$5.00 Winter 2019 Powerhouse Latinas! Women Business Collaborative: A NEW PARTNERSHIP TO TRANSFORM WOMEN IN BUSINESS ‘Nancy the Riveter’ Nancy Garcia models herself after the iconic ‘Rosie’and builds her trailblazing manufacturing business, plus six other Latinas who are making a difference! Plus: Combating “Solo Shame” that keeps you cautious and playing small Lessons learned from the Animal Kingdom Creating a child-friendly office space Giving your salespeople the tools to succeed, and much more! $5.00 Fall 2022 20TH ANNUAL Enterprising Women of the Year Awards COMMEMORATIVE 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 $5.00 From New York Fashion Week to Empowering African Women: LAURIE DEJONG’S INVISIBLE THREAD Transforming Your Brand FROM FLEDGLING TO FIERCE Traveling Solo with a Little Help from GLORIA BOHAN’S OMEGA WORLD TRAVEL The Business Move That SAVED MY SOUL PLUS GLOBAL POWERHOUSE APCO’s Margery Kraus Vol. 20, No 1, 2019 A DC Chef Builds an Empire Superstar Interns Writing the Perfect Bio Summer 2019 $5.00 17th ANNUAL Enterprising Women of the Year Awards COMMEMORATIVE ISSUE! Introducing the Class of 2019 Award Winners & Champions PHYLLIS NEWHOUSE 2019 Hall of Fame Inductee PLUS: The 50 Fastest Women-Owned/Led Women Entrepreneurs Sales, marketing and management tips to help spur the growth of your business! CELEBRATING YEARS AS THE VOICE OF WOMEN ENTREPRENEURS $8.00 Summer 2025
Bank of America, N.A., Member FDIC ©2024 Bank of America Corporation. All rights reserved. MAP6161919 | AD-11-23-0419 Ready for the next step on your journey? Great things can happen when you make every move matter. Building a business takes skill and determination. But it also helps to have a network of support. At Bank of America, we listen to your business goals and help you achieve them. With our financial expertise and your dedication, there’s nothing you can’t accomplish. Let’s take the next step together. Please take a moment to schedule an appointment with a Bank of America small business banker. To learn about the resources and support we offer women small business owners, or to make an appointment, scan or visit: bankofamerica.com/SBwomen.
Celebrating 25 years with the Enterprising Women family Twenty-five years ago—May 2000—our team published its first issue of Enterprising Women, providing “the voice of women entrepreneurs,” a friendly meeting place, and a safe forum for women to share their best practices and support each other’s business growth. I was 45 years old at the time, juggling the busy schedules of two young sons, and bootstrapping a magazine that some felt would never survive five years let alone 25. Today, as I approach my 70th birthday with nine grandchildren and a dynamic community of women entrepreneurs across the U.S. and around the world, I count my blessings. How fortunate I have been to be able to do something I love, spend so much time with women around the world who have kind and generous hearts, and share my love for the community we have built together. This issue pays tribute to many of the women who have built the women’s business ecosystem. I am thankful for the time they have spent looking back on our shared history and providing thought leadership on what is in store for the future. We are all interconnected and support each other. And I am proud that Enterprising Women has often served as a bridge between the major organizations that have helped women grow and scale their businesses. There was no way to include all of the women and all of the organizations in this issue that have played important roles in building the women’s business community so please look for part two of this historical section in our fall issue. There are newer organizations that have emerged just in the last five years that are important to include as well. Today we like to say that Enterprising Women is much more than a magazine. We are a community of women—worldwide. Many of us gather at the annual Enterprising Women of the Year Awards Celebration & Conference (2026 will be our 24th year for this event) to connect, share and shine the spotlight on our award honorees and provide an annual meeting for members of our Advisory Board. Our recent conference in Nashville was a celebration I will long remember. With the growth of the Enterprising Women Foundation, our sister nonprofit, our family has grown even larger to include thousands of high school young women from coast to coast who have been touched by our Young Enterprising Women Mentoring Forum Program, and starting this past year, from our Peace Through Business Program, which is now a part of our foundation. This 20-year-old program founded by Dr. Terry Neese (who now serves as the Ambassador for PTB) is teaching entrepreneurship and providing mentors to women in Afghanistan, Rwanda, Uganda, and immigrant women in the UK and Canada. We hosted a delegation of 22 women at our Nashville conference who were Peace Through Business Program graduates. They added a new and important dimension to our conference. The work we all do together is important and meaningful. We are opening doors and changing lives. The women in our community are building strong businesses and legacies that will impact generations to come. To my family and many friends who have supported me along the way, I am eternally grateful. So many people have believed in our mission and made it possible for us to reach this milestone anniversary. The work we do together is more important now than ever. Here’s to many more years of inspiring each other, building the next generation of women leaders, and finding joy and purpose every day. Together we are unstoppable. Monica Smiley, Publisher/CEO msmiley@enterprisingwomen.com enterprising Women 3 Monica S. Smiley FROM THE PUBLISHER
enterprisingwomen.com Women THE VOICE OF WOMEN ENTREPRENEURS Vol. 26, No. 2, Summer 2025 FEATURES 24 Cover story: More than a magazine. Celebrating 25 years of Enterprising Women. CELEBRATING YEARS AS THE VOICE OF WOMEN ENTREPRENEURS 27 Building the women’s entrepreneurship movement and ecosystem. 32 Babson invests in women entrepreneurs. 34 NAWBO at 50: honoring its legacy and shaping its future. 36 WPO: powering multi-million-dollar female entrepreneurs. 38 WBENC: Bridging the gap for women-owned businesses. 40 WIPP’s legacy of impact and the road ahead. 42 Honoring the past and what’s ahead for the WBDC. 44 Celebrating Enterprising Women’s 25 years of impact, purpose and powerful action. 4 enterprising Women EDITOR & PUBLISHER Monica S. Smiley EDITORIAL DIRECTOR Carol L. Genee ASSOCIATE EDITOR Kathy Ann Moilanen PRODUCTION MANAGER Carley M. Dancer CONTRIBUTING WRITERS: Caryn Kopp Katie Schibler Conn Susan Michel Marilyn J. Magett Andi Simon, PhD Victoria Woods Lynn Whitesell Lori Harris Virginia Littlejohn Shakenna K. Williams, PhD Jen Earle Camille Burns Angela Dingle Erica Kuhlmann Edie Fraser Rebecca Contreras Jodi Standke Nadine Green Sandi Webster, PhD Kathleen Hunt Cynthia Hetherington Sharon W. Reynolds Elin Barton Tatiana Gfoeller-Volkoff Kathy Durfee Liz Wool Jennie Smythe Natajia Miller Susanne Evens Manishi Sagar Judi Sheppard Missett Jill Vitiello ART DIRECTION/DESIGN SPARK Publications VIDEO PRODUCTION MANAGER Alexander Dancer WEBSITE MANAGER Myra Ray EVENT CONSULTANTS Beth Blake Jamie Kopp 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 $25. 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 2025 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.
