When Frank Scavo sent me his latest article about consulting skills, I knew we had to dig deeper. After 20 years of working together—first as his client, then as colleagues—we've lived the collaborative consulting model he champions. In this conversation, we explore why seasoned executives often struggle to transition into consulting, the critical difference between having authority and wielding influence, and why the best consulting relationships blur traditional boundaries. Frank shares hard-won insights from his 50-year career, including the fascinating failure of his "retread model" and what it really takes to move from telling people what to do to helping them discover solutions together.

Links from this episode:

Frank Scavo on LinkedIn

The Enterprise Spectator on Substack

Arabella Penrose Books

"Flawless Consulting" by Peter Block

Previous episode we refer to.

Growth Resources Institute

Binky Patrol

Local SEO just got a reality check. Darren Shaw, founder of Whitespark, joins Rooted in Revenue to debunk some widely held myths while sharing what actually drives results for small businesses trying to dominate local search. If you're a real estate agent sharing office space with ten competitors, a service provider working from home, or any brick-and-mortar business wondering why your Google rankings aren't improving despite "doing everything right," this conversation will change how you approach local SEO forever.

Shaw breaks down the local filter that's silently crushing businesses sharing addresses, reveals why citation consistency isn't the ranking factor everyone thinks it is, and explains why your Google Business Profile needs constant attention, not a "set it and forget it" approach. Plus, he tackles the age-old question about Yelp's practices and shares the one ranking factor that trumps almost everything else.

Darren founded Whitespark in 2005 as a web design and development company; however, his passion and curiosity for all things local search led to a shift in focus in 2010, and ultimately to what the company is today. These days, Whitespark specializes in local search software and services and is one of the most respected and cited in the industry.

Darren has been working on the web for over 19 years and loves everything about local SEO. He leads research initiatives such as the Local Search Ranking Factors survey and the Local Search Ecosystem. He is a regular contributor to search marketing publications, and speaks at conferences around the globe.

When Darren isn’t speaking at conferences, researching the latest in local search or designing the next best local SEO tool, he is spending time with his wife and daughter in their hometown of Edmonton, Alberta. In his spare time he’s traveling, sporting fancy socks, and drinking too much coffee.

• https://whitespark.ca/
• https://www.linkedin.com/in/darrenshawwhitespark/
• https://www.instagram.com/darrenshawseo/
• https://www.facebook.com/darrenshawseo

Lany and Susan dive into the sometimes murky waters of consultant-client relationships. Drawing from years of experience sitting on every side of the boardroom table, they tackle the age-old question: "Who is responsible for doing the tasks at hand?"

Let's face it—consultants don't come with magic wands, and CEOs don't get to toss the keys and walk away. Whether you've ever wondered "Why isn't this working?" or "I paid a consultant, so why isn't everything fixed?" this episode cuts through the confusion with practical advice on setting boundaries, managing expectations, and creating successful partnerships.

Susan and Lany share real-world stories about scope creep, communication breakdowns, and the emotional rollercoaster that can derail even the best-intentioned business relationships. They also offer straightforward tips for both sides to keep things running smoothly, from clear contracts to honest conversations about decision-making authority.

Tune in for a no-nonsense discussion about what makes consultant-CEO partnerships work, and what doesn't!

1. Clear Roles and Responsibilities: CEOs and consultants must understand who owns what in the relationship. Consultants provide expertise and guidance, but CEOs remain the ultimate decision-makers.
2. Communication is Critical: Most problems in consultant-client relationships stem from poor communication or unclear expectations.
3. Consultants' Role: Consultants bring fresh perspectives, specialized expertise, and assessment capabilities but aren't responsible for the final decisions or outcomes.
4. CEO Authority: Business owners need to maintain their decision-making power and not abdicate responsibility to consultants.
5. Documentation and Contracts: Clear contracts and documentation help prevent scope creep and establish expectations for both parties.
6. Implementation Shared Effort: Even after a consultant provides recommendations, implementation requires effort from both parties.
7. Knowing When to Part Ways: Sometimes the relationship isn't a good fit, and both parties should know how to amicably end the engagement.

