Enterprising Women Fall 2022

$5.00 Fall 2022 20TH ANNUA L Enterprising Women of the Year Awards COMMEMORAT I VE ISSUE! 2022 Hall of Fame Inductees Asma Ishaq CEO of Modere Camille Burns CEO of the Women Presidents Organization Introducing our Class of 2022 Enterprising Women of the Year Honorees

■ - Diversity. Inclusion. Belonging. Diversity is embedded in our culture, practice and service. Championed by our leadership, diversity begins with representation and inclusion at all levels. Wells Fargo is committed to building opportunities that serve and drive a diverse culture. Together, we are striving to amplify the unique voices that strengthen and inspire our teams. Explore how our valued executives are using their expertise and vision to create positive change at wellsfargo.com/diversevoices 2021Wells Fargo Bank, N.A. All rights reserved.

Reflecting back on the start of the Enterprising Women of the Year Awards Program—20 years ago—it is incredible howmany women we have been honored to shine the spotlight on over the years. Whenwe launched our awards program, our first year featured just three awardwinners and they were recognized at a two-hour reception inManhattan. Today, we honor nearly 100 women each year coming froma diverse number of industries, with revenues that can sometimes exceed a billion annually. This would have been beyond anyone’s comprehension 20 years agowhen our top award winner had $10million in revenue andmost honorees came from traditional fields like staffing firms. Today, we celebrate at a three-day conference withwomen participating fromall over the world. In recent years we have honoredwomenwith enormous government contracts with NASA and other agencies, large national car dealerships, engineering and construction firms building airports and convention centers, and the list goes on. I am enormously proud that women are starting and leading companies in every industry and scaling them tomajor enterprises. Again, this would have been unheard of 20 years agowhenwe started our awards program. We gather this year on Oct. 23-25 at theWyndham Grand in Clearwater Beach to recognize another outstanding group of women leaders. This intimate conference—generally of about 250 people—brings together the creamof the crop of the world’s finest women entrepreneurs and leaders. Every woman who attends stands out in her industry and is a leader in her community. All give back tomentor and support other women or girls. There is no need to explain the importance of mentoring to this group— they get it. They live it every day. It has been the honor of my life to help organize this important gathering each year over the past two decades. A few years ago, whenmy husband faced a life-threatening surgery and the doctor asked to schedule a procedure on the kickoff day of our conference, it was my husbandwho spoke up and shared that “this just isn’t any conference she would have tomiss. Women fromall over the world put this conference on their calendar and it is really something special.” We got him the care he needed, and I flewhome at 8 a.m. the day after that conference. One year amember of our Advisory Board lost her husband right before our conference. We all assumed she would not be joining us. And yet, she came. When I asked her why, she said there was no other place she would rather be than supported by her friends in the EnterprisingWomen community. That spoke volumes and I’ve never forgotten that message. My long time Advisory Boardmembers and friends who gather at this conference every year have often heardme say that the EnterprisingWomen community is like themafia. Once you get into the family, you never get out. And so, it seems. We are indeed a family of outstanding women leaders who support one another and cheer on each other’s successes. When one person is hurting, we all rally around for support. Andwhen our honorees stand on that stage receiving their awards, we all cheer themon—so proud of the journey every woman has made to earn a place on that stage. We always welcome any EnterprisingWomen reader to join us at our annual conference. While most attendees are awardwinners or members of our prestigious Advisory Board, the door is open to any woman entrepreneur whowould love tomeet and engage with other attendees. Visit our website at www.enterprisingwomen.com to learnmore and register to join us! —Monica Smiley A milestone year for the Enterprising Women of the Year Awards enterprising Women 3 Monica S. Smiley FROM THE PUBLISHER

FEATURES 29 Presenting the Class of 2022 30 Hall of Fame Inductees 32 Legacy Award Winner 35 Meet our award winners 66 A salute to our award champions 71 Q & A with our keynote speaker SALES AND MARKETING 9 T he sales effectiveness metric most don’t measure. MANAGEMENT AND LEADERSHIP 12 Sure, it looks good. But is it the right fit? 14 Exit strategies: By design or disaster? 17 The art of succession: Five pillars of success. 24 Habits of successful women entrepreneurs. SPEAK OUT 26 Let’s toast to the 20th anniversary of the EW Awards HUMAN RESOURCES 22 Be an ‘undercover’ applicant for your company. DIVERSITY & INCLUSION 74 Allyship is the new leadership. MENTORING 76 Is mentorship outdated? A new model to consider. enterprisingwomen.com Women THE VO I CE OF WOMEN ENTREPRENEURS Vol. 23, No. 3 2022 FEATURES DEPARTMENTS Hall of Fame Inductees Asma Ishaq and Camille Burns 4 enterprising Women

