1 00:00:00,000 --> 00:00:01,110 Jess Dewell: There's a stuckness. 2 00:00:01,590 --> 00:00:02,850 Communication has lagged. 3 00:00:02,850 --> 00:00:04,140 People are spread too thin. 4 00:00:04,140 --> 00:00:05,850 They don't know how to get out of their own way. 5 00:00:06,420 --> 00:00:10,080 Those are the types of things that we solve, and it's not immediate. 6 00:00:10,260 --> 00:00:15,210 So these are companies that really recognize and individuals in companies 7 00:00:15,210 --> 00:00:20,880 that understand the power of taking the time, building some really good 8 00:00:20,880 --> 00:00:26,640 habits, and being able to leverage what's good without starting over. 9 00:00:32,970 --> 00:00:35,480 David Shriner-Cahn: Welcome to Smashing the Plateau. 10 00:00:35,985 --> 00:00:39,584 We help consultants, coaches, entrepreneurs, and small business 11 00:00:39,584 --> 00:00:43,724 owners build their business after a long career as an employed professional. 12 00:00:44,535 --> 00:00:47,595 We believe you should be able to do what you love and get paid 13 00:00:47,599 --> 00:00:49,364 what you're worth, consistently. 14 00:00:49,785 --> 00:00:52,464 I'm your host, David Shriner-Cahn. 15 00:00:52,694 --> 00:00:56,025 Today on Smashing the Plateau, I'm speaking with the managing partner 16 00:00:56,025 --> 00:00:57,645 of Red Direction, Jess Dewell. 17 00:00:58,425 --> 00:01:02,730 In today's episode, you'll learn how to get out of your own way when communication 18 00:01:02,730 --> 00:01:05,099 is lagging and people are spread too thin. 19 00:01:05,580 --> 00:01:07,830 Stay with us to hear all the details. 20 00:01:08,670 --> 00:01:10,289 Are you building a community? 21 00:01:10,920 --> 00:01:15,490 Check out Circle, the all in one community platform for creators and brands. 22 00:01:16,130 --> 00:01:20,835 Bring together engaging discussions, members, live streams, chat, 23 00:01:20,925 --> 00:01:25,244 events and memberships all in one place, all under your own brand. 24 00:01:25,604 --> 00:01:29,205 Circle is the platform we use in the Smashing the Plateau Community. 25 00:01:29,595 --> 00:01:34,634 I love the way Circle puts your people, discussions and content all in one place. 26 00:01:34,994 --> 00:01:41,035 Get a free 14- day trial of Circle at smashingtheplateau.com/circle. 27 00:01:41,294 --> 00:01:44,495 That's smashingtheplateau.com/circle. 28 00:01:45,014 --> 00:01:46,875 Now let's welcome, Jess Dewell. 29 00:01:47,475 --> 00:01:51,585 Jess charts courses for resilient, growth oriented companies. 30 00:01:51,825 --> 00:01:55,815 She is a consensus builder, culture advocate and operational 31 00:01:55,815 --> 00:01:59,415 executive, with more than two decades of business experience. 32 00:02:00,225 --> 00:02:04,570 Sometimes you simply require a little help to spark that business motor 33 00:02:04,570 --> 00:02:08,979 into a rip roaring mode of priority setting, problem solving and goal 34 00:02:08,979 --> 00:02:10,660 attainment to maximize effort. 35 00:02:11,290 --> 00:02:14,740 Working closely with Jess, you learn to ask the right questions 36 00:02:14,740 --> 00:02:16,570 and think effectively on your feet. 37 00:02:17,140 --> 00:02:20,500 Jess is nationally recognized for her understanding that the 38 00:02:20,500 --> 00:02:24,100 interplay of constraints and growth are where achievement happens. 39 00:02:24,885 --> 00:02:30,015 Jess is a strategic business advisor and facilitator of the CEO Infusion 40 00:02:30,015 --> 00:02:35,205 Mastermind, Fast Track Your Business and producer of the Bold Business Podcast. 41 00:02:35,325 --> 00:02:36,615 Jess, welcome to the show. 42 00:02:36,915 --> 00:02:38,925 Jess Dewell: Hey, thanks for having me, David. 43 00:02:38,925 --> 00:02:42,705 I am so glad to be here today with you and, I'm listening 44 00:02:42,705 --> 00:02:44,279 to the introduction of myself. 45 00:02:44,279 --> 00:02:46,259 And I'm always surprised when I hear it. 46 00:02:46,259 --> 00:02:48,989 I don't know if you get that way when you hear people read your bio. 47 00:02:49,529 --> 00:02:51,329 David Shriner-Cahn: Depends, whether I give them the short 48 00:02:51,329 --> 00:02:52,649 version or the long version. 49 00:02:53,239 --> 00:02:56,639 The shorter, the version, the less I'm surprised but, okay. 50 00:02:56,909 --> 00:02:57,149 Yeah. 51 00:02:57,569 --> 00:03:00,029 What surprised you about your introduction? 52 00:03:00,117 --> 00:03:02,667 Jess Dewell: Every once in a while that two decades thing catches me. 53 00:03:02,667 --> 00:03:04,677 I'm like, Ugh, it's actually been that. 54 00:03:04,797 --> 00:03:09,957 And then I'm like, oh, and that's plus four now or something close on that front. 55 00:03:09,957 --> 00:03:12,477 And then, oh yeah, we do a lot. 56 00:03:12,507 --> 00:03:16,077 We do a lot at Red Direction is really what that was for me this 57 00:03:16,077 --> 00:03:17,267 morning, and I was a little proud. 58 00:03:17,334 --> 00:03:20,420 David Shriner-Cahn: You should be proud, a lot goes into our work and our 59 00:03:20,420 --> 00:03:24,260 lives, and there's nothing wrong with being proud of our accomplishments. 60 00:03:24,470 --> 00:03:25,460 Jess Dewell: Cheers. 61 00:03:25,850 --> 00:03:26,450 Cheers. 62 00:03:26,450 --> 00:03:27,440 Yes, David. 63 00:03:27,800 --> 00:03:30,170 David Shriner-Cahn: So that being said, what's one thing 64 00:03:30,170 --> 00:03:31,340 that you're super proud of. 65 00:03:32,030 --> 00:03:32,870 Jess Dewell: Just one, 66 00:03:32,905 --> 00:03:34,651 David Shriner-Cahn: one to start okay. 67 00:03:34,791 --> 00:03:37,435 Jess Dewell: That's so if I were to just be anchored in this 68 00:03:37,435 --> 00:03:39,055 moment here, present with you. 69 00:03:40,435 --> 00:03:48,910 The thing that I am most proud of is, the clients that I have helped over the years. 