Builders & Doers

In this conversation, Derrick Chevalier (author of “Evolve or Be Slaughtered”) breaks down what “evolved negotiation” really means and why most popular rules break the moment reality gets messy. We unpack when splitting the difference is smart, why negotiating “issues” is a trap, and how to reframe price, cost, and value so you stop haggling numbers and start shaping outcomes. Along the way, Derrick shares real stories from the field, including how he negotiated a cabin purchase from $65K to $30K by shifting attention from price to liability and certainty.Discover🟢 Why “never split the difference” is incomplete and how to decide when splitting works🟢 The cook vs baker model and when strict rules create a negotiation “brick”🟢 Why BATNA can be a false safety net when you do not know what’s on the other side’s sheet🟢 The three-part lens that changes everything: price as numbers, cost as liability, value as benefit over liability🟢 How to lower resistance without lowering price by surfacing hidden liabilities🟢 How to flip power dynamics by making the other party want to guide youConnect with Derrickhttps://h-c.comLinkedIn: https://www.linkedin.com/in/derrick-chevalier-6323272/The Searchlight is a weekly briefing on leadership, venture, and building in the age of AI. Every Friday. https://thesearchlight.com/subscribeTimestamps01:09 - Why rigid negotiation rules backfire03:50 - Cook vs baker and when rules help or hurt06:44 - BATNA and what’s missing from your plan08:11 - Measuring outcomes by the data you did not have walking in10:24 - The “tree” story and finding the real issue13:55 - Cabin deal case study: from $65K to $30K18:30 - Redefining price, cost, and value23:06 - Becky’s sales story and ethical leverage32:56 - “Evolve or Be Slaughtered” and the Van Gogh analogy40:55 - SNUF framework and universal principles46:47 - Coaching, value, and why most pricing conversations fail58:26 - Where to follow Derrick

In this conversation, Nunzio Presta (Founder of BuyAndSellABusiness.com, Rothwell Capital, and Pallet Connect) breaks down the micro-M&A world and the truth behind “entrepreneurship through acquisition”. We unpack why the sub-$5M enterprise value market is heating up, how to choose the right business using his “personal niche” framework, and the three pillars that make a small business genuinely sellable long before you ever think about exiting.Discover🟢 Why the micro market (under $5M EV) is exploding and how average deal sizes shifted over time 🟢 The 3 tailwinds driving ETA right now: operators, immigrants/foreign investors, and baby boomer exits 🟢 The “personal niche” test for choosing a business you can actually run (passion, skillset, monetization) 🟢 The “Switzerland Structure” and why buyers pay a premium for self-sufficient operations Connect with Nunziohttps://rothwellcapital.com/https://palletconnect.com/X: @NunzioPresta The Searchlight is a weekly briefing on leadership, venture, and building in the age of AI. Every Friday.https://thesearchlight.com/subscribeTimestamps00:00 - Intro01:35 - The origin story of BuyAndSellABusiness.com03:06 - Why the micro-M&A market was ignored04:14 - The 3 tailwinds driving ETA right now05:13 - What “micro market” means (under $5M EV)06:05 - The “personal niche” framework for choosing the right business06:35 - Village Wealth acquisition and why it made sense08:12 - The biggest misconception about buying a business11:10 - Finding upside “under the hood”14:01 - Independent thinking and founder conviction18:38 - What makes a small business truly sellable19:44 - The 3 pillars of sellability20:51 - The “Switzerland Structure” and removing single points of failure23:30 - COVID story: saving a legacy pizzeria37:46 - Pallet Connect: modernizing an overlooked industry42:45 - Where to follow Nunzio#TheBDPodcast sition #BuyingaBusiness #MicroMAndSearchFund #MergersAndAcquisitions #ETA