DEPARTMENTS FINANCE 10 Life transitions: An unavoidable part of life. TECHNOLOGY 78 Closing the digital divide for women. GLOBAL VIEW 94 Using technology to expand business across borders. 95 Takeaways from the Global Summit of Women. 97 Surprising Asia. 100 T he G20 focuses on improving the lives of rural women. 102 A ncient knowledge and new purpose. GIVING BACK 80 Educating Afghan and Ukrainian refugee women BOOK EXCERPT 88 Some Things to Think About: Lessons from My Dad. 90 Invest Like a Goddess. PERSONAL GROWTH 105 Healthy You: The best exercise is the one you’ll actually do. 106 T ips for travelling again. SPOTLIGHTS 82 Lois Gamerman, Soft Stuff Distributors, Inc. 84 Krista O’Malley, My PowerPak 86 Rachael Evans, Workshop Whisperer COLUMNS 3 Publisher’s Note 105 Healthy You 106 Endnote EDITOR & PUBLISHER Monica S. Smiley EDITORIAL DIRECTOR Carol L. Genee ASSOCIATE EDITOR Kathy Ann Moilanen PRODUCTION MANAGER Carley M. Dancer CONTRIBUTING WRITERS Caryn Kopp Susan Michel Virginia McGann Nina L. Kaufman, Esq. Jennie M. Campbell Kathleen Quinn Votaw Kimber Maderazzo Edie Fraser Jill Vitiello Shakenna Williams, PhD Lin O’Neill Priyanka Sharma Lois Elrich Monick Halm Deborah Garry Gulden Turktan, PhD Manishi Sagar Judi Sheppard Missett Leslie Atkins ART DIRECTION/DESIGN SPARK Publications EVENT CONSULTANTS Beth Blake Jamie Kopp DIRECTOR OF AUDIENCE DEVELOPMENT Austin Dancer CORPORATE & ADVERTISING SALES OFFICES 1135 Kildaire Farm Rd. Suite 200 Cary, NC 27511 USA www.enterprisingwomen.com ENTERPRISING WOMEN is published quarterly by Enterprising Women Inc. Annual print subscription rate is $20. Subscribe online at www.enterprisingwomen.com. Download our app in the Apple Store or Google Play. International print subscribers please add $25US for international postage. Enterprising Women is copyrighted 2022 by Enterprising Women, Inc. All rights reserved. Reproduction in whole or part is prohibited except by permission of the Publisher. The views expressed by contributing writers in this issue are not necessarily those of the staff or management of Enterprising Women Inc. Enterprising Women is not responsible for claims made by its advertisers. Women enterprising Women 5

Christy Alexander 5-Star Therapy www.5-startherapy.com Leslie Atkins LA Communications, LLC www.corporatestorytellers.com Sheri Apodaca Nearshore Technologies www.nearshoretechnologies.com Robin Bailey The Legacy Connection www.callerconnection.com Robert Bard Latina Style www.latinastyle.com Elin Barton White Knight Productions Inc. www.whiteknightpro.com Betsy Bassan Panagora Group www.panagoragroup.net Susan Phillips Bari The Susan Bari Company www.SusanSpeaks.online Lorin Beller Lorin Beller & Co www.LorinBeller.com Sarah Benken KNOW Women www.theknowwomen.com Fran Biderman-Gross Advantages www.advantages.net Gloria Bohan Omega World Travel www.owt.net Giselle Bonzi Washington Capital Partners www.washingtoncapitalpartners.com Kristina Bouweiri Reston Limousine www.restonlimo.com Jeska Broodbeck Be Light Consulting www.belightconsulting.com Barbara Brown Capitol Hill Consortium for Counseling and Consultation www.ccccmentalhealth.com Natalie Buford-Young Springboard Enterprises www.springboardenterprises.org Dominique Cagle Nika Corporate Housing www.nikacorporatehousing.com Jennie Campbell The Stewart Lodges www.stewartlodgeatsteelwood.com Mary Cantando WomanBusinessOwner.com www.womansadvantage.biz Susie Carder SC Consulting www.SusieCarder.com Seema Chawla Tek Valley Corporation www.tekvalley.com Diane Chen CESI Debt Solutions www.cesidebtsolutions.org Laura Chiesman FirstWave Financial www.firstwavefinancial.com Nicole Cober Cober, Johnson & Romney www.cjrlegal.com Jennifer Compton J&L Communications www.jandlcomms.com Rebecca Contreras AvantGarde LLC www.avantgarde4usa.com Wendy Coulter Hummingbird Creative Group, Inc. www.Hummingbird-creative.com Carolyn Marshall Covington Insightful Visionaries www.insightfulvisionaries.org Karen Cripe Label Logic, inc. www.label-logic.com Carol Curran Phoenix Data Corporation www.phoenixdatacorporation.com Shital Daftari Saris and Things Inc. www.sarisandthings.com Sharon Davison 1021UX.com www.SharonADavison.com Michelle DeClerck Conference Event Management. www.myCEM.com Laurie DeJong LDJ Productions www.ldjproductions.com Harriet Diamond Author, writer, speaker www.harrietdiamond.net Emilia DiMenco & Hedy M. Ratner Women’s Business Development Center www.wbdc.org Nathalie Doobin Harvard Services Group www.harvardsg.com Desiree Doubrox HomWork www.homwork.com Jen Earle National Association of Women Business Owners www.nawbo.org Denise Evans IBM Corporation www.ibm.com Susanne Evens AAA Translation www.aaatranslation.com MarshaFirestone,PhD&CamilleBurns Women Presidents Organization www.womenpresidentsorg.com Celeste Ford Stellar Solutions, Inc. www.stellarsolutions.com Judy Fourie Fourie Group www.fouriegroup.com Edie Fraser CEO, Women Business Collaborative www.wbcollaborative.org Anne Freedman Speak Out Inc. www.speakoutinc.com Joan Killian Gallagher Warden-Brooks, Ltd. www.wardenbrooks.com Twyla Garrett Growth Management Services, Inc. www.hiregms.com Deborah Garry BBG&G Advertising & Public Relations www.bbggadv.com Dima Ghawi www.DimaGhawi.com Molly Gimmel Design To Delivery Inc. www.d2dinc.com Judith Goldkrand Wells Fargo Bank www.wellsfargo.com DeLisa Guerrier Guerrier Development www.guerrierdevelopment.com Sharon G. Hadary, PhD Sharon Hadary & Co. www.sharonhadary.com Lili Hall KNOCK, Inc. www.knockinc.com Monick Halm Real Estate Investor Goddesses www.realestateinvestorgoddesses.com Linda Hamilton Linda A. Hamilton, CPA PLLC www.lahcpas.com Dr. Darnyelle Jervey Harmon, MBA Incredible One Enterprises ,LLC www.incredibleoneenterprises.com Dee Hawkins A Better Answer Call Centers® www.abetteranswer.com Cynthia Hetherington Hetherington Group www.Hetheringtongroup.com Sonya Hopson HIRE Strategies LLC www.hire-strategies.com Sally Hughes Caster Connection www.casterconnection.com Kathleen Hunt Personalized Payroll Services, Inc. www.personalizedpayroll.com Barbara Hutchinson, MD, PhD Chesapeake Cardiac Care www.ccardiac.com Marina Ilari Terra Translations www.terratranslations.com Asma Ishaq Modere www.modere.com Debby Jackson Pivotal Talent Search. LLC www.pivotaltalentsearch.com Karen Jenkins KRJ Consulting, LLC www.krjconsulting.com Marilyn Johnson MarilynjSpeaks.com www.marilynjspeaks.com Nina Kaufman Kaufman Law PLLC KaufmanBusinessLaw.com Kelley Keller The Keller Law Firm, LLC www.kkbrlaw.com Jill Kerrigan JAK Creative Design www.jakcd.com Karen Kerrigan Small Business & Entrepreneurship Council / Women Entrepreneurs Inc. www.sbecouncil.org Merrilee Kick Southern Champion / Buzzballz, LLC www.southern-champion.com www.buzzballz.com Sung-Joo Kim Sungjoo Group www.sungjoogroup.com Caryn Kopp Kopp Consulting, LLC www.koppconsultingusa.com Margery Kraus APCO Worldwide www.apcoworldwide.com Nishidha Kumaresan Pioneer Technologies www.pioneertechinc.com Cathy Light Lideranca Group Inc. www.liderancagroup.com Julie Lilliston Julie Lilliston Communications www.julielilliston.com Kimberly Lineberger Lineberger Construction Inc. / Carolina Construction School www.lci-lineberger.com Virginia Littlejohn Quantum Leaps, Inc. www.quantumleapsinc.org Julie Lopez Dr. Julie Lopez, LLC www.drjulielopez.com Renee Pepys Lowe RPL + Associates www.rplassociates.com 6 enterprising Women