70 00:03:49,510 --> 00:03:56,050 Because, when we talk about achievement, one of my specialties happens to 71 00:03:56,050 --> 00:03:59,770 be sharing the limelight with other people so that they can learn to 72 00:03:59,770 --> 00:04:04,690 shine, and then I can step away and they can stay in their own limelight. 73 00:04:04,690 --> 00:04:07,720 They have their own light that they didn't even know they had, to lead 74 00:04:07,725 --> 00:04:10,730 their business to achieve their goals, to make the changes that they want to 75 00:04:10,750 --> 00:04:12,663 make in their life and their business. 76 00:04:13,053 --> 00:04:19,628 And that's pretty powerful because, sometimes it's scary to walk alone. 77 00:04:19,628 --> 00:04:24,518 And sometimes it's nice to have somebody who knows what's going on and has 78 00:04:24,518 --> 00:04:27,008 been there or can relate in some way. 79 00:04:27,128 --> 00:04:28,838 And so I, I am proud of that. 80 00:04:28,838 --> 00:04:33,878 I am proud of being able to help people reach their goals and in the 81 00:04:33,878 --> 00:04:37,118 same process, in the same vein, then when they're reaching their goals, 82 00:04:37,118 --> 00:04:40,898 I'm achieving mine because I've helped them not need somebody like me anymore. 83 00:04:41,898 --> 00:04:45,048 David Shriner-Cahn: I mean to me, it feels a little bit like, like being a parent, 84 00:04:45,185 --> 00:04:50,525 when you see a client, particularly one that has gone through some really 85 00:04:50,525 --> 00:04:55,012 rough stuff or they were in a place where, and I know this has happened 86 00:04:55,017 --> 00:04:56,062 to me, I'm sure it's happened to you. 87 00:04:56,062 --> 00:04:57,412 I'd love to hear some of your stories. 88 00:04:57,922 --> 00:05:02,002 I've had clients where I look at the situation they're in and I think. 89 00:05:02,647 --> 00:05:05,287 How the heck are we going to get past this? 90 00:05:05,287 --> 00:05:07,117 How can I help them get past this? 91 00:05:07,205 --> 00:05:10,835 and those are the ones that they're definitely not easy. 92 00:05:11,105 --> 00:05:13,515 They're often not quick to resolve. 93 00:05:13,585 --> 00:05:17,455 And then something happens and things turn around. 94 00:05:17,460 --> 00:05:21,174 I'm thinking about, in my case, two clients like this that were 95 00:05:21,174 --> 00:05:28,384 in real struggles personally, financially, it looked like. 96 00:05:28,384 --> 00:05:32,056 the odds were against them succeeding as entrepreneurs. 97 00:05:32,626 --> 00:05:40,036 And again, in both of these cases, I'm going to say it was probably, I know for 98 00:05:40,036 --> 00:05:46,216 sure, it was more than two years of hard work to really put the pieces in place 99 00:05:46,246 --> 00:05:52,756 that have had, have resulted in game changing business where business is now, 100 00:05:53,461 --> 00:05:56,581 in both cases, financially successful. 101 00:05:57,151 --> 00:06:00,001 They have client work, that's really personally rewarding. 102 00:06:00,421 --> 00:06:06,781 Their personal situation has improved in part because the money helps relieve 103 00:06:06,781 --> 00:06:08,431 some stress in your personal life. 104 00:06:08,581 --> 00:06:11,304 so it's, it's not such a terrible thing to make some more money 105 00:06:11,304 --> 00:06:14,274 so that you can afford things, that'll make your life easier. 106 00:06:14,484 --> 00:06:15,324 Jess Dewell: Absolutely. 107 00:06:15,659 --> 00:06:15,899 David Shriner-Cahn: Yeah. 108 00:06:15,899 --> 00:06:20,489 So I'd love to hear some of your stories of how you have really felt 109 00:06:20,489 --> 00:06:22,439 good about seeing your clients succeed. 110 00:06:23,099 --> 00:06:23,679 Jess Dewell: Sure. 111 00:06:23,704 --> 00:06:25,444 there are a couple that come to mind. 112 00:06:25,504 --> 00:06:30,364 One is the CEO of a company who came to me and said, I can't 113 00:06:30,369 --> 00:06:31,954 grow no matter how hard I try. 114 00:06:32,224 --> 00:06:37,319 Every time we make the investment in people, something happens and, everything 115 00:06:37,319 --> 00:06:39,479 is wonky and we end up contracting again. 116 00:06:40,019 --> 00:06:44,590 And we started out that relationship with a one year contract. 117 00:06:44,980 --> 00:06:45,940 This is what we're going to do. 118 00:06:45,940 --> 00:06:46,900 This is when we're going to meet. 119 00:06:46,900 --> 00:06:52,090 And all of the work that we do at Red Direction is based in accountability. 120 00:06:52,090 --> 00:06:56,479 So when I'm working with somebody, we have a system with which we're coming 121 00:06:56,479 --> 00:07:00,199 back to and on regular intervals, we're checking into these, into 122 00:07:00,199 --> 00:07:01,639 the work that needs to be done. 123 00:07:01,644 --> 00:07:07,954 And, are the people in the company that I'm working with, that could be 124 00:07:07,954 --> 00:07:09,664 one person that could be three people. 125 00:07:10,474 --> 00:07:13,774 Are they successfully completing what I call a present retreat. 126 00:07:14,194 --> 00:07:17,974 And once they can get that, to your point light bulbs turn on. 127 00:07:18,034 --> 00:07:21,994 So for this particular company, during that year, it was, it 128 00:07:21,994 --> 00:07:23,524 usually is around month seven. 129 00:07:23,554 --> 00:07:25,444 People are like, I want instant change. 130 00:07:25,774 --> 00:07:26,854 And I'm like, sure. 131 00:07:27,064 --> 00:07:28,774 And they're how about three months? 132 00:07:28,954 --> 00:07:36,124 No 12, because we have to get out of our own way and we have to try all of 133 00:07:36,129 --> 00:07:39,214 the things and somebody has to be there as we're knocking our head against the 134 00:07:39,214 --> 00:07:43,084 wall, thinking we know what's going on, we just needed a little edge. 135 00:07:43,084 --> 00:07:46,870 And that person that we brought in to help us in this consulting and coaching 136 00:07:46,870 --> 00:07:48,575 role could just push us over the edge. 137 00:07:48,945 --> 00:07:51,620 We really what we're doing, right David, is we're helping 138 00:07:51,620 --> 00:07:53,330 them look at things differently. 