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2016 Enterprising Women of the Year Awards Issue! Summer 2016 $5.00NVaincaa PLUSPinnacle Group Lessons Learned from the ClassEnterprising Women of the of 2016Year Award Winner and Meet the WPO’sPresidential Ambassador for ‘50 Fastest Women-Global Entrepreneurship Owned/Led Businesses’ Four Top Women in Government Contracting How to Be the CEO of Your Life

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from the publisher Monica S. SmileyCelebrating the World’sTop Women EntrepreneursWelcome to our 14th annual the first time this year, our top two award Enterprising Women Hall of Fame Luncheon Enterprising Women of the Year winners each have annual revenues of one in Miami. Martha Mertz, founder of ATHENA Awards commemorative issue! billion! We could not be more proud of all International, traveled to Miami to surpriseWe’ve devoted more than 50 pages of our honorees and hope you enjoy getting to me with a presentation of the Nationalthis issue to coverage of our annual awards know them. ATHENA Leadership Award. Martha foundedevent, which was held at the Ritz Carlton And speaking of awards, I was treated ATHENA in 1982 to support, develop,Coconut Grove in Miami in early March. to a very special surprise during the and honor women leaders and I was soOur honorees traveled to Miami honored to receive this recognitionfrom throughout the United States, from ATHENA International. TheCanada, and as far away as China and organization she has built has done anUganda. We’ve provided snapshot amazing job of recognizing thousandsprofiles on each honoree to introduce of women leaders and I am soour award winners to our readers. pleased to be considered a part of theHonorees are divided into ATHENA family.categories based on their annualsales revenues. Prior to last year, Enjoy this issue!the top revenue category was forwomen entrepreneurs with morethan $25 million in annual revenues.Last year, we introduced a newcategory: businesses with more than ATHENA's Martha Mertz (right) and Dianne Dinkel Monica S. Smiley$100 million in annual revenues. For (left) with Monica.Women Susan Michel Phone: 919-362-1551 ENTERPRISING WOMEN is published four Judi Sheppard Missett Fax: 919-362-9898 times a year by Enterprising Women Inc. EDITOR-IN-CHIEF Natalie Sexton Email: msmiley@ Monica S. Smiley Rosemary Swierk Annual subscription rate is $30 for print and EDITORIAL DIRECTOR Teresa Thomas online editions, $20 for print-only, and $15 Carol L. Genee Ron P. Wacks Enterprising Women Inc. for online-only. International print subscribers, ASSOCIATE EDITOR Julie R. Weeks please add $25 U.S. for International postage. Kathy Ann Moilanen Debbie Wooldridge Board of Directors Enterprising Women is copyrighted 2016 by CONTRIBUTING WRITERS ART DIRECTION/DESIGN Monica S. Smiley Enterprising Women Inc. Ryan Biancofiori SPARK Publications Irene Natividad Faye Coleman, PhD Nan Miller All rights reserved. Reproduction in Linda Cromwell PUBLISHER Patricia Smothers whole or part is prohibited except by Deborah Delaney Monica S. Smiley permission of the Publisher. Printed in Susan Duffy, PhD VICE PRESIDENT/OPERATIONS Corporate Offices the United States. The views expressed Pamela Eyring Beth Blake 1135 Kildaire Farm Rd., Suite 200 by contributing writers in this issue are Marsha Firestone, PhD DIRECTOR OF Cary, NC 27511 not necessarily those of the staff or Susan Frech AUDIENCE development Phone: 919-362-1551 management of Enterprising Women Inc. Sharon Hadary, PhD Austin Dancer Fax: 919-362-9898 Enterprising Women is not responsible for Michele Johnson  Email: info@ claims made by its advertisers. Nina Kaufman, Esq. Lorraine Kennedy ADVERTISING SALES OFFICE enterprising Women 3 Caryn Kopp Enterprising Women 1135 Kildaire Farm Rd., Suite 200 Cary, NC 27511 USA

Vol. 17, No. 1, 2016Enterprisingwomen.comWomen the voice of women entrepreneursFEATURes 20 Top Women Government Contractors12 GEM Report Shows Progress American Express OPEN recently recognized four outstandingfor Women Entrepreneurs women entrepreneurs for their outstanding success in selling their goods and services to the U.S. government. The latest Global Entrepreneurship Monitor (GEM) reports that entrepreneurial gender gaps persist around the globe, but 36 What We Learned from the are narrowing. Class of 201616 Attacking the ‘Confidence Gap’ Every year we pour through honorees’ award applications to track the most important trends to share with our readers. Digging deeper into the GEM Report, Dr. Susan Duffy looks at Here’s what we learned from the Class of 2016. why many women entrepreneurs underestimate themselves and what we can do about it.COVER STORY 30 Meet the Enterprising Women 4 enterprising Women Class of 2016 The 14th annual Enterprising Women of the Year Awards recognized the world’s top women entrepreneurs at a gala awards dinner and two-day conference. Meet the remarkable recipients of our 2016 awards program. 32 Hall of Fame Inductee—Cindy Monroe, Thirty-One Gifts 33 Legacy Award—Barbara Kasoff, Women Impacting Public Policy (WIPP) 34 Advocacy Awards—Laurie DeJong, LDJ Productions, and Tara Russell, Fathom, the global impact venture of Carnival Corporation 38 Award winners with more than $100 million in annual revenues

departments 28 Two Views on Spotlight Counter OffersSales and Marketing 92 Natalie Sexton, If an employee leaves your Natalie’s Orchid Island10 Your Message Needs Help—Here’s Why company for another job, Juice Company should you extend a counterMany sales messages fail because they weren’t intended for sales offer to convince them to stay? Columnsat all—they were prepared as a marketing message. Here’s howto craft a sales message that excites genuine interest. Management 3 Publisher’s Note 18 Ask MarshaNetworking 84 How to Reduce 97 Healthy You Employee Theft 98 Endnote22 How to Become an Expert Networker PlusTwo master networkers share their strategies for taking yournetworking skills to the next level. 8 BriefsSocial Media Here’s how to help safeguard time, money and inventory from employees with sticky fingers.24 Using Influencers to Build Business 86 Ready to Expand or Renovate?Here’s how to leverage different kinds of influencers to sparkconversation and drive purchases. The thought of expanding your business is exciting, but it’s important to prepare yourself for common construction pitfalls.Human Resources 90 Getting Your Company Ready to Sell26 Five Tips to Recruit & Retain Employees Build your business to sell or you may end up closing yourYou’re the boss—so your employees’ level of satisfaction and doors one day with nothing to show for your years of hard work.productivity should be top of mind. Personal Growth40 Award winners with more than $25million in annual revenues 88 How to Be the CEO of Your Life46 Award winners with more than $10million in annual revenues It’s not easy to manage your business while providing caregiving52 Award winners with more than $5 for loved ones, but pre-crisis planning can minimize themillion in annual revenues inevitable stress and provide a better outcome.58 Award winners with more than $2million in annual revenues 94 Work/Life Balance67 Award winners with more than $1million in annual revenues How do you maintain some sort of balance between your75 Award winners with up to $1 million business and your personal life? Here are some strategies forin annual revenues unplugging and finding me time.79 Enterprising Women of theYear Champions 96 Ready to be a Caregiver? You never know when life will change and you will suddenly need to be a caregiver or a care receiver. Are you prepared? Healthy You 97 Grow Your Life’s Garden To achieve our optimal health and fitness, plant, water and nurture the most positive seeds that will cause your life garden to bloom and thrive. enterprising Women 5

advisory board Laurie DeJong Ludy Green LDJ Productions Second Chance Employment ServicesSassa Akervall Fab Brumley & Anna Colton www.scesnet.orgAkervall Technologies Inc. Bank of America Deborah Delaney Patricia GreeneDBA Sisu Mouthguards Touching Lives Adult Day Services Center for Women’s Robert Buhler & Amanda Romano ResearchAnn Marie Almeida MMI Public Relations Nancy Denker www.womensbusinessresearch.orgAssociation of Women’s Business Focus Ink, Inc. Celeste GudasCenters Latoya Bullard-Franklin 24 Seven The Bulsard Group, LLC Harriet Diamond www.24seveninc.comLeslie Atkins Author, writer, speaker Sharon G. Hadary, PhDLA Communications, LLC Camille Burns Sharon Hadary & Women Presidents’ Organization Emilia DiMenco & Hedy M. Ratner www.sharonhadary.comVirginia Aulin Women’s Business Development Lili HallFathom Lana Calloway Center KNOCK, Mary Cantando www.knockinc.comEyvon C. Austin Diane DiResta Janice HamiltonThe Coca-Cola Company DiResta Communications, Inc. CarrotNewYork Mashell Carissimi www.carrotnewyork.comRobin Bailey JMC Electrical Contractor, LLC Renée L. Duff Linda HamiltonThe Legacy Connection Renée L. Duff, P.C. Linda A. Hamilton, CPA Diane Chen www.lahcpas.comAlta Baker CESI Debt Solutions Denise Evans Rose HarrSafe Haven Enterprises IBM Corporation BlueWare, Patrina Clark www.blueware.usTracy Balazs Pivotal Practices Consulting LLC Pamela Eyring Janet Harris-LangeFSR The Protocol School of Washington National Women Business Sylvana Coche CorporationRobert Bard Gravity Pro Consulting Lynne Marie Finn www.nwboc.orgLatina Style Superior Staff Resources, Inc. Marti Tammy Cohen Edge Solutions & Consulting, Inc.Almira Bardai & Lindsay InfoMart, Inc. Marsha Firestone, PhD www.edgesolutionsinc.netNahmiache Women Presidents’ Organization Corinne HeijnJive PR Melissa Cooper United RezBiz, LLC Judy Fourie www.unitedsucces.comSusan Phillips Bari Fourie Group Marion HookThe Susan Bari Company Estrella Cramer Adobe Rose Inn United Parcel Service Mary Frantz www.aroseinn.comDarla Beggs & Jen Earle EKP, LLC Sally HughesNational Association of Women Linda Cromwell Caster ConnectionBusiness Owners Being There Senior Care LLC Edie Fraser Diversified Search Barbara Hutchinson, MD, PhDLori Blaker Carol Curran Chesapeake Cardiac CareTechnical Training Inc./TTi Global Phoenix Data Corporation STEM Connector Marilyn JohnsonGloria Bohan Stacie Curtis Susan Frech MarilynjSpeaks.comOmega World Travel CW Solutions Social Media Link Kristine JonesKristina Bouweiri Shelli Dallacqua Joan Killian Gallagher New England Flagger Services LLCReston Limousine Shelten Media Warden-Brooks, Ltd. Pamela KanAmanda Brown Mary Davenport Fiona Gathright Bishop-Wisecarver GroupNational Women’s Business Council TransTech IT Staffing Wellness Corporate Solutions, LLC Mary Kariotis Molly Gimmel Merrimak Capital, LLC Design to Delivery Inc. Barbara Kasoff Women Impacting Public Policy www.wipp.org6 enterprising Women

advisory boardInna Kassatkina Martha Mertz Antonella Pianalto Nicolina Stewart, CPAGlobal Language Solutions Athena International Association of Women’s Business Capital Management Advisors, Centers www.cmaadvisors.netNina Kaufman Susan McGlory Michel www.awbc.bizThe Legal Edge LLC Glen Eagle Advisors, LLC Patricia Pope Rosemary Pope & Associates Direct Steel and ConstructionKaren Kerrigan Kris Miller www.directsteelllc.comSmall Business & Entrepreneurship Ready for Pretirement Inc. Jeanette Hernandez PrengerCouncil/ Women Entrepreneurs Inc. ECCO Select Joanne Patricia Miller WalmartSung-Joo Kim SpaceBound, Inc. Fabi Preslar Group SPARK Amy Millman Sabina TeshlerCaryn Kopp Springboard Enterprises Pamela Prince-Eason SET CreativeKopp Consulting, LLC Women’s Business Enterprise Judi Sheppard Missett National CouncilMargery Kraus Jazzercise, Inc. Victoria VasquesAPCO Worldwide Robin Pulford Tribal Tech Cindy Monroe American Airlines www.tribaltechllc.comMiKaela Wardlaw Lemmon Thirty-One Gifts’s Club Sequoia Ramsey Elizabeth A. Raegan Moya-Jones Realistic Computing Inc. WEConnect InternationalVirginia Littlejohn Aden + Anais www.weconnectinternational.orgQuantum Leaps, Inc. Staci Jacqueline Muller Strategy and Management Services, Leticia VélezWanda McKenzie 3DOM (Asia Pacific) Ltd. Inc. Vélez EnterprisesMcKenzie & Associates www.getsamsnow.comRúna Magnúsdóttir Terry Neese Angelique Rewers Lucie The Institute for Economic The Corporate Agent Church Hill Empowerment of Women www.diplomaframe.comBRANDit Manishi Kelly Niessen Kinderville Group Joanna WasmuthJennifer Maier KANDY Outdoor Flooring, Inc. Erase PovertyWDS, Inc. Nance Schick Margaretta Noonan The Law Studio of Nance L. SchickBeatriz Manetta noonanWorks Sally WebbArgent Associates, Inc. Charmane Sellers The Special Event Debra Oberbillig ALEON Properties, Inc. dba API www.specialeventco.comFrancine Manilow Allen Partners Construction ServicesManilow Suites, Inc. Julie R. Maureen O’Connor Debbi Shapiro WomenableAndrea March LEM Products Inc. Henderson Shapiro Peck www.womenable.comWomen’s Leadership Exchange Sheila H. Ogle Esther Silver-Parker Margaret WeirAngela Marshall The Matthews House, LLC The Silver-Parker Group The International Alliance of WomenComprehensive Women’s Health Maria de Lourdes Sobrino Kathie Okun Lulu’s Dessert Inc.Patricia Massey The Okun Financial Group, Inc. Patti WinstanleyMyca Multimedia & Training Susan Solovic Aztec Promotional Group, LPSolutions Sheri L. Orlowitz It’s Your Biz Artemis Holdings Group www.itsyourbiz.comHeather Mayo Elaine Starling Bonnie WongWalmart/Sam’s Club Desirée Patno Starling Media Services Inc. Asian Women in National Association of Women in www.awib.orgNell Merlino Real Estate Businesses Andrea Stevenson-ConnerCount Me In Stevenson-Conner Global Strategies Betty Kathleen Scheil Pavlik WBE Canada IBM www.wbecanada.orge Debbie Wooldridge DW Training and Development, Inc. dba ttcInnovations Sandra Yancey enterprising Women 7