Maril MacDonald Gagen MacDonald www.gagenmacdonald.com Gia Machlin Eco Plum Inc. www.ecoplum.com Marilyn J. Magett Evolve CFO Services www.evolvecfoservices.com Rúna Magnúsdóttir Connected-Women.com www.connected-women.com BRANDit www.brandit.is Purba Majumder Cybervation www.cybervationinc.com Francine Manilow Manilow Suites, Inc. www.manilowsuites.com Karen Maples Myutiq www.myutiq.com Andrea March Women’s Leadership Exchange www.womensleadershipexchange.com Angela Marshall, MD Comprehensive Women’s Health www.mdforwomen.com Kris Martinez Martinez Creative Group www.martinezcreativegroup.com Virginia McGann Value Management Resources www.vmresources.net Martha Mertz Athena International www.athenainternational.org Susan McGlory Michel Glen Eagle Advisors, LLC www.gleneagleadv.com Wanda McKenzie McKenzie & Associates Janice Migliore PALCO www.gotopalco.com Patricia Miller SpaceBound www.spacebound.com Judi Sheppard Missett Jazzercise, Inc. www.jazzercise.com Shaila Rao Mistry JAYCO MMI www.jaycopanels.com STEM-Institute www.stem-institute.org Cindy Monroe Fit Within www.fitwithin.com Thirty-One Gifts www.thirtyonegifts.com Jacqueline Muller 3DOM (Asia Pacific) Ltd. www.jacquelinemuller.com Bonnie Nawara Association ofWomen’sBusiness Centers www.awbc.org Terry Neese The Institute for Economic Empowerment of Women www.ieew.org Phyllis Newhouse Xtreme Solutions, Inc. www.xtremesolutions-inc.com Marlene Morrison Nicholls Stewart Morrison Insurance www.stewartmorrison.ca Dr. Nkem Okeke Medicalincs www.medicalincs.com Kathie Okun The Okun Financial Group, Inc. www.theokungroup.com Kris Oswold United Parcel Service www.ups.com Jill Osur Teneral Cellars www.teneralcellars.com Neelima Parasker SnapIT Solutions LLC www.snapit.solutions.com Shina Parker Integrity Title & Escrow Company www.integritytitlellc.com Melissa Parks Journey Sixty6 www.journeysixty6.com Desirée Patno National Association of Women in Real Estate Businesses www.nawrb.com Kathleen Scheil Pavlik IBM - retired www.ibm.com Carrie Peele Mako Documents www.makodocs.com Silvia Pencak WBE Canada www.wbecanada.org Iris Phillips Grace Federal Solutions, LLC www.gracefederalsolutions.com Barb Potter TJ Potter Trucking Inc. www.tjpottertrucking.com Esther Poulsen Raare Solutions LLC www.raaresolutions.com Jeanette Hernandez Prenger ECCO Select www.eccoselect.com Fabi Preslar SPARK Publications www.sparkpublications.com Pamela Prince-Eason Women’s Business Enterprise National Council www.wbenc.org Kathleen Quinn Votaw Talen Trust www.talentrust.com Adonica Randall Abaxent LLC www.abaxent-global.com Marti Reeder Edge Solutions & Consulting, Inc. www.edgesolutionsinc.net Sharon W. Reynolds DevMar Products, LLC www.devmarproducts.com Dee Robinson Robinson Hill, Inc. www.robinsonhillusa.com Helena Rodrigues AllBy www.allby.pt Lynthia Romney RomneyCom L.L.C. www.RomneyCom.com Manishi Sagar Kinderville Group www.kinderville.com Liz Sara SCORE Foundation Judith von Seldeneck Diversified Search Group www.Divsearch.com Charmane Sellers API Design Build Group, LLC www.aleonpropertiesinc.com Minerva Serrano Activus Connect www.activusconnect.com Mary Ellen Sheehy Vistage www.vistage.com Ciemone Sheppard Ciemone Inc. www.ciemoneinc.com Esther Silver-Parker The Silver-Parker Group www.silverparker.com Robyn Smalletz Gloria Duchin, Inc. www.gloriaduchin.com Tressa Smallwood MegaMind Media www.megamindmedia.com Maria de Lourdes Sobrino Lulu’s Dessert Inc. www.lulusdessert.com Jodi Standke Talon Performance www.talonperformancegroup.com Nicolina Stewart, CPA Capital Management Advisors, Inc. www.cmaadvisors.net Roseann Sunwoo Clara Sunwoo www.clarasunwoo.com Joanne Tabellija-Murphy Walmart www.corporate.walmart.com Shelli Tench Shelten LLC www.sheltenllc.com Dr. Gulden Turktan International Women’s Forum Turkey www.iwfturkey.com Kay Unger Pitman Kay Unger Family Foundation www.kayungerdesign.com Elizabeth A. Vazquez WEConnect International www.weconnectinternational.org Letty Velez Velez Global Enterprises www.velez-ent.com Cristina Vicini The International Alliance of Women www.tiaw.org Jill Vitiello Forty1-Vitiello www.vtlo.com www.forty1.com Lucie Voves Church Hill Classics www.diplomaframe.com Priscilla Wallace Wells Fargo www.wellsfargo.com Joanna Wasmuth Erase Poverty www.erasepoverty.org Candace Waterman Women Impacting Public Policy www.wipp.org Nancy Watt Nancy Watt Communications www.nancywattcomm.com Sandi Webster Sandi Webster LLC www.sandiwebster.com Thomasina H. Williams Sankofa Legacy Advisors www.SankofaLegacyAdvisors.com Bonnie Wong Asian Women in Business www.awib.org Victoria Woods ChappelWood Financial Services www.chappelwood.com Sandra Yancey eWomenNetwork.com www.ewomennetwork.com Lynn Yanyo Jade Lending www.JadeLending.com Jessica Ye Jessica Ye & Company www.JessicaYe.com Tina Young Quality Compliance & Management www.QCMConsulting.com enterprising Women 7

