, hacking and brand fraud. Pair

takes on cybersecurity threats from an IT

that with undefined federal and state

consulting perspective.

policies surrounding internet regulations, and you have an open range for unmonitored criminal activity.

Gayla Huber, founder and CEO of

consumers safe from online outlaws.

IntegriShield, conducted a recent study

14 states and eight countries.

I

magine, for a moment, a wild West where lawlessness rules the terrain and criminals and chaos run amok.

If you can picture it, then you have a close

sense of today’s dark web — with bad actors on the Internet as robbers, and regulatory and tech companies as cops.

“It’s become very affordable to be a bad guy,” Purple Guys founder and CEO Jon Schram said. “There’s no barrier to entry

“We’re the voice at the end of the line

Hill. The study, which tracked 18 lenders

when something doesn’t work,” Schram

over the course of a year, reports that follo-

quipped, referring to The Purple Guys’

wing a 2017 Google policy that limits adverti-

outsourced IT consulting services.

online violations found from 2017 to 2018.

“My biggest concern is that we don’t

Schram explained that in the past two years, online criminal activity has exponentially accelerated. Four to five years ago, a

want clients getting dinged or sued because

bad actor had to be technologically savvy

of unauthorized third-party activity,” Huber

and equipped with money and resources to

said. “Many small business owners are

get away with online crime. Not so anymore,

completely unaware of what they can do about this.”

by Claire Martin

The company currently helps 6,000 users across 170 small- to mid-sized businesses in

sing, fraud accounted for 70 percent of the

to keep businesses,

Purple Guys is his third startup from scratch.

brand protection and regulation company often consulted by researchers on Capitol

Local companies aim

Co-founder and CEO Jon Schram describes himself as a serial entrepreneur, as The

Schram says.

“What’s happened in the last

Fortunately for small

few years is that the tools to

businesses, companies in

commit crimes on the ’net

the realms of IT, regulation

are now readily available

and compliance have taken

for $100 to $200, and they

up the mantle for protecting businesses’ brand integrity and private information.

For founder and CEO Scott Ford,

require almost no technical knowledge,” he said.

“So someone with a bad attitude and a couple hundred bucks can buy a giant

cybersecurity has been a crucial priority

database where everyone’s credentials from

for his consumer-facing software platform,

the last few years are compromised.”

Pepper IoT. “We’ve seen some movement away from

While Schram said that “there is no perfect security,” there are measures that small

the wild, wild West, where distributors of

business owners can easily take to protect

anymore. The number and volume of attacks

devices are realizing that they need to pro-

themselves. Those include setting up a good

have gone through the roof, which is why

tect consumers,” Ford said. “We’re helping to

firewall, establishing a centralized password

you see more small- to mid-sized busines-

change that.”

policy and providing training for end users,

ses being targeted.”

Schram, Huber and Ford and their com-

Dangers of the

panies have each taken their own stances in

W i l d We s t We b

tackling outlaws in the online landscape.

With the rapid shift from on-site storage to cloud-based platforms, small businesses have become more vulnerable than ever to 40

thinking bigger business | april 2019

to name a few. Two-factor authentication is a good example of a cheap and easy practice that can boost a business’ security twofold.

As for The Purple Guys, there’s no shor-

The Purple Guys The Purple Guys, established in 2001,

tage on the business end, thanks to the cybersecurity crisis; plus, the rapid evolution

of cloud-based services is keeping them on

“I think a lot of times, that’s why people

their toes. The company recently expanded

will come to us. We picked up expertise that

protect their customers before things

to the St. Louis market and is looking to grow

just doesn’t exist out there. It’s a combinati-

get bad.”

even further in 2019.

on of technology plus people.”

“We are growing significantly with security

Currently, Huber works with industry

they don’t technically have to in order to

P e p p e r I oT Internet of Things software platform

awareness practice,” Schram said. “We’re

leaders and politicians on all sides of the

offering that to new and existing customers

aisle to educate them on what’s happening

Pepper, founded in 2014 by CEO Scott Ford,

because it’s such a hot topic. That’s a growth

to customers and consumers — and to es-

manages communications between connec-

area for us.”

tablish Internet regulations and policies that

ted devices and people, particularly in the

can be consistently applied nationwide.

household space. Ford started the business

IntegriShield Huber founded IntegriShield in 2012.

Huber explained that in current legislation, following California’s introduction of

when he foresaw the rise of the “connected home,” or a household in which services can be accessed via Bluetooth or WiFi.