139 00:07:53,480 --> 00:07:58,272 We're helping them see the world in a view in a slightly different vein. 140 00:07:58,313 --> 00:07:59,510 it could be a different direction. 141 00:07:59,510 --> 00:08:02,880 It could be a different facet of a gem, whatever your favorite, 142 00:08:02,880 --> 00:08:04,329 idea or imagery could be. 143 00:08:04,859 --> 00:08:07,949 And it's about that month seven, that the first big 144 00:08:07,949 --> 00:08:09,659 breakthrough happens and all, and. 145 00:08:10,334 --> 00:08:12,044 A big light bulb moment. 146 00:08:12,104 --> 00:08:16,514 If we are across the country, I could look the direction that the client is away from 147 00:08:16,514 --> 00:08:21,179 Kirkland, Washington, and I could see the sky light up, it, it, you feel it, that 148 00:08:21,179 --> 00:08:23,237 energy is there and it comes through. 149 00:08:23,237 --> 00:08:26,879 and once that first spark happens, you're right. 150 00:08:26,909 --> 00:08:32,099 There is sometimes a cascading effect and sometimes it's a release, so 151 00:08:32,099 --> 00:08:37,589 that a little bit more depth can be looked at for the problem that's at 152 00:08:37,589 --> 00:08:39,719 hand to continue to work forward. 153 00:08:39,809 --> 00:08:43,019 And that's a client that after our initial consulting agreement for a 154 00:08:43,019 --> 00:08:48,359 year, what we end up doing is we're touching base quarterly and two to 155 00:08:48,359 --> 00:08:53,219 three times a year, we do strategic offsite, so that the work that they've 156 00:08:53,219 --> 00:08:55,494 been doing, can still be practiced. 157 00:08:55,499 --> 00:08:57,144 They're doing all of the work on their own. 158 00:08:57,149 --> 00:09:00,594 This is a great leadership team and they just want to make sure they 159 00:09:00,594 --> 00:09:01,764 don't have any more blind spots. 160 00:09:01,764 --> 00:09:04,824 They want to make sure they haven't left any accountability on the table. 161 00:09:04,824 --> 00:09:07,914 And it's all baked in to where they're going and what they're doing. 162 00:09:08,574 --> 00:09:08,754 David Shriner-Cahn: Yeah. 163 00:09:08,874 --> 00:09:13,344 So is your role kind of a combination of strategic and operational 164 00:09:13,396 --> 00:09:14,771 or how do you describe it? 165 00:09:15,221 --> 00:09:18,371 Jess Dewell: Yes, it is very strategic and operational. 166 00:09:18,371 --> 00:09:21,904 So if a company knows where they want to go, we look at exactly where 167 00:09:21,904 --> 00:09:25,144 they're at, and the gap between where they're at and where they want to go. 168 00:09:25,234 --> 00:09:29,244 And then we start breaking down and understanding, what do you have? 169 00:09:29,304 --> 00:09:30,684 So here's the operational side. 170 00:09:30,684 --> 00:09:33,294 And sometimes it's people and sometimes it's process. 171 00:09:33,299 --> 00:09:35,724 And usually it's a mix of both. 172 00:09:36,414 --> 00:09:37,794 It what's available? 173 00:09:38,064 --> 00:09:39,384 Where are the hangups? 174 00:09:39,534 --> 00:09:41,334 What do we see happening? 175 00:09:41,334 --> 00:09:47,229 And how do we take what's working to actually leverage that, operational growth 176 00:09:47,229 --> 00:09:52,929 forward that revenue growth forward, that personal development piece forward, 177 00:09:53,109 --> 00:09:57,189 which means then at that last one, that personal development piece, what ends 178 00:09:57,194 --> 00:10:00,249 up happening is all of us get better. 179 00:10:00,489 --> 00:10:02,349 All of us, we get better at communicating. 180 00:10:02,349 --> 00:10:03,519 We get better at listening. 181 00:10:03,519 --> 00:10:07,874 We get better at understanding and remembering, oh, yeah, we set that goal. 182 00:10:08,024 --> 00:10:08,534 Oh yeah. 183 00:10:08,534 --> 00:10:10,244 That's where we're going in five years. 184 00:10:10,394 --> 00:10:10,874 Oh yeah. 185 00:10:10,874 --> 00:10:15,344 We made this initiative 18 months from now and the decisions I'm making today in 186 00:10:15,349 --> 00:10:20,924 this moment actually are affecting that when we can have that, awareness projected 187 00:10:20,929 --> 00:10:23,264 forward, I call that a true success. 188 00:10:23,264 --> 00:10:24,974 And that means a company is on their way. 189 00:10:25,649 --> 00:10:29,549 I can come in and facilitate instead of due strategy and operations. 190 00:10:29,849 --> 00:10:32,099 And then of course, add that piece back in. 191 00:10:32,279 --> 00:10:35,609 When do you need a little bit more, make sure that the company has a 192 00:10:35,609 --> 00:10:40,707 voice, make sure that the CEO is not the good cop or the bad cop, but the 193 00:10:40,917 --> 00:10:45,867 person that is guiding something that a group of people have agreed to do. 194 00:10:46,287 --> 00:10:49,077 David Shriner-Cahn: Jess, is there an assumption that there is good product 195 00:10:49,077 --> 00:10:50,607 market fit for what the company. 196 00:10:51,937 --> 00:10:52,687 Jess Dewell: Not always. 197 00:10:53,227 --> 00:10:57,697 I would say, by the time companies come and work with me, David, they 198 00:10:57,697 --> 00:11:00,537 know how to keep the lights on and they've hit a growth plateau. 