DEPARTMENTS PERSONAL GROWTH 58 How to be bold, fearless and unstoppable. 60 From startup to standout: growing a business that does good (and does well). 62 Planning your second act: a celebration of courage, emergence and empowerment. 64 Defying expectations: a mother’s entrepreneurial journey. 66 How to deliver a winning pitch. BOOKS 69 Becoming Girlilla, My Journey to Unleashing Good—in Real Life, Online, and in Others, by digital marketing powerhouse Jennie Smythe. HEALTHY YOU 81 Five easy hacks to boost your happy hormones. ENTERPRISING WOMEN FOUNDATION 76 Our Young Enterprising Women (YEW) program targets outreach to 5,000 students in 2025-2026. GLOBAL VIEW 78 Navigating the present, drawing from the past, and crafting the future. FINANCE 14 A business owner’s guide to building wealth in uncertain markets. 16 How to position your company to attract capital. HUMAN RESOURCES 48 Self-managed teams: rethinking the way we work. PIVOTING 46 Expanding our impact in a shifting landscape. SALES AND MARKETING 8 F inding sales success amidst sweeping market changes. 10 Marketing in the middle of chaos: A guide to surviving and thriving in chaotic times. MANAGEMENT AND LEADERSHIP 18 How to understand change, visualize the future, and mobilize your team. 20 The next 25 years: how women are changing family office dynamics. 22 The power of coaching in a new era. 50 Unleashing efficiency and scaling smarter. 52 Navigating the path to joining an advisory board. 54 The evolution of payroll management: a 25-year journey and a glimpse into the future. TECHNOLOGY 56 Beyond Googling: rethinking research in the age of Open-Source Intelligence (OSINT) and Artificial Intelligence (AI). COLUMNS 3 Publisher’s Note 82 Endnote SPOTLIGHTS 70 Nikki Miller Embrace Resort 72 Susanne Evens AAA Translation enterprising Women 5
Christy Alexander 5-Star Therapy www.5-startherapy.com Leslie Atkins LA Communications, LLC www.corporatestorytellers.com Robin Bailey The Legacy Connection www.callerconnection.com Robert Bard Latina Style www.latinastyle.com Elin Barton Riveo Creative www.riveocreative.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 Renee Bovelle, MD Envision Eye and Laser www.envisioneyeandlaser.com Jeska Brodbeck Be Light Consulting www.belightconsulting.com Barbara Brown, PhD Capitol Hill Consortium for Counseling and Consultation www.ccccmentalhealth.com Natalie Buford-Young Springboard Enterprises www.springboardenterprises.org Camille Burns Women Presidents Organization www.womenpresidentsorg.com Dominique Cagle Nika Corporate Housing www.nikacorporatehousing.com Jennie Campbell The Stewart Lodges (retired) 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, PhD CESI Debt Solutions www.cesidebtsolutions.org Laura Chiesman FirstWave Financial www.firstwavefinancial.com Nicole Cober Cober, Johnson & Romney www.cjrlegal.com Brittany N. Cole Career Thrivers www.careerthrivers.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 Anne Descalzo Clutch www.connectwithclutch.com Karen DeYoung DeYoung Consulting Services www.deyoung-consulting.com Harriet Diamond Author, writer, speaker www.harrietdiamond.net Nathalie Doobin Harvard Services Group www.harvardsg.com Desiree Doubrox HomWork www.homwork.com Kathy Durfee TechHouse www.tech-house.com Jen Earle National Association of Women Business Owners www.nawbo.org Susanne Evens AAA Translation www.aaatranslation.com Marsha Firestone, PhD Women Presidents Organization www.womenpresidentsorg.com Celeste Ford Stellar Solutions, Inc. www.stellarsolutions.com Judy Fourie Fourie Group www.fouriegroup.com Edie Fraser Women Business Collaborative www.wbcollaborative.org Renee White Fraser Fraser Communications www.frasercommunications.com Anne Freedman Speak Out Inc. www.speakoutinc.com Joan Killian Gallagher Warden-Brooks, Ltd. www.wardenbrooks.com Jayanthi Ganapathy Finaccurate LLC www.finaccurate.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 Chanie Gluck 4D Global www.4dglobalinc.com Nadine Green The C-Suite Group www.thec-suitegroup.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 Darnyelle Jervey Harmon, PhD Incredible One Enterprises ,LLC www.incredibleoneenterprises.com Lori Harris Harris Whitesell Consulting, LLC www.harriswhitesellconsulting.com Melissa Harrison Allee Creative, LLC www.alleecreative.com Cynthia Hetherington Hetherington Group www.Hetheringtongroup.com Dana Hetrick Lucas Commercial Flooring Group, Inc. www.lucasflooringkc.com Sonya Hopson HIRE Strategies LLC www.hire-strategies.com Sally Hughes Caster Connection www.casterconnection.com Sharon Hulce Employment Resource Group, Inc. www.ergsearch.com Kathleen Hunt Personalized Payroll Services, Inc. www.personalizedpayroll.com Barbara Hutchinson, MD, PhD Chesapeake Cardiac Care www.ccardiac.com Marilyn Johnson MarilynjSpeaks.com www.marilynjspeaks.com Kathy Kamei Kathy Kamei Designs www.kathykamei.com Nina L. Kaufman, Esq. www.NinaKaufman.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 Lisa Larson-Kelley Quantious www.quantious.com Cathy Light Lideranca Group Inc. www.liderancagroup.com Julie Lilliston Julie Lilliston Communications www.julielilliston.com Kirsten Liston Rethink Compliance LLC www.rethinkcomplianceco.com Virginia Littlejohn Quantum Leaps, Inc. www.quantumleapsinc.org Renee Pepys Lowe RPL + Associates www.rplassociates.com 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 6 enterprising Women