In this episode, Susan Finch and Lany Sullivan revisit a topic we can’t stress enough: branded email addresses. Using Gmail, Yahoo, or even AOL for business? You’re losing trust before the conversation starts. We dig into real examples, onboarding requirements, offboarding protocols, and the risk of letting your team operate with inconsistent or unprotected emails. Your email isn’t just a communication tool—it’s your brand's handshake.

Related Reading:

• Domain, Email & Website Evaluation for Your Brand

• Why Branded Email Matters – Quick Reminder

Listen, nod, then take action.

Struggling to make your real estate data stand out in a sea of generic market reports? In this episode of Rooted in Revenue, I share practical insights from my recent workshop with NRBA professionals Kelley Kesterson and Angelica Suarez, who are looking to elevate their marketing with meaningful data visualization. Discover how to transform complex market statistics into compelling visual stories that build trust and position you as the go-to expert in your local market—all using tools you already have access to, like Google Sheets. Stop wasting time on generic industry charts that mean nothing to your audience and start creating content that genuinely connects.

1. Data with context builds trust - Generic industry charts without local relevance or explanation provide no value to your audience.
2. Simplify your data storytelling - Focus on communicating one clear message rather than overwhelming with multiple data points.
3. Use accessible tools - Google Sheets offers easy chart creation and customization without needing advanced design skills.
4. Brand your visuals - Customize colors to match your brand and include your logo so graphics remain attributed if shared.
5. Create master templates - Develop Google Slides masters with different layouts for different content types to maintain consistency.
6. Prioritize readability - Use high contrast between text and background, and consider accessibility for all viewers.
7. Post with purpose - Better to post quality content weekly than generic, contextless daily updates.
8. Establish visual consistency - Different content types should have recognizable, consistent layouts.
9. Consider format versatility - Create both square (Instagram) and rectangular (website/LinkedIn) versions of your template.
10. Show local expertise - Position yourself as the authority by translating national trends to your specific market conditions.

Susan sits down with former team member Karen Mares, Content Creator at Event Builder, who serves as her company's "marketing anchor" as she navigates the evolving landscape of AI tools.

Karen shares her journey from initial concerns about AI replacing her writing role to developing a strategic workflow where she remains firmly in control. You'll discover how she has combined multiple AI platforms—each serving distinct purposes in her content creation process—while ensuring that her human expertise, voice, and judgment remain the guiding force.

For marketing leaders seeking practical ways to integrate AI without compromising authenticity, Karen offers invaluable insights: training AI tools in your company's voice, identifying and eliminating phrases that give away AI, and creating approval processes that maintain compliance standards. Her approach has significantly accelerated content production while preserving the quality and distinctiveness that only a skilled human writer can deliver.

Whether you're just beginning to explore AI tools or looking to refine your existing processes, this conversation provides a blueprint for keeping the human element central while leveraging AI's capabilities to expand your content reach and impact.

Join us to learn how to stay firmly at the helm while letting AI help power your content journey forward.

Karen Mares on LinkedIn EventBuilder

Love, Hate, Delegate: Transforming Your Business Through Delegation

LEADER GENERATION EP109: AI, Data & Marketing: How To Manage Risks

Grants Pass native Terry Hopkins has returned to his roots after a diverse hospitality career across five states. With over 25 years of business ownership and management experience in Southern Oregon, Terry recently spent 5 years as a business advocate with the Oregon Restaurant & Lodging Association. Married for 20+ years with two sons, Terry is passionate about community service, having served on numerous Chamber and city committees. He's excited to join the Grants Pass & Josephine County Chamber of Commerce team to advocate for local businesses and enhance community development.

thopkins@grantspasschamber.org | 541-956-4100