Stuck? Time to Improv! The Startup Launchpad

Stuck? Time to Improv! The Startup Launchpad

by Mary Scott
EntrepreneurshipMarketing
Season 2026
Family Business Challenges with Lowell Mora from Impact CFO
https://www.impactcfo.net Family Business Challenges with Lowell Mora from Impact CFO Family Business Challenges Discussion Lowell discussed the unique challenges of family businesses, highlighting that the family aspect creates complications regardless of the number of family members involved. He shared his personal experience of being advised against working in family businesses but eventually being drawn back to them. Lowell noted that in family-owned businesses, the enterprise often serves as both the business owner's and the family's livelihood, with some challenges being generational in nature. Family Business Identity and Ownership Lowell and Mary discussed the challenges of managing identity and ownership in family businesses, particularly the complexity of distinguishing between business and personal aspects. Lowell emphasized the importance of clear job descriptions and legally defining ownership structures, noting that just having a family name doesn't automatically entitle someone to a job or ownership in the business. He also highlighted issues with overcompensating family members based on name recognition rather than actual contribution, and mentioned that many next-generation family members either self-select out of business roles or lack the necessary qualifications for the positions they would fill. Family Business Succession Planning Mary discussed the importance of training family members for business succession, emphasizing the need to start when teenagers and verify relevant skill sets. She highlighted that salaries for family members should be commensurate with non-family employees in similar positions to avoid long-term detrimental effects on both the individual and the business. Lowell agreed, noting the difficulty in maintaining fair compensation and the potential impact on business valuation and corporate culture. Family Business Leadership Strategies Mary discussed how successful family-owned businesses often have relatives as CEOs who possess the relevant skills and align with the company's philosophy, even if not in a direct line of succession. Lowell noted that company philosophies and traditions can evolve over time and emphasized the importance of adopting simple automation and processes rather than focusing on complex technologies like AI. Business Problem Recognition Strategies Lowell discussed the importance of recognizing and addressing business problems to maintain competitiveness and avoid issues like bankruptcy. He provided an example of a large client with strong revenue and profitability but using outdated banking practices, such as relying on checks instead of modern payment methods like ACH transfers. Family Business Modernization Challenges Lowell discussed common challenges in family-owned businesses, particularly those with sales between $5-50 million, where owners often resist modernizing practices despite limited management teams and growth opportunities. He explained how business owners tend to rely on outdated methods, such as avoiding marketing after a single unsuccessful trade show 23 years ago, rather than adapting to new approaches. Lowell emphasized the importance of bringing in external expertise to help these businesses overcome their resistance to change and maximize their earnings potential. Book a call with Lowell Mora at https://calendly.com/impactcfo_lowellmora/meeting-with-lowell-mora-impact-cfo?month=2026-07 Book a call with Mary Scott at https://calendly.com/businessriff/15min
S2026 · E707
Jul 9, 2026
9:08
Networking Tips with Mary Scott, PitchSTL
Networking Tips with Mary Scott, PitchSTL Startup Networking Strategies Discussion Mary discussed the importance of networking and follow-up for startups seeking customers and investors. She emphasized that in-person networking is more effective than Zoom, and highlighted the value of leaving contact information, particularly through LinkedIn. Mary also shared a strategy for introverts to initiate conversations by asking others about themselves, which helps build connections and gather valuable information about potential networking contacts. Networking Follow-up Strategies Mary explained the three key components for effective follow-up after networking: Information (sharing useful links or resources), Invitation (offering events or workshops), and Introduction (connecting people with potential synergy). She emphasized the importance of including contact details when making introductions and recommended using these follow-up strategies to help startups succeed. Book a synergy call at https://calendly.com/businessriff/15min More Networking Tips at https://businessriff.com/documents/2022/02/neetworking-in-3-2-1.pdf/
S2026 · E630
Jul 9, 2026
3:49
Tips for Veteran-owned Startups with Dan Lauer
https://businessriff.com Dan Lauer from Maryville University talks about Tips for Veteran Startups Veteran Entrepreneur Funding Challenges Mary discussed her podcast "Stuck? Time to Improv" with Dan Lauer from Maryville University, focusing on challenges faced by veteran entrepreneurs. Dan identified early-stage capital as a key challenge, noting that while there are good education and networking programs available, veterans often struggle to access funding for equipment and business setup. He emphasized the importance of accelerator programs like Techstars and Y Combinator, which provide not just capital but also resources such as intern support, faculty advisors, and mentorship. Veteran Accelerator Program Overview Dan described their veteran accelerator program that selects 6-8 participants annually from 400 applications, providing them with $50,000 in equity-free funding. The program includes information sessions and peer support to help applicants navigate the competitive application process, with veterans assisting other veterans throughout the application. Mary agreed that applying to accelerators helps startups focus on their problem-solution fit and unique value proposition, noting that such programs create economic ripple effects across the region. Maryville Veteran Accelerator Program Dan Lauer discussed Maryville's new Veteran Accelerator program, which aims to support veterans in entrepreneurship through certificate programs, student clubs, and community outreach. He explained that funding will come from companies, foundations, and governments through pass-through philanthropy rather than an equity fund. The program will be led by Beth Sweet, a former army colonel and senior leader at NGA, providing an authentic veteran-to-veteran experience.