briefsWBENC Michelle Bell, CEO Hybrid CollectiveNames 14 1st Choice, LLC RPO: Women’s Business EnterpriseWBE Stars RPO: Women Presidents’ Educational Council- West Organization- DCEach year the Women’s Business Carol Philp, President Enterprise National Council Doreen Blades, President CPI Creative (WBENC), the leader in women’s US Eco Products Corporation RPO: Women’s Business Enterprisebusiness development, honors 14 exemplary RPO: Center for Women & Enterprise Council PA, DE, sNJwomen business leaders with the nation’spremier award for excellence in small Linda Boasmond, President Serafina Schorer, CEObusiness leadership—the WBE Star Award.   Cedar Concepts Corporation RIM Custom Racks RPO: Women’s Business Development RPO: Great Lakes Women’s Business The 2016 WBENC WBE Stars are Center- Chicago Councilselected by WBENC’s 14 Regional PartnerOrganizations (RPOs), which process Rose Ann DaRe, President Kelly Sparks, CEOWBENC’s world-class certification, in Hydro Dyne Inc VMG/ studio520addition to providing skills- and business- RPO: Ohio River Valley Women’s RPO: Astra Women’s Business Alliancebuilding programs in their respective regions. Business Council About WBENC “WBENC’s 14 WBE Stars are exceptional Debbie Drury, Presidentleaders who are forging new ways to Market Doctors Direct Founded in 1997, WBENC is the leadingdeliver value to their customers and their RPO: Women’s Business Enterprise Alliance third-party certifier of businesses ownedcommunities,” said Pamela Prince-Eason, and operated by women, with morePresident and CEO of WBENC. “They Joan LaGrasse, CEO than 12,000 WBENC-Certified WBEs.illustrate the powerful contributions that Imagen, LLC WBENC certification is accepted by morewomen’s businesses make to the economic RPO: Women’s Business Enterprise than 1,000 corporations representinggrowth of this nation.” Council South America’s most prestigious brands, in addition to many states, cities and other The WBE Stars listed below were Jennifer Maier, CEO entities. Throughout the year, WBENChonored at an award ceremony and Women’s Distribution Services and its 14 Regional Partner Organizationsgala during WBENC’s annual Summit RPO: Greater Women’s Business Council provide opportunities for interactions& Salute on March 22 to 24, 2016 at between more than 650 memberthe Phoenix Convention Center in Arizona. Margaret Marcucci, CEO corporations, government agencies andWBENC’s Summit & Salute was sponsored Coranet Corp thousands of certified WBEs at businessby Accenture, EY, and Ampcus, and in RPO: Women Presidents’ Educational building events and other forums. Foraddition to honoring these successful Organization- NY more information, please go towomen business owners, the event www.wbenc.orgprovided access to thought leaders, elevated Carrie Martinez, Presidentsenior-level networking opportunities, CM Productions, Inc.and provided business intelligence to spur RPO: Women’s Business Council-sustainable growth. Southwest The following women business leaders Susan Munro, Presidentare the 2016 WBENC WBE Stars:{in alphabetical order}Camille Austin, PresidentElite Roofing Services, Inc.RPO: Women’s Business DevelopmentCouncil of Florida8 enterprising Women

briefsWPO Honors 50 Leading Women Entrepreneursfor Their Companies’ Explosive Growth The Women Presidents’ Organization 2015) skyrocketed. Sarah Kauss, chief company’s Texas-sized growth.(WPO), in partnership with American executive officer, who owns 100% of ■■ Fitness studio franchise OrangetheoryExpress, recently released the ninth the firm, attributes business successannual ranking of the 50 Fastest-Growing to a sheer dedication to her company, Fitness, another newcomer to the list,Women-Owned/Led Companies. The hard work and belief in the product is the third fastest-growing company.50 Fastest generated a combined $4.96 and the brand. The six-year-old Fort Lauderdale,billion in 2015 revenues (mean of $99.2 ■■ Pinnacle Group, an IT workforce FL-based firm, led by Ellen Latham,million) and collectively employed 44,744 solutions firm based in Dallas, moves saw its revenue escalate fromin 2015 (mean of 1,028). The top three down to #2 from holding the top $3,147,199 in 2013 to $47,537,711 inhonorees are: spot in 2015. Nina Vaca, president 2015 and added 56 employees during and chief executive officer, saw that time span. ■■ S’well, a New York City-based her 20-year-old company break the beverage bottle manufacturer, is billion dollar barrier ($1,159,815,799 “This year’s 50 Fastest list represents the fastest growing women-owned in 2015, up from $201,493,192 in our most diverse ranking ever, with an business and newcomer to this year’s 2013). The entrepreneur, who still immense geographic reach covering 20 ranking. Over the past two years, the owns 100% of the firm she founded states and one international winner in firm’s revenue ($2,517,155 in 2013 to at age 24 with $300 of startup capital, Turkey, as well as industries ranging from $47,245,079 in 2015) and employment accredits “putting people first” as energy efficiency services to cybersecurity (three employees in 2013 to 40 in her number one strategy for her and engineering,” said Marsha Firestone, Ph.D., president and founder of the WPO.More about the 2016 50 Fastest:   Average age: 49 Maryland on April 8.   CEOs that founded the business: 92%   Listed companies that do business globally: 44% Each attendee of the WPO conference received a new handbook,   Provide health insurance: 92% 50 Fastest Women-Owned/Led Companies Guide to Growth,   Plan to continue to grow their company: 90% sponsored by American Express. It includes past honorees’ tips  State hiring the best talent as their biggest business to achieve rapid company growth and focuses on five areas challenge: 44% that change significantly when a business scales: HR, branding,All 50 companies were honored at a special event hosted by financing, sales, and innovation.American Express at the 2016 WPO Annual Conference in Baltimore, The 2016 50 Fastest-Growing Women-Owned/Led Companies Include: Entrepreneur Name Company Name City, State/ Entrepreneur Name Company Name City, State/1 Sarah Kauss Province/Country 26 Nancy Stango Province/Country2 Nina Vaca S’well 27 Paloma Bilson Blink Reaction dba FFW3 Ellen Latham Pinnacle Group New York, NY 28 Veronica Edwards Protea Group International Princeton, NJ4 Dr. Rebecca Thomley Orangetheory Fitness Dallas, TX 29 Diane Astley InGenesis, Inc. North Hollywood, CA5 Kristi Alford Morning Star Financial Services Fort Lauderdale, FL 30 Shavila Singh Xclusive Staffing San Antonio, TX6 Britnie Turner Founder E2 Optics Golden Valley, MN 31 Dee Hays Zero Waste Solutions, Inc. Westminster, CO7 Therese Tucker NLU Products dba BodyGuardz LLC Englewood, CO 32 Molly Gimmel Excellence Engineering, LLC Concord, CA8 Kristina Roth Matisia Consultants Lehi, UT 33 Britt Whitfield Design To Delivery Inc. Tulsa, OK9 Shelly Sun Matisia Consultants Seattle, WA 34 Kathy Benson The Revel Group Bethesda, MD10 Lacy Starling BrightStar Franchising LLC Seattle, WA 35 Pamela O’Rourke ORI Chicago, IL11 Kay Ivie Legion Logistics, LLC Gurnee, IL 36 Lily Sarafan ICON Information Consultants, LP Herndon, VA12 Claudia Mirza Ivie & Associates, Inc. Florence, KY 37 Marilyn Grabowski Home Care Assistance Houston, TX13 Zeynep Erkunt Armagan Akorbi Flower Mound, TX 38 Tana Greene Atlantic Infra Palo Alto, CA14 Staci L. Redmon Erkunt Tractor Industries, Inc. Plano, TX 39 Anita Emoff The Greene Group Wall, NJ15 Liz Elting Ankara, Turkey 40 Anjali Ramakumaran Davidson, NC16 Phyllis Newhouse Strategy and Management Services, Inc. Springfield, VA 41 Mary Kariotis Boost Technologies dba Boost Rewards Dayton, OH17 Victoria L. Vasques New York, NY 42 Susan Frech Chantilly, VA18 Rebecca Cenni TransPerfect Atlanta, GA 43 Cordia Harrington Ampcus Inc. Novato, CA19 Stephanie Point Xtreme Solutions Inc. Alexandria, VA 44 Amy Dresser Merrimak Capital Company New York, NY20 Jamila Stanford Tribal Tech, LLC New York, NY 45 Mary Ellen Franz Social Media Link Nashville TN21 Ronia Kruse Atrium Staffing Addison, TX 46 Natalie Davis-Runyan The Bakery Cos. Atlanta, GA22 Kara Trott Point 2 Point Global Security, Inc. San Jose, CA 47 Carla Walker-Miller J Curve Chandler, AZ23 Michelle Baker NuGate Group, LLC Troy, MI 48 Heather Sanderson Imagine Technology Group Dallas, TX24 Denise Legg OpTech, LLC Columbus, OH 49 Lenora Payne Anserteam Workforce Solutions Detroit, MI25 Christina Seelye Quantum Health Chicago, IL 50 Debbie James Walker-Miller Energy Services Vernon Hills, IL Swoon Group LLC Wilmington, NC Overture Promotions Lenexa, KS MegaCorp Logistics Walnut Creek, CA Technology Group Solutions, LLC Franklin, TN Maximum Games Vivere Health, LLC enterprising Women 9

Salesby Caryn KoppYour M…essHageerNee’esdsWSerhiouys HelpWhile most of us need a second chance now and then in life, Avoid the Disconnect about guiding them to the next step of the there are rarely second chances sales process. This means you need themin business development. You can’t call If your prospect doesn’t understand beyond to be very clear about what they should doa busy vice president or CEO a second a shadow of a doubt what you do and why next to move forward with you.time and say, “Hey, our first conversation it’s so important to take the next step withreally didn’t go the way that I wanted it to. you—whether that’s a meeting, reviewing Sales messaging is never one size fits all.Can we try that again?” The prospect has a proposal, or closing the sale—your sales It has to be adaptable for the situation, formoved on, and you have no choice but to process is pretty much dead in the water. the audience, and for those twists and turnsdo the same. conversations take. It needs to be loaded with The Slam Dunk Message emotional benefits. And once it is, you can Many sales messages fail because they say proudly, “My message is awesome.”weren’t developed for sales at all. They The right message is all about the rightwere prepared as a marketing message. But words for the right target in the right This article is an excerpta marketing message is created to appeal situation. When crafting your sales from Caryn Kopp’s newto the masses, while a sales message must message, delve deeply into who your ideal book, Biz Dev Done Right,excite genuine interest during a one-on-one clients are and what they need to hear in Demystifying the Sales(or one-on-group) interaction. order to take the action you are suggesting. Process and Achieving The Results You Want, The sales message should not be The Right Message co-authored with Carldelivered like a monologue. Asking Repels the Wrong People Gould. Kopp is the Chiefprospects “high gain” questions during Door Opener at Kopp Consulting, whose Doorthe interaction will help elicit information A prospect who ends up being a bad fit Opener®Service helps clients secure initial meetingsabout prospect needs, wants, and priorities. for your company can waste a lot of your with high-level, hard-to-reach prospect decisionWhen you’re responding to what your resources and energy. But when you’re makers. Reach her at www.koppconsultingusa.prospect told you was important, you doing business development right, you’ll find com. She is a member of the Enterprising Womencan present what you’re selling as a that the right words for your ideal client will Advisory Board and a previous recipient of theperfect match. actually repel some of the wrong people. Enterprising Women of the Year Award. What can be done to make a sales Give a Clear Call to Actionmessage effective? Every interaction with your prospects isKnow the LifetimeValue of Your ProspectThe better you understand the potentialbenefit that an A-list client can offer yourcompany, the more likely you are to takeall the steps necessary to make that oneshot count.Understand the EmotionalSide of Sales MessagingMost of us tend to buy on emotion andrationalize the purchase afterward, so thedegree to which sales language takes thisinto account will separate those who dookay in closing sales from those who doexceptionally well.10 enterprising Women

Enterprising Women MagazineAnnounces New Partnership with UPS!Enterprising Women has a new UPS Savings Program that can saveEnterprising Women readers more money on their UPS shipping!Discounts now apply to both air, international and ground shipments:* • Save a minimum of 70% on UPS Freight® • Save up to 26% on UPS Next Day Air® • Save up to 19% on UPS 2nd Day Air® • Save up to 12% on UPS® Ground servicesFor complete details and to enroll:1. Visit Call (800) 325-7000*See for Terms and Conditions and additional offer details. Offer open to new UPS accounts.© 2015 United Parcel Service of America, Inc. UPS, the UPS logo, and the color brown are trademarks of United Parcel Service of America, Inc. All rights reserved.

