The Rainmaking Podcast TRP 101: Finding out What Keeps Your Prospects and Clients up at Night with Bruce Werner
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In this episode of The Rainmaking Podcast, host Scott Love interviews Bruce Werner, author of Your Ownership Journey, about understanding what keeps prospects and clients up at night. Bruce shares his expertise on advising executives and owners of privately-held companies, offering actionable insights into identifying client pain points and addressing key issues related to business growth, succession planning, and governance. He emphasizes the importance of understanding the life cycle of a business—from startup to decline—and how professional service providers can tailor their strategies to align with a company’s stage of development.
Key topics include the different phases of a business’s life cycle, how to craft thoughtful questions that engage clients at a deeper level, and building gravitas through expertise, thought leadership, and meaningful connections. Bruce also discusses the importance of giving value upfront to earn trust and credibility, using industry knowledge and tailored solutions to establish strong relationships. Whether you’re working with startups, growing businesses, or mature enterprises, this episode provides a roadmap for understanding and solving the challenges that keep business leaders awake at night.
Visit: https://therainmakingpodcast.com/
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Bruce Werner spent the first half of his career at Werner Ladder, with executive responsibilities in all facets of the business. During that time the family completed 6 acquisitions, and sustained 10% annual growth for over a decade. The family later exited the business in a successful LBO. As an independent consultant, he helps owners address their governance, strategy, capital, talent, and succession issues. This work is based on several decades of deep operational experience. He has started and built businesses in finance, energy, and technology, in addition to being a partner in a private equity fund. His governance experience includes forming new boards and serving on established boards, both advisory and fiduciary. Six of his ten board seats have been with family businesses. He has performed Audit, Governance, and Compensation committee work. In the non-profit world, Mr. Werner has served as Board Chair, and worked on Governance, Nominating, Strategy, Compensation, Finance, and Investment committees. Mr. Werner recently published Your Ownership Journey, a new book which focuses on the 12 secrets of personal and business success. An accomplished public speaker, he has connected with business audiences across the country on these same topics, working with Bank of America Private Bank, Vistage, Cavendish Global Forum, National Association of Home Builders, and the Turnaround Management Association. His academic relations include Northwestern’s Kellogg School, Cornell’s Smith Family Business Initiative, and Loyola University’s Family Business Center. In addition to numerous webinars and podcasts, he has been published in the Wall Street Journal, Private Company Director, Wealth Management, Estate Planning, Trusts & Estates, and other national publications. Mr. Werner received a B.S Mechanical Engineering/Public Policy from Carnegie-Mellon University. As an IBM Fellow, he graduated from Stanford University with a M.S. Manufacturing Systems Engineering degree. He completed his education at the MIT Sloan School, earning an M.S. Management with a focus on Strategy and Operations.
Links:
https://www.linkedin.com/in/brucedwerner/
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