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 Patricia Marx New World Van Lines www.newworldvanlines.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 Judi Sheppard Missett Jazzercise, Inc. www.jazzercise.com Shaila Rao Mistry JAYCO MMI www.jaycopanels.com STEM-Institute www.stem-institute.org Cindy Monroe Thirty-One Gifts www.cindymonroe.com Fatimah Moody Linkvisum Consulting Group www.linkvisum.com Jacqueline Muller 3DOM (Asia Pacific) Ltd. www.jacquelinemuller.com Bonnie Nawara Association of Women’s Business Centers www.awbc.org Terry Neese Peace Through Business www.enterprisingwomenfoundation.org Phyllis Newhouse Xtreme Solutions, Inc. www.xtremesolutions-inc.com Marlene Morrison Nicholls Stewart Morrison Insurance www.stewartmorrison.ca Nkem Okeke, MD Medicalincs www.medicalincs.com Kathie Okun The Okun Financial Group, Inc. www.theokungroup.com Pooja Chandra Pama ACE Foods www.acefoods.org Neelima Parasker SnapIT Solutions LLC www.snapit.solutions.com Shina Parker Integrity Title & Escrow Company www.integritytitlellc.com Desirée Patno National Association of Women in Real Estate Businesses www.nawrb.com Kathleen Scheil Pavlik IBM - retired www.ibm.com Tameka L. Payton, Ph.D. Psychometric Solutions, LLC www.pychometricsolutions.org Sue Pellegrino Everest Discovery www.EverestDiscovery.com Silvia Pencak WBE Canada www.wbecanada.org Iris Phillips Grace Federal Solutions, LLC www.gracefederalsolutions.com Shelly Porges Beyond the Billion www.BeyondtheBillion.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 Marcel Quiroga TQM Wealth Partners www.tqmwealthpartners.com Sara Rahn Madison Avenue Worldwide, LLC www.madaveww.com Adonica Randall Abaxent LLC www.abaxent-global.com Hedy M. Ratner Women’s Business Development Center www.wbdc.org Marti Reeder Edge Solutions & Consulting, Inc. www.edgesolutionsinc.net Lisa Rehurek The RFP Success® Company www.therfpsuccesscompany.com Sharon Reynolds DevMar Products, LLC www.devmarproducts.com Keisha A. Rivers The Kars Group LTD www.karsgroup.com LuzElena Rivers, DBA AMERA www.myamera.com Helena Rodrigues AllBy www.allby.pt Lynthia Romney RomneyCom L.L.C. www.RomneyCom.com Manishi Sagar Kinderville Group www.kinderville.com Mariyah Saifuddin Innovative Solution Partners www.isolutionpartners.com Liz Sara SCORE Foundation www.nwbc.gov Katie Schibler Conn Katie Schibler & Associates, LLC d/b/a KSA Marketing www.teamksa.com Judith von Seldeneck Diversified Search Group www.Divsearch.com Charmane Sellers API Design Build Group, LLC www.aleonpropertiesinc.com Jennifer Serino My Hot Lunchbox www.myhotlunchbox.com Minerva Serrano Activus Connect www.activusconnect.com Mary Ellen Sheehy Vistage www.vistage.com Ciemone Sheppard Ciemone Inc. www.ciemoneinc.com Arianna Sholes-Douglas, MD Tula Wellness & Aesthetics www.tulawellnessmd.com Esther Silver-Parker The Silver-Parker Group www.silverparker.com Andrea J. Simon Simon Associates Management Consultants www.simonassociates.net 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 Carol Soman Dashboard Enterprises www.dashboardny.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 Tricia M. Taitt FinCore www.FinCore.com Michelle Taylor BETAH Associates www.betah.com Shelli Tench Shelten LLC www.sheltenllc.com Tonya Thomas Team Delegate www.teamdelegate.com Gulden Turktan, PhD 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.velezglobalenterprises.com Cristina Vicini The International Alliance of Women www.tiaw.org Andrea Vigil Allegiant Electric LLC www.allegiantelectricllcnv.com Jill Vitiello Vitiello Advisory https://www.linkedin.com/in/jillvitiello/ Lucie Voves Church Hill Classics www.diplomaframe.com Andrea Wagner Herizon Funding www.herizonfunding.com Deborah Ward Televergence Solutions www.televergence.com Joanna Wasmuth Erase Poverty www.erasepoverty.org Nancy Watt Nancy Watt Communications www.nancywattcomm.com Sandi Webster, PhD Sandi Webster LLC www.sandiwebster.com Cheryl White National Access Design LLC. www.nationalaccessdesign.com Lynn Whitesell Harris Whitesell Consulting, LLC www.harriswhitesellconsulting.com Shakenna K. Williams, PhD Babson College http://www.Babson.edu Bonnie Wong Asian Women in Business www.awib.org Victoria Woods ChappelWood Financial Services www.chappelwood.com Liz Wool Public Speaking & Presentation Pros www.woolcg.com Mei Xu Mei Xu & Co. LLC www.meixu.com Sandra Yancey eWomenNetwork.com www.ewomennetwork.com Tina Young Quality Compliance & Management www.QCMConsulting.com Jenny Jing Zhu Lush Decor Home www.lushdecor.com enterprising Women 7
SALES & MARKETING by Caryn Kopp Sales success amidst sweeping market changes An action plan for business leaders this year This year’s Enterprising Women Conference was buzzing with talk about massive policy shifts affecting businesses across the board. Business leaders are feeling the pressure—revenue targets are harder to hit, margins are shrinking, and some are simply struggling to stay afloat. Even businesses that thought they would be immune are feeling the heat, as changes ripple through their clients and prospects. Think market changes won’t affect YOU? Think again. ■ One business owner who, for over 25 years, has offered disability consulting says,” We had more contract cancellations in the last six weeks than we earned in the last six months.” ■ A business which sells exclusively to the government is now considering the commercial market. ■ A business owner who imports retail items from China is frantically hunting for lower priced vendors to maintain margins. ■ A marketing agency focused on the tech industry is facing budget cuts from its largest clients. ■ A female business owner who recently won a large RFP learned part of the selection discussion was ensuring she didn’t win because she was a diverse supplier. These are just a few real-life scenarios for business leaders who entered 2025 with high hopes and are now wondering how to make their numbers. What can YOU do to protect your business? Focus on what you can control: sales. Focus on finding new customers and aggressively building (or rebuilding) your sales pipeline. Recognize that sales have changed. Buyers who can and will spend are out there, but you’ll need to adapt to reach them. Success may require reimagining your sales process and doing something different. Inbound leads and referrals may no longer bring the kinds or number of buyers you need. Let’s face it: relying on salespeople who’ve been coasting or merely fulfilling existing orders won’t cut it. Order taking versus real business development likely won’t be enough. Creating new relationships with economic decision makers is more important