GEM REPORTby Julie R. Weeks Are We Nearing an PInoflienct?tion Latest Global Entrepreneurship Monitor Women’s Report Shows Increasing ProgressSince 1999, the Global The most compelling findings include: Entrepreneurship Activity) are calculated. Entrepreneurship Monitor TEA rates among women vary by region initiative ( ■■ The gender gap in entrepreneurial – from a low of 5% in innovation-drivenhas studied and reported on trends in activity between women and men has European countries to a high of 25% inentrepreneurship around the world. narrowed by 6% between 2012 and 2014; Africa. Further, rates among women areThis volunteer consortium has, over the lower than those among men in everypast 16 years, conducted over 200,000 ■■ The education gap between women and region, from a low of a 0.54 ratio (whereinterviews annually among current and men business owners are narrowing; 1.0 would be equality) in innovation-drivenwould-be business owners, collectively economies in Asia and Oceana to a nearlycovering over 100 countries. This ■■ Women entrepreneurs in nearly half of equal 0.96 in Africa.unparalleled collaboration has brought the surveyed countries are equaling ortogether researchers in academia and in even topping their male counterparts in That said, when TEA rates in the mostresearch institutions to add to the body innovative activity; and recent dataset (2014) were compared toof knowledge concerning entrepreneurial the previous sets of surveys from 2012,activity, entrepreneurial attitudes and ■■ Two (or more) heads are better rates of entrepreneurial activity amongoutlook, and the broader environmental than one: multiple owner firms have women improved by 7%, and the ratio ofcontext of enterprise development. greater growth ambitions, yet women entrepreneurial activity among women are less likely to be found among compared to that of men improved 6%. Over the course of the GEM this population. The report’s authors say that “notably,collaboration there have also been many developed European countriesspecial topic reports, including seven Let’s take a look at these issues: have created initiatives and programs toreports on women and entrepreneurship stimulate startup activity among women,– the first published in 2005, the most Entrepreneurial Gender Gaps and researchers are publishing studies onrecent in late 2015. Persist, But are Narrowing women’s entrepreneurship in this region; both appear to be reflected in the positive What does the latest GEM special The GEM research is based on surveys changes noted.”report on women and entrepreneurship, among adults, who are asked if they ownwhich includes 83 economies, tell us about an existing business, are in the process of Indeed, while the authors point towomen entrepreneurs around the world? starting one, or plan to launch one in the initiatives in Europe reducing ownership near future. From this, entrepreneurship rates (what they call TEA or Total12 enterprising Women

EVERYWOMAN HERE IS A CEOIt’s more than just a bag! Connect. Share. Inspire. Thirty-One Consultants are entrepreneurs, independent business owners, moms and more. Learn about the Thirty-One difference at:

gaps, in 10 of the countries included in business (perhaps because many of them countries and regions, and has eventhe report (Brazil, El Salvador, Indonesia, are likely family-owned), but women are disappeared completely in some countries.Malaysia, Nigeria, Philippines, Uganda, 20% less likely to own a business with three Education gaps are likewise narrowing.Vietnam, and Zambia – none of them in or more owners.Europe), entrepreneurship rates among And while we still see more womenwomen equal or exceed those among men. The highest average prevalence than men driven to start businesses of teams of three or more women out of necessity, launching firms toEducational Gaps Narrowing entrepreneurs is found in the Middle East seek opportunity remains the primary (27%) and innovation-driven Asia (24%), motivation – and the gap between women Past research has noted that, while double the overall average. At the other and men in this regard is now very smallbusiness owners have higher levels of end of the spectrum, ownership teams of for the most part. The recognition offormal education than the average adult, three or more are much less prevalent than entrepreneurial opportunity is quite similarwomen business owners typically have average in factor- and efficiency-driven between women and men in the mostlower levels of formal education than Asia (7%), as well as in Africa and Latin recent GEM study, however gender-basedtheir male counterparts. In the latest GEM America and the Caribbean (11%). differences in confidence and skills, however, it is noted that one-thirdof both women (33%) and men (36%) This is an important gap, because The bottom line? First, the pace ofentrepreneurs have at least a secondary- multiple-owner businesses are typically change may well be increasing. As morelevel education. In addition, in the majority more growth-oriented and attain higher women start and grow businesses, theyof the 30 most developed “innovation- levels of business success (as defined by pave the way for others to follow – servingdriven” economies in the study, women revenue and employment) than single- as role models and knocking down barriersare more likely than men to have a post- owner firms. as they grow. More and more womensecondary or higher education. appear to be following in their footsteps. And what have we learned from allInnovation Knows No Gender of the women and entrepreneurship Secondly, there is great value in reports since 2005? Looking back at the ongoing comparative research such as The GEM survey measures innovation very first GEM report on women and GEM. The collaboration itself leads toby asking business owners about the entrepreneurship, based on the 2004 additional research, greater awareness“newness” of their product or service research and published in March 2005, it among policymakers and other economicofferings to their customers, and the was seen that: stakeholders – and the anticipation ofextent to which their offerings are new, updated information creates greaterunique compared to those offered by ■■ Entrepreneurship rates in every one of interest in addressing the gaps andtheir competitors. By these measures, the 34 countries studied that year were challenges uncovered.women entrepreneurs in nearly half of lower for women than for men;the countries studied report equal or Finally, and perhaps most importantly,higher rates of innovation than their male ■■ Educational attainment was lower comparative research such as GEM allowscounterparts. Women entrepreneurs in among women business owners in countries to compare their circumstancesChile and India report the highest levels low-income countries, where 54% were and trends against those of their neighborsof innovation, while those in Algeria found not to have completed their and regional or global leaders. Suchand Uganda report the lowest levels. secondary education; friendly competition can spur the adoptionRegionally, three-quarters of women of best practices, which is another reasonin efficiency-driven Europe (Bosnia & ■■ While seeking opportunity was the why interest in women’s enterprise supportHerzegovina, Croatia, Estonia, Georgia, motivation for the majority of male is growing, and why we truly may be at anHungary, Kosovo, Latvia, Lithuania, and female entrepreneurs, starting a inflection point in the growth of women-Macedonia, Poland, Romania, Russia, business from necessity was more likely owned businesses around the globe.Turkey) report higher levels of innovation to have occurred among women thancompared to men in those economies. among men; and To learn more about the GEM consortium and to download the latest – orEntrepreneurial Teams ■■ Entrepreneurial activity among women all – women’s entrepreneurship reports, was positively correlated with personal visit Most businesses around the world efficacy (having the belief in one’s skillsare owned by a single individual. Among and knowledge to start a business) Julie R. Weeks isthe business owners in the GEM survey, and negatively correlated with a fear President and CEOaround two-thirds of owners are the sole of failure – meaning that subjective of Womenable, aowners of their firms, with women (68%) assessments may be impeding women’s research, policy andbeing somewhat more likely to be sole entrepreneurial activity. program evaluationowners than men (62%). There’s no gender consultancy focuseddifference in the share of two-owner Since that time, then, GEM researchers on enabling women’s have seen that the gap in entrepreneurial entrepreneurship worldwide. She serves activity between women and men – while on Enterprising Women’s Advisory Board. it still persists – is narrowing in many14 enterprising Women

BEYOND THE GEM REPORTby Susan Duffy, PhD Why Women Entrepreneurs Underestimate Themselves and What We Can Do About ItThere is a “confidence gap” between men and women inbusiness, but we’re looking for solutions in the wrong places.Arecent report finds that more than creating jobs, driving economic growth, women see themselves as entrepreneurs. 200 million women across the and providing for their families and According to the GEM report, while world are starting and running communities. At Babson College’s women are nearly as likely as men tonew businesses. According to the Global Center for Women’s Entrepreneurial identify potential business opportunitiesEntrepreneurship Monitor (GEM), Leadership (CWEL), where I serve as around them, they are significantly lessalthough men are still 50% more likely Executive Director, we’re working to likely to view themselves as capableto become entrepreneurs, women are change the entrepreneurial ecosystem of starting a business to address thesesteadily gaining ground. The gender gap in the U.S. so that we can soon join the opportunities and are more likely to fearnarrowed by 6% from 2012 to 2014, and in list of countries that fully harness the failure if they do. In the U.S., for example,ten nations women are now just as likely innovation and leadership potential of 46% of women believe they have the skillsas men to start new businesses. their entire populations.(c) and knowledge needed to start a business, compared to 61% of men. These women are bringing innovative One gender gap we’re concernedproducts and services to market, about at CWEL relates to how men and These findings are part of a broader16 enterprising Women

trend documented in numerous studies, on their executive team and a mere 3% ready and to “go big” with their ideas. Forin which men tend to overestimate their have a woman CEO. People are twice as entrepreneurs like Savitha Sridharan, WINprofessional abilities and performance likely to respond positively to the same Lab participant and founder and CEO ofwhile women underestimate their pitch given by a man as by a woman. This renewable energy company Orora Global,capabilities. In a survey of members of gender discrimination comes on top of the program helps women “believe inthe U.K.-based Institute for Leadership & the already-daunting fact that half of new [their] dream and commit to act on it.”Management, half of women managers businesses fail within five years. Perhapsreported feeling self-doubt about their women who hesitate to start businesses The GEM report and other researchcareers and work performance, compared in such an environment aren’t risk-averse, suggest that shifting self-perceptionto less than a third of men. Men are four they’re risk-rational. is a key part of encouraging women’stimes as likely to ask for a raise, and entrepreneurship. But while confidence iswomen typically ask for less during salary At CWEL, we’re working to change critical, it isn’t an individual problem. It’snegotiations than men. the entrepreneurial ecosystem and the an ecosystem problem. Instead of asking messages women receive about who can women to lean in, we must give them the This gender gap in self-perception and should start a business. We’re also tools, support, and relationships that allis important because research shows equipping individual women with the entrepreneurs need to succeed – resourcesthat confidence and self-efficacy affect courage to transform themselves from that men often have access to withoutperformance in school, work, and even individuals with ideas to entrepreneurs even realizing it.simple problem-solving tasks. Simply with impact. Our Women Innovatingput, if you don’t believe you can do Now (WIN) Lab cultivates self-efficacy Susan Duffy, PhD is the Executive Directorsomething, you are less likely to try by shifting participants’ sense of of the Babson College Center for Women’sit, and to do it well, regardless of your what is possible for themselves and Entrepreneurial Leadership (CWEL), where sheabilities. Indeed, the GEM report found their businesses. educates, inspires and empowers women tothat in countries where women are less transform their entrepreneurial potential intolikely to see themselves as capable of Over the course of eight months, social and economic impact. She earnedstarting a business, they are less likely to participants plan, experiment, and a Ph.D. in Management and Organizationbecome entrepreneurs. learn within a community of fellow from The George Washington University, entrepreneurs who provide support, and is an advisor to a number of early stage Confidence plays an especially large feedback, encouragement, and knowledge companies, an angel investor, and a memberrole in entrepreneurial momentum. sharing. Each WINner is paired with a of several boards and advisory councils. VisitLaunching a successful business isn’t compatibility-matched coach and has CWEL online at andjust a matter of having innovative ideas access to an expert circle of women follow them on Twitter @CWELBabsonand superior skills; it requires boldness, industry leaders. These successful women  courage, and a tremendous amount of help build participants’ self-efficacy by This article was originally publishedfaith in one’s own abilities. acting as role models, sharing their stories, by Footnote, an online media company that and offering invaluable insights about their collaborates with scholars to share their How can we equip women with entrepreneurial journeys. research and expertise with the public.the courage they need to become Visit them online at andentrepreneurs? Much of the conversation Rather than the traditional accelerator follow them on Twitter @footnotemedia.over the past few years has focused at approach of bringing business ideas tothe individual level, exhorting women to market, WIN Lab focus on preparing“lean in” and close the “confidence gap” potential entrepreneurs to be market-themselves. At CWEL we take a differentapproach. We believe entrepreneurial self-efficacy – a person’s confidence that theyhave what it takes to succeed in launchinga business – is cultivated and influencedby the environment and ecosystem inwhich they operate. Women aren’t less likely to seethemselves as entrepreneurs simplybecause they lack overall confidence.They’re responding to messages theyreceive from the world around themabout who is and isn’t supposed to leadand take risks. Only 15% of venturecapital-funded companies have a woman enterprising Women 17