S2026 · E623
Jun 23, 2026
7:49
Entrepreneur Mindset Tips with Tina Kadish
https://businessriff.com Tina Kadish, From Job to Joy, talks about Entrepreneur Mindset Developing Entrepreneurial Mindset for Startups Mary and Tina discussed the importance of developing an entrepreneurial mindset for startups. Tina explained that transitioning from a corporate career to entrepreneurship requires shifting from following others to taking control of one's life and business. She emphasized that an entrepreneurial mindset is crucial for embracing uncertainty and maintaining a growth mindset while building a business. Types of Entrepreneurs Discussion Mary discussed three types of entrepreneurs: those born to be entrepreneurs, reluctant entrepreneurs who start their own business after leaving comfortable situations, and accidental entrepreneurs who begin with a hobby. Tina agreed with Mary's classification and emphasized that reluctant entrepreneurs must embrace the responsibility and uncertainty of running their own business, including designing their own schedule and seeking opportunities without relying on a regular paycheck. Entrepreneurial Mindset and Coaching Tina emphasized the importance of believing in oneself and learning new skills as an entrepreneur, highlighting the need for resourcefulness and connecting with the right people, including coaches. She stressed that entrepreneurs cannot do it alone and recommended hiring a coach to support the journey. Tina also advised reframing sales as "serving" rather than "selling," suggesting this mindset change would make it easier to approach potential clients with solutions to their challenges. Growth Mindset and Networking Strategies Tina discussed the importance of developing a growth mindset and connecting with the right people to support personal and professional growth. She explained that identifying the right people requires trial and error, emphasizing the value of being authentic and open in networking and community engagement. Mary advised listening to intuition and being willing to move on from conversations that don't feel helpful after a short period. Time Management and Business Growth Tina and Mary discussed the importance of managing time effectively by focusing on income-producing activities rather than busy work. Mary shared a tip about attending events you don't want to go to, as they often prove valuable for business growth. Tina emphasized the benefits of working with coaches and finding the right community when starting a business, while Mary concluded by promoting BusinessRiff and inviting listeners to book a call for startup support. FB: www.facebook.com/tina.kadish LI: www.linkedin.com/in/tinakadish Website: www.fromjobtojoy.com YT: https://www.youtube.com/@tinakadish118
S2026 · E616
Jun 16, 2026
9:39
Funding for AgTech Startups with Jim Schultz
https://OpenPrairie.com Jim Schultz from Open Prairie talks about Funding AgTech Startups Agricultural Tech Investment Discussion Mary welcomed attendees to the "Stuck Time to Improv" session and introduced Jim Schultz, an investor, as the guest speaker. The discussion focused on the agricultural tech industry, highlighting its potential for startup businesses and the importance of preparation when approaching investors. Agtech Investment Strategy Requirements Jim discussed his focus areas in agtech, including automation and robotics, data optimization for farmers, and biologic technologies replacing synthetic chemicals. He outlined three key requirements for considering new equipment or technology proposals: understanding the channel strategy for reaching farmers, having field trial data across different crops and conditions, and having expertise on the team through advisors or board members. Agricultural Technology Entry Mistakes Jim discussed common mistakes made by new entrants in the agricultural space, highlighting three key issues: implementing a direct-to-farmer channel strategy, which he noted is difficult and slow to build revenue; and insufficient field trial data to prove technology effectiveness. Jim provided an example of a hypothetical robot weeding technology, suggesting the need for proper testing and validation before market entry. Field Trial Data Distribution Strategy Jim discussed the importance of understanding field trial data, particularly when testing different crops like tomatoes, cabbage, and corn. He suggested that ag retailers and farm co-ops, rather than traditional Cooperative Extension services, are better channels for reaching farmers. Jim provided an example of The Equity co-op in Effingham, Illinois, which has approximately 8,000 farmer members, highlighting the potential reach through such partnerships. Mary