In this conversation, Salvatore Tirabassi (Managing Director of CFO Pro+Analytics) breaks down the modern CFO role as something far bigger than accounting. He explains why great finance leaders act as the “chief data officer” for the business, how to build a true single source of truth, and what happens when teams walk into meetings with dueling numbers. We also dig into real-world examples like inventory costing in QuickBooks, tariffs and margin distortion, investor due diligence, and how founders can avoid expensive mistakes by tightening their systems, reporting, and narrative early.Discover🟢 Why the CFO is increasingly the head of data (and what “single source of truth” actually means)🟢 How small finance setup decisions quietly create bad pricing, bad strategy, and chaos in fundraisingConnect with Salvatorehttps://cfoproanalytics.com/https://www.linkedin.com/in/stirabassi/The Searchlight is a weekly briefing on leadership, venture, and building in the age of AI. Every Friday.https://thesearchlight.com/subscribeTimestamps00:00 - The CFO as “Chief Data Officer”01:15 - Why Sal started CFO Pro+Analytics02:33 - Building a single source of truth through finance07:48 - “The taxman shows up” and why founders get blindsided09:18 - Pitfalls of scattered data across teams09:39 - The CAC argument that happens in every company12:04 - QuickBooks inventory traps and margin distortions12:34 - Tariffs, average cost accounting, and bad pricing decisions14:25 - A deal that tested him and what he learned20:30 - Scaling a CFO services firm without losing quality23:25 - Rory Sutherland’s “doorman” story and the power of intangibles34:01 - What real due diligence looks like (and why it’s painful late)36:01 - The “finance story” you must align on before fundraising38:47 - The #1 finance mistake he’d fix everywhere42:31 - Bringing global experience into executive finance work49:53 - Execution intelligence vs pedigree51:51 - Where to learn more (and tools/calculators on the site)#TheBDPodcast #CFO #Finance #StartupFinance #FractionalCFO #DataAnalytics

In this engaging conversation, Fredrik Haren, a creativity explorer, shares his insights from traveling to over 70 countries, including his experiences in Bhutan and the unique perspectives on creativity he encountered. He discusses the importance of curiosity, the common threads that unite humanity, and the role of technology and AI in shaping our future. Haren emphasizes the need for balance between inspiration and creation, and how understanding different cultures can enhance our creative processes. The discussion also touches on the evolving nature of identity in a globalized world and the challenges we face in addressing societal issues.Discover🟣 There are more similarities between professions than geographical locations🟣 Sweden's creative success stems from a blend of confidence and doubtConnect with Fredrikhttps://www.fredrikharen.com/Pre-order on AmazonThe World of Creativity: A Journey Across 37 Countries to Discover the Secrets of Creative Mindshttps://a.co/d/ahSaVqxThe Searchlight is a weekly briefing on leadership, venture, and building in the age of AI. Every Friday.https://thesearchlight.com/subscribeTimestamps00:00 - The Role of Mistakes in Creativity02:02 - Cultural Connections and Human Similarities05:07 - The Journey of a Creativity Explorer07:53 - Reflections on Sweden and Global Mindset11:01 - The Balance of Confidence and Humility in Creativity14:03 - Sweden's Unique Approach to Creativity17:33 - Viking Wisdom: Learning from Others18:44 - The Myth of Creativity: A Personal Journey21:36 - The Idea Book: Engaging with Creativity22:39 - Curiosity: The Key to Creativity27:31 - Ideas Island: A Haven for Creatives32:59 - Global Identity: Beyond Borders35:30 - AI and Creativity: A New Frontier40:29 - The Balance of Comfort and Challenge47:50 - Inspiration vs. Creation: Finding Balance#TheBDPodcast #humanconnection #culturalidentity

From cultivating tobacco in rural Greece to becoming an award-winning data & AI executive and global keynote speaker, Dora Boussias has spent 30 years proving that you can be the captain of your own ship. In this conversation, she shares how she navigated immigration at 17, built a business-minded tech career at companies like GE and Stryker, and now helps data & AI leaders (especially women in tech) design careers with clarity, confidence, and purpose. We explore human-centered leadership, why digital transformation is really about people and culture, and how to future-proof your career in the era of AI.Connect with Dora🟢 https://doraboussias.com/🟢 https://www.linkedin.com/in/doraboussias/🔗 Save hours with top business hacks every Friday: https://thesearchlight.com/subscribeTimestamps00:00 – Immigrant roots & early grit03:40 – Finding her path into IT & data07:30 – Burnout, reset & creating CLEAR MAP11:55 – Bringing generative AI into career programs16:40 – Skill gaps, mindset gaps & mid-career traps21:30 – Data storytelling and influencing executives26:10 – Human-centered leadership in a changing tech landscape31:20 – How mid-career pros can regain agency34:40 – What AI is good at (and terrible at)40:40 – AI as a magnifying mirror of culture & values44:45 – Advice for people worried about being replaced & where to find Dora