ask marshaby Marsha Firestone, PhDAPthwoewaAredtrtseonTfthiWoanot mIGt eDivnee’ssTeBhrevuesGsinreoswsiensgEach year, we receive hundreds of Financing Innovation applicants vying for the distinction of being named one of the 50 ■■ Mary Kariotis, President and CEO, ■■ Phyllis Newhouse, President andFastest Growing Women-Owned/Led Merrimak Capital Company CEO, Xtreme Solutions, Inc.Companies™. The widely anticipated listgenerates significant media coverage all ■■ Dr. Rebecca Thomley, President and ■■ Denise Wilson, President and CEO,over the world. While applicants do not CEO, Orion Associates/Morning Star Desert Jethave to be WPO members, all eligible Financial Servicescompanies are ranked according to a sales ■■ Kara Trott, CEO, Quantum Healthgrowth formula that combines percentage ■■ Pamela O’Rourke, President and CEO,and absolute growth. To be qualified for ICON Information Consultants, LP They also share some valuablethe ranking, businesses are required to tips. These are the result of hardbe privately held, woman-owned or led, Human Resources won wisdom gained along the wayand must generate annual revenue of at and represent the key ingredients inleast $500,000. ■■ June Ressler, President and CEO, their “secret sauce” of fast growth. Cenergy International Services Some examples: We launched the 50 Fastest in 2007 tofocus much-needed attention on the vital ■■ Sonia N. Hines, President, H&S ■■ Keep your eye on the money.role that women-owned/led companies Resources Corporation Never let someone else control thehave in boosting the economy and financial health of your company.absolute growth. Looking back at 2015, ■■ Leslie A. Firtell, Esq., CEO, Towerone of the most memorable achievements Legal Solutions ■■ Anticipate down times before theywas the opportunity to write a book based happen so you are prepared.on some of these extraordinary women, SalesThe Women Presidents’ Organization ■■ Diversify accounts and your customer50 Fastest Growing Women-Owned/Led ■■ Shazi Visram, Founder and CEO, base. Sock away more cash.Companies™ Guide to Growth, Sponsored Happy Familyby American Express. ■■ Shari Spiro, CEO, Ad Magic Games This generous support from American ■■ Cindy Monroe, Founder and CEO,Express enabled us to share fifteenhighly personal and inspirational stories Thirty-One Giftsof accomplished entrepreneurs, theirtribulations and triumphs. We wantedthe inside scoop, from the bumps theyencountered along the way to what it feltlike when they first realized all the hardwork and sacrifice was worth it. These particularly impressive womenaddress the five areas that change themost when a business scales:Branding ■■ Lacy Starling, President, Legion Logistics ■■ Nina Vaca, Chairman and CEO, Pinnacle Group ■■ Shelly Sun, CEO, BrightStar Care18 enterprising Women

■■ Get yourself out of the day-to-day There is no single path to success. MARSHA FIRESTONE, PhD operations and into a strategic Relationships, innovation, and trust is founder and president of planning role because it will help your are key ingredients. We hope these the Women Presidents’ company grow much faster. stories of accomplishment in The Organization. She is a Women Presidents’ Organization 50 member of the Enterprising■■ Know what your end goal is. Fastest Growing Women-Owned/Led Women Advisory Board■■ Stay ahead of what’s happening, Companies™ Guide to Growth, Sponsored and has been inducted into by American Express, will encourage the Enterprising Women rather than just reacting to it. and inspire the legion of entrepreneurs Hall of Fame. In 2015, she received the■■ Create a consistent customer who are having such an immense magazine’s prestigious Legacy Award. Marsha impact on the nation’s economy. can be reached at 212-688-4114 or by email experience across all branding at [email protected] to receive touch points. information on membership in the WPO.■■ Differentiate your business from the competition through flawless customer service. We debuted the book at the WPO 2016 “We see solar power as the future.annual conference in Baltimore April 7 – 9,distributing it to all attendees. APCO helps people see the light.” I always say that being anentrepreneur is the great equalizer. You POWER what’s next. MArie eCkStein, FOrMer viCe PreSiDentcreate a culture you can believe in, havepower and influence, and control your Dow Corning is the world’s primary PUBliC AFFAirS AnD enterPriSe ShAreD ServiCeStime. And you pay yourself more: 75 provider of silicon-based solutions Dow Corning Corporationpercent of our members pay themselvessix-figure incomes. throughout the solar energy value Over the years, we have seen dramatic chain. By leading the way in the development of a viable solargrowth of WPO member businesses. In2007 less than 10% of WPO members industry in the United States, Dow Corning could contribute to thegenerated $10 million and above in annualrevenues. Today 25% of our members are emergence of a new, greener economy – along with thousands ofat that level. Collectively, our membersgenerate $22 billion. According to the new jobs – in the process.annual Business Outlook Survey weconduct of WPO members: For nearly 15 years, Dow Corning executives have turned to APCO to position their initiatives in the best light. ■■ 67 percent say their business has grown since joining WPO. We had a bright idea: combine government relations, branding and social media to engage stakeholders and build allies. ■■ 77 percent say their participation in a WPO chapter helps them manage They got a brilliant result: media and elected officials today widely their business. acknowledge Dow Corning as a pioneer of renewable energy. ■■ 74 percent have conducted business Next step: a brighter, greener world. with another WPO member. The growing power of women’sbusinesses and its profound impact onthe economy has still not received theattention it deserves. We’re thrilled thatso many WPO members were honoredwith other prestigious kudos this year,particularly the Enterprising Women ofthe Year Awards. As I look toward the twentiethanniversary of the Women Presidents’Organization next year, I am gratifiedand so very proud that the organizationI started in 1997 now has 127chapters on six continents, with 1,900members worldwide. enterprising Women 19

Patricia Bonilla Barbara GoranssonTracey Grace Denita ConwayFour Women Business OwnersRecognized For OutstandingSuccess In Government ContractingIn February, American Express OPEN, four small business owners for their Carolina, Mississippi and Puerto Rico and the small business division of the outstanding work as a government employs 40 full-time employees. financial services company, recognized contractor each year.four women small business owners for This annual awards program alsotheir outstanding success in selling their Taking the top honor of 2015 recognizes a stand-out female contractor.goods and services to the government. Government Contractor of the Year This year, Denita Conway of Proven was Patricia Bonilla, CEO of Lunacon Management in Greenbelt, Maryland As the world’s largest customer, the Construction Group. Lunacon, a Hispanic took the prize of 2015 Woman ContractorU.S. government has an endless need for woman-owned small business based in of the Year. Proven Management is aproducts and services and has a goal to Palmetto Bay, Florida, provides a broad certified woman- and minority-ownedset aside 23 percent of all expenditures range of construction management and small business offering facility andfor small businesses each year. Plus, the general contracting services. Currently logistics consulting services. CurrentlyU.S. Small Business Administration (SBA) 75% of Lunacon’s revenue is generated 98% of Proven Management’s revenue ishas a number of set-aside programs and through government contracts from generated through government contractscertifications for specific business types, clients including the U.S. Army Corps of with 28 federal agencies including the women-owned or economically Engineers, the U.S. Air Force, NASA and Department of Defense, U.S. Departmentdisadvantaged businesses, to help the U.S. Department of Agriculture. of State, the Federal Trade Commissionthem gain a competitive edge even and the Securities Exchange Commission.if they are going head-to-head with By targeting specific governmentlarger corporations. agencies and marketing directly to their Proven Management has grown small business liaisons, Lunacon has tremendously through government Selling to the federal government, experienced tremendous growth through contracting, with 2015 revenue jumpingespecially as a small business, can be government contracting since launching over 50% from 2014. As a direct result,complex, which is why the American in a garage in 2007. Today, the company the company hired 12 full-time employeesExpress OPEN for Government has expanded beyond Florida into areas in 2015 and recently opened an office inContracting (OGC) Awards recognizes including Georgia, Illinois, Indiana, South Washington, D.C. to be closer to clients.20 enterprising Women

A strategy that many successful small of Veterans Affairs, the U.S. Army Corps has experienced tremendous growthbusiness owners employ in government of Engineers, the U.S. Air Force and through government contracting over thecontracting is teaming up with other the Navy’s Atlantic Undersea Test and past year, with 2015 revenue jumping 83%companies—large and small—to compete Evaluation Center. from 2014. The company’s success hasfor contracts. Barbara Goransson, also led to hiring new salespeople andExecutive Vice President and co-founder Knowing that success in the federal opening new sales offices in Huntsville,of Venergy Group, was named the 2015 marketplace is not feasible overnight, Alabama; Tampa, Florida; Pittsburgh,Teaming Contractor of the Year, for the awards also honor an up-and-coming Pennsylvania; and Washington DC.successfully utilizing this approach to small business contractor each year thatgrow her company. has made tremendous strides in a short Government contracting can be period of time. This year’s 2015 On the a lucrative growth strategy for other Venergy is a Service Disabled Veteran- Rise Contractor of the Year was awarded women-owned businesses that areOwned Small Business (SDVOSB) based to Tracey Grace, President and CEO looking to diversify their customerin Fort Pierce, Florida that specializes of IBEX IT Business Experts in Sandy base and open new streams of analyzing energy usage to provide Springs, Georgia. Those interested in learning more canclients with energy efficiency, consulting reach out to their local Small Businessand renewable energy services. By IBEX IT Business Experts is a Administration (SBA) for resources to getteaming up with large businesses and certified women-and minority-owned started. They can also keep an eye outother veteran-owned small businesses small business providing IT training, for upcoming ChallengeHER events into compete for contracts, Venergy has consulting and staff augmentation their area. ChallengeHER brings togetherexperienced exciting growth over the services. Currently 80% of IBEX’s revenue the resources of the SBA, OPEN andpast few years. is generated through government Women Impacting Public Policy (WIPP) contracts from clients including the Army to provide female business owners with Currently 85% of Venergy’s revenue National Guard, the U.S Air Force and resources, education, and networkingis generated through government the Department of Homeland Security. opportunities to better compete in thecontracts from clients including the U.S. federal marketplace.Department of Defense, the Department By strategically marketing to agency contracting officers and specialists, IBEX Matching Top Talent With The Best Companies For 25 Years!THE TRANSTECH “HIGH-TOUCH”™ APPROACH Mary DavenportIS OUR PROVEN AND AWARD-WINNINGMETHOD FOR FINDING IDEAL CANDIDATES. President & CEO TransTech IT StaffingWe are a Women Business Enterprise (WBE)firm delivering premium, flexible, and trustedIT recruitment services for 25 years. We workwith a national clientele on a local, regionalizedbasis and are a Tier One vendor at a number ofFortune 500 companies. We are experts at workingwithin Vendor Management System (VMS) models.TransTech IT Staffing | 248 Spring Lake Drive | Itasca, IL 60143 | 630.250.8880 | enterprising Women 21

NetworkingBy Teresa Thomas and Ron P. WacksWhen It Comes to Networking, Are You aShort Order Cookor a Master Chef?Are you not getting the consideration to whether the approach orresults you’re trying opportunity is a fit for whom and what they’reto cook up for your seeking in their connections. In the restaurantnetworking and your business as in almost any business—agenda? Two expert especially small and microbusinesses,networking strategists referrals are key and trust is notes. A chef does her research.Editor’s Note: Teresa and Ron are both A chef compares ingredients,professional connectors who help clientsto be more strategic and effective in their recipes, and techniques that are mostnetworking through consulting and speaking. interesting and relevant to those sheIn their discussions with each other, they serves. She innovates and takes greatnoticed how most people approach care with choices always trying tonetworking with very little forethought. improve and provide excellence. SheThey had fun sharing analogies between compares ideas with other chefs and isnetworking and cooking since cooking is hyper attentive when dining out, alwaysa universal commonality. Since Teresa and staying open to new approaches.Ron are master networkers and Ron is also atrained chef, the comparisons came easily. A cook throws ingredients inconsistent results. A cook together without much thought also expects quick results.A Cook and a Chef and hopes for the best. Most people consider networking For this moment, play along and One of the most common ‘bad’ to be important but rarely commitread between the lines in the following ingredients is the WIIFM attitude— enough time to do it well and withanalogies. When we are talking about “what’s in it for me”—without the best strategies to be effective.a chef, it is a metaphor for being a thinking about how others will bemaster networker. When we are talking served through their interactions. A chef seeks genuine, qualityabout a cook, it is a metaphor for the Another common misconception is ingredients then evaluates whether she“business as usual” approach most that results will happen magically and attained the results she was seeking. Apeople take with their networking. instantaneously without follow up. chef also understands that good results take time to simmer and develop. Just as not all cooks aspire to be A chef aspires to achieve specificmaster chefs, not all networkers aspire outcomes and atmosphere. Choose quality networkingto be master networkers. However, most opportunities that attract the right peoplecooks benefit from and enjoy learning tips Caring about others is critical to you wish to develop relationships with.and techniques from chefs (networkers effective networking and sustainable, Being genuine and deliberate in yourbenefit from refining their skills, too). quality relationships. When you genuinely interactions creates better results. care about and provide mutual benefitA cook grabs whatever ingredients for your customers and referral sources, A cook often thinks “missionare handy or convenient. you are more memorable, referable accomplished” once the and top-of-mind for doing business. dishes have been cleared. Most people select networking strategies,approaches and events without giving much A cook typically uses artificial This is a short-term, narrow “Scrambled or inferior ingredients achieving Eggs Mentality” similar to a quick and simple short-order cook’s approach. If22 enterprising Women