Every entrepreneurial journey starts with a dream. To create something new, better or more meaningful. To be your own boss and leader. To enjoy a more flexible lifestyle. To leave a legacy for the next generation. To give back to a community. To change the world in positive ways. Whatever your dream as a woman business owner, NAWBO is here to power it by delivering a uniquely fun and impactful experience infused with networking, inspiration, learning, shopping, resources and more. Join us in Louisville, Kentucky, this October. For more information and to register, visit NAWBO.org KEYNOTE SPEAKERS Molly Bloom Inspirational speaker, entrepreneur and bestselling author of the memoir Molly’s Game Magie Cook CEO, motivational speaker and author of Mindful Success October 9-11, 2022 The Galt House | Louisville, KY Power your dream with the most diverse group of women entrepreneurs from across the country. #NAWBO #NAWBOWBC Women Mean Business® EW-Ad-WBC2022-1.indd 1 4/14/22 3:12 PM

SALES & MARKETING by Caryn Kopp The Sales Effectiveness Metric Most Don’t Measure Do all your first prospect meetings result in second meetings? If 100% of your first prospect meetings don’t result in second meetings, there is likely a good reason and a few easy steps to correct it. Our company is best known for the Door Opener® Service. We get our clients the important, executive-level prospect meetings that fill a company’s sales pipeline with new opportunities. Successful initial prospect meetings are as much about having the right sales message delivered by the right seller at the right time to land the meeting as they are about having the right conversation during the meeting to land the next meeting. If you’re tracking key sales metrics like the number of calls and emails or the number of prospects in rotation, you’ve got a good start on monitoring activity. While these metrics are helpful, they don’t tell the whole story. For example, you may have sent emails and made calls, but what was the quality of those interactions, to which kinds of prospects, and what was the frequency? Measuring the effectiveness of the activity is as important (if not more important) than measuring the activity. One example of an activity effectiveness metric is the number of first meetings which go to second meetings. A few years ago, a prospect of ours shared that her inside sales team wasn’t producing prospect meetings her producers valued. Before we started working with them, their meetings weren’t with the right companies, or not with the right decision makers or the prospects who showed up didn’t know why they were there. Her producers complained the meetings wasted their time. When I asked what percentage of first meetings resulted in second meetings, she told me that even though they had this data, it wasn’t a metric they measured. When she did the calculation, she reported that 37% of their first meetings resulted in second meetings. We were both shocked the number was so low. When I told her that 100% of Kopp Consulting’s clients’ Door Opener® meetings result in second meetings, she was intrigued as to what we were doing that her team wasn’t to make this possible. How we get that second meeting 1The right prospects attend. Sales efficiency starts with being crystal clear on which prospects are exactly right for you (which is part of our Moment of Yes® sales messaging process) and then being so disciplined that only those prospects are pursued. 2 So much value is provided during the meeting that prospects WANT the next meeting. Using a proprietary pre-meeting planning tool, we provide our clients guidance for conversation structure during the meeting, which logically leads to a second meeting. Further, when the meetings we set for clients are on zoom, we do a warm hand-off, meaning our senior level Door Opener® is on the meeting with our client to ensure it goes well. 3 Ask for the next meeting. Our mantra is date and time! There is always a date and time for every step in the sales process. If a meeting is 30 minutes long, start closing up for the next steps (including asking for a date and time) by minute 23. Waiting until the meeting is over to get a next meeting only delays your sales cycle and creates unnecessary chasing. Business development and new opportunities are the lifeblood of most companies. There is only so much time in the day, so efficiency in the sales process is critical. Monitoring the percent of first meetings that go to second meetings and course correcting if the metric is under 100% will help you close more (of the right) sales in less time. CARYN KOPP is the Chief Door Opener® at Kopp Consulting, whose Door Opener® Service helps clients get in the door for initial meetings with executive-level decision makers. Her book, Biz Dev Done Right, is an Amazon best seller. She also is the author of The Path to The Cash!® The Words You NEED to Bypass Those Darned Prospect Objections. She is a member of the Enterprising Women Advisory Board, a past recipient of the Enterprising Women of the Year Award, and was named to the Enterprising Women Top 20 in 2020. Reach her at https://www.koppconsultingusa.com. PanuShotl / Shutterstock.com enterprising Women 9

