Scaling UP! H2O scalinguph2o.com

“Dogs and prospects can smell fear.” - Casey Brown
Are you struggling with pricing your products and services confidently? Do you fear presenting proposals to clients and dealing with objections? Are you unsure how to have effective conversations around price increases?
If these questions sound familiar, you’re going to love today’s episode featuring Casey Brown, founder of Boost Pricing. Boost Pricing has the singular goal of helping organizations get paid well for their excellence, and in this informative conversation, Casey shares invaluable insights on how to elevate your pricing game and communicate your value effectively to your customers.
Sales is challenging, and as someone who’s been in the industry, you know how tough it can be. There’s pressure to be personable, negotiate well, and ask the right questions, yet proposals still get rejected. So, how do you get paid well for your company's superior products and services?
In this episode, Casey provides practical tips, strategies, and tactics to boost your pricing confidence and navigate price negotiations successfully. Learn how to deal with customers who focus solely on price and how to differentiate your value proposition effectively.
Casey emphasizes the importance of handling client objections well, sharing “The best answer to an objection isn't an answer at all, it's a question. I think questions are a salesperson's superpower and they are largely underused in the price portion and the negotiation process.” She goes on to say “The root of confidence is value. You need to truly understand how your products and service are of value to your customer.” 
By tuning in, you'll gain insights on:
Approaching conversations about pricing with confidence and clarity. Understanding when and how to offer tiered packages to customers. Communicating the value of your offerings to clients to justify your prices. Navigating tricky situations like price match requests and objections. Casey’s wisdom on pricing and negotiation will empower you to become more confident in your sales approach. Don’t miss out on this educational discussion!
 
Timestamps
01:00 - Trace Blackmore invites you to participate in the Global 6K
07:00 - Interview with Casey Brown founder of Pricing Boost
1:01:30 - Lightning round questions
1:10:00 - Drop by Drop With James McDonald 
 
Key Quotes from Casey Brown
“I think sales is the hardest job in a company. Selling is an incredibly hard profession.” - Casey Brown
“Dogs and prospects can smell fear.” - Casey Brown
“The root of confidence is value. You need to truly understand how your products and services are of value to your customer.” - Casey Brown
“‘No’ is the most powerful word in a sales person's vocabulary, and often the most underused.” -  Casey Brown
“A price match request is an objective statement of preference from the customer for your company.” - Casey Brown
 
Connect with Casey Brown
Phone: 614.679.7999
Email: casey@boostpricing.com
Website: boostpricing.com
LinkedIn: linkedin.com/in/caseybrownboost/
linkedin.com/company/boostpricing/
Read or Download Casey Brown’s Press Release HERE
 
Links Mentioned
The Rising Tide Mastermind
Scaling UP! H2O Academy video courses
Submit a Show Idea
AWT (Association of Water Technologies)
 
Books Mentioned
Outlive: The Science and Art of Longevity by Peter Attia MD
Make The Noise Go Away: The Power Of An Effective Second-In-Command by Larry G. Linne
10x Is Easier Than 2x by Dan Sullivan 
 
Drop By Drop with James 
In today’s segment, we’re thinking about a line I read in an article called “AWT Recommendations and Guidelines for Corrosion Coupons in Cooling Systems” found under Resources in the Members-Only section of the Association of Water Technologies website.  This section of the article was discussing the proper order of installation for corrosion coupons.  The line said, “In real

“Achieving a well with reliable water quality and supply requires a significant amount of effort and work” - Mike Taraszki
In this engaging episode of Scaling UP! H2O, hydrogeologist Mike Taraszki delves into California's Process Memo 97-005, a key resource for direct potable water use from extremely impaired sources. If you’re eager to learn about the criteria and steps outlined in Process Memo 97-005 and how to keep your water permits current, this episode provides all the details you need.
Mike examines the nationwide impact of 97-005 on potable water and shares his expertise in hydrogeologic principles for environmental investigation and remediation projects. He also highlights trends in potable groundwater, including managing PFAS, water recycling, desalination, and the removal of contaminants and microplastics.
Offering practical guidance on the evolving landscape of water treatment technologies, Mike emphasizes the importance of consistent monitoring and adapting treatment trends to address emerging contaminants. His insights equip listeners with a comprehensive understanding of today’s water challenges.
"Putting a well in the ground and getting as much water as you want anywhere is just not reasonable, whether it's from a water supply or quality standpoint," Mike notes. He stresses, "We keep discovering new contaminants, and our water supply options are becoming more limited and constrained."
Join Trace and Mike for a captivating discussion that will deepen your understanding of the complexities and potential of groundwater management. Don’t miss this chance to expand your knowledge and stay ahead in the dynamic world of water treatment in under an hour!
 