you’re trying to develop solid, trusted typically a weaker element of the common differentiators between you and others.connections, think “next step” and long- recipe. As a successful, savvy restaurateur Everyone has many ingredients andterm for your relationship-development. will visit with customers, invite them to cooking tools in their kitchen. Do you future events or send them a card to keep know where all of them are and doA chef is trained to know what in touch, a successful, savvy entrepreneur you know how to use them? Thosetheir guests want to best serve or business professional does the same. resources aren’t of much value if youthem and those they refer. Grow those relationships; follow-up and can’t find them or can’t use them—they’re stay engaged; thank them for the honor just clutter lying around. Knowing A well-mentored chef understands, to serve, and offer to be of service. where your resources are and how torecognizes or strongly intuits what their access and utilize them in networking,guests want often times when they don’t Follow-up is one of the most can make all of the difference.know themselves. It’s about a keen important relationship builders andunderstanding of taste and tone—whatshe does and how she does it. This isextraordinarily true with high level,strategic networking in terms of choosingpotential contacts, evolving them intoconnections and then into relationships. A key to that process is follow-up, Teresa Thomas Empower Consumers has facilitated To Grow Your Brand. hundreds of networking events, Social Media Link is the leading advocacy activation company that amplifies presented for social media conversation for brands. Our robust solutions make it easy for countless groups and brands to spark impactful and trusted word-of-mouth across social media, helped thousands triggering action and leading customers through the path to purchase. to connect, learnand re-energize to grow professionally Using SML’s Smiley360TM platform, marketers activate targeted consumersas well as growing business through within our community of 700,000 consumer influencers. Vesta®, SML’snetworking. For more in-depth tips, community software, allows marketers to build their own advocatetechniques, templates and checklists community to drive measurable loyalty and help you with your networking,order a copy of Teresa’s book, Win/ Trusted by hundreds of brands for: • Social Sampling & TrialWin Networking: Your Guidebook for • Influencer Marketing • Word-of-Mouth MarketingConfident and Effective Networking. • Advocacy Activation • Peer-to-Peer RecommendationsConnect with Teresa at teresa@teresa- • Online Reviews • Social or call 612-990-7815. • User-Generated ContentRon P. Wacks is the CEO of Let’s Get Started. Contact us atMicrobusiness Strategies LLC, an [email protected] consulting firm based inMinneapolis, MN and San Jose, CA. | 212.302.0777 @sml360He is the author of four networking andtwo entrepreneurial books and speaksnationally on advanced power networking,networking for millennials, and othernetworking and entrepreneurial topics.Ron works internationally in microbusiness,entrepreneurship, innovation and economicdevelopment, served as President/CEO of the American Association ofMicrobusinesses for eight years, isa national networking expert and atrained chef. Connect with him at [email protected] or call 612-922-6000 (MN) or 408-475-8111 (CA). enterprising Women 23

Social MediaBy Susan Frech How to Use Influencersto Build Your BusinessIn case you haven’t heard, 2015 was mean using celebrities and self-made word of mouth is between friends, the year of the influencer. Kylie stars on Instagram and YouTube to give friends of friends, and family. Not Kylie Jenner and Gigi Hadid’s Instagram shout-outs and get fans buzzing. Though Jenner. We all have influence. Beingposts were shared around the world. But these can indeed be effective tactics to influenced is something that is uniqueif you’re not a big brand with budgets of tell your story, subscribing to the idea to us as individuals and depends on theup to $300K per post (Kylie’s reported that influencer marketing stops there varying relationships we have with ourfee), you can still leverage the power is missing a huge opportunity. There is specific “influencers.”of influencers to garner attention for a third wave of influencers who can beyour brand. To use influencer marketing tapped. The consumer influencers. How can you choose the rightstrategically, you must begin by looking influencer type to drive purchaseat what influence means, who influencers Think about it this way: who consideration, links back to yourare and how you can use them. influences how consumers make website, consideration for you to be a purchase decisions? Research says guest speaker, win an award and yes, Influencer marketing does not only it’s word of mouth and most of that increase sales?Put your influencers into these four buckets:1234 High reach Content producers High trust influencers: The consumer’s influencers: the (bloggers, journalists the brand advocates social circles. These celebrities (actors, are friends, family musicians and and professionals) who are everydayathletes) who have a who have a captivated consumers who and colleagues massive audience endorse a brand to who will deliver a audience who view the masses and carry tailored, trusted and them as authorities a great amount of impactful message and whose power to to drive purchase. sway is largely derived authenticity. They are the most from their platform. trusted.24 enterprising Women

Every influencer type can deliver purchase a new cosmetic product. is the first step in understanding whichdifferent outcomes for a brand. A high A woman may become aware of a influencers are right for your brand, andreach influencer such as a celebrity can being able to use influencers to achievegenerate awareness and exposure, but new brand from a celebrity endorsement, your goals.without the trust that a family member or but understand its benefits from afriend can offer; a recent study showed blogger’s YouTube tutorial. However, she If 2015 was the year of the influencer,that 12% of consumers trust celebrities. doesn’t finally decide to look into it until 2016 will be the year of the influencerOn the other hand, a family member or a friend on social media recommends on steroids. With proliferating platformsfriend will offer your brand a high impact it, and before she buys, she’ll check the on which to share opinions, your targetinteraction to lead to conversion, with reviews online from other consumers audience will be looking for input from92% of people trusting recommendations like her. Different people will influence many sources. In 2016, I encourage everyfrom people they know. However, a various purchase decisions; she may only marketer to approach their influencerthumbs up on your pal’s social profiles is interact with one influencer, or a whole marketing by creating an ensemble,unlikely to garner the equivalent reach of host to make her decision. leveraging different kinds of influencersan Instagram post from a Kardashian. to spark conversation and ultimately To determine which is best for your drive purchase. While we’d love to settle the brand, understand the influencer pathdebate and proclaim one influencer to purchase. Ask yourself: how do other SUSAN FRECH is CEO oftype the victor, it’s important to people help my target consumer make Social Media Link and is aremember that as consumers, most his or her decision? What influencers do member of the Enterprisingof our purchase decisions are not they rely on most? How many do they Women Advisory Board.driven by one instrument, but by an consult, both directly and indirectly? Learn more at www.orchestra telling us to purchase. For Which influencers are necessary in the, let’s look at how we come to process or enhance the effect of other influencers? Answering these questions enterprising Women 25

Human Resourcesby Faye E. Coleman, Ph.D. FIVE SIMPLE TIPS FORPRREOCDRUUCITTIINVGE EAMNPDLROEYTEAEISNING1.Treat your employees as the and let them know how much you value term growth and stability of any 21stvalued assets that they are! what they bring to the table. In doing so, century company. Strategies such as everyone prospers. regular staff meetings or teleconferences, In today’s competitive marketplace, intranet communications, company blogspaying fair and competitive wages and 3. Encourage and promote or podcasts, and employee newslettersbenefits, while important, is often not collaborative and inclusive are all effective ways to ensure thatenough. Savvy business owners also work teams. employees feel connected to and goodstrive to create a flexible and “employee- about the company they work for.friendly” work environment. Transparency While inter-office competition amongis key here. Written employee policies employees is not uncommon in many 5. Model high ethicalthat are widely communicated and workplaces, collaboration and inclusion standards and impeccablefairly implemented convey the message are increasingly becoming the hallmarks integrity in YOUR BEHAVIOR,to your employees that you don’t play of a successful and productive 21st not just on paper!favorites. Find creative ways to show century workplace. In today’s diverseyour staff how much you appreciate and hyper-connective world, more and High-performing companiesthem. Awards and other recognition for more employees are seeking – even understand that corporate integrityjobs well done, highlights of employee demanding-- creative ways to collaborate and uncompromising ethical standardsaccomplishments in the company with and learn from their co-workers. are critical to employee and customernewsletter, and/or recognition at As a result, forward thinking employers commitment. Accordingly, they oftencorporate events for significant employee promote cross-company task forces have a zero tolerance policy for unethicalmilestones, are all proven strategies that that allow staff from different parts of behavior, such as kickbacks, bait andnot only demonstrate your appreciation the company to work together toward switch, conflicts of interest, etc. Businessof your employees, but also create a a common goal. These business owners owners who actively demonstrate highsatisfying work environment that fosters understand the value of teamwork, and ethical standards themselves, and whoemployee loyalty. of leading by example. They want their insist on regularly communicating a employees to see them participating in written code of ethics that is rigorously2. Hire people who know corporate initiatives under someone followed, are most likely to attract andmore than you do, and let else’s leadership. They also insist on retain high performing employees. Thesethem do their thing! cross training staff who work on joint are the type of employees who set high projects so that these team members can standards for themselves, and who Although you may be the owner or fill in for each other and better appreciate seek the same from the companies theyCEO, recognize that you don’t know – their co-workers’ role in the company. work for.and can’t do alone – everything that yourcompany needs to succeed. Seeking 4. Communicate Closing Thought:out the best and brightest minds that Openly and Regularlyyou can find is critical to a company’s Remember, as the boss, you are theongoing success. Embrace people who Poor workplace communication greatest influencer of your workplace,know more than you do about areas is one of the biggest contributors to including your employees’ level ofcritical to your business success, and employee dissatisfaction and high satisfaction and productivity. Use thatgive them room to do what they do turnover. An uninformed workplace power and influence wisely. The rewardsbest. Micro-managing is a sure way to only fosters rumors and speculation that will fuel your continued success.undermine, and ultimately, to drive away can undermine productivity and growth.bright and creative employees. Don’t be Keeping employees informed of major FAYE COLEMAN, PhD, is founder andthreatened by what they know that you company priorities and developments CEO of Westover Health Institute, Inc.may not know. Instead, learn from them as they happen is essential to the long Learn more at enterprising Women

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Human Resourcesby Debbie Wooldridge and Ryan BiancofioriCounter Offers:TWO VIEWS ON TALENT Employees may accept and stay, but is it good practice?When an employee shares the news they’ve been offered another job, what’s your reaction? Often the news brings immediate stress and a flood of questions; “What are we going to do? What about our other employees? Who’s going to do their work? Why didn’t they tell me they were unhappy? How and when am I going to replace them?” You counter by offering the samesalary they received from another company. Maybe you can afford it and keep them, but what if you can’t? It pays to analyze theirreasons for leaving before you counter, as it may not be the best route in the long run. Debbie Oberbillig: In the ‘80s and a good move because those underlying and employee was gone, not to mention‘90s counter offers were rarely made. The problems remained. If an employee had a their damaged reputation with the otherassumption was that a company would only reason to leave you couldn’t address, they company. Bottom line, counter offers“buy back” an employee until a replacement would still usually exit within six months, weren’t good for anyone.was found, and that employees considering even if you paid them more.other opportunities would continue to look Ryan Biancofiori: Now it’s aand eventually leave. Many employers felt they were being candidate’s market and counter offers blackmailed when presented with another are the norm. We have lots of successful When I started recruiting, employees offer, and saw the move as lacking integrity. companies in the greater Seattle area thatlooking for a new job weren’t only focused Instead of looking for a new job, the have created a high demand for top talent,on higher pay. Their reasons were varied; employee could’ve asked to talk about their and all companies want to keep theirgetting a new manager, not having work career or issues before wasting everyone’s good people.friends, long commute, no work/life time by interviewing and accepting a jobbalance, or a need for greater challenges. offer elsewhere. Even if a counter was During the 2009 downturn mostSo, a counter offer based on money wasn’t accepted, the trust between the employer companies cut deep, eliminated raises28 enterprising Women

and kept only their best people. From a Our advice: Many things have changed the chances by truly understanding eachcandidate’s perspective, looking elsewhere over the years, but this is one that’s stayed individual’s a smart move because many still aren’t the same: counter offers are rarely theat market rate. In order to get whole with right move. Once a candidate has made At the end of the day we don’t wantthe market in 2015, people are looking at the decision to look and apply, take time to pull people out of a position that they15% increases or more, so getting a new and energy to interview and involve family are happy in, we don’t like counter offersoffer can be very appealing. It’s even better and friends in weighing pros and cons, either! We want to help people take theif their current company counters, as it they already have a foot out the door. If next step in their careers. If good peopleeliminates the need to learn a whole new you offer a counter, statistics continue to leave because of money, it may be time tosystem, worry about a culture fit, make new show the employee will be gone within six update your compensation. But if they’refriends or prove yourself. months anyway. In addition, trust may not leaving for reasons you can’t fix and you’ve be there. Are they still looking? Are you done your “stay interviews” you’ll know From a client’s perspective, losing a top looking to replace them? when to expect it, and will support it.performer can be a huge loss that’s worthcountering, even if it means meeting or Our recommendation is to evaluate DEBBIE WOOLDRIDGE is founder andexceeding a big salary hike. your people. Ask yourself what you’d do president, and RYAN BIANCOFIORI is if they left, and then do what you need vice president of Allen Partners, which Still, it’s not always about money. Top to do to keep them now. Conduct stay provides recruiting and staffing for corporate,performers could leave because they don’t interviews and ask each of your people finance and accounting professionalshave enough responsibility, don’t see a “what would it take to keep you here?” in Seattle and the Northeast. Debbie isclear growth path, or need a more flexible Then accommodate their needs if you can. a member of the Enterprising Womenschedule. Sometimes this doesn’t come up Funny advice for headhunters to give, isn’t Advisory Board and a past recipient of theuntil the exit interview and that’s where the it? Let’s face it, a counter offer is painful. Enterprising Women of the Year Award.problem lies. What are you doing to avoid You can’t prevent it, but you can narrow Learn more at into the counter offer trap? MEETING PROSPECTS BEFORE YOURCOMPETITORS IS A RACE. WE GIVE YOU A HEAD STARTLeave the competition stuck at the starting gate while you cross By Kopp Consultingthe finish line. We take opening prospect doors off your list soyou can close more sales. Are you ready? enterprising Women 29908.781.7546 |

