Business

Achieving Growth and Impact: A Look Back on My Time with BDC's Mid-Market Client Team

Achieving Growth and Impact: A Look Back on My Time with BDC's Mid-Market Client Team

Hey, here's a fun fact for you: did you know that just a tiny fraction of Canadian companies are responsible for creating most of the new jobs in the country? Specifically, only 1.8% of businesses generated a whopping 63% of all new jobs between 2000 and 2015!

While Canada has over 1.2 million businesses, only a small number of them are considered "medium-sized" or “mid-market,” meaning they have 100 to 499 employees. However, these businesses are the real powerhouses when it comes to creating jobs and driving economic growth. They play a critical role in diversifying local economies, integrating innovations internally and bringing new ones to market, engaging with their local communities, and creating shared prosperity for their stakeholders. All in all, medium-sized businesses are a vital part of raising the standard of living for people all across Canada. This is why I have been so enthusiastic about, and committed to, the work of providing the highest level of assist these businesses to reach their potential.

The primary focus of my work, study, teaching, and advocacy since 2017 has been around the Canadian mid-market growth problem space (though I had much to learn), and especially so during the recent years of 2020-2023. My decision to join BDC in 2018 was driven by a strong desire to contribute to the betterment of my country through improved economic prospects of my fellow Canadians. My work would all be happen at the intersection of three activities I deeply enjoy: building businesses, exposure to innovation and expertise, and helping people who help themselves…

Consulting vs Advisory: What's the Difference?

If you're new to the world of business, you might have heard the terms "consulting" and "advisory" thrown around interchangeably. While the two might sound similar, there are some key differences between the two.

Consulting typically involves working with clients to solve specific business problems or challenges. Consultants are often experts in a specific area, such as finance, marketing, or technology, and are hired to provide guidance and expertise on a particular issue. For example, if a company is struggling with its marketing strategy, they might hire a marketing consultant to help them develop a new plan and maybe even follow up that work to implement the plan.

On the other hand, advisory services are more broad and encompass a wider range of services. While consulting may be a part of advisory services, it can also include guidance and recommendations on broader business issues such as risk management, governance, and compliance. Advisory services are often ongoing or periodic and can involve providing guidance to clients on a wide range of issues related to their business. That said, the most productive client advisory relationships are often long-term, goal-oriented, tailored/adaptive, and most importantly, on the basis of trust and honest communication.

To put it simply, consulting is typically focused on solving specific business problems, while advisory is more focused on providing guidance and recommendations on broader business issues.

For example, a consulting firm might be hired to help a company improve its supply chain efficiency. The consulting firm would work with the company to identify areas of inefficiency and develop a plan to streamline the supply chain. Once the project is completed, the consulting firm's involvement would end. On the other hand, an advisory firm might be hired to provide guidance on risk management. The firm would work with the company on an ongoing basis to identify potential risks to the business and develop strategies to mitigate those risks.

Of course, these are just examples, and the specific services provided by consulting and advisory firms can vary widely depending on the needs of the client, the capabilities of the firm, and the existing village of trusted professionals of the client.

So, which is right for your business or organization? It depends on the specific issues you're facing. If you're dealing with a specific problem or challenge, consulting may be the way to go. If you're looking for ongoing guidance and support on a range of issues, advisory services may be more appropriate.

Ultimately, the key is to find a firm that can provide the expertise and support you need to achieve your business goals and with whom you find good chemistry.

A Reflection on Teaching

A Reflection on Teaching

I recently had the honor of working with the Beedie School of Business at Simon Fraser University on the re-design and delivery of the capstone course for their Business Minor students, which is the culminating and integrative experience of this educational program. I write this post as a summary and personal reflection on the experience across both phases of design and delivery for this course, to which I was brought in to lend emphasis from an industry perspective.

Titled “Developing Organizational Opportunities”, this course covers the wide berth of topics around identifying, examining, and addressing the internal and external environment that an organization operates in. Concepts include critical thinking, strategy, internal…

Sep 2020 - Learning: recommendations and personal interests

The best investment you can make is in yourself.

Many folks know me as a person who’s driven by a broad curiosity and who’s keen to explore possibilities. As a result, people often ask me for recommendations on credible resources to learn from based on their knowledge level.