than ever. A few sequenced emails or mass Linked In messages isn’t enough to engage prospects in conversations about opportunities. Businesses which adapt to effective methods of selling directly to economic decision makers ahead of their competitors will win. Business survival kit – a high-impact action plan. ■ Rethink your target – Make a new list of prospects who need to know you. Recognize they may also be in distress, looking for ways to pivot and adapt. If prospects on your list don’t attend events and people in your network don’t know them (so they can’t introduce you), reach out directly. ■ Refine Your Sales Message – Effective sales messages (voicemail, live dialogue, 1:1 email and LinkedIn message) must include language so meaningful that decision makers say “yes!” If your current sales language isn’t hitting the mark, we can help refine it. ■ Eliminate your top sales objection – Track the objections your prospects voice. There are ways to eliminate them if you know what they are. ■ Place the right sellers in the right roles – Not all great sales hunters are great Door Openers. And, if they are, they’re likely too busy closing sales to open more doors. Pair the right closers from your team with the right Door Openers® from our team (our U.S.- based senior level business developers land prospect meetings for you) and watch the magic happen. ■ Maximize time for maximum results – It’s shocking when business leaders explain how much a new client is worth to them and how little time their teams spend pursuing prospects. If your team lacks the time or talent to open new doors, you can outsource this part of sales to a trusted, experienced partner. In challenging times, sales can be your lifeline. Take action, adapt to the new landscape, and make this year your best yet. 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. Kopp Consulting is a 3x Inc 5000 winner and has been named Sales Outsourcing Provider of the Year. Connect to learn more at: https:// koppconsultingusa.com/contact-us/. mustain_etd / Shutterstock.com 8 enterprising Women
Join Gloria Bohan, Godmother of Star Legend, as you savor the enticing islands and historic wonders of Greece and Turkey on this round trip voyage from Athens. Watch the Aegean sun shift shadows on the white columns of the Parthenon, let your imagination soar at the Palace of Knossos with its legendary Minotaur, and experience a once-in-a-lifetime event as you dine under the stars at the ruins of Ephesus during Windstar’s exclusive and Destination Discovery event. Your overnight in Rhodes offers even more, giving you time to drive through quaint villages and lemon groves to the ancient Acropolis of Lindos, and wander the Venetian Old Town with its Palace of the Grand Master, one of the best-preserved medieval cities in Europe. We will be announcing special events to celebrate Gloria Bohan being onboard as the sailing date gets closer. Gloria Bohan CEO & Founder Omega World Travel & Cruise.com Christened Windstar Star Legend Civitavecchia, outside Rome May 2015 Windstar’s Star Legend GODMOTHER CRUISE October 14 - 22, 2025 Fr. $3818 Per person double occupancy plus port fees and tax Fr. $6973 Per person single occupancy port fees and tax included 9 Day Greece & Turkey Cruise Or call for details 888-333-3116 Scan for more information and to register for this once in a lifetime cruise experience. ____________________________________________________ Day 1 - Oct 14 Athens / Piraeus Greece ____________________________________________________ Day 2 - Oct 15 Mykonos Greece ____________________________________________________ Day 3 - Oct 16 Heraklion, Crete Greece / Crete ____________________________________________________ Day 4 - Oct 17 Rhodes Greece ____________________________________________________ Day 5 - Oct 18 Rhodes Greece ____________________________________________________ Day 6 - Oct 19 Kusadasi Turkey ____________________________________________________ Day 7 - Oct 20 Bodrum Turkey ____________________________________________________ Day 8 - Oct 21 Patmos Greece ____________________________________________________ Day 9 - Oct 22 Athens / Piraeus Greece ____________________________________________________
Xharites / Shutterstock.com MARKETING by Katie Schibler Conn Marketing in the middle of chaos: A guide to surviving and thriving in chaotic times We just lost a significant account to an 800-person global agency. After three years of delivering breakthrough results for a state university, they’re moving on from my small independent agency. This could be a massive Oh Sh*t! MomentTM, but instead, KSA Marketing is transforming it into yet another Hell Yeah! victory. This is the perfect opportunity to live by our Oh Sh*t to Hell Yeah!™ (OSHY) philosophy, turning a recent business loss into a catalyst for growth. The OSHY approach transforms confusing situations into clear, step-bystep action plans with defined beginnings, challenges, and solutions—similar to how compelling stories are structured. When businesses face uncertainty, this method helps cut through the chaos by creating a practical pathway from problem to opportunity with a rich foundation for storytelling. Quite simply KSA Marketing’s steps for OSHY are as follows: 1. Define the present state 2. Identify the Oh Sh*t! Moment - the biggest problem 3. Set a BIG Hell Yeah! goal 4. Create a data-driven marketing action plan to bridge the gap When strategy follows this narrative structure, it creates clear success markers and progress milestones, providing muchneeded clarity during uncertain times. Here’s how it’s working for us and how it can work for you too. Step 1: Define the present state When it first hits, you process a lot of emotions: surprise, fear, grief, anger. This step requires you to put that aside and look at your current reality with unflinching honesty. Start with hard numbers and competitive intelligence. Market disruptions rarely arrive without warning signs. For KSA, we had to confront a sobering reality— despite delivering