Through the company’s proprietary software

the Consumer Privacy Act (CCPA) in 2018,

Integris, Huber and her team monitor the

states are in danger of creating a “patchwork

Internet internationally to protect businesses

system” of regulation policy. This lack

connected home services, and we knew

from brand fraud and marketing violations.

of cohesion will ultimately hurt small

that world was going to explode,”

To date, Integris has been implemented in

business owners, she said.

over 150 countries and in 30 languages.

Huber started her career in marketing data but transitioned to the regulatory technology

“These different regulations from state to state will make it really hard for small businesses to comply,” Huber explained.

“We delivered very high-quality

Ford said. “So we wanted to have an investment in the space.”

Pepper’s home-based services transfer the communication from devices into a

(regtech) and compliance

“We need a federal

cloud infrastructure, which

monitoring field when she

solution — a privacy

features user interfaces and

realized how many busines-

protection rule that

mobile apps. From there,

ses were vulnerable to fraud

everyone can follow.”

Pepper contains and

and unauthorized violations.

Where does one even begin

As for how small businesses can protect themselves

controls the data inside that environment.

when monitoring the entire World Wide

from online threats, Huber advised that

Web? The key, Huber says, is smart queries

owners “be smart” about data collec-

the IoT market

and focused expertise.

tion (“only take what you absolutely

falls into three

need”) and be proactive about taking

sectors: indus-

protective measures.

trial, enterprise

“When we started out, we manually had people looking at this because something had to change,” Huber said. “You can’t just

Many companies, Huber said,

Ford explained that

and consumer.

throw bodies at this. We thought, there’s got

are already taking steps in the

Of the three,

to be another way.”

right direction.

the U.S. consu-

IntegriShield’s services are invaluable for one simple reason: they’re very, very rare.

“There’s no training for what we do. There isn’t one place to go, or one thing you can do to go and learn regulations, across all these industries, across all these countries,” Huber said.

“In Kansas City, everyone is very pro-consumer protection and very pro-business. A lot of what we’re doing with compliance monitoring, it’s a very

mer market is currently most at risk for security threats due to

proactive approach,” Huber said.

“We’ve seen these great companies that are investing in technology where big ideas for small business

41

focus cybersecurity

the importation and sale of cheap,

IoT. It’s the first partnership of its kind to

unregulated devices.

bring this to everyday devices in the marketplace.”

“These really insecure, low-cost devices are coming into the U.S. market and being

Pepper was named one of Startland News’

embraced by retailers, who are selling them

Startups to Watch of 2019, and it currently

at huge volumes,” Ford said. “It’s completely

sells products in 10,000 retail locations

inappropriate for a U.S. consumer to have

across the globe. The software has engi-

personal data sent to other countries throu-

neered nine camera devices into its cloud

gh their devices. Pepper is a solution to that.”

Pepper’s architecture allows

platform, more than any platform of its kind worldwide.

for the protection of users’

Even with these strides, Ford says

personal data — offering

Pepper’s takeoff is just beginning.

much-needed security for

“Our growth is really right now,” he said.

the consumer-facing sector

“There’s no end in sight in terms of crazy

of the IoT industry.

growth because this market is one of the

“We’ve partnered with a very large global cybersecurity firm called

biggest we’ll see in our generations.

“So we’re now set up for a great 2019 and

Kudelski that helps us protect the devices that we integrate into our platform,” Ford said. “That doesn’t exist in consumer

beyond, and we’re setting up partnerships that will leverage our opportunities.”

Content Calendar Here’s what topics are coming up in future editions of Thinking Bigger. Want to be a part of it?

Contact editor@ithinkbigger.com or sales@ithinkbigger.com to learn how to get involved.

42

Month

Focus

Content Deadline

Ad RSVP

Ad Deadline

JUNE

Legal

April 1st

April 26th

May 9th

JULY

Certifications

May 1st

May 29th

June 4th

AUGUST

Eastern Jackson County

June 1st

June 28th

July 2nd

SEPTEMBER

Health Care

July 1st

July 26th

August 1st

OCTOBER

Food Services

August 1st

August 26th

September 3rd

NOVEMBER

South Kansas City

September 1st

October 1st

October 7th

DECEMBER

Manufacturing

October 1st

November 1st

November 4th

thinking bigger business | april 2019

big ideas for small business

43

smart finance

Managing Payables Pays Off Save money and reduce risk with automated systems.

