Touchstone Talks

In this episode of Touchstone Talks, Deborah Agrafojo and Steve Pappas two of the three partners of Touchstone Advisors discuss the pitfalls that can derail the sale of a business and what owners can do to avoid them. In this episode: Why one buyer is no buyer . A single unsolicited offer gives an owner no way to judge whether the price and terms are fair. What to negotiate before you sign the LOI...

Stephen Cassell, Chief Marketing & Growth Officer   Chief Outsiders LinkedIn: https://www.linkedin.com/in/stephenacassell/?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_co... Website: https://www.chiefoutsiders.com/ Leveraging AI the Right Way: A Fractional CMO on Governance Most business owners are already using AI somewhere in their company. The question is whether anyone is steering...

Most business problems don't start as crises. They start small and quiet, until an owner is spending nearly all of their time putting out fires instead of running the company. In this episode, Bert Weil, an interim CEO, CRO, and CFO who has spent more than 35 years guiding companies through difficult transitions, joins Touchstone Talks to talk about staying ahead of that curve. Drawing on decades...

Touchstone Talks Episode 26 features Dave Altman, Principal and Wealth Advisor at Bernstein Private Wealth Management, on the mission behind his work with business owners. Dave went through his own transaction with poor guidance from his advisors. He came out owing money rather than having the resources he expected. That experience became the foundation for his career. He educates entrepreneurs so...

Most business owners have a strategy. Almost none of them execute it, and that gap is why 80% of companies never realize the plans they set out to achieve. In this episode, Dick Albu, founder of Albu Consulting and author of Mastering Strategy Management , draws on more than fifty years of corporate and consulting experience to unpack why strategy has to be forward-looking, continuous, and collabo...

Running a business is demanding enough, and the pressure can feel unsustainable when you are working constantly but not getting ahead. In Episode 24 of Touchstone Talks, productivity coach and industrial-organizational psychologist Juli Shulem offers a practical reset for business owners who find themselves in that position. The problem, she explains, often isn't effort. It's focus. Busy leaders c...

Most business owners are too busy running their company to pay close attention to their financials — until something goes wrong. In this episode, Deborah sits down with David Place, Area President and Fractional CFO at FocusCFO. David explains how to use your financial statements as an early warning system and a strategic management tool, not just a tax-season obligation. He covers the three core...

A Different Perspective on Private Equity Private equity is often misunderstood. Many business owners view private equity through the lens of headlines and misconceptions. In this episode, Lamar Stanley, Managing Director at Highland Rim Capital, discusses how private equity can be a tool for business succession, leadership continuity, and growth, helping owners transition out of their companies w...

In this episode, Jenny Lezon Norris, Market Growth Director, North America of Navigator Global breaks down what it really looks like for companies to take their products beyond the U.S. and tap into international markets. The conversation highlights how global growth often starts smaller than many business owners realize, often sparked by a single inquiry. Jenny shares practical advice on navigati...

Hiring, Leading, and Retaining Talent When AI Enters the Equation This episode features John Weidner, Founder and Managing Partner of Cornell Global, LLC, a human capital strategy consulting firm. Drawing on decades of experience, he explains that the core challenges for leaders remain consistent: attracting the right people, developing them effectively, and creating an environment where they can...

In this episode, Mediator, Negotiation Consultant, and Conflict Coach Scott Loring, Principal at Cooperative Coaching & Mediation, shares his expertise on navigating the complex and often deeply personal conflicts that arise in family businesses. Drawing on decades of experience resolving disputes, he explains how blurred boundaries, unclear expectations, and the overlap of family identity wit...

In this episode, Deborah sits down with John SantaCroce, who last year acquired Minore’s Meats, a third-generation family business. John shares a firsthand perspective on how acquiring a family-owned business can create control over your future while unlocking opportunities to improve operations, modernize systems, and drive growth. He highlights what it really takes, from defining clear acquisiti...

Environmental Regulations Are Changing: What Business Owners Should Understand In this episode, environmental attorney Deborah Brancato , Partner at Carmody Law, discusses major changes in Connecticut’s environmental regulatory framework and what they mean for business owners. With the Transfer Act sunsetting, she explains how the new approach is designed to encourage environmental cleanup while c...