confirmed the need for beta testing with farmers. AI Deployment in Agriculture Opportunities Jim discussed potential AI deployment opportunities, particularly in John Deere's FieldView technology which provides farmers with field insights from tractor and combine diagnostics. He noted that while higher-yielding crops might not always taste better, there are opportunities to modify crops for different properties like oil content in soybeans or fiber content in corn. Jim also mentioned current market prices for soybeans and corn, explaining that farmers need prices around $12.50 for soybeans and $5 for corn to be profitable, which is above current trading levels. Agricultural Technology Investment Opportunities Jim discussed investment opportunities in agricultural technology, highlighting the potential for premium opportunities in corn and soy production, as well as organic farming initiatives. He emphasized the importance of a well-prepared marketing deck, including details on channels, field trials, team composition, and financial models for potential ag tech companies seeking investment. Jim noted that out of 500-600 deals reviewed annually, only 2-4 are funded, underscoring the need for strong presentations to get through the selection process. Some useful links: Open Prairie - https://www.openprairie.com/ The Equity - https://www.theequity.com/ Shenandoah Valley Organics - https://www.farmerfocus.com/
S2026 · E609
Jun 9, 2026
8:24
Investor Ready Financial Projections with Kelvin Taylor
https://businessriff.com https://tayloredanalytics.com Financial Projections That Are Investor Ready with Kelvin Taylor, Taylored Analytics Financial Projections for Entrepreneurs Mary and Kelvin discussed the components of financial projections for entrepreneurs, particularly focusing on total addressable market (TAM) and its importance to investors. Kelvin explained that investors evaluate business scalability based on the size of the market opportunity, noting that a business with a larger market opportunity, such as $100 million versus $1 million, tends to have a higher valuation. Financial Forecasting and Cash Flow Kelvin discussed the importance of understanding and validating assumptions in financial forecasting, emphasizing that entrepreneurs should focus on cash flow statements alongside profit and loss statements and balance sheets. He compared cash to air for a business, highlighting that even if a business is profitable and growing, it can still face peril if it runs out of cash. Kelvin also stressed the need for entrepreneurs to clearly articulate their go-to-market strategy when presenting financial forecasts to investors. Social Media Marketing Metrics Discussion Mary and Kelvin discussed the importance of understanding metrics like reach and click-through rates when using social media for marketing. Kelvin explained that go-to-market strategy involves accessing potential customers, while product market fit refers to the sales pipeline as an indicator of market demand. Product-Market Fit Research Strategies Kelvin and Mary discussed the importance of product-market fit in go-to-market strategies, emphasizing the need for unbiased market research to ensure sales pipelines reflect genuine customer interest. They highlighted that early research involving potential customers can prevent wasted time and effort, while cautioning against relying solely on friends and family for feedback. Kelvin shared his experience about the challenges of asking for sales at market rates, noting the need for thick skin and courage in entrepreneurship. Pricing Strategy Discussion Kelvin and Mary discussed pricing strategies, focusing on price-led costing and cost-plus pricing approaches. Kelvin explained that price-led costing involves determining the price first based on market research, while cost-plus pricing calculates the price by adding a desired margin to the cost basis. Kelvin emphasized that price-led costing is superior but stressed the importance of conducting market research to set appropriate prices, warning against unilaterally deciding prices without understanding market willingness to pay. Pricing and Brand Value Discussion Kelvin and Mary discussed pricing strategies and brand value, with Kelvin explaining how competitors use inflated cost bases to set higher prices, while Mary emphasized the importance of having intangible value that customers are willing to pay for, like the design difference between PCs and Macs. They agreed that brand value allows companies to command higher prices when all other factors are equal. The conversation ended with Mary thanking Kelvin for the discussion and mentioning that contact information would be shared in the comments.