FINANCE by Susan Michel Life Transitions: An Unavoidable Part of Life Far too many of us know how quickly life can change. Usually change brings about growth, some welcomed and some not. For many people, the most stressful times in life are when they are going through these significant transitions. Some of the most common life changes are marriage or divorce, pregnancy or emptynesting, retirement or career change, severe illness or disability of self or a loved one. Often during these changes life can feel out of control and frightening. However, there are steps we can each take to help us prepare for these events that will make the journey easier and provide us with more confidence during these times. Below is a list of things to think about when experiencing transition: ■ Don’t let the unknown overwhelm you. You cannot control everything and often embracing the unknown although easier said than done will lead to less anxiety. When it comes to life changes, preparation is key. ■ Imagining what your life would look like in the new situation and what you will need to prepare ahead of time can be extremely helpful. For example, if you are thinking about retirement what would you want to do during the day? Howmuch money will you need to live the lifestyle you desire? What has been a lifelong love or hobby you can now pursue? ■ Have a support system in place. Studies show that having a solid support system can help you cope with difficult situations. Providing social support to others may even be more beneficial than receiving it! Anything from being a newmom, to losing your job or your spouse requires leaning on others. Often business owners have been successful by working hard on their own but when life changes happen it is important to recognize you need others. Knowing who you can lean on and asking for help is so important during these times in life. ■ Write down what you know. Create a written plan that includes all of the steps you will need to take in order to accomplish your goal. A study done by Dr. Gail Matthews at Dominican University found that you become 42% more likely to achieve your goals and dreams, simply by writing them down on a daily basis. ■ Give yourself time frames for action. For example, if your goal is to update your life insurance, set a deadline for contacting providers and then another for reviewing the options and making a decision. ■ Be realistic about the time it will take to accomplish each step. This is not the time to be overly optimistic unless you are willing to give yourself an extension for each missed deadline and still meet your overall goal. ■ Keep track of your progress and celebrate every step along the way. However, don’t wait until everything is complete before patting yourself on the back—this will only make the process feel longer and more complex. From a financial perspective, these are some areas that should be a priority: ■ Life Insurance: Review and update your life insurance policy or, if necessary, purchase a new one for the first time. ■ Will/Advanced Directives: Only 44 percent of Americans have a will. While that number alone is troubling enough, here’s the kicker: that number has declined in recent years. In 2005, around 51 percent of Americans reported having a will. ■ Consider drafting a will and creating advance directives if you haven’t already. These items can help you avoid future conflicts between family members. ■ Beneficiaries: Review beneficiaries on all of your accounts (e.g., insurance policies, pensions, IRAs, 401(k)s). Update beneficiaries as circumstances change to ensure that the right people inherit your assets when you die. For example, who will inherit your IRA or home upon death? ■ Guardians: If you have minor children, select suitable guardians if something happens to you. ■ Essential Documents: Share with your family where they can find your Important documents and passwords. With planning and the right mindset, you can make transitions in your life much less painful and more positive. While it is normal to have feelings of being overwhelmed, it is vital to take care of yourself physically and emotionally. Try to eat well; get enough sleep; exercise regularly; do something fun every day; spend time with friends and family members who offer support and keep up with your usual routine as much as possible. Remember: transitions are a part of life. While they can cause stress and fear, they can also be exciting times filled with new possibilities and opportunities. The more prepared we are, the less stress we will feel when significant changes occur. SUSAN MICHEL is the founder and CEO of Glen Eagle Advisors, LLC, an award-winning financial services firm based in Kingston, NJ. Offering retirement planning to business owners and wealth management, the Glen Eagle team takes an educational, holistic approach to meeting their clients’ long-term goals. Susan is a member of the Enterprising Women Advisory Board and a past recipient of the Enterprising Women of the Year Award. She was named an Enterprising Women “Top 20 in 2020” Award Winner. Learn more at www.gleneagleadv.com. 10 enterprising Women