Below I’ve shared my response to recent inquiries as well as some areas I’ve been personally interested in.

People have asked about:

Recent/current personal interests:

If you’re interested in similar stuff I’ve shared before: Jan 2016, Jun 2018 (re: careers), Dec 2018

Thoughts on the changing times

Change is constant. It can be tricky to navigate, but we usually manage alright. However, the changes of the past five months have had a marked intensity and variety which has given me pause. The constant chaos we’ve collectively experienced as a world has shocked our sense of normalcy and thrown us into a state of confusion.

“What are you seeing out there? What should we be doing?” These questions have been tough for me to address, despite having a perspective from directly engaging in deep discussions with hundreds of business and charity leaders across the country. The situation seemed to change rapidly with each passing day, and patterns I’d theorized were not reliably holding up when applied to different situations.

I feel an obligation to those who trust me as their advisor to develop better clarity of thought on what is happening; to make space for this reflection, I committed a full weekend that included a digital detox. What are the meaningful implications for our future? This is the question I am exploring further.

What’s been informing my perspective

As the world turned upside down, my focuses shifted to crisis response banking work, adapting to pandemic realities, managing a home renovation, and launching/hosting executive roundtables nationally.

It’s been thought-provoking to directly engage with hundreds of people who serve in leading commercial enterprise, scientific and technological research, industry associations, not for profits, and government agencies across the country. It has not been easy for anybody to maintain the focus and mental resilience through this period; most of us have had to dig deep in order to show up, work hard, have a good attitude, and try to deliver meaningful outcomes, whether in our personal lives or in business.

This has been a tragic time for many, and this has touched close to home. It pains me greatly that there is not more compassion even when faced with this stark reminder of our fragility, as humans and as a society.

I am grateful that these five months have provided the opportunity for more time than ever before with my wife, in nature, to read and write, and to focus on my wellness. The other side of the coin is that these five months have been a period where I’ve had less time than ever before with cherished family, friends, and communities.

What do I think is going on?

I’ve always found it useful to think across multiple domains in order to identify the trends that could reliably provide an outlook into what the future holds.

As I worked through this exercise, it dawned on me that the 20+ major trends I identified would not surprise any seasoned professional (e.g. generational transfer, digitization, borderless world, supply/demand diversification - more on these in another entry). Rather, the abrupt change in global circumstances became a forced stress test on all of the systems individuals and organizations had in place.

Chaos ensued, and everybody is forced to adapt. Some have been able to thrive, while others have struggled - in either case, sometimes by luck. What is certain is that one should not cling to the hope of things returning to their pre-pandemic state; a re-calibrated approach is a must.

Change can be tough, especially if we have not anticipated and actively prepared for them. With so much change happening all at once and without an oracle to provide guidance, people are feeling unsettled on some level. With many questions looming unanswered and with no end in sight, people are feeling disoriented and becoming fatigued.

This is the current reality we have transitioned to and will be living in, and it is one we are well served to accept.

thematic highlights

The headliner is - no surprise - the world being rocked by the COVID-19 pandemic, an infectious disease of unprecedented proportions for any person alive. Many trends have accelerated to the forefront as a result of this, including those of health & safety, more disciplined financial management, increased focus on digitization, and the changing nature of work.

Baby boomers are retiring, and are likely now push for an accelerated timeline. While seemingly innocuous, I see a tremendous amount at stake with this. This is the generation with a high propensity to hoard and save, has amassed substantial wealth, and has defined the world order in their lifetime. This will be the largest transfer of wealth in history. It is of marked importance to highlight that the majority of this wealth is made up of private companies, most of which are small and medium businesses. The transition of these businesses and of positions of authority will be chaotic; I think the world will undergo radical change for the next 10-20 years before reaching a state of stability again.

Finally, one trend that is less obvious and more abstract is a notable shift in the balance of power. Authoritarian regimes are coming into power all over the world, and there will be great cost to individual personal freedoms and the global stability most have known for their entire lives. Serious implications to this one.

Parting Thoughts

There is great inefficiency in times of change, the inflection of change is upon us, and time is on our side for those who act. Herein lies tremendous opportunity for those savvy enough and well positioned to take advantage.