44

thinking bigger business | april 2019

is more efficient for companies. Instead of

on a regular basis, in turn saving the compa-

profitable is no easy task. Business owners

Keeping a business successful and

waiting for vendors to receive payments on

ny time and resources.

need to constantly explore opportunities

a check schedule and fund availability of a

to save money and reduce risk, which is

financial institution, the process is in-house

Is it benef icial to pay by card?

why evaluating payables and commercial

and therefore streamlined.

card options is a good place to start optimizing operations.ns.

A streamlined payables system could be very advantageous for a business, particularly one that’s just starting out. However, payables systems are complex, and there are a lot of components involved with getting a program to work for your business.

In addition, the automation saves on check stock cost, reduces the risk of fraud attempts and cuts down on other fraud prevention service fees.

What are ghost cards and how can my business b e n e f i t f r o m t h e i r u s e?

A ghost card is essentially a virtual credit

There are several upsides to a business paying a vendor by card. One of the most significant benefits is that a business owner can take advantage of the up to 55-day cash float that they won’t get when they pay by check or ACH. When a card is used, the vendor still receives their funds immediately, but the money doesn’t come out of the business’

Below are three questions to ask before

card. Users have a card number, expiration

account until payment is due. This allows the

determining which payables solution is best

date and CVV code they can use to make

business to keep more funds in the bank,

for your growing business.

purchases online, but a physical plastic card

where the money can earn interest or help

is never issued.

the business pay off a loan.

What is payable automation, and why should my businesses implement it?

Payable automation is another way for a company to pay a vendor’s invoice. A payables strategy can flag vendors in the company’s accounting software that are set up to receive card payment and will generate a payment file when invoices are sent to be paid.

There are a tremendous amount of soft costs that go into running vendor payments each week, but a payment file can help reduce these costs.

First, the file can offer streamlined information including vendor name, total dollar amount to be paid and invoice reference numbers.

Next, the file goes to a processor such as Visa to have emails sent automatically to vendors with instructions for them about how to receive their payments. Every day, the company will receive an email to inform them which vendors have accepted payment.

Payable automation saves money and

Ghost cards are managed just like traditional cards but with some extra benefits. Typically, they have a larger credit limit as fraud risk is drastically decreased because there’s no plastic card being used in public.

Ghost cards usually are not titled in a

Eff icient systems go a long way Companies should always be looking for ways to make processes less costly and more efficient. By leveraging payment automation, companies are often able to reduce fraud and overhead. In addition, companies can take advantage of incentives such as

specific person’s name, but rather a de-

rebate programs and discounted vendor pri-

partment’s name or generic name to easily

cing and can also receive detailed reporting

distinguish how the card is being used. For

on payment and remittance.

example, a company could have a human resources card, an accounts payable card or a utilities card.

Ghost cards are a convenient way to

Business owners should consider talking with an expert about how best to manage their payables. Setting up an efficient payable system can go a long way in helping

have recurring payments like phone,

make the company profitable

internet or janitorial services charged

and sustainable.

monthly to decrease check run time and accounts payable processing.

Another way to use a ghost card effectively is for one-time payments to vendors. Instead of entering bills into the accounts payable system for check processing, ghost card users can place the payment on the card. This will eliminate data entry time for the vendors that are not used

Eric Craine is the sales director for commercial card and treasury management at UMB Bank. // eric.craine@umb.com

big ideas for small business

45

smart marketing

How to Generate Leads from B2C Digital Marketing Follow these tactics as part of a measurable campaign to boost business.

Before you begin your digital marketing strategy, there are a few key steps to get you started on the right foot.

• First of all, you need to know exactly who you’re marketing to. Identify the personas for your campaigns — your core consumer base or “character” of your consumers (general characteris-

Email is obviously a central element in the modern world, which makes it a prime medium for marketers.

tics, demographics, interests, habits,

To take it a step further, personalization

etc.) so you have an idea of who your

has a huge impact on marketing effective-

campaign is targeting.

ness, offering a key to improve relevance,

• Next, a competitor audit is a crucial step to gain insight into what others in your industry are doing and to gain ideas about your own strategy.

• Then set goals for your campaign, establish your creative direction and review benchmark data for successful ad campaigns and leads to gather data

build loyalty and drive conversions. In fact, personalized emails deliver six times higher transaction rates. And in an effort to avoid

based on their history or behavior. There are tools for making email personalization easy, like Auto Pilot, a handy tool that allows you to engage at just the right time with personalized email, in-app messages, SMS and postcards.