199 00:11:01,192 --> 00:11:05,422 So to the point of product market fit, that's already been 200 00:11:05,422 --> 00:11:07,072 figured out for the most part. 201 00:11:07,252 --> 00:11:11,964 If they have been trying to break into a new market there's product market fit for 202 00:11:11,964 --> 00:11:16,044 the, either the market or the product that they're trying to bring to the market, 203 00:11:16,344 --> 00:11:18,054 and there can be work done in that. 204 00:11:18,059 --> 00:11:21,144 But for the most part, we're breaking through the growth plateau and 205 00:11:21,144 --> 00:11:24,234 leveraging what they've already done and what they've already figured out. 206 00:11:24,304 --> 00:11:29,734 David Shriner-Cahn: And the way you run a company that may be, it's size today and 207 00:11:29,734 --> 00:11:34,744 the way you would run it, if it's double the size or five times the size or 10 208 00:11:34,744 --> 00:11:36,994 times, the size can be quite different. 209 00:11:37,669 --> 00:11:38,449 Jess Dewell: Correct. 210 00:11:38,539 --> 00:11:41,449 Oh, and you know that, I know, you know that 211 00:11:41,719 --> 00:11:41,869 David Shriner-Cahn: yeah. 212 00:11:41,869 --> 00:11:43,189 I've seen this happen many times. 213 00:11:44,119 --> 00:11:45,439 Jess Dewell: Exactly. 214 00:11:45,679 --> 00:11:46,249 Yeah. 215 00:11:46,309 --> 00:11:46,789 Yeah. 216 00:11:47,029 --> 00:11:48,799 And we have to get out of our own way. 217 00:11:49,009 --> 00:11:52,789 And sometimes we have, even with our best interests, we're in our own way. 218 00:11:52,789 --> 00:11:54,439 And we're accidentally in other people's way too. 219 00:11:55,009 --> 00:11:55,249 David Shriner-Cahn: Yeah. 220 00:11:55,249 --> 00:11:56,089 It's usually both. 221 00:11:56,389 --> 00:11:56,629 Yeah. 222 00:11:56,659 --> 00:11:59,299 Just tell me a little bit about your own career and how you ended 223 00:11:59,299 --> 00:12:01,349 up in this particular kind of role. 224 00:12:02,109 --> 00:12:05,809 Jess Dewell: So, I still don't know what I want to be when I grow up, David. 225 00:12:05,869 --> 00:12:10,279 I have a lot to do, and I have a lot to figure out and I have a lot to try. 226 00:12:10,999 --> 00:12:15,559 So my first company, I was one of four owners. 227 00:12:16,369 --> 00:12:22,219 We ended up selling two years after the company had started and we sold for a lot 228 00:12:22,219 --> 00:12:24,139 of money to a publicly traded company. 229 00:12:24,499 --> 00:12:26,599 And I had just dropped outta college. 230 00:12:26,599 --> 00:12:37,069 I was 21 and here I was, needing to obtain an earn out and grow this company to get 231 00:12:37,069 --> 00:12:38,689 all of the money, which by the way we did. 232 00:12:38,694 --> 00:12:40,069 So I'll say yay to that. 233 00:12:40,074 --> 00:12:42,409 David Shriner-Cahn: Wait, so this was a company that, that you started 234 00:12:42,409 --> 00:12:44,449 while you were in college, correct. 235 00:12:44,569 --> 00:12:44,929 Okay. 236 00:12:45,319 --> 00:12:47,299 Jess Dewell: This is a company started while I was in college. 237 00:12:47,539 --> 00:12:52,039 We ended up dropping out and moving from Kansas to Seattle to take it 238 00:12:52,039 --> 00:12:53,773 full time, To be all in full time. 239 00:12:53,773 --> 00:12:56,983 And then a company in Minnesota bought us. 240 00:12:57,593 --> 00:13:02,713 And what I thought was the most fabulous opportunity. 241 00:13:02,743 --> 00:13:07,873 And in hindsight, the greatest gift, even though it was really crunchy during 242 00:13:07,873 --> 00:13:09,703 that time was this concept of growth. 243 00:13:09,733 --> 00:13:13,213 And I found out the things that I actually do naturally were the 244 00:13:13,218 --> 00:13:16,378 things that helped us achieve that are now, which was, we had to look. 245 00:13:16,648 --> 00:13:16,978 Okay. 246 00:13:17,003 --> 00:13:18,093 we had product market fit. 247 00:13:18,093 --> 00:13:19,683 We were attractive, we got acquired. 248 00:13:19,953 --> 00:13:23,223 So how do we grow what we have, because we really didn't have the 249 00:13:23,223 --> 00:13:28,323 time or the energy and definitely not the margin to get the earn out plus. 250 00:13:28,413 --> 00:13:31,773 So grow the company through, through new product, we had to 251 00:13:31,983 --> 00:13:33,423 leverage our existing product. 252 00:13:33,733 --> 00:13:36,612 And I was like, how do we do. 253 00:13:36,697 --> 00:13:39,607 And I just went to the clients and I looked at them and I grouped 254 00:13:39,607 --> 00:13:41,376 them and I said, Hey, the best. 255 00:13:41,376 --> 00:13:42,456 And we know this, right? 256 00:13:42,456 --> 00:13:44,960 This was something, this is, existing clients are always more 257 00:13:44,960 --> 00:13:46,790 profitable than acquiring new clients. 258 00:13:47,030 --> 00:13:50,059 So I looked at that and I said, who are my tier three companies? 259 00:13:50,119 --> 00:13:55,294 And what would it, what do they need to be solid tier threes and maybe get, a certain 260 00:13:55,294 --> 00:13:57,034 percentage of them, up into tier two. 261 00:13:57,364 --> 00:13:59,434 And then I did the same thing for our tier two clients. 262 00:13:59,464 --> 00:14:03,604 How do I get these tier two clients, super solid and growing. 263 00:14:04,354 --> 00:14:07,294 And then maybe we get another tier one client out of that. 264 00:14:07,864 --> 00:14:10,774 And that was my focus and that is what we worked on. 265 00:14:10,774 --> 00:14:14,674 And so we made tier three companies and by the way, this was an eCommerce company. 266 00:14:14,674 --> 00:14:16,384 So this was when eCommerce was brand new. 267 00:14:17,044 --> 00:14:21,095 And Nobody was really talking about how e-commerce it was like a bolt-on piece 268 00:14:21,335 --> 00:14:25,445 of a business, just like some people still look at their websites, sadly 269 00:14:25,505 --> 00:14:27,815 as bolt-on pieces to their businesses. 