Engineering Calmer Agencies & Consulting Firms: Calm is the New KPI

I’m working on some really cool updates for my course, Not Rocket Finance – releasing at the end of March! – so I’m going to take a very short break from releasing new episodes to give myself some breathing room to finish those updates.For the next three weeks, I'm going to re-release episodes that are the best cuts from three of my very favorite Break The Ceiling Episodes.This week, I'm revisiting my interview with Charlie Gilkey.Charlie helps people start finishing the stuff that matters. He's the founder of Productive Flourishing, author of the book Start Finishing (2019) and The Small Business Lifecycle (2012), and host of the Productive Flourishing podcast.Charlie and I talk about how to get out of your own way and how to avoid roadblocks that you inevitably run up against.If you liked these cuts and you want to hear more from my conversation with Charlie, you can go listen to the full episode here.Even though I'm not releasing new episodes for the next few weeks, I am still meeting with smart business owners like you at my Dollars + Decisions Round Table. At the last round table, we talked about capacity issues and we had a really great discussion around getting into Maintenance Mode in your business.To register for the next Dollars + Decisions Round Table, go to scalespark.co/dollarsanddecisions.Learn more about Charlie:Facebook: Productive FlourishingTwitter: @CharlieGilkeyInstagram: @productiveflourishing, @momentumplannerLearn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanbolesResources:Transistor.fm (affiliate) Grab the Calm Service Design + Delivery Swipe File here

I’m working on some really cool updates for my course, Not Rocket Finance – releasing at the end of March! – so I’m going to take a very short break from releasing new episodes to give myself some breathing room to finish those updates.For the next three weeks, I'm going to re-release episodes that are the best cuts from three of my very favorite Break The Ceiling Episodes.This week, I'm revisiting my interview with Justin Jackson, co-founder of transistor.fm, the company that hosts this podcast.In this interview, Justin and I talked about how to look out for opportunities and we went pretty deep on how to build margins into your business.If you liked these cuts and you want to hear more from my conversation with Justin, you can go listen to the full episode here.And even though I'm not releasing new episodes for the next few weeks, I am still meeting with smart business owners like you at my Dollars + Decisions Round Table. At the last round table, we talked about capacity issues and we had a really great discussion around getting into Maintenance Mode in your business.To register for the next Dollars + Decisions Round Table, go to scalespark.co/dollarsanddecisions.Learn more about Justin:Transistor.fm (affiliate)justinjackson.caBuild Your SaaS PodcastJustin Jackson’s Weekly NewsletterBaremetrics Open Startup ProjectLearn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanboles Grab the Calm Service Design + Delivery Swipe File here

Have you thought about leaving Facebook? Or what would happen if you pulled your advertising and ditched the Facebook pixel? How are YOU getting feedback about whether or not your marketing efforts are "worth it"? All this month, I've been talking about digital privacy and online security and sharing how I researched and implemented a privacy-first marketing strategy for my business. So far, I’ve talked to Paul Jarvis on privacy-focused alternatives to Google Analytics, Jessica Robinson on how to assess your business's online security, and Kim Herrington about how focusing on SEO became a big part of my marketing effort as I focused on respect for individual data privacy. If you missed those episodes, I recommend you go give them a listen because they include a lot of background on this whole experiment and how it came about. This week, I wanted to talk about social media because social media platforms are some of the biggest offenders when it comes to data privacy issues. They track every move we make, what we say near our phones, where we go while we have them... all of it. When it came to my privacy-focused experiment, there wasn't much for me to do, other than pulling the plug on social media platforms completely. I'm not very active on any platform besides Twitter, which I use to build relationships with mostly peers and other business friends, not so much as a lead-gathering system. I also committed to not buying ads on Facebook or Instagram... but since I hadn't been doing that before, there wasn't much of a change. I also committed to not using the Facebook tracking pixel, but again, since I hadn't been using it before, there wasn't anything to remove or change there either. BUT... these ARE major marketing channels for LOTS of small businesses, and it's an important part of the decision-making process if you're thinking about your own marketing from a perspective of privacy, so I wanted to bring on someone who did go through this evaluation process and implemented their OWN experiment. Meet Nathalie Lussier. Nathalie has been making websites since she was 12 years old, so she's been living in the online world for quite a while. She's the founder of AccessAlly, which is a digital course and membership solution. And about a year ago, she took the Facebook tracking pixel off her website, and then left Instagram as a platform, both for her business and personally. Listen to the full episode to hear:How Nathalie made the decision to drop the pixel and leave InstagramWhat she does instead now and we talk about how to get real, actionable data while still respecting people's privacy AND holding true to her own desire not to support Facebook as a company. The projects and ideas that I'm still working on implementing for ScaleSpark when it comes to digital privacyLearn more about Nathalie Lussier:accessally.com30daylistbuildingchallenge.com@nathlussier on TwitterAccessAlly on FacebookLearn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanbolesResources:Transistor.fm (affiliate) Grab the Calm Service Design + Delivery Swipe File here