record-breaking enrollment results, we’re still a small fish competing with sharks. Global agencies have resources we cannot match, and we needed to acknowledge this gap and vulnerability. Step 2: Identifying the hurdle (the OH Sh*T moment) The key is separating facts from emotions. Our facts revealed we hadn’t diversified our university client base, our sales funnel was stalled, and we needed to position the agency differently. Looking at the numbers, we learned our university client actually paid the least per hour. Seeing these problems helped us identify what needed to change. Clearly defining our challenge as a pricing and positioning problem rather than just a revenue gap has united our team around concrete actions. Our kickass dream team is rallied behind our core values: courage to break sh*t not working, the tenacity to fix sh*t, and accountability to own our sh*t. Our next steps aren’t just about survival – they’re about establishing sustainable growth that aligns with our values and leverages our expertise appropriately to ensure proper compensation. Step 3: Setting a transformative goal (the Hell Yeah” victory) The Hell Yeah! goal must answer three fundamental questions: WHO to serve, WHAT to offer, and WHERE to focus resources. At KSA, our goal became crystal clear: ■ WHO: Mid-sized organizations with complex marketing challenges without massive in-house teams ■ WHAT: Data-driven campaigns with measurable ROI and transparent processes ■ WHERE: Industries where we have proven expertise—education, manufacturing, healthcare, and workforce development With these pillars defined, we’re now investing significantly in our own brand presence, something we’ve historically neglected while focusing on client work. Our most valuable asset is our brand equity and proven track record (PepsiCo has been a client for 14 years), yet we’ve been the cobbler’s children without shoes. Effective marketing requires clarity, focus, and consistent execution— especially during uncertainty. To reach our goals, our action plan must transform strategy into a market presence through three elements: 10 enterprising Women
Messages that quantify value: We’ve replaced generic language with industryspecific promises. For manufacturing clients, we’re “marketers for companies that make or build sh*t.” For education, we’re “education experts who fill enrollment pipelines with a minimum of a 10:1 RoAS.” These are measurable commitments that differentiate us from competitors hiding behind vague capabilities. Targeted audiences: We are focused exclusively on decision-makers in our core industries with challenges we’ve proven we can solve profitably. Research shows companies that maintain marketing investments during economic downturns emerge stronger—as demonstrated by Reckitt Benckiser, which grew revenues by 8% and profits by 14% during the 2008 recession by increasing advertising by 25% when competitors cut back. Results-driven channels: While many slash marketing budgets during uncertainty, Harvard Business Review’s research confirms that “companies that have bounced back most strongly from previous recessions usually did not cut their marketing spend, and in many cases actually increased it.” We’re investing in media channels with proven ROI while reinforcing our value as the agency. Step 4: Create a data-driven marketing action plan to catalyze growth The reality is that hiring an agency like KSA costs the equivalent of a full-time employee while delivering specialized expertise across multiple channels and the strategic superpower agencies deliver. By positioning our services as a cost-effective alternative to expanding internal teams, we’re finding prospects who both need and can afford our services. We’ve partnered with Caryn Kopp’s company (fellow Enterprising Women Advisory Board member) to open doors in manufacturing while working with Marilyn Magett of Evolve CFO Services (another EW board member) to strategically reallocate resources. We’re cutting peripheral expenses to fund ambitious marketing investments in our own visibility including the production of video case studies with Elin Barton and her firm Riveo Creative (a third EW board member). We are developing industry-specific digital experiences with custom landing pages, creating thought leadership content that showcases our expertise, and implementing sophisticated lead nurturing pathways. Even our CRM has been overhauled with next level tagging to identify prospects by industry category and type so we can deliver hyper targeted email nurturing campaigns. Additionally, following our CFO’s guidance, we’re implementing strategic pricing changes: establishing higher rates for new clients while creating modular service packages with clear scopes. When your brand stands for something and you boldly align resources behind it, marketing enterprising Women 11
MARKETING A CREATIVE AGENCY KNOCKINC.COM ACCELERATING THE SUCCESS OF ALL WOMEN. ESTd 2001 decisions become infinitely easier — you simply ask, “How will this help us go from Oh Sh*t! to Hell Yeah! with kick-ass results?” Companies that view marketing as “an investment rather than an expense” during challenging times often increase market share while competitors retreat (Kumar & Pauwels, Harvard Business Review, 2020), positioning us perfectly to help clients navigate uncertain markets with confidence. Turning chaos into opportunity When we lost our university account, we faced a choice: retreat or advance with purpose. Going through our own Oh Sh*t! to Hell Yeah! planning process helped us choose the latter. This approach forces clarity about who you serve, what value you deliver, and where you focus. It eliminates the paralyzing complexity that often accompanies market disruption and frankly, bloated marketing plans. For small businesses navigating chaos, this framework offers a practical path forward. As Edie Fraser wisely notes, “contacts mean contracts.” Being part of the Enterprising Women community has given me the connections to quickly implement what I need. That’s my Hell Yeah! victory—investing in my own business and fellow women-owned enterprises simultaneously, demonstrating the resilience and adaptability that global agencies simply cannot match. KATIE SCHIBLER CONN is the founder and CEO of KSA Marketing, a full-service marketing and advertising agency providing bold, integrated, data-driven campaigns. She is a member of the Enterprising Women Advisory Board and a past winner of the Enterprising Women of the Year Award. Visit teamksa.com or email hello@teamksa.com for more information. When your brand stands for something and you boldly align resources behind it, marketing decisions become infinitely easier — you simply ask, “How will this help us go from Oh Sh*t! to Hell Yeah! with kick-ass results?” 12 enterprising Women