Paid Search Everyone uses search engines, right? Paid search (PPC or SEM) allows you to use that to your advantage by paying for ads for your

being flagged as spam by new, more strin-

brand show up among results of relevant

gent consumer protection laws, personali-

searches.

zing email content is becoming even more popular among marketers.

Facilitated by new data collection and

The main platform for this is Google AdWords, though Bing Ads and Yahoo! Ads also offer paid search. You can find detailed

analytics technology, marketers have more

guides for each option on the platforms

tools than ever to gain insight into customer

themselves, but there are also a few general

• Finally, make sure every part of your

identities, attitudes, behaviors and intent. In

tips to keep in mind when launching a paid

campaign is trackable — code, links,

short, this gives marketers a valuable toolkit

search campaign:

tags, analytics — so you can measure

to optimize customer experience — to appe-

your efforts. With this, you’ll have the

al to specific needs and preferences, build

and gather a thorough understanding

framework for an organized, targeted

strong relationships and make customers

of the tool before you launch your ads.

and measurable campaign primed to

feel as if an experience or product is made

There will be some trial and error, but

boost your business.

just for them.

since you’re paying for each ad, you

points to test ads.

Read on for more valuable tactics to drive leads for your brand.

46

Personalized Email Marketin g

thinking bigger business | april 2019

Personalized emails should include the user’s first name and feature unique content

• First of all, read all the documentation

want to make sure your ads are as deliberate and researched as

possible to avoid throwing money out the window.

• Then set a detailed strategy for your ads campaign, including specific goals and budget.

• When you’re designing your ads, pay close attention to keywords (a little research goes a long way here) to make your ads as targeted and effective as possible.

• Finally, test different strategies to see which approaches and keywords are

SEO Search engine optimization (SEO) is an

identifying keywords that not only relate to your business but also are ones people are

incredibly powerful tool for lead generation.

actively searching for on a regular basis.

Major search engines such as Google, Bing

Keywords are the lifeblood of any SEO stra-

and Yahoo! rank web pages and other con-

tegy — the keywords you choose to target

tent such as videos and local listings based

will determine the type of traffic you get.

on what the search engine considers most relevant to a search query.

If you’re not using SEO as part of your

Once you’ve conducted the research and have identified the keywords that best fit your website’s goals, incorporate them into

marketing strategy, you’re missing an oppor-

your page titles, meta descriptions, URLs,

tunity to obtain more quality organic leads

image alt text, and page copy and headings.

by attracting more traffic to your website.

These keywords should complement the

There are several techniques to achieve

online sales system.

Valerie Jennings is an early adopter of social media

most effective and above all, track

improved search engine optimization. SEO

since 2005, Valerie Jennings founded Jennings Social

everything. Knowledge is power (and

tools like Moz or Google Keyword Planner

Media Marketing (JSMM) in 2003 at the age of 24 and in

leads), after all.

are game-changers when it comes to

(VBM). // jsmm-vbm.com // valeriejennings.com

2012 founded a second creative agency, Viral Bolt Media

Commercial . Industrial Data/Comm Design Build Utility . Prime MO: 909 Troost, KCMO 64106 KS: 3236 N. 7th St, KCKS 66115

816-842-7023 www.markone.com

big ideas for small business

47

smart management

Taking the Punch How to absorb a business blow.

Kung fu, a martial art form, was developed by the Shaolin monks who reside in the forests of China’s Shaoshi Mountain. Kung fu is both powerful and poetic, borrowing many of its moving poses from insects and animals like the praying mantis and tiger. Shaolin warriors dance with graceful energy and their fighting can yield deadly consequences.

Effective leaders observe the many meaningful parallels between kung fu and business. Take these two main tenets, for instance: • Never Fight: Perhaps counterintuitive, martial artists avoid fighting at all costs. They use their tested skills and mental discipline to disarm and conquer combatants without fighting, saving valuable energy to use in the next battle.

• Redirect Energy: When encountering force of any kind, martial artists don’t attempt to stop an attack. Rather, they redirect it and use their opponent’s energy against itself. The energy they encounter is then turned in their favor.

Here’s an example: An opponent throws a punch at the warrior’s face. Most people would naturally block the blow with their arm, absorbing the energy into their body. Kung fu masters, on the other hand, know this would result in absorbing the energy, causing pain to their arm or, worse yet, a broken bone.

Instead, martial artists skillfully pivot their body to avoid the blow and gently guide the opponent’s punching arm to pass by and fall to the ground. Consequently, Shaolin warriors use minimal energy to step aside and bypass their opponent. The opponent’s energy is not absorbed; it burns out. And, in some cases, the opponent returns with respect and awe, becoming an evangelical supporter.