270 00:14:28,115 --> 00:14:29,315 It was that time. 271 00:14:29,675 --> 00:14:33,995 And my job was to make, help them think differently about it and integrate 272 00:14:33,995 --> 00:14:37,595 it from the inside instead of have it have e-commerce being bolted on. 273 00:14:37,925 --> 00:14:40,655 And that was the secret to our success at that time. 274 00:14:41,810 --> 00:14:45,230 David Shriner-Cahn: So from that point for, so you were 21 and you 275 00:14:45,590 --> 00:14:48,170 sold a company, you got some cash. 276 00:14:48,380 --> 00:14:48,770 Yep. 277 00:14:48,890 --> 00:14:50,720 And did you go back to school? 278 00:14:51,500 --> 00:14:52,250 Jess Dewell: Eventually. 279 00:14:52,490 --> 00:14:55,070 I worked for the acquiring company for a long time. 280 00:14:55,075 --> 00:15:00,533 I did, I was, I not only ran, the company that I started with the 281 00:15:00,533 --> 00:15:04,343 three other people we were acquiring, I was part of the acquiring team. 282 00:15:04,403 --> 00:15:06,353 And we would acquire companies like mine. 283 00:15:06,353 --> 00:15:09,503 And so I ran an entire portfolio of companies that were separate, 284 00:15:09,503 --> 00:15:12,983 but exactly the same underneath just different technologies. 285 00:15:12,983 --> 00:15:16,433 And so we were looking at that growth model and continuing to leverage 286 00:15:16,463 --> 00:15:17,843 that over the course of time. 287 00:15:18,263 --> 00:15:19,553 And then, yeah, I did. 288 00:15:19,553 --> 00:15:20,873 I had this calling back. 289 00:15:21,143 --> 00:15:23,513 I had made a commitment to myself to go to college. 290 00:15:23,513 --> 00:15:27,718 Neither of my parents graduated from college and, it was a big deal to me. 291 00:15:27,718 --> 00:15:32,278 So I started college in 1996 and I finished college in 2006 292 00:15:34,108 --> 00:15:38,218 So there was a point in time that it made sense to start having that conversation. 293 00:15:38,223 --> 00:15:41,428 And the conversation was, Ooh, I'm so excited. 294 00:15:41,728 --> 00:15:45,742 I'm going to instead of partly give my attention to school and do what I said I 295 00:15:45,742 --> 00:15:51,347 was going to do for myself and keep that particular promise to myself, I totally 296 00:15:51,347 --> 00:15:54,737 went all in and said, okay, I'm done here, I'm going to go back to school. 297 00:15:54,887 --> 00:15:56,777 David Shriner-Cahn: So that's what, that's another decade. 298 00:15:57,017 --> 00:15:57,497 I know. 299 00:15:57,561 --> 00:15:59,391 Jess Dewell: the first that's exactly right. 300 00:16:01,601 --> 00:16:02,901 Oh, I love it. 301 00:16:02,961 --> 00:16:06,350 David Shriner-Cahn: So you became an expert in how to grow companies 302 00:16:06,500 --> 00:16:09,440 from the very beginning, because that really, that you said that was your 303 00:16:09,440 --> 00:16:12,500 focus in your first company was growth. 304 00:16:13,650 --> 00:16:14,160 Jess Dewell: That's right. 305 00:16:14,220 --> 00:16:14,340 Yeah. 306 00:16:14,370 --> 00:16:15,810 Was growth that's right. 307 00:16:16,140 --> 00:16:23,790 And growth through communication and growth through listening to be able to 308 00:16:23,880 --> 00:16:29,160 create or prioritize the solutions and the improvements to our product, that 309 00:16:29,160 --> 00:16:31,500 would drive the growth of our customers. 310 00:16:31,500 --> 00:16:35,280 So it wasn't just, how does this company that I'm running grow 311 00:16:35,490 --> 00:16:40,440 it's was a true, layered on, we need to grow and want to grow. 312 00:16:40,815 --> 00:16:42,915 And my approach was very much well. 313 00:16:42,915 --> 00:16:47,085 So how do we listen to our customers and how do we, how are they looking 314 00:16:47,085 --> 00:16:51,405 to grow and how can we really help them with our improvements, 315 00:16:51,435 --> 00:16:56,505 feature additions, and prioritizing what we put, where in the product. 316 00:16:56,565 --> 00:16:58,805 David Shriner-Cahn: And now today you're with Red Direction. 317 00:16:59,670 --> 00:17:00,240 Jess Dewell: Correct. 318 00:17:00,480 --> 00:17:00,900 That's right. 319 00:17:00,900 --> 00:17:03,180 So I left there quite a while ago. 320 00:17:03,480 --> 00:17:07,350 I did some consulting work in between and as just a consultant. 321 00:17:07,355 --> 00:17:12,476 And now what we did is we've taken all of the skills and we have packaged up a few 322 00:17:12,481 --> 00:17:17,151 offerings, like the podcast, in the Fast Track Your Business Program, like talking 323 00:17:17,151 --> 00:17:20,901 with companies and hearing what's going on and creating business management reports 324 00:17:21,111 --> 00:17:26,691 like doing this one-on-one consulting that it does have a coaching element, but it is 325 00:17:26,691 --> 00:17:30,501 small because accountability is sometimes. 326 00:17:31,591 --> 00:17:33,311 I'm not going to help you explore anymore. 327 00:17:33,311 --> 00:17:34,781 You have enough to make a decision. 328 00:17:34,781 --> 00:17:37,391 So I'm going to hold the space for you to make the decision. 329 00:17:37,841 --> 00:17:42,371 And recognizing that time is usually on our side until you 330 00:17:42,371 --> 00:17:43,511 milk it a little too much. 331 00:17:43,511 --> 00:17:47,411 And then there's that the diminishing return at which point in time that 332 00:17:47,411 --> 00:17:48,930 diminishing return is reached. 333 00:17:49,080 --> 00:17:51,720 I'll be the first to say, David. 334 00:17:52,620 --> 00:17:53,460 It's time. 335 00:17:57,660 --> 00:17:58,710 I know it's hard. 336 00:17:58,770 --> 00:18:00,210 It's you're not going to like it. 337 00:18:00,330 --> 00:18:04,410 Maybe you can like it, and it doesn't have to be hard. 338 00:18:04,670 --> 00:18:06,030 David Shriner-Cahn: Jess, who's your ideal client? 339 00:18:06,540 --> 00:18:10,560 Jess Dewell: A company who is at a growth plateau, who recognizes 340 00:18:10,560 --> 00:18:13,440 that the core leadership team, it might be an individual. 341 00:18:13,440 --> 00:18:14,760 It might be co-founders. 342 00:18:14,760 --> 00:18:20,860 It might be a small management team of five to 10, and there's a stuckness. 