S2026 · E602
Jun 4, 2026
9:15
Mistakes Tech Startups Make with Stacia Thompson from Radiance Consulting & Coaching Groupe
https://businessriff.com Mistakes Tech Startups Make with Stacia Thompson from Radiance Consulting & Coaching Groupe Tech Founder Growth Challenges Mary and Stacia discussed common mistakes made by tech founders, particularly during the dot-com crash when founders excelled at starting companies but lacked experience in running and growing them. Stacia noted that many tech startups failed after the initial growth stage due to insufficient operational expertise and failure to bring in experienced personnel. She also mentioned similar patterns emerging with the rise of AI, where companies are rushing to implement AI solutions without proper strategic planning. AI Implementation Strategy Challenges Stacia warned that many companies are failing with AI implementations because they're treating it as a separate system rather than natively integrating it into their core products. She noted that while some founders are overusing AI without proper compliance and governance, others aren't leveraging AI at all, putting them at a competitive disadvantage. Mary emphasized the importance of beta testing with specific clients and internal sandbox testing before full implementation to ensure viability and determine pricing. AI Partnership Evaluation Guidelines Stacia advised that organizations should first ask potential AI partners whether they are currently using AI and what specific AI products they are using. She emphasized the importance of understanding how organizations build prompts, comply with governance requirements, and use AI ethically. Stacia shared an example of a successful eight-figure company that gradually introduced AI adoption through careful guidance and monitoring, though she noted challenges with security when using large AI models outside protected environments. AI Policy Implementation Best Practices Stacia discussed the importance of organizations providing clear background information and reasoning when implementing AI policies, particularly emphasizing the need to verify data ownership to avoid leaking confidential information into large AI training models. She highlighted the challenge of entrepreneurs being drawn to "shiny objects" in AI technology without properly evaluating whether existing tech stacks can already meet their needs. Tech IP Protection Strategies Stacia and Mary discussed the importance of thorough research and IP protection for tech founders. Mary talked about the importance of Beta testing the product. Stacia emphasized that founders should not rush to implement new features without proper market validation, citing the example of having 29 trademarks for Radiance. They agreed that protecting company names, logos, and taglines is crucial for business success. Book a call - https://calendly.com/businessriff/15min Other links www.linkedin.com/in/staciat34 https://www.facebook.com/rccgroupe https://www.facebook.com/Stthomps/ https://www.instagram.com/staisch/ https://www.instagram.com/staciarccg/
S2026 · E526
May 30, 2026
9:51
Set Up Sales for Success with Ben Kniffen
https://lushin.com Ben Kniffen from LUSHIN talks about How to Set Up a Sales Team Sales Team Development for Startups Mary and Ben discussed the importance of building a sales team for startup scalability. Ben explained that companies typically start with founder-led sales but eventually need to transfer skills and hire team members, as sales roles are particularly challenging to fill. The discussion highlighted the need for startups to address sales team development as they grow beyond founder-led sales. Founder Sales Hiring Best Practices Ben discussed the common mistake founders make when hiring sales team members, emphasizing the importance of focusing on capabilities rather than experience. He explained that companies often get attracted by candidates with similar experience but fail to verify their actual sales capabilities. Ben highlighted the need for salespeople to possess strong tactical skills, a high level of grit and will-to-sell, and positive sales DNA to effectively contribute to the team. Sales Evaluation Methods Discussion Ben discussed how he evaluates salespeople, starting with a data-driven approach using the Objective Management Group (OMG) sales assessment tool, which has evaluated over 2 million salespeople. He emphasized the importance of not relying solely on the assessment results and instead putting candidates in selling situations to verify their skills through role-playing and observing their conduct in sales meetings and cold calls. Sales Team Structure and Roles Ben explained the typical structure of a good sales team, highlighting two key roles: hunters (BDRs/SDRs who generate sales appointments) and closers (account executives who move deals through the sales process). He noted that effective sales leadership is crucial for managing these roles, whether led by a founder or VP of sales. The discussion concluded with Mary thanking Ben for his insights and promoting BusinessRiff.com for startups seeking guidance. Newsletter: https://ultimateseller.com LinkedIn: https://www.linkedin.com/in/benkniffen/
S2026 · E519
May 19, 2026
8:18
Tips to Start a Coaching Business with Dr. Yvonne Oswald from Global Welcome