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MANAGEMENT by Virginia McGann Sure, it Looks Good, But is it The Right Fit? Many of us struggle with this question every time we shop for new shoes, a new chair or that new car. It sure looks good, and it seems like everyone is getting one, but will it be the right fit for me? Outsourcing part of all of your back office operation can feel like that shopping experience. Seems like almost everyone you know has a colleague or friend who is currently outsourcing or has considered it very seriously. In these times of the Great Resignation, outsourcing becomes a compelling solution to the confounding situation of finding and keeping competent, dependable administrative and finance personnel. To help you make that decision, consider these three steps: 1 Define the Goal: What do you hope to achieve by outsourcing? Are you currently doing some administrative or finance functions yourself, and would like that time back to grow your business? Perhaps you have people in place to do the work but are not confident you are getting reliable numbers. Do you have staff in place who are overpaid, whether due to longevity or personal relationships? Are your back office protocols right out of the 1990s? Like most effective goals, yours should be specific and measurable, for example: I need 10 hours per week back to concentrate on business development; or my current cost for finance operations is $55K plus benefits. I will find a way to get that closer to $25K all in; I have someone doing the same data entry in two different platforms; we will find a resource to integrate our programs and save half of my cost. 2 Will outsourcing be a good cultural fit? Making sure that outsourcing is a good cultural fit may well be the most key factor in your decision to try outsourcing. Do you have legacy employees for whom you hope to provide a position until their retirement, regardless of performance or cost? Are you an executive who needs a body in the chair outside your office door? Can you discern the difference between needing an urgent response and a timely one? If this describes your firm or your preferences, outsourcing may not be a good fit. However, if you are considering bringing on higher-level talent that you currently do not have, or cannot afford, outsourcing can prove to be an excellent way to leverage the talent you need at a fraction of the cost of bringing someone in-house. 3 Consider just some of what outsourcing is and is not. What Outsourcing Is ■ Leveraging skill and time of professionals, shared with other firms ■ Experience from myriad business situations ■ Expertise at considerably lower cost than in-house personnel ■ Flexibility to scale; add as needed, reduce when necessary ■ No HR issues ■ No long term commitments What Outsourcing Is Not ■ Daily office presence ■ Immediate feedback on non-emergency questions ■ Engaged to complement existing staff (too many cooks in the kitchen) ■ Does not “clock in/out” ■ Not intended for “and duties as assigned” Outsourcing is not for everyone. Do an honest assessment of how you see your firm working both most efficiently and comfortably. If you would like input on whether outsourcing part or all of your operations would be a good fit, please reach out for a chat. I will be happy to share some experiences where outsourcing worked well as expected and others in which outsourcing was not the right fit. VIRGINIA McGANN is founder/CEO of Value Management Resources, a back office outsourcing solution for professional services and construction firms. Value Management is working with firms to integrate their systems and workflows to ensure successful operations. She is a member of the Enterprising Women Advisory Board. Reach her at vmcgann@vmresources.net/ 312-789-4915/vmresources.net. Elnur / Shutterstock.com 12 enterprising Women

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MANAGEMENT by Nina L. Kaufman, Esq. Exit Strategy: By Design or Disaster? When he died in 2015, Subway sandwich franchise founder Fred DeLuca had a net worth of $2.8 billion. He seemed the classic rags-to-riches story: starting the business in 1965 with only $1,000 and building Subway to become bigger than McDonald’s. By all accounts, a successful entrepreneur, right? Nowadays, Subway seems to be hemorrhaging. It closed over 1,300 stores in the past three years. Relationships with franchisees are fractured. DeLuca’s widow Elisabeth (who inherited his 50% share) and co-founder Peter Buck couldn’t agree on the vision and future of the company. Then, Buck died in 2021, so his half of the company is tied up in probate. For all DeLuca’s wealth and access to advisors and resources – and time (he ran the company for more than 50 years) – his exit strategy was a disaster. Much of the business was in his head and run like when he started it. What’s the legacy DeLuca left his family? A billion-dollar, protracted mess of expensive loose ends (in addition to the ugly personal legacy of being an alleged habitual skirt-chaser). So, what hope do smaller businesses have? Fortunately, a thoughtful exit strategy is not a matter of dollars. It’s a matter of design. It starts with facing the uncomfortable truth that none of us lives forever. And, that you probably have other things you want to do with your life beyond running your business. Therefore, you will step away from your business at some point – one way or the other. The question is, will you exit by design… or by disaster? Here are three decisions to help you design the exit strategy that’s right for you. 1 What You Want What do you want to do with your business? Sell to a third party (maybe, competitor or hedge fund)? Transfer to family members or employees who will operate the business, so you retire on an income stream? Or close your doors? (This comes up often if you are the sole owner, don’t have children, or where the company depends on your skill and know-how to serve clients -- for example, with creative, consulting or professional services). This “WHAT” decision affects where you place your emphasis for the next 5-10 years. If you want to sell or transfer your company, it needs to be a viable going concern – that is, a company that functions without your active day-to-day involvement. What makes a company a going concern? Among other things, good systems and processes that are documented. A good team that doesn’t need you to micromanage them – including a management or C-Suite team to shepherd the company. Good, steady revenue streams from clients who pay timely. If you prefer to close up shop, that’s okay too. Winding up is a neat and clean option when done by design that ties up loose ends. What’s involved in winding up? A plan for closing out or referring client engagements. Mindful consideration of loyal employees. A list of accounts -- such as bank, loan, software, email, insurance – and providers that need to be notified (such as landlord, vendors/freelancers, employee benefits). And, remember to document the passwords! 2 Who Can Help You Like other areas of life and business, “it takes a village.” Depending on the exit strategy you want to explore, you will need certain advisors for support and guidance. The sooner you give them an inkling of your thinking, the sooner they can help you navigate the path and get the stepping-stones in place for you. (Which saves time, money, and accuracy because you’re not rushing). Among others, you’ll want to consult with a financial advisor, business attorney, estate planning attorney, accountant, and business broker. Often overlooked is your “backup quarterback” – someone you trust to step in if anything should happen to you unexpectedly. This could be an employee, family member, or friend. Who has business sense, gravitas, and detail-orientation to execute on your MJgraphics / Shutterstock.com 14 enterprising Women

