The podcast episode features an engaging conversation with Marc Rosenkoetter, Dr. Tom Tonkin, and the Alex Polamero, focusing on the intricacies of scaling professional services firms. Marc shares his unique journey from entrepreneurship to leading a division at Aprio, a top 100 U.S. accounting firm, where he successfully navigated the challenges of rapid growth. The discussion delves into the importance of a growth mindset, the necessity of effective delegation, and the implementation of systems and processes to manage capacity and knowledge transfer within organizations.

Throughout the episode, Marc emphasizes the significance of balancing autonomy with accountability, drawing from his experiences in both entrepreneurial and corporate environments. He highlights the critical role of capacity management in professional services, explaining how firms must visualize and plan for future demand to avoid burnout or underutilization of resources. The conversation also touches on the challenges of change management, particularly in integrating new systems and processes that support scalability without compromising the firm's culture.

Listeners are treated to insights on how to foster a growth mindset within their teams, encouraging them to think beyond immediate tasks and consider long-term strategic goals. Marc's anecdotes and practical advice provide valuable lessons for leaders in any industry looking to scale their operations effectively. The episode concludes with a reflection on the evolving role of technology and AI in business, underscoring the need for human thinkers to drive innovation and strategic decision-making.

Topics Included:

• Scaling professional services firms
• Growth mindset and delegation
• Capacity management and knowledge transfer
• Change management and process integration
• Balancing autonomy with accountability
• The role of technology and AI in business

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In this insightful podcast episode of Ninestone Stack to Scale, hosts Alex Polamero, Chief Growth Officer at Ninestone Partners, and Dr. Tom Tonkin, CEO of Ninestone Partners, engage with guests Brandon Moon and Rafael Pinho from TD Pine Advisors to explore the complexities of exit planning and business transferability. The conversation examines how businesses can prepare for transitions such as sales, succession, or management buyouts, and why proactive planning is essential long before an exit is on the table.

The discussion highlights several critical challenges that can significantly impact business value, including owner dependency and the absence of a strong management team. The guests emphasize that continuity planning plays a vital role in protecting enterprise value, ensuring the business can operate smoothly through unexpected changes. Strategic planning emerges as a central theme, reinforcing that true transferability goes beyond simply selling a business—it's about building a company that can thrive independently of its founder.

Throughout the episode, personal experiences and professional insights underscore the human side of exit planning. From preparing employees for transition to addressing valuation surprises that often reveal opportunities for improvement, the conversation stresses that successful exits are as much about people as they are about numbers. Ultimately, the episode reinforces a key message: the best time to begin exit planning is when the business is healthy, stable, and positioned for growth.

Topics Included:

• Why Exit Planning Is Really About Business Longevity

• The Hidden Cost of Owner Dependency — and How to Remove It

• Building a Management Team That Can Run the Business Without You

• Business Continuity Planning: Protecting Value When the Unexpected Happens

• Strategic Planning as the Foundation of a Successful Exit

• Exit Planning Beyond the Sale: What Transferability Really Means

• The Human Side of Exits: Managing People Through Business Transitions

• Valuation Surprises: What They Reveal — and How They Can Improve Your Business

• Preparing Your Team for Change Without Creating Fear or Uncertainty

• Why the Best Time to Plan Your Exit Is When Your Business Is Thriving

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In this episode of Ninestone: Stacked to Scale, Alex Polamero (Chief Growth Officer, Ninestone Partners) and Dr. Tom Tonkin (CEO, Ninestone Partners) sat down with Steve Wallace, the founder of Wallace Business Consulting, to uncover what it really takes to build a scalable sales team. Steve starts with a key insight: don't hire a sales rep until you've nailed your own sales process. Too many business owners expect new hires to create systems that don't exist, and Steve explains why that approach sets teams up for failure.

Drawing on his experience in insurance and sales leadership, Steve shares how studying what didn't work shaped his proven sales framework. He dives into aligning sales strategies with personality types, mastering cold calling, and transforming rejection into trust-building opportunities that generate referrals.

The conversation also explores accountability, clear goal-setting, and why ambiguous KPIs often do more harm than good. Whether you're a founder or entrepreneur, this episode offers practical steps to refine your process and scale with confidence.

Topics Include:

• Why Process Precedes People in Effective Sales Scaling
• How to Adapt Your Sales Methods to Your Personality Type
• The Role of Trust and Accountability in Long-Term Client Relationships
• The Danger of Ambiguous KPIs and How to Set Meaningful, Motivating Goals
• Why Governance and Mentorship Matter More Than Early Hires

Connect with Steve and Wallace Business Consulting

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Email: Steve@B2BRev.co

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Produced By: Social Chameleon