343 00:18:21,375 --> 00:18:22,635 Communication has lacked. 344 00:18:22,635 --> 00:18:23,895 People are spread too thin. 345 00:18:23,895 --> 00:18:25,635 They don't know how to get out of their own way. 346 00:18:26,205 --> 00:18:29,895 Those are the types of things that we solve, and it's not immediate. 347 00:18:30,045 --> 00:18:35,115 So these are companies that really recognize, and individuals in companies 348 00:18:35,115 --> 00:18:40,755 that understand the power of taking the time, building some really good 349 00:18:40,755 --> 00:18:46,575 habits and being able to leverage what's good without starting over. 350 00:18:47,115 --> 00:18:49,155 David Shriner-Cahn: Is there a particular industry or set of 351 00:18:49,155 --> 00:18:54,040 industries, that you tend to focus on or is this very industry agnostic? 352 00:18:54,830 --> 00:18:59,055 Jess Dewell: I have worked in many industries and I am partial to 353 00:18:59,055 --> 00:19:03,225 technology and services businesses because that's of course, where I 354 00:19:03,225 --> 00:19:08,766 came from, Technology and being that eCommerce , . So I have a, an extreme 355 00:19:09,096 --> 00:19:11,106 depth and an excitement about that. 356 00:19:11,111 --> 00:19:15,556 However, I also work with retail and, electricians and plumbers. 357 00:19:15,616 --> 00:19:19,756 And it could be individuals that are ready to that have this. 358 00:19:19,756 --> 00:19:23,206 And they're like, oh, okay, so I have to go from whatever I have now, we have to 359 00:19:23,211 --> 00:19:26,296 structure differently to be able to grow. 360 00:19:26,656 --> 00:19:29,756 And so the key is, I can keep the lights on. 361 00:19:29,756 --> 00:19:32,213 I don't have time and I want more time. 362 00:19:32,873 --> 00:19:37,643 And I don't want to burn out or I'm already burning out ,and I'm willing to 363 00:19:37,643 --> 00:19:40,043 do, I'm willing to be open to the hard. 364 00:19:40,693 --> 00:19:41,743 David Shriner-Cahn: Okay, that makes sense. 365 00:19:41,953 --> 00:19:45,433 Can we talk a little bit about what it takes to be successful as 366 00:19:45,433 --> 00:19:47,923 a consultant in a role like yours? 367 00:19:47,953 --> 00:19:48,133 Yeah. 368 00:19:48,403 --> 00:19:53,113 Whether you're solo as a consultant or whether you're part of a conglomerate 369 00:19:53,173 --> 00:19:57,310 of, either a small team or even a much bigger organization yeah. 370 00:19:57,343 --> 00:20:00,479 Cause that's a different role than the kind of clients that you have. 371 00:20:01,189 --> 00:20:02,009 Jess Dewell: That's correct. 372 00:20:02,024 --> 00:20:03,284 So we're talking about us now. 373 00:20:03,314 --> 00:20:05,564 How does somebody know who we are, right? 374 00:20:05,684 --> 00:20:06,374 Yeah. 375 00:20:06,584 --> 00:20:07,143 Yeah. 376 00:20:07,173 --> 00:20:11,613 I want you to start, where do you, or where do you want us to start? 377 00:20:11,677 --> 00:20:17,929 David Shriner-Cahn: Let's actually start from the perspective of someone who has 378 00:20:17,929 --> 00:20:24,279 developed expertise over a long career as an employee and then becomes a consultant. 379 00:20:24,834 --> 00:20:27,218 Yeah, but that's a lot of people in our audience. 380 00:20:27,518 --> 00:20:27,668 Jess Dewell: Yes. 381 00:20:27,668 --> 00:20:33,308 David Shriner-Cahn: They work for, I would say 20, 25 years, sometimes 30, 35. 382 00:20:33,848 --> 00:20:37,388 And they're mid to high level inside organizations. 383 00:20:37,718 --> 00:20:39,398 They're really good at what they do. 384 00:20:39,908 --> 00:20:40,148 Jess Dewell: Yeah. 385 00:20:40,208 --> 00:20:46,028 David Shriner-Cahn: And then they step out either voluntarily or they get pushed out. 386 00:20:46,478 --> 00:20:46,538 Yeah. 387 00:20:46,538 --> 00:20:50,155 And it's okay, I'm tired of fitting into somebody else's structure. 388 00:20:50,226 --> 00:20:51,036 I know what I'm good. 389 00:20:51,566 --> 00:20:53,456 I know the kinds of clients I want to work with. 390 00:20:53,456 --> 00:20:57,056 I know how I can help them, but I've never run a business before. 391 00:20:57,836 --> 00:20:59,556 Jess Dewell: Oh, okay. 392 00:20:59,584 --> 00:21:00,424 here's the scoop. 393 00:21:00,724 --> 00:21:03,327 The first thing I would say is and this, by the way, this is true. 394 00:21:03,327 --> 00:21:06,866 We do this, I do this every in fact, as we're recording on a 395 00:21:06,866 --> 00:21:11,861 Monday, usually Monday's I have dedicated, they are solely work days 396 00:21:11,921 --> 00:21:13,691 and they're work days internally. 397 00:21:13,691 --> 00:21:15,281 And I, these are my present retreat days. 398 00:21:15,281 --> 00:21:18,131 I mentioned that earlier, and here's what my present retreat is. 399 00:21:18,131 --> 00:21:24,311 And I suggest every business owner solo or every person who's responsible for 400 00:21:24,551 --> 00:21:28,361 finding business, keeping business, growing business, and delivering on that 401 00:21:28,361 --> 00:21:31,181 business to do this type of a program. 402 00:21:31,181 --> 00:21:32,141 It might not be all day. 403 00:21:32,201 --> 00:21:35,051 You might not depending on what your role is, and depending on what you've got 404 00:21:35,051 --> 00:21:36,551 going on, it might not be all day, but it. 405 00:21:37,351 --> 00:21:38,821 Probably ought to be at least a couple of hours. 406 00:21:38,821 --> 00:21:43,261 And that's where I started and it's well, what am I doing? 407 00:21:43,381 --> 00:21:46,921 So I already have goals in my role, in my new business. 408 00:21:46,981 --> 00:21:48,001 I already have goals. 409 00:21:48,031 --> 00:21:49,891 I also know what I want out of this. 410 00:21:49,891 --> 00:21:53,131 So I have my immediate goals and I have this vision of what I want 411 00:21:53,131 --> 00:21:54,421 this consulting to look like. 412 00:21:54,541 --> 00:21:57,057 And People always worry about the process first. 