business and personal wishes? Note that your “backup” for personal and business matters may be different people. 3 When You Will Exit Give yourself the gift of time. That means taking action now. Even that’s just scheduling preliminary consults with your advisory team about the options. Not “oh, I’ll get to it when things settle down.” Or avoiding the issue because “I’m in good health; I’m not going to die or get hit by a bus.” Or, “I don’t care – when I’m dead it’ll be someone else’s problem.” (Is that really the legacy you want to leave?). Jim was 62 and owned a construction company that did about $5 million a year in revenue. He had good health, a team of employees, and a vision for growth. Until his daughter, Margaret, called frantic because Jim died of a heart attack at his desk. She had no idea where the records were, how employees got paid, the state of work in progress -- because the business was in Jim’s head. Jim’s loss became his family’s albatross. They couldn’t grieve properly because they resented Jim for leaving things such a mess. They had to pay from their pockets to resolve business matters until Jim’s estate settled. They sacrificed their lives to attend to his unfinished business. And without a plan, the family had to accept “fire sale” prices for the company. At least Margaret was a newly-minted MBA grad. Others might not have the mental alacrity or business experience to assemble the team or know which questions to ask. Exit strategies are organic. You can always change your mind. Like plans for business growth, you’ll revisit your exit strategy periodically to see if it still makes sense based on conditions and circumstances in your life, business, and finances. So don’t worry about getting it perfect at the first pass. Just get it going. As Fred Deluca showed us, “exit strategy by disaster” tends to be the default for most business owners. For a prosperous life with peace of mind, choose exit strategy by design. Sheri Apodaca www.nearshoretechnology.com sapodaca@nearshoretechnology.com We are a custom development design to build shop. We bring innovation and great ideas to life. Transform Your Business With The Right Technology Partner we add value to your business NINA KAUFMAN, Esq. is a small business champion, award-winning attorney, former podcast host, and Enterprising Women Advisory Board member. She counsels innovative business professionals to make more money with fewer headaches so they can live their best lives. For more, visit KaufmanBusinessLaw.com. enterprising Women 15

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MANAGEMENT by Jennie M. Campbell The Art of Succession: Five Pillars of Success Succession is simply the passing on of one generation to the next. Plain and simple. We can either choose to prepare others for the best opportunity to succeed or we can choose to leave others with lack of guidance and direction. It is true that you can succeed either way depending on the individuals’ drive, commitment and integrity. However, if we leave tools of guidance for the next generation in both our business and personal lives, we have left the greatest gift of all. Just as in business, capture the core of your message as memorable. Core values have been a part of my life as long as I can remember. Values started with my family. From a very young age, I remember values, traditions and structure. Not only was I taught values, I saw them through my parents actions, I learned from my experiences and most importantly I gained strength and inner peace. Having now lived through those times and reflecting, I realized that this was the greatest gift my parents gave me. Following you will find what I chose to leave to my staff as well as my family. My intent is to make you reflect and capture your own core values that you want to be passed on. 5 Pillars of Success 1 The Art of Giving Back The Art of Giving Back is taught and begins at a young age. Teaching a young person or anyone to give back and think of others before their actions is one of the most rewarding experiences. As a mentor, parent or leader of an organization, we all know that this given knowledge is not innate but rather taught through experiences. I can remember distinctly when I learned this lesson. I was in kindergarten playing on the playground. A group of children came over and asked if I wanted to play a game with them. I was thrilled. They formed a circle around me. They took my glasses and started passing them around, teasing me. I remember feeling confused, afraid and hurt. Years later when I asked my mom about my memory, she confirmed it happened. She explained to me that when my father (an Ophthalmologist) found out, he contacted the teacher and spoke to the children. He gave them “funny glasses” to wear that made their vision blurry. He described to them that this is how I see without my glasses. He explained to the children when you cannot see properly, you are afraid. He asked them,” how would you feel?” The next day I was in school, a group of the children said they were sorry. I now had some friends and I was happy. After learning this from my mom and knowing how I felt, I promised myself I would always be aware of people’s feelings and would teach my children the same at a young age. Lesson learned: To lead with a servant heart of intent and purpose. Always make time to give back to our family, organizations, and our communities. Always be cognizant of our decisions, actions and words and how they impact others. There are times we are faced with hard decisions, yet we know our decisions are the best for everyone even if the people being affected at that time do not understand. Remember that giving back is not only financially, but also with your time, knowledge and beliefs. When you give back, it comes back to you tenfold in so many ways. However, most importantly it gives you a sense of inner peace and accomplishment that you made a difference to an individual, organization or community. 2 The Art of Perseverance The Art of Perseverance is the opportunity for an individual or organization to experience challenging times, a time for self and organization reflection, a time to really understand your core values, a time to understand your current situation, a time to create a new direction and plan, and a time to embrace the future. Without adversities, growth and change will not happen. This is not to be confused with pivoting or quick changes. Every person and organization experience changes on a regular basis. The reason I call it “the art of perseverance” is due to an abrupt, longlasting impact that changes your life and/or organization’s directions. As you are moving forward in your new direction, be reflective and thankful for not only your past, which has created the foundation, but also the future. Have faith in something beyond yourself to give you steadiness especially when you cannot see the road ahead of you. If you do, you will eventually see that road and begin to travel. That is your new direction. I have experienced many adversities in life; however, I also have many wonderful memories. Even when you are faced with the reality of the closure of your business, encounter each day with gratitude, appreciate the moments you have, and embrace your new experience moving forward. This takes time. However, if you Golden Sikorka / Shutterstock.com enterprising Women 17