Sips Worth Celeating
FINANCE by Susan Michel A business owner’s guide to building wealth in uncertain markets Balancing business growth with personal wealth-building is one of the biggest challenges we face as entrepreneurs -- and it’s more complicated than ever in today’s financial landscape. We’re seeing market swings that don’t follow familiar patterns, creating both confusion and opportunity. While we can’t control what happens in the markets, we can control our response. Having a clear strategy that doesn’t change with every headline can make all the difference in achieving our long-term financial goals. Emotions and investor behavior When markets go up and down, investors’ feelings often will follow – sometimes in an exaggerated way. However, intelligent investors can set themselves apart from the crowd during these times by staying calm and rational. As Benjamin Graham, renowned investor and mentor to Warren Buffet, once said, “The investor’s chief problem—and even his worst enemy—is likely to be himself.” Historical perspective History offers us a valuable perspective. Since 1950, there have been 56 pullbacks of 10% or more. Twelve months after those corrections, stocks were higher 49 times. Of the seven times 1 https://www.barrons.com/articles/stock-market-worst-week-pandemic-2e366e06?mod=Searchresults 2 https://www.ftportfolios.com/Commentary/Insights/2025/1/2/markets-in-perspective-client-resource-kit---fourth-quarter-2024 3 BlackRock “Student of the Market” 4 As of 04.02.25 5 https://newsroom.wf.com/news-releases/news-details/2024/New-Report-Finds-Growth-of-Women-Business-Owners-Outpaces-the-Market/default.aspx 6 https://www.wbenc.org/news/laura-barnard-of-wbe-breakthru-brands-on-what-is-boldness/#_ftn7 7 https://hermoney.com/earn/entrepreneurship/women-small-business-owners-take-fewer-risks-have-investment-confidence-gaps/ that the stock market was not higher one year later, six came during an economic recession. On average, in a recession, stocks tend to fall 24%. 1 Yet, over the long run, markets have rewarded patient investors. Consider this: since 1937, the S&P 500 has delivered positive returns 77.4% of the time over any one-year period—and 97.4% of the time over any 10-year period. 2 Context for today’s market situation and focusing on the long-term Given the recent market corrections and concerns about a potential recession, the stock market is off to a rocky start in 2025. Some economists see parallels to 2018, when markets dropped due to trade tensions but rebounded the following year. While we cannot predict how today’s challenges will play out, it’s important to remember to stay the course. ■ Think twice about moving to cash: While emotionally tempting, history suggests that moving to cash has underperformed long-term equity investing. For example, today’s higher interest rates have led investors to put a record $7.4 trillion into money market funds, which are providing relatively attractive returns of around 4%. This strategy, though, may not yield benefits over the longer term. When money markets previously peaked at record highs in 2003, 2009, and 2020, stocks outperformed money markets by an average of 15.3% annually over the next three years. 3 ■ Don’t make impulsive decisions: History has shown us that the one true way to permanently destroy wealth is by selling out of the majority of one’s stocks in the middle of a market correction. If you had been the “world’s worst investor” and invested all your money on October 9, 2007 (at the peak), you would still have realized an annualized return of 7.9% today. 4 Women business owners: our unique approach Women entrepreneurs are showing remarkable success in business growth. From 2019 to 2023, women-owned businesses’ growth rate outpaced men’s by 94.3% for number of firms and 82.0% for revenue. 5 Female CEOs of Fortune 1000 Companies have driven three times the returns as S&P 500 enterprises run predominantly by men. 6 Yet when it comes to investing, many of us take a different approach than our male colleagues. Studies show that during economic downturns, nearly half (49%) of women business owners would “hold tight” compared to only 36% of men. 7 This patient approach has merit: mouu007 / Shutterstock.com 14 enterprising Women
Today’s leaders and organizations are grappling with greater divisions and contradictions that present barriers to change and lasting impact. By bringing diverse stakeholders and ideas together, inspiring confidence, and working beyond traditional boundaries, APCO builds the un/common ground upon which progress is made. steady, consistent investing often builds wealth more reliably over time than trying to time market movements. Simple steps for building wealth in uncertain times 1. Create a solid emergency fund - Most business experts suggest keeping three to six months of business expenses in reserve. Consider keeping these funds in a business savings account that offers both safety and accessibility. 2. Look beyond your business - While your business is likely your primary wealth-building vehicle, portfolio diversification matters: a. Quality matters: Companies that consistently pay dividends often show greater stability during market uncertainty. b. Consider mid-sized companies: Mid-cap stocks have historically offered a balance of growth potential and stability compared to both large and small companies. 