413 00:21:57,057 --> 00:21:58,977 And I'm like, yeah, there are certain things you have to have 414 00:21:58,977 --> 00:22:01,858 that you have to check those boxes, what's what matters more. 415 00:22:01,858 --> 00:22:06,928 And what helps us even more is when we take the time to work on our business, 416 00:22:06,958 --> 00:22:09,688 which is separate from, in our business. 417 00:22:09,868 --> 00:22:12,658 So on Mondays, it's all about Red Direction. 418 00:22:12,868 --> 00:22:14,218 What are our products doing? 419 00:22:14,218 --> 00:22:16,528 How are we doing in our marketing strategies? 420 00:22:16,678 --> 00:22:18,448 What is our return so far? 421 00:22:18,628 --> 00:22:20,038 Do we have what we need? 422 00:22:20,218 --> 00:22:21,868 What are the priorities that need to be made? 423 00:22:21,873 --> 00:22:23,788 What are the new opportunities that have come up? 424 00:22:24,178 --> 00:22:30,298 And that is the day that all of that is reflected on assessed and any adjustments 425 00:22:30,298 --> 00:22:33,208 or new priorities are set on those days. 426 00:22:33,658 --> 00:22:38,068 And the rest of the week, Tuesday through Friday or whatever days you're working. 427 00:22:38,428 --> 00:22:40,828 If you take your vacation in the middle of the week, does, or your vacation, 428 00:22:40,828 --> 00:22:43,978 your, I always take a vacation, which happens to be one or two days a week, 429 00:22:44,072 --> 00:22:48,062 it could just be your days off, whatever days off you have around that, your work 430 00:22:48,062 --> 00:22:50,002 days, you get to be in the business. 431 00:22:50,002 --> 00:22:53,522 You get to be totally responsive because when you take that time 432 00:22:53,522 --> 00:22:56,762 and you're anchored, all you have to do then is in the business. 433 00:22:56,762 --> 00:22:57,212 You'll go, Ooh. 434 00:22:57,567 --> 00:22:58,587 We just talked about that. 435 00:22:58,737 --> 00:23:01,587 It fits it does not fit, oh, this might be new. 436 00:23:01,587 --> 00:23:02,817 Or I don't know if it fits. 437 00:23:03,117 --> 00:23:07,377 That is a key, you set it aside and you wait until your next present 438 00:23:07,377 --> 00:23:11,307 retreat time, and then you get to include it into your process so that 439 00:23:11,307 --> 00:23:12,807 you know what you're working on now. 440 00:23:13,047 --> 00:23:16,597 Your shiny object syndrome is reduced and. 441 00:23:16,597 --> 00:23:19,944 that the actions that you're taking in the next week align to where you want to 442 00:23:19,964 --> 00:23:22,874 be in three months, 12 months, 18 months. 443 00:23:22,904 --> 00:23:27,666 And that is to me the biggest key, because it'll also say, if these are my goals, 444 00:23:27,696 --> 00:23:29,406 here's when I need to add a process. 445 00:23:30,271 --> 00:23:34,579 Sometimes, I have a client who just sold their business and they are 446 00:23:34,609 --> 00:23:36,409 shifting gears in, into a new business. 447 00:23:36,409 --> 00:23:40,699 And they went from having a team and being part of leading an organization 448 00:23:40,699 --> 00:23:42,169 to being an individual again. 449 00:23:42,289 --> 00:23:43,639 And that's where they're starting from. 450 00:23:43,639 --> 00:23:46,204 And they were like, we have to have all these things and I'm going to have 451 00:23:46,204 --> 00:23:47,569 six months of all these processes. 452 00:23:48,259 --> 00:23:51,340 I said, you could, I asked a few questions, but the point being, you 453 00:23:51,340 --> 00:23:53,380 don't need to know the questions you need to know what the outcome was. 454 00:23:53,845 --> 00:23:57,085 Really you need your email, you need a website and you need a 455 00:23:57,085 --> 00:23:58,345 way to be able to communicate. 456 00:23:58,405 --> 00:24:01,285 And at which point in time, you have so many clients, you need to 457 00:24:01,285 --> 00:24:03,535 schedule things, get a schedule. 458 00:24:03,715 --> 00:24:06,625 At which point in time, you're spending too much time manually doing 459 00:24:06,625 --> 00:24:08,755 invoices, get invoicing software. 460 00:24:09,175 --> 00:24:13,525 That's the kind of thing that I think that we overlook and that can slow 461 00:24:13,530 --> 00:24:18,685 down the road to our success and present retreats, help that we'll know. 462 00:24:19,165 --> 00:24:20,935 David Shriner-Cahn: And you recommend doing this once a week? 463 00:24:21,625 --> 00:24:24,220 Jess Dewell: Once a week, I started out at two hours. 464 00:24:24,400 --> 00:24:29,200 Four hours is a good sweet spot for most people and I'm at six. 465 00:24:29,380 --> 00:24:33,430 And because I usually take a break and part of it would be eight. 466 00:24:33,460 --> 00:24:38,710 I take an extra long walk, typically on Monday's, and I do end up having a little 467 00:24:38,715 --> 00:24:40,660 bit of busy work that comes from it. 468 00:24:40,660 --> 00:24:43,541 So I try and have the first part of that little bit of busy work so I can 469 00:24:43,541 --> 00:24:48,891 free my head and then I can spend the whole rest of the day, in the strategy. 470 00:24:49,166 --> 00:24:53,336 In the, not only talking about and figuring out how to talk about our 471 00:24:53,336 --> 00:24:57,926 strategy so I can talk to the rest of the team about it, also how I need to 472 00:24:57,926 --> 00:25:00,506 show up and how do I want to say things? 473 00:25:00,716 --> 00:25:06,506 So I know how to prioritize the work that needs to be done for myself and set the 474 00:25:06,506 --> 00:25:10,066 goals so that other people can decide the work that they need to do for themselves. 