When I was first thinking about what privacy-focused marketing meant, I asked a few of my favorite marketing friends: if THEY were going to do privacy-focused marketing, what would they do?Universally, everyone came back with the answer of podcasting and SEO.Podcasting is one of the very few places in the world of media still without automatic digital ad insertions, for the most part. Also, podcast data tracking is not that detailed. Download or subscriber numbers are notoriously unreliable and the ability to tie downloads to an individual is relatively difficult. So, in terms of content delivery, podcasting is pretty private.This month, we've been talking about digital privacy and online security - and following along a bit with an experiment in privacy-focused marketing I decided to take on for my own business.Since podcasting was already a major part of my marketing strategy, I was already using a privacy-focused podcast hosting platform, so for my experiment, there really wasn't anything for me to change.Then we come to SEO—search engine optimization—which is the focus of THIS episode and was the next big piece that I added into my privacy-first marketing initiative. Up to this point in my business, I hadn't really paid much attention to SEO, assuming it was mostly for businesses larger than mine and that it would be something I added... someday.But, in light of trying to figure out how to still get traffic and leads, while not tracking folks or paying advertising dollars to companies that I REALLY didn't want to support like Facebook, investing in making my content more searchable and PULLING people to me just made sense. They were already searching for the content anyway... why not be the answer to their questions?To do this, I needed to find some support. I didn't have time (or honestly much of a desire) to learn the details of SEO. Enter Kim Herrington. Kim is an SEO consultant and the founder of Orsanna, a marketing agency for law firms, financial services, and other professional services.I found Kim by listening to a podcast episode where she described the work she did for Paul Jarvis (the co-founder of Fathom from 2 episodes ago). Because Paul is so committed to digital privacy, I knew that Kim would be well-acquainted with the privacy-first approach I was trying to take.Kim has been instrumental in helping me execute my privacy-focused marketing strategy and keeps me up to date on changes in the marketing and digital privacy world.Listen to the full episode to hear:What Kim’s done for me behind-the-scenes at ScaleSparkBehind the scenes of ScaleSpark's privacy-focused marketing experimentWhy SEO is the perfect strategy if you're concerned with data privacy in your own marketingThe big changes coming with Facebook and Instagram and data tracking that we should all know aboutLearn more about Kim Herrington:Follow Kim on Instagramkimberlyherrington.comkimberlyherrington.com/guideorsanna.comLearn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanbolesResources:Transistor.fm (affiliate) Grab the Calm Service Design + Delivery Swipe File here

This month on the podcast, I'm talking about privacy and security. Those are actually two different aspects of overall cybersecurity. I really love the definition of these two from the Fathom analytics blog about the difference between digital privacy and online security (I'll link to it in the show notes). It says: Digital privacy protects our personal information and data so that it's not unnecessarily exposed. This means that your information is protected before it’s known.Online security protects and secures our personal information and data when it needs to be exposed. If our personal information needs to be known, it's done as safely as possible. Last week, I talked to Paul Jarvis, the author of that blog post and co-founder of Fathom, a privacy-focused analytics company. We talked a LOT about digital privacy and how to ONLY collect information that does really needs to be known.This week, I want to talk about the other side of the coin: security. Jessica Robinson is an outsourced Chief Information Security Officer, founder, and CEO of PurePoint International and an expert in data security, cyber risk, and privacy. PurePoint International provides cybersecurity consulting and training for financial services, insurance, and other middle-market global companies with $100M-$500M in revenue. Listen to the full episode to hear:Where cybersecurity risks might live in your businessHow to assess the risk of a data breach in your own businessWhat steps to take to shore up the security of your business and keep both your AND your clients' information safeThe biggest concerns around digital privacy and online security for small business ownersLearn more about Jessica Robinson:the-purepoint.comFollow PurePoint on TwitterOther resources from this episodeWhat’s the difference between digital privacy and online security?Learn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanboles Grab the Calm Service Design + Delivery Swipe File here