Enterprising Women of the Year Enterprising Women Magazine Announces 2016 Enterprising Women of the Year Award Honorees 30 enterprising Women

Prestigious Monica Smiley, publisher and CEO of Enterprising Women,Awards Program announced the winners of the 2016 Enterprising Women of the Year Awards, an annual tribute to the world’s top women entrepreneurs. Recognizes Honorees were recognized at the 14th Annual Enterprising Women of the World’s Top Year Awards Celebration & Conference, Feb. 28 - March 1 at The Ritz- Carlton Coconut Grove in Miami, Florida. Women Entrepreneurs The annual Enterprising Women of the Year Awards is widely considered one of the most prestigious recognition programs for women business owners. To win, nominees must demonstrate that they have fast-growth businesses, mentor or actively support other women and girls involved in entrepreneurship, and stand out as leaders in their communities. Many of the honorees also serve as leaders of the key organizations that support the growth of women’s entrepreneurship. Award winners were recognized in seven categories this year: annual sales revenues of more than $100 million; annual sales revenues of more than $25 million and up to $100 million; annual sales revenues of more than $10 million and up to $25 million; annual sales revenues of more than $5 million and up to $10 million; annual sales revenues of more than $2 million and up to $5 million; annual sales revenues of more than $1 million and up to $2 million; and annual sales revenues of up to $1 million. Enterprising Women inducted Cindy Monroe, CEO of Thirty-One Gifts into the Enterprising Women Hall of Fame, presented Advocacy Awards to Laurie DeJong and Tara Russell, and recognized Barbara Kasoff with the 2016 Enterprising Women Legacy Award. Now in its 14th year, we are proud to present all of our 2016 honorees on the pages that follow in this special commemorative awards issue of Enterprising Women. Enterprising Women of the Year Awards await recipients at the Gala Awards Dinner. enterprising Women 31

Cindy Monroe company in the world by the Women Presidents’ Organization in 2014. Inducted Into theEnterprising Women And while starting and growing a remarkable business with more than $800 Hall of Fame million in annual revenues is a tremendous achievement, inductees into our Hall of Cindy Monroe is president and CEO of Fame must also have a strong, giving spirit, Thirty-One Gifts, a company she founded and Cindy also excels in that area. in 2003 to give women the opportunity to find financial freedom through owning Four years ago, Cindy founded the their own business in direct selling while Thirty-One Gives Fund, a non-profit with providing affordable and fashionable a central mission to empower girls and products for working women. women and support families. To date Thirty One Gives has donated more than $80 Today her vision and her company million in cash and products to nonprofit have grown to encompass more than partners that share that mission. The fund 1,000 employees and 85,000 independent supports two national mission partners consultants throughout the U.S. and focused on women and families, including Canada. Last year the Columbus, Ohio- Girl Talk—which helps teenage girls build based company was ranked as the self-esteem, develop leadership skills, and 14th-largest direct-selling organization in learn the value of community service—and the U.S.—and 28th largest in the world—by the Ronald McDonald House Charities. Direct Selling News magazine, as well The fund also supports numerous national, as the fastest-growing woman-owned regional, and local nonprofits selected by Thirty-One independent sales consultants. Cindy has received many accolades including the Columbus Business First Corporate Caring Award and the Salvation Army’s “Need Knows No Season” award. Forbes magazine included her on its 2015 “Women to Watch” list of American self- made women, and Direct Selling News named her the Most Influential Woman in Direct Selling in 2014. She also serves on the Central Ohio Salvation Army advisory board and is a member of the Women Presidents’ Organization and the Young Presidents’ Organization. Cindy is a 2014 Enterprising Women of the Year Award Winner and a member of the Enterprising Women Advisory Board. Cindy recently co-chaired a very successful Young Enterprising Women Mentoring Forum in Columbus, Ohio, with over 150 participants and raising more than $15,000 for the Enterprising Women Foundation. Three Columbus area high school girls received sponsorships to attend the Enterprising Women of the Year Awards Conference as a result of Cindy and her team’s efforts. For her outstanding business accomplishments, community leadership, and philanthropic efforts, we are proud to induct Cindy Monroe into the Enterprising Women Hall of Fame.32 enterprising Women

Barbara Kasoff and influence policy decisions. Her efforts to unite an array of diverse Receives the 2016 organizations and interests haveEnterprising Women enabled women business owners to learn from one another, become better Legacy Award informed on economic and political issues, and thus, speak with strong and Barbara Kasoff is co-founder powerful voices. and president emeritus of Women Impacting Public Policy, a national WIPP has become the go-to nonprofit organization working resource for both Congress and to increase the economic power the Administration—giving women and public policy clout of women business owners a seat at the table. business owners. Under her leadership WIPP has been responsible for the creation, While advocating on behalf of its implementation, and improvement of coalition of over 4 million women, the Women Owned Small Business WIPP has provided them with Federal Contract Program. WIPP’S leadership opportunities for personal advocacy efforts and business and business growth and a pathway to education provided through the Give engage in the public policy process. Me 5 and ChallengeHER programs have opened the doors to federal Since co-founding WIPP in 2001, government contracting to tens of Barbara has made it her mission to thousands of women. educate women and motivate them to participate in advocacy activities Barbara has served as an appointee to the National Women’s Business Council, KeyBank’s Keys4Women National Advisory Board, and AT&T’s Women Entrepreneurs Forum. She has also served as a delegate to the White House Conference on Small Business, the Asia-Pacific Economic Cooperation Forum, and President Bill Clinton’s Midwest Regional Economic Summit. Throughout her career, Barbara has been a tireless champion of women in business, devoting her time, efforts, and passion to fight for the economic empowerment of women. A long-time member of the Enterprising Women Advisory Board, she has also been inducted into the Enterprising Women Hall of Fame. The Enterprising Women Legacy Award was established to recognize women who – through their dedication, leadership and accomplishments—have left an important legacy that can never be forgotten. Over the past 15 years, Barbara has been an incredible partner and strong supporter of Enterprising Women, as a trusted advisor and friend. We are honored to present Barbara Kasoff with the 2016 Enterprising Women Legacy Award. enterprising Women 33

Laurie DeJong Through Business program, mentoring a young fashion designer from Rwanda Honored with 2016 along with many other entrepreneursEnterprising Women from the East Africa Great Lakes Region. She worked with them to help grow the Advocacy Award fashion industry there, creating Kigali Fashion Week and Kampala Fashion Laurie DeJong is founder and CEO of Week. She helped to unite a collective LDJ Productions, a multi-million-dollar of artists and fashion designers from event management and production Rwanda, Uganda, Burundi, the Congo, company based in New York City. She is and Kenya, which has gone on to create a leader in the fields of fashion, beauty, fashion events throughout East Africa. and corporate events, serving Fortune Known as CollectiveRW, Laurie proudly 500 companies and producing and serves as the group’s advisor. managing major events, including New York Fashion Week. Laurie’s passion Through partnerships like these, for business is equally matched by her Laurie saw the impact a small company passion for helping others. She has been can make on the world. She also a longtime mentor to women and girls in recognized the need for change beyond developing nations throughout the world. the realm of fashion, so she founded the Paper Fig Foundation, a non-profit After winning the 2009 Enterprising that supports sustainable community Women of the Year Award, Laurie began development projects locally and in to participate in the Institute of Economic developing nations. The foundation’s Empowerment of Women’s Peace projects include healthcare initiatives, clean water projects, education, and a women’s empowerment program that provides training and microloans to women entrepreneurs in fields such as sewing, beading, and basket-weaving. Laurie is a member of the National Association of Female Executives, the Women Presidents’ Educational Organization, and the National Association of Professional Women. She also serves on the Marist College Board of Trustees and the Enterprising Women Advisory Board, and has authored several articles about growing both a business and a foundation. Under Laurie’s leadership, LDJ Productions has held a spot on the Women President’s Organization’s list of the “50 Fastest- Growing Women-Owned Businesses in North America,” and Inc. Magazine’s 5,000 fastest-growing companies for multiple years. Enterprising Women is honored to present its 2016 Advocacy Award to Laurie DeJong.34 eennteterprprirsisininggWWoommeenn

Tara Russell a non-profit social enterprise that provides training and employmentRecognized with 2016 to refugees and other populations Enterprising Women experiencing barriers to employment Advocacy Award through a creative food production model. CCG has delivered more than Tara Russell is president of 100,000 job training hours, with an Fathom, a social impact company average employment success outcome that offers a new category of travel as of more than 90 percent, and has the global impact venture of Carnival returned more than $18 million to the Corporation, the world’s largest travel community via graduate earned wages. and leisure company. Tara also founded Jitasa, a for- After envisioning Fathom in 2013, profit social venture with offices in Tara guided her idea from concept to the U.S., Bosnia, and Thailand, which full launch of its brand and business provides financial services to the model in mid-2015. Today Fathom non-profit sector and serves hundreds offers purpose-driven travelers with of global, social-sector employees. authentic cultural immersion and She lived in Thailand for four years, social impact opportunities that enable where she offered pro bono small- them to make enduring contributions business development training to to local communities worldwide. nongovernmental organizations. Prior to joining Carnival, Tara While she was in Thailand, founded Create Common Good, Tara co-founded NightLight, an international organization that offers vocational opportunities; life-skills training; and physical, emotional and spiritual care to women seeking freedom from human trafficking and sexual exploitation. Earlier in her career she excelled at several Fortune 500 companies, including Nike, Intel, and General Motors. She was named to Fast Company magazine’s “Most Creative People in Business 1000” for 2014 and 2015. A member of the World Economic Forum’s global leadership community, Tara is a visionary social entrepreneur and advocate. She has found a way to incorporate the spirit of giving into a for- profit enterprise. We are proud to present Tara Russell with the 2016 Enterprising Women Advocacy Award. enterprising Women 35

Enterprising Women of the Yearby Sharon Hadary, PhD Enterprising Women of the Year Award Winners.EXPECT to Grow:What We Learned from the 2016 Enterprising Women HonoreesThe highlight of Enterprising Women’s owners’ values and their commitment to lessons learned; the challenges overcome; annual conference is the gala dinner giving back to their communities. Equally and the best advice they want to share. honoring highly successful women as impressive are the women business There are similarities over the years,business owners. owners who are achieving success in re-affirming the basics. And, every year we revenue categories from $1 million and up gain new insights that all women business For the past 14 years, this gala and in every instance, also giving back to owners can embrace.celebration has showcased women business their communities.owners who have built highly successful This year one of the top honorees saidbusinesses. Honorees are selected We honor women business owners’ that the best advice she would give otherbased on both business growth and their success for three reasons; women business owners is to “expect tocommitment to using their success to grow.” For years, women business ownersmake a difference in communities around T o celebrate their success as business have been urged to “think big.” It is criticalthe world. owners and community leaders; to recognize the difference. “Thinking big” To re-enforce to corporations that women- and “expecting to grow” are two different One of the most impressive trends over owned businesses are a substantial aspects of business growth and to achievethe years is the growth in revenues. The market and a rich source of vendors high growth the business owner needs revenue category has grown from $10 and suppliers;million in the early years to more than $100 A nd, we do it to share lessons “Thinking big” is characterized by yourmillion this year—with one 2016 winner learned with all women who aspire to vision, values, and goals. That vision isexceeding a billion in annual revenues. business growth. critical—it is what inspires you every day. “Expect to grow” is the action plan to What is impressive is that making Every year, we pour through the achieve your has not changed women business honorees’ award applications to find the36 enterprising Women