475 00:25:10,781 --> 00:25:11,351 David Shriner-Cahn: I love that. 476 00:25:11,591 --> 00:25:14,501 Jess, we've covered a lot of territory in a short amount of time. 477 00:25:14,891 --> 00:25:15,491 Jess Dewell: Oh, I know. 478 00:25:15,581 --> 00:25:18,731 David Shriner-Cahn: If somebody wants to go deeper with anything we've discussed, 479 00:25:18,812 --> 00:25:23,492 or maybe you have a resource that you'd like to mention in particular, where 480 00:25:23,497 --> 00:25:25,112 would be the best place for them to go. 481 00:25:25,262 --> 00:25:25,862 Jess Dewell: Sure. 482 00:25:26,162 --> 00:25:29,732 If you just want to say hi or ask a question, social media is great. 483 00:25:29,732 --> 00:25:30,632 I love LinkedIn. 484 00:25:30,632 --> 00:25:32,912 You can reach me directly through the messenger there. 485 00:25:33,362 --> 00:25:37,022 You can also come to the RedDirection.com website and use the 486 00:25:37,022 --> 00:25:41,692 contact form and, it'll get to me fairly quickly through our process. 487 00:25:42,262 --> 00:25:43,762 I did come prepared. 488 00:25:43,762 --> 00:25:47,872 One of the things that we do is we talk to businesses about what's going on in their 489 00:25:47,872 --> 00:25:50,392 world and we do a report once a year. 490 00:25:50,482 --> 00:25:54,832 And so our 2022 report is all about business preparedness. 491 00:25:55,252 --> 00:25:59,017 And we look at business preparedness from four directions, we're Red 492 00:25:59,017 --> 00:26:01,012 Direction, we talk about stuff like that. 493 00:26:01,372 --> 00:26:02,122 And. 494 00:26:02,177 --> 00:26:03,617 There's a report that could be downloaded. 495 00:26:03,617 --> 00:26:09,017 So you could see what happened from the end of 2021 and how we set up what 496 00:26:09,017 --> 00:26:14,057 we saw happening for and to achieve success and to stay focused for 2022. 497 00:26:14,447 --> 00:26:17,657 And if you want to take a look and see what that's all about, please do. 498 00:26:17,897 --> 00:26:21,437 And I know you have the link to the landing page for that. 499 00:26:21,767 --> 00:26:24,587 It's a fun read and it helps us think about things a little differently. 500 00:26:24,587 --> 00:26:27,737 So whether we're one person, whether we're a small team, whether we're part 501 00:26:27,737 --> 00:26:32,068 of a larger organization, it's one of those things, when you hear, what you're, 502 00:26:32,068 --> 00:26:36,118 and especially our audience that we're talking to here, David, when people 503 00:26:36,118 --> 00:26:42,658 understand what seems to be on our client's minds, and how they're showing 504 00:26:42,658 --> 00:26:48,238 up, it allows us to shape how we serve them and how we speak to them to get 505 00:26:48,238 --> 00:26:50,608 them to their success that much quicker. 506 00:26:51,178 --> 00:26:52,678 David Shriner-Cahn: I love that, and we will include all 507 00:26:52,678 --> 00:26:53,908 these links in the show notes. 508 00:26:54,748 --> 00:26:57,508 So Jess, I want to thank you so much for taking the time to join us 509 00:26:57,508 --> 00:27:01,138 today on Smashing the Plateau and shareing your story and your insights. 510 00:27:01,138 --> 00:27:05,168 My guest today has been the managing partner of Red Direction, Jess Dewell. 511 00:27:05,248 --> 00:27:06,868 Thank you Jess for joining us. 512 00:27:07,258 --> 00:27:07,618 Jess Dewell: Thank you. 513 00:27:10,888 --> 00:27:13,348 David Shriner-Cahn: When you visit the Smashing the Plateau website at 514 00:27:13,348 --> 00:27:18,073 smashingtheplateau.com, you'll find a summary of each episode, along with 515 00:27:18,073 --> 00:27:19,543 the links we mention on the show. 516 00:27:19,993 --> 00:27:23,473 On today's episode with Jess Dewell, we learned how to get out of your 517 00:27:23,473 --> 00:27:27,103 own way when communication is lagging and people are spread too thin. 518 00:27:27,883 --> 00:27:30,373 How do you feel about your business building progress? 519 00:27:30,643 --> 00:27:33,823 Would you like to be part of a structured, supportive process to help 520 00:27:33,823 --> 00:27:38,293 you implement ideas that you know will help move the needle towards your goals? 521 00:27:39,073 --> 00:27:42,283 As a member of the Smashing the Plateau Community you'll have access 522 00:27:42,283 --> 00:27:44,023 to a structured process for growth. 523 00:27:44,573 --> 00:27:48,628 You'll also be a member of a community that's built to be a safe, caring place, 524 00:27:48,658 --> 00:27:52,618 where inclusive, direct, active and empowering conversations are welcome. 525 00:27:53,518 --> 00:27:57,358 Inside the Smashing the Plateau Community, you'll find a range of 526 00:27:57,363 --> 00:28:01,873 tools and resources to support you as an entrepreneur, access to experts 527 00:28:01,873 --> 00:28:03,673 and answers to your burning questions. 528 00:28:04,123 --> 00:28:07,363 If you are committed to getting your consulting, coaching, or small business 529 00:28:07,363 --> 00:28:11,743 to grow on your own terms, so that you can deliver great results to your ideal 530 00:28:11,743 --> 00:28:15,613 clients while supporting the lifestyle you want, and you don't want to do 531 00:28:15,613 --> 00:28:19,888 it alone, apply to become a member of the Smashing the Plateau Community. 532 00:28:20,488 --> 00:28:25,528 Learn more at smashingtheplateau.com, where we have additional resources to help 533 00:28:25,528 --> 00:28:29,638 consultants, coaches, and entrepreneurs build their business after a long 534 00:28:29,638 --> 00:28:31,468 career as an employed professional. 535 00:28:31,978 --> 00:28:35,008 We believe you should be able to do what you love and get paid 536 00:28:35,008 --> 00:28:36,748 what you're worth, consistently. 537 00:28:37,198 --> 00:28:38,618 I'm David Shriner-Cahn. 538 00:28:38,668 --> 00:28:41,398 Thank you for taking the time to listen to our show. 539 00:28:41,608 --> 00:28:43,558 I'll see you on our next episode.