8 3. Be smart about borrowing - With today’s high interest rates, be sure to carefully consider the cost of any business loans or credit. 4. Apply business discipline to investing - The same strategic thinking that makes you successful in business also applies to investing: Have a plan, stick with it, and don’t let short-term events derail your long-term goals. The path forward The biggest threat to financial success isn’t market volatility, it’s letting fear keep you from staying invested for the long term. By applying the same strategic thinking that has made you successful in business, you can navigate these uncertain markets and build lasting wealth for yourself and your family. 8 https://www.proshares.com/browse-allinsights/insights/dividend-growth-intimes-of-turbulence SUSAN MICHEL is the founder and CEO of Glen Eagle Advisors, LLC, an SEC-registered investment advisor located in New Jersey. 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 and connect at www.gleneagleadv.com. enterprising Women 15
FINANCE by Marilyn J. Magett How to position your company to attract capital At some point in your company’s journey, there comes a moment when grit and revenue aren’t enough. You’ve bootstrapped, reinvested profits, and maybe even tapped into personal savings or borrowed from a supportive friend or family member. But now, you’re ready for the next leap—and that leap requires capital. The most common reasons women CEOs seek capital include: ■ Working capital to stabilize operations and support growth. ■ Asset purchases such as equipment, property, or technology. ■ Retiring or refinancing debt to reduce interest costs or improve terms. While early sources—like personal savings or help from family and friends— can be informal, serious capital requires serious positioning. Once you approach institutional lenders, investors, or grant makers, you must present your company as a well-managed, credible, and strategic organization that is prepared to repay or deliver on the investment. That’s not just about having a great idea; it’s about being a great financial steward. Let’s take a look at the types of capital available, what lenders and investors are evaluating, and how you can position your business to attract the right capital at the right time. Understanding the types of capital Capital comes in many forms. The best choice for your company depends on your growth stage, needs, and long-term strategy. Equity financing Equity financing involves giving up partial ownership in exchange for capital. Equity investors often expect significant returns and may want input in your business decisions. This type of financing includes bootstrapping, investments from friends and family, angel investors, business incubators, venture capital, crowdfunding, family offices, and private equity. Debt financing Debt capital is borrowed money that must be repaid, often with interest. Lenders focus heavily on risk and repayment ability. Financing options include traditional bank loans, asset-based lending, credit cards, non-traditional commercial lenders, hard money lenders, merchant cash advances (basically, payday loans for businesses). Grants Unlike loans or investments, grants do not require repayment—but they often have strict requirements, limitations, and reporting obligations. What lenders and investors are evaluating When seeking capital, the first thing to understand is what the other side of the table is looking for. Lenders and investors want confidence that you are a safe, responsible risk. They are evaluating your: ■ Character: Your reputation and reliability. Lenders want to know if you’re trustworthy, if you have a strong track record of handling debt successfully, and if your business and personal credit scores are solid. ■ Capacity: Your ability to repay— demonstrated through financial metrics like net income, EBITDA, debt service coverage ratio, and the 10 key numbers every CEO should know. Is your business structured to generate the revenue needed to repay the loan? ■ Capital: Your equity stake and financial contribution. Lenders want to see that you have invested in your own success and are not shifting all the risk onto them. At the core, they want to know: ■ Are you a good steward of the money? ■ Do you understand your numbers and what is happening in your business financially? ■ Do you have a realistic plan for repaying the debt? And do you have adequate collateral to offer for the size of loan you’re seeking? Key factors that influence your positioning How to best position your company to attract capital depends on a combination of internal and external factors. Stage of business Where you are in the business lifecycle shapes how you should present yourself. ■ Startup: Focus on your business model, market opportunity, and founding team. ■ 2–5 years in business: Emphasize early traction, client wins, and revenue growth. ■ Long-term, family-owned: Demonstrate legacy value and succession planning. ■ Recently purchased: Highlight transition strategy and new leadership strengths. ■ Considering exit: Showcase business value and readiness for sale or succession. Financial performance Past financial results speak volumes. Lenders want to see stability and growth. Be prepared to discuss: ■ Existing debt and payment history ■ Creditworthiness (business and personal) eamesBot / Shutterstock.com 16 enterprising Women