Thinking Big Hire the Right People— most successful women business owners. Exponential growth starts with and Let Them Do Their Jobs Never stop thinking about growth.thinking big. Thinking big is about your Hire people who can do the work and Consider whether the best path tovision for your business. The vision may then get out of their way. It is very easy growth for your company is to expandinclude being a game changer for your to fall into the trap of believing the only organically or to expand throughindustry, for your clients, and for the way to maintain the quality and service acquisition of another company or a newemployees who work with you. Take the that is the hallmark of your business is to product line. Don’t let your company’stime to learn about the potential in your stay personally involved in the day to day size hold you back from consideringindustry and then set goals that exceed operations. When you do that, say highly this option. With the right growththose projections. Thinking big is a successful women business owners, you plan in place, a smaller company canprojection into the future—as far out as become the greatest impediment to your successfully acquire and integrate ayou can think. company’s growth. larger firm into the business. “I wish I had realized how much Build Teams of “Be alert to those unexpectedgrowth potential there is in my industry Advisors and Supporters opportunities that come your way whenwhen I first started,” said one of the you are least expecting them. They arewomen business owners in the highest Surround yourself with a senior staff often a real game changer.”revenue category. The game changers see and outside advisors who have differentthe possibilities others miss. skills and experiences than you. Have Confidence in Yourself The most frequent advice we hear Don’t dismiss your growth aspirations Manage Infrastructurebecause others say they are unrealistic. From the beginning figure out how from our honorees every year is toThe value of setting high goals is not believe in yourself and have confidencemerely a motivational myth; business you will measure success and what the in your instincts.owners who set high goals are very likely most important metrics are to measureto achieve high goals. progress. Identify the systems your “It’s not rocket science,” they say. business needs to deliver products and “You can figure it out. You can learn to Your vision for the company extends services, and invest in an infrastructure do anything.”to your role—seeing yourself as CEO and that can grow with the business.visionary rather than the top sales person. Anticipate the need to upgrade before it SHARON HADARY, PhD“Don’t let others perceptions of you define becomes an impediment to growth. is an international thoughtwho you are,” urge the honorees with the leader on women’slargest businesses. One of our award winners learned leadership and co-author this lesson the hard way. When of How Women Lead:Expect to Grow the company grew faster than the The 8 Essential Strategies Expect to grow is the practical side of infrastructure could accommodate, they Successful Women Know. intentionally stop expanding for a full Sharon is the formerthe equation. It is one thing to have high year to upgrade their infrastructure. executive director of the Center for Women’saspirations for growth. The next step is Fortunately by managing customer Business Research, blogs for The Wall Streetto set up an infrastructure to facilitate that expectations, they were able to resume Journal Small Business Forum, and is angrowth. Your growth goal drives the way growth after the infrastructure upgrade. adjunct professor in leadership. She is ayou set up your business practices, invest member of the Enterprising Women Advisoryin infrastructure, and select staff. Highly Continually Explore Board, a supporter of the Enterprisingsuccessful business owners establish Growth Opportunities Women Foundation, and has been inductedand maintain an enterprise that can into the Enterprising Women Hall of Fame.accommodate high growth from day one. “Don’t rest on your laurels,” say the enterprising Women 37Own Your Culture High growth starts with you, thebusiness owner. You are the only one whocan create the culture for your company.Your job is to create and sustain theculture, engaging every employee andservice provider in embracing that culturein every action and decision. This is theone thing you cannot delegate. As thebusiness grows, it becomes increasinglycritical that you continue to “hold theculture in your hands.”

Enterprising Women of the Year Award WinnersOver $100 Million in Annual Revenues Pamela Evette Quality Business Solutions, Inc. Traveler’s Rest, SC Pamela Evette is president and CEO of Quality Business Solutions, Inc., based in Traveler’s Rest, SC. The company provides payroll, human resources, and benefits solutions to clients nationwide, producing sales of nearly $1 billion in 2015. Pamela was ranked third among Inc. Magazine’s Top 50 Women Entrepreneurs in America for 2015. Outside the office, she works to improve student educational performance in the community, has served on the National Association of Professional Employer Organization’s State Legislative Committee, and mentors other small-business leaders and women business owners. Nina Vaca Pinnacle Group Dallas, TX Nina Vaca is chairman and CEO of the Dallas-based Pinnacle Group, an I/T workforce solutions and staffing company with sales in 2015 of nearly $1 billion. Nina was appointed by President Barack Obama as a Presidential Ambassador for Global Entrepreneurship. She was also awarded the prestigious Marshall Memorial Fellowship and named a fellow in the British-America Project, a transatlantic fellowship merging more than 1,000 rising stars and thought leaders in business. She is a Peace Through Business mentor and chairman emeritus of the United States Hispanic Chamber of Commerce. Ahu Serter Farplas Group Kocaeli, Turkey Ahu Serter is president of Turkey-based Farplas Group, a Fortune 500 automotive, appliance, and tourism conglomerate with 2,000 employees and 2015 sales of $200 million. Also an entrepreneur, investor, strategist, and lifestyle brand founder, she serves as president of the Women Presidents’ Organization Turkey chapter. Ahu founded the ARYA Women Investment Platform, which funds women-owned business start-ups. Named for one of her three daughters, ARYA has already invested more than $500,000 in women-led businesses since its inception just one year ago. Marti Hedge Edge Solutions and Consulting, Inc Westlake Village, CA Marti Hedge is founder and president of Edge Solutions and Consulting, Inc., of Westlake Village, CA, a leading provider of technology solutions and complex IT architecture design and installation for enterprise clients, with sales last year of $190 million. Marti mentors local high- school and college-aged young women, helping them chart educational plans and providing assistance through her company’s scholarship program. She also serves as a life coach to at-risk young people, guiding and encouraging them to achieve academic and professional success.38 enterprising Women

AD:VIEW you’re not the only woman who thinks it’s lonely at the top. Created for women-led multi-million dollar companies, the Women Presidents’ Organization is an exclusive opportunity for accomplished women presidents and CEOs to connect with one another to increase their professional success. WPO members serve as an informal board of directors sharing resources, expertise and insights. By providing a highly individualized confidential environment, diverse female entrepreneurs collaborate to tackle a wide range of challenges – from strategy to financial to communication – head-on. Membership in WPO is a badge of accomplishment for women who have taken their place among the upper echelon of the business world. Prospective members must have an ownership interest in their business, and their business must gross at least $2 million in annual revenue ($1 million for service-based companies). To learn more about membership opportunities, please contact Bari Ray, Membership Coordinator, at [email protected] or call (212)-688-4114. Women Presidents’ Organization Reaching farther. Together. Corporate Sponsors Include: American Airlines, American Express Global Corporate Payments, Avis, AXA, BMO Financial Group, Chubb & Son, Edward Lowe, Genie James, IBM, KeyBank, PNC, Prudential, PricewaterhouseCoopers, Walmart/Sam’s Club, UPS, Wells Fargo

Enterprising Women of the Year Award WinnersWinners with Over $25 Million in Annual Revenues Kathy Feng Suntex Sunyin USA Walnut Creek, CA Kathy Feng is president and owner of Suntex Sunyin USA, Inc. based in Walnut, CA, a home textiles design and manufacturing company supplying all major U.S. retailers, with sales of $85 million in 2015. Her company, which supports a family-friendly culture and continually seeks innovation in both design and technology, was recently named Direct Import Supplier of the Year for Sam’s Club. Kathy sponsors student internships for up-and-coming design school students, and is a certified wbe with both WBENC and WEConnect. Beverly Bailey Stronghold Engineering, Inc. Riverside, CA Beverly Bailey is president and CEO of Stronghold Engineering, Inc., a Southern California- based general contracting firm with 2015 sales of $80 million. Her firm ranks among the top 10 minority- and woman-owned construction companies nationwide and has won numerous prestigious industry awards. The 2010 SBA Western Region Entrepreneur of the Year, Bailey has served on the boards of the Society of American Military Engineers and the National Association of Builders’ Construction and Legal Rights Foundation. She supports local charities and has served on the Loma Linda Children’s Hospital Board. Bonnie Carroll Information International Associates Oak Ridge, TN Bonnie Carroll is founder and CEO of Information International Associates, Inc., headquartered in Oak Ridge, TN, which supports government and industry in managing information as a strategic resource, with 2015 sales of $54 million. Her company was named the DOE’s Small Woman-Owned Business of the Year in 2014. Bonnie serves on the executive committee of the International Council for Science’s Committee on Data for Science and Technology and is Secretariat Director of CENDI, the federal scientific and technical information managers’ group. She mentors local students and women business owners. Kristi Alford E2 Optics Englewood, CO Kristi Alford is founder, president, and CEO of E2 Optics based in Englewood, CO, which provides end-to-end data, telecommunications, and low-voltage solutions for data centers, design-build, and new construction projects, achieving 2015 sales of $50 million. Kristi mentors high school students through Future Business Leaders of America and partners with the Better Business Bureau of Colorado to offer scholarships to senior high school girls entering STEM fields. Her company gives to numerous charities supporting veterans, disadvantaged youth and women.40 enterprising Women

Enterprising Women of the Year Award Winners Winners with Over $25 Million in Annual RevenuesKristy KnichelKnichel LogisticsGibsonia, PAKristy Knichel is president, CEO, and owner of Knichel Logistics, a third-party logisticsprovider in Gibsonia, PA, with sales of $50 million in 2015. Under her leadership, the companyhas been named five times as one of the best places to work by Pittsburgh Business Times,which also honored her with its 2014 Women First Award. She is active in numerous logisticsand transportation trade organizations and received the 2015 Inaugural Distinguished Womanin Logistics Award from the Women in Trucking Association. She supports numerous charitiesand serves as a mentor through Chatham University’s Center for Women’s Entrepreneurship.Regina MellingerPrimary ServicesHouston, TXRegina Mellinger is founder, president and CEO of Houston-based Primary Services, whichprovides strategic recruiting and talent management solutions to Fortune 500 and Global Fortune500 clients and posted sales of $50 million last year. Her company was named a 2014 WBENCBusiness Enterprise Supplier of the Year. Regina mentors young women business owners throughThe Giving Tree. She helps economically disadvantaged families through Change Happens!—funding and coordinating an annual holiday party for 70 children and founding the “On the Roadto Change” 50-mile fundraising bike ride to support Houston’s Third Ward.Heather SandersonOverture PromotionsVernon Hills, ILHeather Sanderson is founder of Overture Promotions, a promotional products andadvertising specialties company based in Vernon Hills, IL, with sales of $45 million last year.In a saturated marketplace with more than 24,000 competitors, her company is ranked in theTop 50 Distributors by Promo Marketing magazine and supports more than 2,500 clients in20 industries. Overture supports numerous local charities and was named one of Chicago’sTop Workplaces in 2014. Heather mentors young women through the Women’s BusinessDevelopment Center, as well as several small business owners.Gina StoneSemper Electric, Inc.Templeton, CAGina Stone is president of Semper Electric, Inc., which provides electrical and civilconstruction services and builds electrical substations throughout California for energysuppliers. Based in Templeton, CA, the company had sales of $43 million in 2015. Gina isactive in numerous professional organizations, including Templeton Women in Business,Templeton Chamber of Commerce, and the Central Coast Central Office Intergroup. Overthe years she has mentored numerous women business owners in the area of financialmanagement and volunteered in numerous charity fundraisers. enterprising Women 41

Enterprising Women of the Year Award WinnersWinners with Over $25 Million in Annual Revenues Margaret Marcucci Coranet Corp New York, NY Margaret Marcucci is president and CEO of New York City-based CorAnet Corp., a technology services company with sales of $42 million in 2015. Under her leadership the company has tripled its revenue, added Fortune 100 clients and government contracts, and expanded its geographic footprint. Margaret serves on WBENC’s certification review board in New Jersey and represents the Women Presidents’ Educational Organization on the Women’s Enterprise Leadership Forum. She won the 2015 WPEO Star Award and this year was named one of 14 Women’s `Business Enterprise Stars nationwide. Diane Dupuis The Dupuis Langen Group Richmond, BC Canada Diane Dupuis is President of Dupuis Langen Financial Management, Ltd., based in Richmond, British Columbia, which provides financial and wealth planning and employee benefit consulting services, realizing sales of $40 million in 2015. Diane serves on the board of the Insurance Council of British Columbia. Last year she founded the non-profit Act West Community Foundation to provide financial mentoring and significant financial support to single mothers pursing four-year university degrees. She is a Rotary International Paul Harris Fellow and received the Bank of Montreal’s 2014 Community and Charitable Giving Award. Patricia Miller SpaceBound, Inc LaGrange, OH Patricia Miller leads SpaceBound, Inc., a global supplier of technology products based in LaGrange, OH, with sales last year of $40 million. Named four times to the Inc. 5000 list of Fastest-Growing Companies in America, SpaceBound won Case Western Reserve’s 2013 Weatherhead 100 Award Patricia is active in WBENC and NAWBO, serves on the Board of Influencers for the World Leader’s Group, and mentors young women through Young Entrepreneurs, Girl Scouts, and Lorain County Community College. She works to improve outreach to teenagers aging out of foster care, and her employees volunteer monthly to work with homeless children. Mary Waring Western Logistics, Inc. Coquitlam, BC Canada Mary Waring is founder and CEO of Western Logistics, Inc., an asset-based, full service specialized furniture transportation provider operating throughout Canada and the continental U.S., with sales of $40 million in 2015. She is active in the Canadian Institute of Traffic and Transportation and the Women’s President’s Organization, and actively mentors women both in her own company and throughout her industry. She won the Canadian Institute of Traffic and Transportation 2015 Award of Excellence for her contributions and leadership with the transportation industry.42 enterprising Women