Last summer, I started really thinking about values. What values do I have that I want to make sure I'm building into the DNA of my business? When it came right down to it, I realized that my core value—the one I wanted to make sure lived in every essence of my business—was safety.  The work I do with clients requires trust and vulnerability. It’s intimate. Money is a touchy, uncomfortable subject for most of us, especially when we're talking in specific numbers. There's SO much shame and guilt and inadequacy for most of us when it comes to handling our finances. Talking about what's not working behind the scenes in your business requires you to admit that everything isn't perfect. And that can’t happen if people don’t feel safe—both in the real, physical world and psychologically. So, I asked myself: if I want to build a company with the core value of safety, how do I actually go about doing that?In the last seven months or so, I embarked on this experiment in privacy-focused marketing and data security. It’s been a big part of every marketing and operational decision I’ve made. All this month, we’re talking about privacy and security on the podcast. It'll be part behind-the-scenes with me sharing some of the actual steps I've taken and how I thought through these decisions for myself. I’ll also be interviewing some of the experts that helped me educate myself along the way. One of the first things I did was remove Google Analytics from my website and replaced it with a tool called Fathom. It’s a really simple, lightweight privacy-first alternative to Google Analytics. My guest today is one of the founders of Fathom, Paul Jarvis. Paul and his cofounder, Jack Ellis, are two of my go-to experts on both digital privacy AND on the logistics of how to build that ethos into the DNA of your company. It's a core value for them as well, so they have to navigate the balance of promoting, marketing, and growing a company while still staying true to keeping data secure and while being respectful of individual's data AND transparent about what they're doing. Listen to the full episode to hear:Why we should care about data privacy—even when we have nothing to hideBalancing privacy with marketing and promoting needs of a growing company while still keeping everyone’s data privateWhy I decided to swap Google Analytics for FathomMy background in Security Forces for the Air Force and how that informs my approach to safety and security in my businessLearn more about Paul Jarvis:Fathompjrvs.comLearn more about Susan:Think Like A CFOScalespark Action PlanScaleSpark Grab the Calm Service Design + Delivery Swipe File here

The choices we make about how to earn, save and spend our money all ultimately come down to how we think and feel about money - and work.And whether or not you're "successful" with your financial choices is all a matter of your perspective. That’s why understanding and thinking about how you define success has a lot to do with whether or not you're satisfied—or feel successful—with your finances.If you live in the US, you live in a capitalist society that equates accumulation of money with success. The default assumption is that more money is better and that success is accumulating as much money as you possibly can. But examining that definition of success and figuring out if that's YOUR definition of success can be really powerful when it comes to handling your own finances - and can help shape your priorities and values that help define your own financial choices. That's a lot of what my guest today does with his clients. Meet Brian Plain. Brian is an Investment Advisor Representative with Gradient Advisors, LLC an SEC Registered Investment Advisory firm located in Arden Hills, Minnesota. Brian helps clients figure out what to do with their finances and helps them figure out a plan to meet their financial goals. A lot of that work means really examining what success means, what enough means and recognizing that, even with a good financial plan, as soon as you walk out the door with your plan, it'll change. But that doesn't mean you failed. Listen to the full episode to hear:How to examine your financial values and create your OWN definition of success and failure when it comes to your financial decisionsWhat does "success" look like when it comes to managing your money?How to incorporate what we really care about into our financial choicesLearn more about Brian Plain:Brian’s blogThe Reframing Failure Blog Postbrianplain.comLearn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanboles Grab the Calm Service Design + Delivery Swipe File here

I think there are three different stages when it comes to your business and your personal finances: pre-enough, enough, and post-enough.And at each stage, you'll have different priorities, weigh different choices, and view your world in very different ways. These definitions are mine and I think everyone will probably interpret the idea of pre-enough, enough, or post-enough in their own terms—but here's how I tend to think about it. Pre-enough is that stage when you may have a decent business, but you haven't hit that level of revenue where you're covering your costs and comfortably paying yourself what you need to be able to support your personal financial needs. In this stage, you're usually taking whatever work comes your way. It can be a difficult place where you are lacking in both time AND money because you're just trying to do whatever you can to get to that enough benchmark. Enough is where you have... enough. Your costs are covered, both business and personal. You're paying yourself and your team enough. You have enough to start building up some cash reserves and the choices and decisions you're making become a lot more about is this WORTH it for me? Is this client someone I WANT to work with? Is this the kind of work I want to be doing? Is this choice worth my time or energy? It's about using your resources effectively -- and the kinds of choices you make. Eventually, you might find yourself in the land of post-enough. Where your questions might be: what do I DO with all of this money?!? Where am I supposed to put it? And how do I use it responsibly? I wanted to explore this idea of pre-enough and post-enough by trying to follow someone's journey through these stages and beyond… to look at the choices they made, what helped them breakthrough that "enough" ceiling, and how their perspective changed in each of the different stages.Meet Rita Barry. Rita is a certified measurement marketer. She founded her company, a boutique digital marketing optimization consultancy based in the Canadian Rocky Mountains, in 2009. Rita Barry & Co. is a relationship-driven company focused on metrics, and they help select 6 to 8 figure female-led businesses take control of their numbers so they can transform their marketing campaigns and drive more sales.Rita deals with numbers and measuring success all day long and this journey to and through enough has been one she's spent a LOT of time thinking about. Listen to the full episode to hear:Step-by-step through the journey to (and past) enoughWhat enough means to RitaWhat it looked like pre-enough and what she did to break through and past enoughHow her goals and what she was concerned about changed throughout her journeyWhat she does, now that revenue benchmarks don't mean quite as much.Learn more about Rita Barry:ritabarry.co/breaktheceiling@ritabarryco on InstagramConnect with Rita on LinkedInLearn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanboles Grab the Calm Service Design + Delivery Swipe File here