They had the perfect resumes. The elite MBAs from Columbia Business School. The foolproof plan to skip the startup grind and buy an existing, successful company.They thought it would be easier. They were wrong.This is the untold story of what happens after you launch a search fund. It’s a journey through brutal ups and downs, deals that can die in a thousand different ways, and the realization that you’re jumping on a train moving 200 miles per hour without being the original operator.In this episode, former Goldman Sachs investment banker Zach Krumholz and ex-Bain engineer Rafa Caldas get honest about their acquisition journey.Discover:🟣 The single biggest misconception that lures people into buying a business🟣 An ex-Goldman banker's three levers to dramatically increase your company's valuation🟣 The seller red flag that makes them walk away from a deal instantly🟣 How to take over an existing team in the first 100 days without destroying company cultureConnect with Rafa and Zach:https://www.linkedin.com/in/rafaell-caldas/https://www.linkedin.com/in/zach-krumholz-20421959/https://www.premierworlddiscovery.com/https://www.afcvacations.com/[rcaldas@longhpartners.comzkrumholz@longhpartners.comConnect with your PERFECT coach at coachfinder.ai🔗 Save hours with top business hacks every Friday:https://thesearchlight.com/subscribeTimestamps:00:00 – Intro01:22 – The Brutal Reality We Never Expected02:10 – The #1 Thing Most Buyers Miss03:12 – The Myth: Why Buying a Business is Harder Than Building One07:39 – Forging an Unbreakable CEO Partnership10:54 – Ex-Goldman Banker’s Tip to Instantly Increase Your Company’s Value13:46 – The Seller Motivation That Makes Us Walk Away Instantly15:23 – The Corporate Habit Most Startups Hate (But Secretly Need)16:42 – How to Take Over a Company Without Destroying It20:03 – The Framework for Making Tough Calls in an Uncertain Economy21:44 – We Changed Role, Industry & City All at Once (How We Survived)23:54 – Rapid Fire: Deal Breakers, Bad Advice & Big Predictions25:31 – This Trend Will Dominate M&A (And How to Prepare NOW)28:48 – Our Real Legacy Beyond Financial Returns30:05 – The “Magical Experience” of Running Our Dream Company32:44 – From Columbia MBA to Co-CEOs: Did We See This Coming?35:31 – A Warning to MBA Students: Don’t Waste This Opportunity

Kal Amin, a seasoned operator from Google and Spotify, now leads 1848 Ventures, focusing on AI solutions for small businesses. He shares insights on Spotify’s shift to mobile-first strategies and the differences in culture between Google and Spotify. Kal emphasizes the importance of fast decision-making and prioritizing progress over perfection. He discusses the necessity of considering monetization early in startups and highlights how resilience and a clear vision are key to long-term success in entrepreneurship.

What if the financial system judged your future by your past—even if you had none? Millions of smart, capable people are denied credit not because they’re irresponsible, but because they’re “invisible” to traditional banks.Andrew Endicott co-founded Petal, a fintech that reimagined credit access for people with limited histories. From raising hundreds of millions in equity and debt, to creating cashflow underwriting now powering other banks, Andrew shares the inside story of building—and backing—the next wave of financial inclusion.Discover:🟣 Why millions of responsible people get locked out of the credit system🟣 How “cashflow underwriting” works (and why banks said it was impossible)🟣 The painful reality of raising from 100+ investors before hearing “yes”🟣 How to know when to push through rejection vs. when to pivot🟣 The overlooked risks—and the biggest opportunities—in fintech today🟣 Why intensity of conviction is more valuable than pitch-deck polishConnect with Andrew:https://www.linkedin.com/in/andrewendicott/Connect with Becky on CoachFinder:https://coachfinder.ai/coaches/becky-hayman/🔗 Save hours with top business hacks every Friday: https://thesearchlight.com/subscribe/Timestamps:0:00 – Intro0:20 – Why I Started Petal: Seeing the Gap in Credit Access2:42 – Credit Histories Shape Your Entire Life4:54 – Managing Risk While Raising $700M+ in Equity & Debt8:53 – Cashflow Underwriting: A Different Way to Assess Risk12:55 – Fundraising Reality: 100 Investor Pitches for a $3.3M Seed17:03 – Facing Failure and the Founder’s Burden20:15 – Why Coaching, Mentors & Peer Support Are Critical24:05 – Mindset Shifts: From Lawyer to Banker to Entrepreneur to Investor33:28 – Resilience vs. Pivot: Knowing When to Hold ’Em and When to Fold ’Em39:53 – Why We Named Our Fund “Gilgamesh”43:35 – Overlooked Risks in Fintech: Regulation, Partnerships, Capital Intensity45:46 – The New Wave of Fintech: AI, Stablecoins & Beyond50:15 – What Investors Really Look For in Founders