Enterprising Women of the Year Award Winners Winners with Over $25 Million in Annual RevenuesTracy DoylePhoenix Marketing SolutionsProvidence, NJTracy Doyle is president and CEO of Phoenix Marketing Solutions in Providence, NJ, afull-service medical communications and integration company serving the life sciencesindustry, with sales of $38 million in 2015. Tracy serves as a mentor with the HealthcareBusiness Women’s Association and Montclair State University’s Entrepreneurship Week,and volunteers with Breakthrough NY to prepare motivated low-income student forcollege. She won the Ernst & Young Entrepreneur of the Year Award and SmartCEO’sBrava Award, and was recognized by PharmaVOICE as one of the industry “Top 100Inspiring Leaders.”Angela FiordilinoPhoenix Marketing SolutionsProvidence, NJAngela Fiordilino is executive vice president and COO of Phoenix Marketing Solutions, inProvidence, NJ, a full-service medical communications and integration company servingthe life sciences industry, with sales of $38 million in 2015. Angela has won accoladesfrom Inc. magazine, Entrepreneur magazine, and received the NJBIZ “Forty Under 40”Award for her operational leadership and accomplishments.Bonnie Spencer SwayzeAlliance Rubber CompanyHot Springs, ARBonnie Spencer Swayze is president of Alliance Rubber Company in Hot Springs, AR, a92-year-old manufacturer and distributor of packaging, office, and ad specialty productsto a global market, with sales last year of $38 million. Bonnie serves on the Women’sBusiness Enterprise National Council, the Walmart National Vendor Council, the Euro-American Women’s Council, and the Western Kentucky University Business AdvisoryBoard. Two years ago, under her leadership, Alliance won the U.S. Department ofCommerce National Institute of Standards and Technology Award for Innovation, out of afield of more than 6,000 companies.Leslie MeingastTPDVancouver, BC CanadaLeslie Meingast is CEO of Vancouver-based TPD, an international workforce and humanresources solutions company with sales last year of $32 million. She serves as boardchair of both the Galt Foundation and the Forum for International Trade Training, as vicechair of the British Columbia Women’s Economic Advisory Council, and on the board ofthe Women Presidents’ Organization. She mentors other women business owners throughWBE-Canada and UnitedSucces. enterprising Women 43

Enterprising Women of the Year Award WinnersWinners with Over $25 Million in Annual Revenues Leigh Ann Sayen The Peterson Company Kalamazoo, MI Leigh Ann Sayen leads The Peterson Company based in Kalamazoo, MI, a developer and manufacturer of specialty and proprietary ingredients to the pet food industry, with sales in 2015 of $26 million. She is active in WBENC, the Chief Executive Network, and the Pet Food Institutes of both the U.S. and Canada. As an active supporter of the YWCA, Leigh Ann mentors other women and promotes opportunities for her employees to give back to their communities and make them a better place to live. Teresa Katubig Extra Help, Inc. St. Louis, MO Teresa Katubig is founder of St. Louis-based Extra Help, Inc., a workforce management and payroll services company with sales last year of $26 million. Teresa has held leadership positions in numerous professional and service organizations, including NAWBO, Rotary International, the Human Resource Management Association, and the Girl Scouts of Southern Illinois. She mentors women launching local start-ups through Prosper Women Entrepreneurs, and was named one of the St. Louis Business Journal’s Most Influential Business Women. Kate Lindsey Alpha Corporation Dulles, VA Kate Lindsey is CEO of Alpha Corporation, a Virginia-based company that provides civil and structural engineering, program and construction management, project controls, and technology services and produced sales of $26 million last year. Under her leadership, Alpha established a student internship program and became a founding sponsor of the Million Women Mentors campaign to connect employees with mentees at local schools. Kate is past four-term president of the National Business Officers Organization and serves on numerous educational boards and committees. 44 enterprising Women

September 18-20, 2016 HYATT REGENCY COLUMBUS | COLUMBUS, OHIOJoin us for the National Women’s Business Conference hosted by NAWBO and celebrating women who are leading the way for themselves and for future generations of women entrepreneurs. Featuring: Jennifer Lim CEO & Chief Happiness Officer of Delivering Happiness Culture Book Creator and Consultant at PLUS 4 Breakout sessions on leading business and advocacy topics 4 Exhibit hall packed with the best tools and resources 4 Chapter, member and video contest awards4 Hundreds of women entrepreneurs from across the U.S. who understand that their voice matters and they are “better together”Visit for more information and to register The NATIONAL ASSOCIATION OF WOMEN BUSINESS OWNERS, NAWBO, and the Interlocking Dollars Symbol are registered trademarks of NAWBO. © NAWBO® 2016 All Rights Reserved.

Enterprising Women of the Year Award WinnersWinners with Over $10 Million in Annual Revenues Carol Nance Nance Carpet and Rug, Inc. Calhoun, GA Carol Nance is founder and CEO of Nance Carpet and Rug, Inc., a leading carpet and flooring processing and distribution company based in Calhoun, GA, which achieved sales of $21 million last year. She serves on the board of the Northwest Georgia chapter of the American Red Cross, winning its Tiffany Circle Award in 2012 as well as the 2015 Community Hero Award. She also serves on the Gordon Hospital Advisory Foundation board and founded the Salomon Children’s Home in Haiti. Pamela Kan Bishop-Wisecarver Pittsburg, CA Pamela Kan is president of Bishop-Wisecarver of Pittsburg, CA, which provides liner and rotary motion solutions, custom complex assemblies, and optimal embedded intelligence systems to the industrial and manufacturing industry and posted sales of $20 million last year. Pamela is Chair of the California Manufacturing and Technology Association, and founder and chair of the Women and Minorities Subcommittee of the Power Transmission Distributor Association. She is special advisor and board member of WIPP’s Education Foundation and served as a speaker at the 2014 Astra STEAM Summit to inspire women entrepreneurs. Mila Golovine MasterWord Services Houston, TX Mila Golovine is founder of Houston-based MasterWord Services, Inc., which provides language services in more than 250 languages to leading businesses, government entities, and non-profits around the world, with sales of $20 million last year. Her company was named a Houston Chronicle Top Workplace in 2013 and 2014, and a Top 100 woman-owned business in Texas by Mila mentors students through the Wolff Center for Entrepreneurship at the University of Houston and volunteers at the Knowledge is Power Program’s Voyage Academy for Girls. She also contributes to NPR, Houston Public Media, and the Huffington Post. Simona Faroni G.S. Gelato and Desserts Fort Walton Beach, FL Simona Faroni is co-founder and co-owner of G.S. Gelato and Desserts of Fort Walton Beach, FL, a leading manufacturer of food service and private-label gelato in the U.S., with 2015 sales of $18 million. USA Today called her product the country’s most authentic gelato, and her company won the Spirit of Innovation Award for its Maple Bacon variety. Simona and her employees donate time, gelato, and financial support to the Boys and Girls Clubs, local military, animal shelters, and homeless shelters. She mentors through the Young Entrepreneurs Academy and received the Pinnacle Award for women who make a difference in her region.46 enterprising Women

Enterprising Women of the Year Award Winners Winners with Over $10 Million in Annual RevenuesMillie MaddocksMac Medical Supply Company, Inc.Chicago, ILMillie Maddocks leads Chicago-based MAC Medical Supply Company, Inc., a sourcing, logistics,distribution, and contract packing company serving healthcare customers nationwide, withsales of $18 million in 2015. She is active in the Women’s Business Development Center andis a board member of the Healthcare Supplier Diversity Alliance. A mentor to college womeninterested in entrepreneurship and speaker at professional women’s and healthcare events,Millie avidly supports Lifeline, a non-profit that provides medical supplies, home goods, andtoys to orphanages, children’s hospitals, and medical facilities in her native Serbia.Jan AllenPayTechGreenwood Village, COJan Allen is founder, president, and CEO of PayTech, a consulting company providing payrolland human resource information systems processing, based in Greenwood Village, CO, withsales last year of $16 million. She won the Denver Business Journal’s 2015 OutstandingWoman in Business Award and was a 2015 Ambassador at the WBEC-West Conference. Alongtime supporter of Denver’s Dress for Success, Jan recently partnered with the localcharity Mi Casa to create a new staff position to train disadvantaged women with office skillsnecessary to seek employment.Sally HughesCaster ConnectionColumbus, OHSally Hughes is founder, president, and CEO of Caster Connection, a major manufacturer anddistributor of casters, wheels, and material handling products serving thousands of companiesthroughout North America and Europe. Based in Columbus, OH, the company had sales lastyear of $15 million. Sally serves on the board of the Ohio Chamber of Commerce, is active inthe Women Presidents’ Organization and WBENC, and mentors students at The WellingtonSchool. She won the 2014 NAWBO-Columbus Visionary Award, as well as the 2014 and 2015Columbus “Smart 50” Award. She serves on the Enterprising Women Advisory Board.Cheryl LubbertHealth Perspectives GroupSeattle, WACheryl Lubbert is president, CEO, and co-owner of Seattle-based Health Perspectives Group,a trio of firms working to enable health care companies to create a patient-centered culturefrom drug development through commercialization, with sales in 2015 of $14 million. She isa founding board member of the Washington Chapter of Women in Bio, mentors peer CEO’sthrough Vistage International, and supports the Seattle Girls School, which combats the trend ofgirls losing confidence before competence in STEM subjects in the middle grades. She and herhusband also own Nashi Orchards on Vashon Island, producing cider for regional distribution. enterprising Women 47

Enterprising Women of the Year Award WinnersWinners with Over $10 Million in Annual Revenues Staci Redmon Strategy and Management Services, Inc. Springfield, VA Staci Redmon is President and CEO of Strategy and Management Services, Inc., based in Springfield, VA, which provides operations, management, and technology solutions in public- and private-sector markets, with sales of $13.6 million in 2015. Her company made Inc. Magazine’s 500/5000 list as one of the fastest-growing private companies in America, and was twice named to the Washington Technology list of 50 fastest-growing companies. Staci was named Virginia Small Business Veteran of the Year in 2013, the first woman ever honored. She recently launched the SAMS Cares program to engage her employees in community philanthropy. Adrianne Weissman Evelyn & Arthur Riviera Beach, FL Adrianne Weissman is President of Evelyn & Arthur, based in Riviera Beach, FL, a destination for modern and contemporary women’s fashions with nine stores throughout Florida. The company served customers for more than 30 years and produced sales of $13.2 million in 2015. Adrianne is active in the United Way Women’s leadership Council and Executive Women of the Palm Beaches. She serves on the board of the Palm Beach Habilitation Center and mentors young girls through the Women’s Foundation of Palm Beach County. YO U R C ATA L YS T FO R S U C C E S SINCREASE SUCCESS WHILE FINDING JOYIn WORK and PERSONAL LIFE.GROUP TRAININGS:• Relationships• How to choose them and improve them• Let go of fearsR E T R E AT S :• Journey to Morocco go to:•10-day 5 star accommodationsONE-ON-ONE COACHING:• Turbo charge your life j acquel i ne@j acquel inem ul l Sign Up Today48 enterprising Women

Enterprising Women of the Year Award Winners Winners with Over $10 Million in Annual RevenuesMaureen SheaRight Management, Florida/CaribbeanFt. Lauderdale, FLMaureen Shea is co-founder and CEO of Ft. Lauderdale-based Right Management, Florida/Caribbean, acareer and talent management firm with a worldwide network of over 50 countries and sales in 2015of $12.8 million. For the past six years, her company has been named to Florida Trend’s list of BestCompanies to Work. Maureen serves on the United Way of Broward County’s finance committee and asprogram chair and board member for Women’s Executive Leadership. She was named one of the mostInfluential Business Women by the South Florida Business Journal and received the Florida DiversityCouncil’s Glass Ceiling Award.Jill FreyCummins Facility ServicesProspect, OHJill Frey is president of Cummins Facility Services of Prospect, OH, which provides janitorial, snowremoval, landscaping, high structure cleaning, recycling, and security services in 17 states, with sales of $12million in 2015. Her company earned certification as a CIMS Green Building Company with Honors, and Jillwas selected as a 2015 Goldman Sachs 10K Small Business Scholar. She mentors women business ownersthrough the Young President’s Organization and the Ohio River Valley Women’s Business Council. Jill andher employees support youth organizations, underprivileged families and orphans with AIDS in Honduras. enterprising Women 49

Enterprising Women of the Year Award WinnersWinners with Over $10 Million in Annual Revenues Anoosheh Oskouian Ship & Shore Environmental Inc. Signal Hill, CA Anoosheh Oskouian is President and CEO of Long Beach, CA-based Ship & Shore Environmental, Inc., which provides air pollution capture and control systems for industrial and manufacturing clients and had sales in 2015 of $11.5 million. She serves on the boards of the Western Plastics Association and the Western Region Society of Plastics Industry, and currently chairs the Flexographic Technical Association’s sustainability committee. Active in the Iranian American Women’s Foundation, Anoosheh advises women on how to overcome the dual challenge of being a woman business owner and immigrant. The National Ethnic Coalition of Organizations awarded her its 2015 Ellis Island Medal of Honor. Audrey Taylor netlogix Indianapolis, IN Audrey Taylor is founder and CEO of Indianapolis-based netlogix, an IT consulting and risk management firm. She serves on the boards of NAWBO, Women & Hi Tech, and the International School of Indiana, as well as the EmployIndy Workforce Investment Board. She supports numerous charitable and women’s organizations, including Dress for Success, the Young Entrepreneurs Academy, the Women’s Fund of Central Indiana, and the Indiana Latino Institute. Can a business partner promise the world if they only operate on half of it? We don’t think so. You’ll nd TTi Global sta ng, learning, research and consulting experts hard at work Sta ng Research driving change, everyday, in more than 24 countries around the world. From Afghanistan Learning Consulting to Argentina, China to Chile and beyond, we deliver the tools, technology and talent to drive change and improve business performance for our clients. People Driving Change Ambition and expertise that knows no bounds. It’s how we drive change in our business – and yours. For more information or to contact us, visit tti-global.com50 enterprising Women

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