For sure, master martial artists can easily win against an aggressor.

But the best martial artists avoid all fights and turn their “enemies” into their friends.

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thinking bigger business | april 2019

A B l o w t o Yo u r B u s i n e s s Effective leaders apply this technique

business. Those that did survived; those

blows always surprise you?

that didn’t went down with the punch.

• Are you forecasting market transitions?

whenever they encounter obstacles, using the least amount of energy possible.

Learning how to deal with difficult market

• Have you tested new marketing

Anticipating the Punch

campaigns?

Technology and market revolutions are

• Are you continuously improving

conditions or a negative client’s energy,

happening constantly all around us. We can’t

for example, can yield your business

see all of them, and it takes real effort and

your organizational skill-sets such as

tremendous results.

sometimes brilliance to anticipate.

strategic planning?

Inevitably, business blows can’t be eliminated. Challenging forces of all shapes

business blows and pivoting when

and sizes are thrust upon us day in and

necessary. They continuously seek counsel

day out. Your ability to predict, manage and

to improve their self-awareness and

respond to them, however, often defines

challenge themselves with confronting

your success. Whenever possible, you can

If you’re constantly shocked and

Effective leaders are always bypassing

unprepared for negative forces, perhaps it’s time to take a serious look at how you forecast and prepare for business challenges.

Successful leaders know not just how to

questions, such as:

turn these forces to your benefit.

Here’s one example of a dramatic business blow—the transformation of an entire industry: Circa 1995, cellular phone technology

defend against business blows, they are also

• Where are your most difficult business

able to predict, plan and redirect them for

challenges coming from?

their own benefit.

• Can you predict your obstacles with

Joe Lieberman is a professional speaker, author and

enough time to respond, or do business

coach with years of successful entrepreneurial experience. // joe@DragonsAndEnemies.com.

emerged and changed the way we all communicate. It’s hard now to imagine a world without cellphones.

New Entrepreneurs Need Your Help!

Savvy payphone industry businesses knew that cellular technology would be devastating to their survival. (Within a few short years, cellphones quickly decimated the entire industry.)

Skilled business leaders – like the highly trained Shaolin warriors - could see the force coming and knew they could not withstand the blow. They knew they would need to radically shift their business model to survive. In so doing, they identified their internal transferrable skill sets (skills that could be transferred to new profit centers like field sales, customer service and equipment repair) and redirected their energies into new business channels.

Many saw the “business blow” was coming. Rather than ignore it and take

www.kansascity.score.org

Volunteer and join our professional team offering free mentoring/workshops.

SCORE is a non-profit partner of the Small Business Administration

the punch head-on, they “danced” with these new forces to transform their big ideas for small business

49

big shots

brew off In February, two architecture and design firms competed in the inaugural Brew Off hosted by Freedom Interiors. DRAW Architecture + Urban Design faced Clockwork Architecture + Design. The two firms made beer at Brew Lab in Overland Park — DRAW Scribble Stout and Clockwork Orange Saison. Clockwork’s brew edged out a win with 51 percent of votes.

coworking

grand opening City Barrel Brewing Co. opened in February at 1740 Holmes in Kansas City’s Crossroads Arts District and celebrated with a ribbon cutting. The brewery was founded by James Stutsman, Grant Waner and Joe Giammanco.

50

thinking bigger business | april 2019

LOOKING FOR A UNIQUE OFFICE EXPERIENCE THAT WILL IMPRESS YOUR CLIENTS? THE BOX WILL PROVIDE BUSINESSES, CONTRACTORS, FREE-LANCERS, ENTREPRENEURS WITH AN EXCEPTIONAL LOCATION WITH AN AFFORDABLE CO-WORKING SPACE TO GROW YOUR BUSINESS.

Wake Up to New Opportunities Learn From KC’s Movers, Shakers & Deal Makers.

Join us for Thinking Bigger’s quarterly Big Breakfast.

We host some of Kansas City’s brightest small business leaders who share their knowledge and insight on their area of expertise.

Thursday, June 13

Greater Kansas City Chamber of Commerce Board Room Union Station // First Floor 7:30 a.m. – 9 a.m.

$25 RSVP at 913-432-6690 or ithinkbigger.com. This is an inspiring and thought-provoking breakfast you don’t want to miss!

A BIG Thanks to our Sponsors: Presenting Sponsor:

Sponsors:

big ideas for small business

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