In this episode, Jeff Weiner, President and CEO of HKM Associates discusses his unique approach to insurance brokerage. Now entering his 45th-year serving businesses ranging from as few as 2 up to 100s of employees. Licensed in 42 states, Jeff is known for his “white glove” service model. Some key take aways: Don’t assume your current benefits plan is “fine.” There are often hidden gaps, inefficie...

In this episode, Janice O’Reilly, CPA, CGMA, Partner at AAFCPAs, discusses what financial readiness really means for business owners when the time comes to sell their business. With the day-to-day demands of running a company, many owners focus on their financials primarily for tax purposes, often without realizing how those same numbers will be viewed by a potential buyer. Janice explains the key...

In this episode, Deborah sits down with Susan Catalano, Managing Partner of JQLaCorte, LLC, a full-service digital marketing agency supporting financial, professional services, and manufacturing businesses. Susan breaks down why marketing is one of the most important growth levers for business owners, helping fill the top of the funnel, nurture leads over time, and ultimately make it easier for sa...

In this episode, David Wallace, author of Build Your Own Business (BYOB) and Program Manager for Exit AdvantageSM discusses how his book guides entrepreneurs from idea and passion to execution and building businesses that can grow beyond the founder. He shares the importance of early self-reflection to assess whether entrepreneurship is truly the right fit, market understanding, and planning, as w...

Demystifying ESOPs: What Business Owners Need to Know Before Selling In this episode, Deborah is joined by Rich Glassman of ESOP Plus LLP. Rich shares his extensive knowledge of Employee Stock Ownership Plans (ESOPs), what he considers to be the best-kept secret in the tax code. Learn why ESOPs are a good option to explore when selling your business. Rich breaks down what an ESOP is, how it works...

In this episode, Rick Vidallon, Creative Director @ VISIONEFX, discusses how businesses can better manage and protect their digital or online assets . He emphasizes the importance of maintaining control over domains, logins, hosting accounts, and passwords, especially when selling or acquiring a company. It highlights best practices such as keeping an updated inventory of online assets, ensuring o...

In this episode, employment attorney Bob Brody of Brody and Associates explains key employment-law issues business owners often overlook—from the National Labor Relations Act and protected employee activity to compliance challenges, I-9 requirements, and the importance of proactive audits. With a practice focus on labor, employment and benefits, he discusses how early employment-law preparation ca...

In this episode, Michelle Orr of Live Oak Bank shares her decades of experience working in SBA lending and partnering with entrepreneurs looking to acquire businesses. She explains what makes Live Oak’s process unique and her quarterback-style approach from prequalification through closing. Michelle outlines key SBA rules, deal structures, limits, and expectations for both first-time buyers and se...

In this episode, trust and estate attorney Michael Clear, Partner of Wiggin and Dana discusses how thoughtful estate planning can help business owners preserve and protect the wealth created through a lifetime of work. He explains the strategic use of trusts—revocable and irrevocable—to minimize estate taxes, provide asset protection, and ensure family continuity. Clear emphasizes the importance o...

In this episode, we sit down with Brad Malicki, an experienced M&A attorney with Halloran Sage to discuss the crucial role legal counsel plays in getting a deal to the finish line. Whether you’re buying or selling, the goal is always the same—negotiate to “yes” and close the deal in a way that works for both sides. Our guest explains why having the right attorney—one who understands M&A tr...

In this episode, Deborah sits down with Jason Correia , a Principal at CLA and an expert in Quality of Earnings (QoE) analysis for M&A transactions. Jason breaks down why QoE reports are essential for verifying the accuracy of financials, understanding true cash flow, and normalizing earnings to reflect what a business will really look like under new ownership. Discussed are key topics like no...

In this episode, Deborah sits down with Joseph Jaffe —Professional EOS Implementer, Executive Leadership Coach, 6-time author, keynote speaker, and host of Joseph Jaffe is Not Famous and The Entrepreneur’s Journey . Joseph shares how entrepreneurs can break free from the myth that building a business must be painful. Through the Entrepreneurial Operating System (EOS) , he helps leadership teams ga...