When was the last corporate event that truly changed how you think or work?Most are forgettable — bland keynotes, lukewarm coffee, awkward networking. But Daniel Curtis, former chef turned global events leader for brands like Google and LinkedIn, knows how to make them unforgettable.His secret starts with one question: Why are we here?In this episode, Daniel shares his framework for creating events that resonate, inspire action, and turn attendees into advocates. He proves that purpose beats budget and famous speakers every time.Discover:🟢 What separates a great event from a transformative one🟢 How to craft a roadmap that equips your audience to excel🟢 A framework to align content, experience, and purpose🟢 Using Stoic principles to build crisis-proof eventsConnect with Daniel:https://www.linkedin.com/in/danielemc3/https://emc3.com/https://www.instagram.com/emc3london/?hl=enConnect with Becky on CoachFinder:https://coachfinder.ai/coaches/becky-hayman🔗 Save hours with top business hacks every Friday:https://thesearchlight.com/subscribeTimestamps:00:00 - Intro01:04 - From Kitchen to Corporate: A Journey of Transition03:38 - Evolving from Concierge to Corporate Events06:54 - The Shift from Logistics to Content Strategy09:45 - Transformative Events: Purpose and Engagement12:11 - Navigating Executive Friction in Event Planning14:49 - Adapting to Virtual Events During COVID-1918:16 - Taking Risks: Moving to America for Growth21:33 - The Challenges of Event Management24:19 - Philosophy's Role in Business28:51 - Balancing Authenticity and Audience Needs31:06 - Insights from the YPO Community34:30 - Memorable Events and Their Impact35:57 - Sustainability in the Events Industry38:20 - The Importance of Purpose in Event Planning#EventMarketing #CorporateEvents #ExperientialMarketing #BrandStrategy #Leadership #B2BMarketing #EventProfs #MarketingStrategy #Sustainability #Entrepreneurship #BusinessPodcast #CrisisManagement #EventPlanning #MarketingTips #AudienceEngagement #TheBDPodcast

They say leadership costs. Your health, your relationships, your peace of mind. You’re told the hustle is the only way to the top, even if it leaves you burned out, empty, and wondering, "Is this it?".You've been lied to.Steve Baue was a high-flying VP who paid that price. He had the first-class tickets, the international meetings, and the title most people dream of. He also had a breakdown at 30,000 feet that made him realize his success was hollow and his soul was crying out for help.Discover:🟣 The 4 Pillars of Burnout-Proof Health🟣 Why a Vacation Won't Fix You🟣 Escaping the "Mimic" Trap Leaders Fall Into🟣 The Hustle Culture LieConnect with Steve:https://stevebaue.com/https://www.linkedin.com/in/stevebaue/Connect with Becky on CoachFinder:https://coachfinder.ai/coaches/becky-hayman🔗 Save hours with top business hacks every Friday:https://thesearchlight.com/subscribeTimestamps:0:00 - Intro1:04 - My First Leadership Role Was a Disaster3:48 - The Lesson I Learned From a Hypocrite Boss 5:28 - Why Most Leaders Are Just Mimicking Others 6:21 - The Great Lie: "Leaders Are Born, Not Made" 9:29 - Why Do We Underinvest in Our Most Crucial People? 11:42 - Coaching vs. Training: What Actually Works? 13:19 - The Fine Line Between Authenticity and Influence 15:36 - From Global VP to Burnout Victim: My Story 18:11 - The 4 Pillars of Mental Health You're Ignoring 22:07 - Burnout Isn't a Workplace Problem, It's a "Yes" Problem 22:27 - Your Brain on Burnout is a Phone in Low-Power Mode 24:31 - The Hustle Culture is a Trap 26:06 - The Italy Trip: Crying in First Class 29:58 - The Mid-Life Crisis Conversation with My Wife 35:22 - 6 Days After Quitting, I Got Cancer 40:36 - The Critical Difference Between a Coach and a Counselor 45:31 - Rapid Fire: Best Leadership Book?46:37 - The #1 Mental Health Hack48:19 - The "Step-Down Meeting" Every CEO Needs to Have 50:31 - The Underrated Power of a Safe Space#LeadershipDevelopment #Burnout #MentalHealth #CEO #ExecutiveCoaching #CareerChange #AuthenticLeadership #HustleCulture #Entrepreneurship #Mindfulness #CorporateLife #Success #PersonalGrowth #LeadershipTips #Motivation #TheBDPodcast