We land prospect meetings FOR YOU! koppconsultingusa.com 908.781.7546 Isn’t it time your business had a Door Opener®? Call us. So you can close more sales. ■ Trends in profitability, revenue, and expenses Intentions and strategic goals What are you aiming to achieve—and is your capital strategy aligned with that intention? ■ Are you pursuing aggressive, highgrowth scaling? ■ Are you focused on methodical, systematic expansion? ■ Are you in turnaround mode or repositioning the company? To demonstrate clarity of intention, have a business plan, financial forecast, and a strategic financial plan that illustrates how you’ll use capital and generate return. What you’ll be asked to provide Once you’re in serious conversations with lenders or investors, expect to provide comprehensive documentation that demonstrates your company’s health and your leadership’s credibility. Business financials ■ Two to three years of financial statements ■ Year-to-date financials for the current year ■ Business tax returns for the past two years ■ A/R and A/P aging reports (as of the most recent month-end) ■ Current debt schedule (matching the liabilities on your balance sheet) ■ Use of funds statement: how you will apply capital ■ Financial forecast: including assumptions and repayment plans Personal financials (for any owner with 15%+ stake) ■ Personal credit report ■ Personal financial statement ■ Two years of personal tax returns ■ Collateral details (often based on real estate equity) Most lenders will also ask for a personal guarantee—particularly if your company lacks a long credit history or sufficient assets to secure the loan. Positioning is preparation Accessing capital is not just about asking for money. It’s about making the case that your business is a wise investment. The process starts long before you send an application or pitch an investor. The better you understand your own financials, strategic goals, and capital needs, the better you can align with the expectations of the capital providers you’re targeting. Positioning is preparation. If you want capital, get ready to show that your company—and you—are ready for it. MARILYN J. MAGETT leads Evolve CFO Services and is a member of the Enterprising Women Advisory Board and a past recipient of the Enterprising Women of the Year Award. Learn more and connect at www.evolvecfoservices.com. enterprising Women 17
LEADERSHIP by Andi Simon, PhD Adapting to fast-changing times A guide for women entrepreneurs Understanding change, visualizing the future, and mobilizing your team In an era marked by rapid technological innovation, volatile economic conditions, evolving consumer preferences, and global disruptions, the ability to adapt has become one of the most critical determinants of long-term business success. For women business owners, the challenge is particularly nuanced. Not only must they respond to shifting market forces, but they also often do so while navigating a business landscape that may still present gender-based hurdles, including limited access to capital, underrepresentation in leadership, and unconscious bias. Yet, in the face of these challenges lies immense opportunity. Women entrepreneurs, with their unique position to lead with empathy, creativity, and resilience, are not just surviving in uncertainty, but thriving. This article offers a guide for women in business to better understand the dynamics of change, learn how to visualize a better future despite ambiguity, and build a team culture that is motivated and ready to move forward. Why is change so difficult? Despite the clear need for adaptability, change is never easy. Our brains are wired to seek stability and predictability, and any disruption to the status quo tends to trigger psychological resistance. The challenge can be even more profound for women entrepreneurs, especially those running lean startups or managing multiple roles at home and work. ■ Emotional impact: The emotional toll of change is real. It brings with it fear, selfdoubt, and a sense of loss. ■ Cognitive bias: Human thinking is subject to cognitive biases. Status quo bias, for example, made it difficult for many traditional retailers to embrace e-commerce early. ■ Resource constraints: Adapting to change often requires resources that may be in short supply. Today’s business environment is not much easier or more predictable. Don’t allow the fear of failure to impede your ability to seize the moment, pivot, and find a new pathway. The demand for you to change will not go away. Begin with the belief that change is your great opportunity to find creative solutions and turn your observations into innovations. Visualizing a different future Visualization is a powerful strategy— not just for elite athletes but also for entrepreneurs navigating ambiguity. Imagining what the future could look like allows leaders to break free from current limitations and chart bold new paths. What do you see in the future? True or false is not the question. Dream big and see where it takes you. Put these ideas into your tool kit. ■ Embrace a growth mindset: Women like Reshma Saujani, founder of Girls Who Code, exemplify a growth mindset. After losing a political race, she created a nonprofit focused on closing the gender gap in tech. She didn’t view failure as a full stop— instead, it became the seed of a much larger movement. ■ Scenario planning: Consider Janice Bryant Howroyd, founder of ACT-1 Group. She built her global staffing firm through scenario-based thinking. By constantly preparing for fluctuations in the job market and evolving employment laws, she kept her company agile and responsive. When COVID-19 disrupted hiring worldwide, her foresight allowed the company to offer remote workforce solutions almost immediately. ■ Leverage data and insights: Whitney Wolfe Herd, CEO of Bumble, has built her brand using insights about what women want in digital relationships. By studying behavioral data and trends around gender dynamics, her team continuously adapts Bumble’s features and user policies to meet the needs of modern users. Mobilizing your team No leader succeeds alone. A company’s ability to pivot often rests on how well its team understands and embraces the vision. Building trust, empowerment, and learning culture can make all the difference. Consider these three things you should do: ■ Communicate transparently: During her tenure at YouTube, CEO Susan Here / Shutterstock.com 18 enterprising Women
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