What's YOUR earliest memory of money? Mine is going with my parents to open my own bank account at our local credit union. A lot of our experiences with and stories around money come from our childhood: how we saw money handled and what we got told about money, to name a few.And that stuff sticks with you. All of us have a completely unique and individual relationship to money that's influenced by not JUST those factors, but also the impact of every decision (good or bad) we've made with our own money and the impact of every decision (good and bad) we've seen OTHER people make with THEIR money.Your relationship with and access to money is impacted by your societal class, your demographics, and your generational wealth (or lack thereof). It's also influenced by the society you live in -- and if you're in the US, at least, that means a capitalist society. One where power and money are often interchangeable and where the depth of inequality is stunning -- and only getting more dramatic. Some of the workaround examining our relationship to our money also needs to examine how the system we live in impacts that relationship. Because it DOES. Once we understand that, we can start thinking about our relationship to money in a much broader view -- and we can start considering using our businesses as a means to start evening out some of that inequality. My guest today spends a lot of time thinking about, talking about, and teaching this work. Bear Hebert is a radical life coach, social justice educator, and anti-capitalist business consultant. In work and in life, Bear actively looks at the intersections of power and privilege and will ask you to do the same, pushing both you and your business in the direction of more liberated moments. Their current offerings include Anti-Capitalist Business Consulting and their online course, Freely: An Anti-Capitalist Guide To Pricing Your Work.Listen to the full episode to hear:The value of doing money mindset workHow your relationship to money affects just about every area of your business, including a deep dive on pricingHow Bear approaches making their services more accessible And what accessible actually MEANS in the first place...Learn more about Bear Hebert:bearcoaches.comAnti-Capitalist Business ConsultingFreely: An Anti-Capitalist Guide To Pricing Your Work Follow Bear on InstagramLearn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanboles Grab the Calm Service Design + Delivery Swipe File here

You're not a spreadsheet and you're not a calculator. You're a person with experiences, feelings, and history. But when most of us think about managing money, we think about it like it's math. We expect to make decisions about money like a calculator. But managing your money is actually more like figuring out psychology than math. Human beings don't make decisions like a calculator. We make decisions emotionally—and that includes financial ones. Learning how to manage your money well is part skill, sure. But a whole lot more is about examining your own relationship with money and dealing with all that baggage you're bringing to the table.How you think about money, the choices you make with your own money, and the relationship you have with it is ultimately impacted by a lot of stuff BESIDES just those decisions. It's influenced by what you learned about money as a kid. It's influenced by your reactions to previous decisions you've made with your money - both good and bad. We all have a completely unique and individual relationship to money that's influenced by all those factors. By examining that relationship, we can understand WHY we do the things we do and think the way we think, identify those influences -- and ultimately be able to make more conscious choices about what we do with our money.All this month we're going to examine the psychology behind money and why we think the way we do about it. To kick us off, I want to talk about buying things because that's where most of us start thinking about money. What should we buy? Or even SHOULD we buy something? We're bombarded with messages every day that encourage us to buy, buy, buy. Sometimes we even get told that it's patriotic. But WHY do we buy what we buy? That's what I want to know. And, as it happens, I know someone who LOVES geeking out on buying and marketing psychology. Meet Margo Aaron. She's a psychological researcher, turned marketer and the founder of That Seems Important, which is quite possibly my favorite blog in existence. She also co-hosts "Hillary and Margo Yell at Websites", an award-winning show about marketing and teaches writing and marketing to business owners. When I want to nerd out on the psychology behind marketing, Margo is my go-to. Listen to the full episode to hear:How shopping was INVENTED (yes, I said invented!)Why we buy things we WANT instead of only things we needHow to ethically use the power of psychology for good in your marketingLearn more about Margo Aaron:thatseemsimportant.com Marketing Masterclass: The Art and Science Of Getting People To Care on SkillshareWhy We Buy Things We Don’t Need on MediumLearn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanboles Grab the Calm Service Design + Delivery Swipe File here