MANAGEMENT can truly accept and believe this, you will have inner peace. You will depart both professionally and personally with grace, dignity and peace. Lesson learned: The lessons that are life changing and career changing happen abruptly without notice. First understand the changes, accept the challenges, make your choices, plan with intent and purpose and embrace your new horizon. Understand that this is a long process and that at times you will feel weak and without direction. Have belief in something greater than you until you find your new path and direction. For each one of us this is different. For me, it is my faith. ■ View challenges and adversity as an opportunity for change. ■ Reflect, learn and be thankful for your adversities. 3 The Art of Discipline and Integrity The art of Discipline and Integrity is very complex, and they are controversial subjects. Interpretations are diverse. I personally believe your interpretations are based on your life experiences. As in any word, the meaning can be interpreted to extremes in both directions. I personally feel that discipline and integrity are powerful words and actions that can enhance achievement. Success is mastering the art of self- discipline by doing what you need to do and should do before what you want to do. The art of Integrity, doing what you need to do and should do before what you want to do without anyone watching (conscious) is the ultimate form of discipline. When individuals can rely on your word as well as your actions, you will have sustainability both in your career, life and legacy. It is this sustainability that will assist you in the most difficult times. An example of leading with discipline and integrity is “quiet strength.” Quiet strength is the ability to lead by active listening and reflective interpretation. You do not have to be the most dominant personality, rather, command your space by listening actively and speaking succinctly with intent and purpose. Let the intonation and pace of your voice resonate your message. Draw people into listening and engagement. You can be strong and decisive with respect and authority if you speak from knowledge and respect. In the most difficult situations, have your counterpart engage in the conversation by answering your questions by reflecting their statements in a yes/no fashion. If no lead them into succinct clarification. People will remember your strength and leadership. This takes time and practice. Remember: In a controversial discussion, the person that speaks from emotions and not facts risks the chance of not being heard. Lesson learned: ■ Discipline: Doing what you need and should do before what you want to do. ■ Integrity: Doing what you need and should do before what you want to do when no one is watching ■ Quiet strength: Listen actively. Engage reflecting and acknowledgement. Speak succinctly with purpose and intent. 4 The Art of Attitude The Art of the Attitude is very simple. A very good friend of mine from the 1990s, Keith Harrell, shared this simple statement: “Attitude is Everything! There are no exceptions.” When circumstances are complex in our lives, we tend to look for complex answers. I know, I am guilty of doing this. In all the situations that I have experienced both personally and professionally, I come back to the realization and foundation of this simple message that mastering through the difficult times is dependent upon my own attitude and the attitude of others. Let yourself feel the moments of loss of direction, helplessness, anger, fear and hope. Give yourself a safe place to release (a confidant, exercise, a professional— clergy or counseling, singing, painting, writing, etc.). Most importantly forgive yourself. Give back to others during this time. By helping someone else and removing their pain just for a moment, amazingly minimizes our pain and leaves us with inner peace. Now, let your mind and soul move to a place of imagination. Look at your new horizon and embrace it with the same enthusiasm that made you the person you are. You are now stronger, better, confident and more resilient to embrace and lead into your new future with success. There are several moments in my life that I experienced this change. One experience resonates with me that created life altering changes both for me personally and professionally. This experience created the foundation of the person I am today. At the age of 36, a single mother with three middle school aged children, a successful, growing company and just having lost my mother to cancer, I was diagnosed with cancer. I was instructed to have my affairs in order. On the night of the surgery, I began to reflect. The fear, the anger the sadness came over me. Why would God do this to me? In the past, when I felt despair, When individuals can rely on your word as well as your actions, you will have sustainability both in your career, life and legacy. It is this sustainability that will assist you in the most difficult times. GOLDMAN99 / Shutterstock.com 18 enterprising Women

I would try to read everything I could to understand why. In my bed, I had a picture of my mom and dad, a picture of my three children and Keith’s Harrell’s Book Attitude is Everything. That night I read the book. It brought me to a place of acceptance rather than anger. I then looked at my children and my parents and I said a prayer to God. “God, if you would please let me see my children graduate and know they can take care of themselves, I promise you I will handle any adversity thrown my way with grace, dignity and peace. Amen.” Not only did God deliver on his promise, but he also exceeded his promise by allowing me many experiences as well as adversities. I have been happily married for 23 years, I have seen graduations, marriages and now grandchildren. Anytime, I experience an adverse situation, I remember this promise I made to God. I am grateful for every day, even the most challenging days, since 1996; for each day has been a gift from God. Lesson learned: Learn to be graceful and grateful. Focus on positivity and inner strength. When you feel fear rely on your Faith. ■ Choose to live in happiness and optimism and only visit sorrow and despair ■ Always be thankful and grateful. You are the only one responsible for your attitude ■ Everyday celebrate your life no matter how difficult. There is beauty and grace in everything. 5 The Art of Connection The Art of Connection is the ultimate success for which every business and individual strives. In a time of social media and a fast-paced life, relationships make the difference both professionally and personally. Individuals and businesses will have their differences; however, I truly believe that people and organizations should be able to express their differences and beliefs in a way that is productive. Communication and trust are critical components of any lasting mutually respected relationships. We are all human and life is not perfect: however, we can try to understand others who are different, have rationale conversations and even disagreements, yet lead with our sense of core values. Respect and reflect on words and decisions that affect others. Success is achieved when the four arts above are successfully mastered. You and your business are now significant, have made a difference and are valued. Your legacy will be the foundation for the next generation. A once-in-a-lifetime honor, 100 Women to KNOW in America, is a recognition that showcases the most innuential, achieved, and honorable women across the United States. Following a nomination and interview process, the 100 selected female entrepreneurs, executives, creatives, and philanthropists have not only grown their dreams, but have created boundless opportunities for the next generation of female leaders. Deadline to Apply: Dec 31, 2022 | Interviews & Selection: January 2023 https://theknowwomen.com/top-100-application enterprising Women 19