Let’s set aside our idea of how things have been or should be, and let’s move from inaction to conscious action.

Our best bet is to baseline our current situation, assess which trends are relevant to us, they will affect us, what actions we can set to prepare for them, and put in the work to lead changes while we can to get ahead of them.

Years into the future, this will have passed. How will you have navigated these changing times?

tl;dr

  • The current reality is that everybody is feeling unsettled and fatigued;

  • Significant recent changes happened at breakneck speeds, most people weren’t ready, and society hasn’t had time to adjust;

  • Even more rapid and significant change is coming, and tremendous opportunities await those with the readiness to take advantage.

Photo by Aron Visuals on Unsplash

Serving Mid-Market Businesses

Serving Mid-Market Businesses

This is a summary post about what I learned from 100 conversations with owners/CEO’s of mid-size businesses.

Here’s the structure of this post:

  • Background on why I did this

  • Defining a midsize company

  • Who are the people I spoke with

  • Common challenges during transition (from small to mid size)

  • Common challenges at midsize

  • Tips to their younger selves

So let’s get started!

Why did I do this?

Around 2015, it started to become apparent to me that there is abundant resources/expertise available for large global enterprise companies and small local/hobby businesses. They are thus very well served for nearly all of their business needs by available in-house talent and professional services. But what about those companies in between? Those mid-size/mid-market companies you her about? How does one journey from being small business to becoming a global enterprise?

This question niggled at me for a long time, until finally in the spring of 2016 when I couldn’t take it anymore. Folks I’ve mentored will smirk at this next bit. Yes, I followed my own advice that I’ve given to every one of you that you’re tired of hearing: I hustled to arrange 100 deliberate conversations with people who understand this better than me and I learned from them.

Thus, I set out to learn more about the challenges of companies in this growth/transition phase. Maybe I would discover there’s already a solid solution available on the market (spoiler: there wasn’t) or gather enough insight to be able to propose a solution for this market segment.

But before we move on…

What’s a mid-size company?

Here we know there’s this glaring gap in available resources/expertise to serve the segment of mid-size / mid-market companies, but what exactly are they?

Thoughts to Delegates of JDC West 2019

Thoughts to Delegates of JDC West 2019

Through the January 12-13 weekend of 2019, the JDC West competition took place with the theme of “Shaping Tomorrow.” I had the honour and privilege to serve as an academic judge with the Operations Management discipline, a new category debuting on the campus of host school SFU.

First and foremost, I’d like to offer a heartfelt congratulations to all delegates of JDC West, the supporters/champions of these students, and especially to the 200+ volunteers who planned and executed this weekend which will be remembered for many years to come. Bravo!

Along with my fellow judges Nathan Armstrong, Jason Yu, Dom Wong, and Niall Duggan., I received presentations from 12 delegate teams hailing from top business schools across Western Canada. We had to score each team across the areas of Situational Analysis, Strategic Recommendation, Implementation, Q&A Management, and Presentation Structure & Delivery…

Venture Studio - Attempt 1

Venture Studio - Attempt 1

tl;dr: The Momenta Lab project started for the purpose of building a Venture Studio company. We underestimated the intensity of research to test our hypotheses. We were successful in coming up with a business model (strategic, financial, legal, operating) which the market has confidence in. We did not have the financial means and adequate clout which were requisite in the model. We were unsuccessful insofar as we did not launch the company. These findings and the model is something I intend to pursue one day.

Momenta Lab.

This is the name of a recent project of mine seeking to establish a Venture Studio. The objective was to create and operate profitable, right-sized technology products.

Bookmarks Clearing 2018

Bookmarks Clearing 2018

Note for any readers: this is written to myself for future reference.

While going through the exercise of year-end cleaning, the process includes checking bookmarks for what will be highly relevant going forward. These are a few I’ve kept throughout 2018, which are now lower priority but which I may like to reference again in the future.

Frameworks and Tools:

Some Reading on Sales Operations

Some Reading on Sales Operations

Sales Operations.

What is it? Do I need it? Where does it fit in the org? I've also heard of Sales Enablement; is it different? How do I do it right? What career paths get you to Sales Ops and where can you go from there? Is Sales Ops leadership the same as Sales leadership? So many questions. So few good answers.