https://globalwelcom.com How to Start a Coaching Business with Dr. Yvonne Oswald from Global Welcome Coaching Business Startup Discussion Dr. Yvonne Oswald was introduced as a guest expert from Global Welcome, and the discussion was set to cover topics including "Wealthy Mind, Wealthy Wallet" and business setup tips. Coaching Business Best Practices Dr. Yvonne shared insights on running a coaching business based on 30-40 years of experience. She advised that coaching businesses should prioritize simple websites over complex ones, recommending a single-page Wix site, and emphasized the importance of personal recommendations over elaborate online presence. She also suggested using business cards with photos and framing them as referrals rather than direct coaching offers to potential clients. Meditation Content Recording Techniques Dr. Yvonne and Mary discussed offering music for creating meditation content, with Dr. Yvonne suggesting using an MP3 recording on a phone with background music. Mary clarified important copyright considerations, explaining that while older compositions like Pachelbel's Canon might be public domain, new recordings with different artists' performances remain copyrighted. Music Coaching and Newsletter Strategy Dr. Yvonne advised Mary on giving away music files in coaching sessions in order to capture emails and build a newsletter list. She suggested offering a 20-minute MP3 recording to clients as a value-added service, which helps establish email contact for the newsletter. She also shared her strategy for pricing sessions at $150-$175 per session, with a third lower price option as a negotiation tool. Therapy Pricing Strategy Discussion Dr. Yvonne discussed pricing strategies for therapy sessions, emphasizing that rates should be based on "sessions" not "hours" and not fall below $75-80 for individual sessions and $50 for group sessions. They explained their approach of requiring clients to submit written details about their issues before sessions to ensure commitment and prevent cancellations. Dr. Yvonne outlined a package structure for four-hour sessions, including follow-up sessions and goal setting, priced at a minimum of $1750 for three or four sessions. Life Coaching Business Strategies Dr. Yvonne Oswald shared her approach to conducting life coaching sessions, emphasizing the importance of asking clients about their values and using a free downloadable guide for starting a life coaching business. Mary Scott from BusinessRiff discussed the benefits of booking a call with her service to help startups succeed. The conversation concluded with plans to share the free download link in the comments for everyone to access. Free gift for listeners/watchers Wealthy Mind Wealthy Wallet https://globalwelcome.com/freegifts2026 life coaching,coaching business,networking tips,coaching prices
S2026 · E512
May 13, 2026
8:53
Startup Negotiating Do's & Don't's withTerry Anderton
https://www.lved.com Terry Anderton from LVED talks about Negotiating Mistakes Startups Make Startup Fundraising Mistakes to Avoid Terry discussed common mistakes startups make when raising funds, particularly targeting the wrong investor types and check sizes, which can lead to a complex cap table with many investors. Terry advised that startups should aim for the largest check size from the fewest number of investors. The discussion also touched on crowdfunding as an alternative strategy, noting that platforms like StartEngine often set up separate entities to manage small contributions under specific regulatory constraints. Startup Capital Structure Strategy Terry advised Mary that startups should avoid having multiple small investors on their cap table, recommending the use of a special purpose vehicle to contain investors. Terry emphasized the importance of efficient capital raising, suggesting that startups should focus on finding strategic investors, particularly for business-to-business plays, who can provide more than just capital. Startup Investment Mistake Discussion Mary and Terry discussed common mistakes made by startups, particularly the risk of seeking investment before validating their ideas or securing initial funding from friends and family. They agreed that entrepreneurs should focus on proving their concepts through working prototypes and customer traction before approaching investors. Terry also highlighted the mistake of overvaluing a company, suggesting the need for objective third-party evaluation of company worth. Competitive Market Analysis Strategies Terry advised on conducting competitive market analysis using tools like Crunchbase to understand funding rounds and infer valuations based on dilution rates of 20-30% per round. Terry emphasized that investment pitches must clearly articulate how investors will receive their money back within a typical 5-year horizon, treating the exit strategy as the "North Star" for business management. Mary noted that many startups fail to address investor returns in their pitches and highlighted that some startups might not need investors at all, preferring to focus on customer acquisition instead. Venture Capital and Accelerator Discussion Mary and Terry discussed the benefits and challenges of raising venture capital and participating in accelerators for startups. Terry emphasized that while not needing external capital is advantageous, venture capital firms and strategic investors can provide value beyond funding, including networking and credibility. He also warned about the potential drawbacks of accelerators, highlighting the importance of carefully reviewing their terms, which can be highly dilutive. Mary agreed on the need for thorough research before engaging with accelerators. Terry's LinkedIn profile https://linkedin/in/terry-anderton Terry's LinkedIn profile https://linkedin/in/terry-anderton
S2026 · E505
May 5, 2026
8:14
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