Timestamps
01:00 - Trace Blackmore invites you to solve the Global Water Crisis by joining the Global 6K for Water this year. Learn more at ScalingUpH2O.com/6K
04:10 - Upcoming Events for Water Treatment Professionals 
10:00 - Interview with Mike Taraszki, passionate hydrogeologist about Process Memo 97-005
45:00 - You never know the ripple effect when you share about your water career with others
52:00- Drop by Drop With James McDonald 
 
Connect with Mike Taraszki
Phone: 510.368.4549
Email: michael.taraszki@wsp.com
Website: www.wsp.com
LinkedIn: linkedin.com/in/michaeltaraszki/
linkedin.com/company/wsp/
 
Proces Memo 97-005 Policy Resources
Process Memo 97-005-R2020
Process Memo 97-005-R2020 User Guide
Applicability of Process Memorandum 97-005 Examples of Checklists
 
Links Mentioned
Global 6K For Water
347 Ripple Effect: How Utah's Water Strategies Impact Us All
356 Unlocking the Future: Collaborative Water Management
National Groundwater Association
California’s Groundwater Resources Association
(CLU-IN) Contaminated Site Clean-Up Information
(ITRC) Interstate Technology and Regulatory Council
Audible
The Rising Tide Mastermind
Scaling UP! H2O Academy video courses
Submit a Show Idea
 
Drop By Drop with James 
In today’s segment, I have a “what if” for you. What if the cooling tower’s blowdown stopped flowing? There is no more blowdown going down the drain. Period. First, what could cause this to happen? What could cause a valve to fail closed? What could block the blowdown line? What setting could have been changed in the controller? Second, what would be the impact upon the cooling tower system next? Would the impact be quick or slow? What would the water start to look like? What data in the cooling water system would start to change and in what direction? How could you have detected this problem early and been alerted that action was required?   
 
2024 Events for Water Professionals
Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE or using the dropdown menu.
 

“I have never regretted having too much data when collecting a sample.” - Trace Blackmore
In this insightful episode of Scaling UP! H2O, join your host Trace Blackmore as he helps water professionals scale up their water testing knowledge, addressing listener questions and providing invaluable expertise for water treatment professionals.
Water testing stands as a cornerstone of effective water treatment, and Trace serves as your guide through this vital terrain. With a wealth of expertise, he addresses listener questions, offering invaluable insights to elevate the practices of water treatment professionals.
Trace's guidance spans essential topics, from analyzing water samples to deciphering past data and ensuring the precision of collected samples. His pragmatic approach unveils indispensable tips for securing quality samples, choosing suitable tests for labs, and mastering sample preparation techniques.
Listeners will find clarity on concepts such as grab and composite samples, quantitative versus qualitative analysis, and the pivotal role of lab procedures in securing accurate results. Trace's exploration extends to the comparison between tests conducted with test kits versus labs, alongside illuminating insights into specialized tests like Legionella testing and titration manipulation.
Through engaging dialogue and expert advice, Trace underscores the significance of meticulous data collection and adherence to lab protocols. This episode serves as a catalyst for water professionals, empowering them to refine their testing methodologies and optimize water treatment strategies.
Join Trace Blackmore on this enlightening expedition into the realm of water testing, where every lesson learned enhances practical expertise, and every insight gained fuels professional growth. Tune in to Scaling UP! H2O, and let's scale up our knowledge together.
 
Timestamps
01:00 - Upcoming Events for Water Treatment Professionals 
08:00 - Trace Blackmore answers listener questions about Testing on this informative Pinks and Blues episode 
40:00 - Drop by Drop With James McDonald 
 
Quotes
“It's not just collecting samples, it’s about collecting data around those samples. I always take a picture of what I’m taking the scale off of and what is around it. I reference the photos so that when I get the report back, I can do more analysis.” - Trace Blackmore
“I have never regretted having too much data when collecting a sample.” - Trace Blackmore
“Collect all the data that you can, when you can.” - Trace Blackmore
“Learn what your lab needs from you before sending them your samples, and follow your lab’s procedures. The procedures are there to help you.” - Trace Blackmore
 
Connect with Scaling UP! H2O
Email Producer: corrine@blackmore-enterprises.com
Submit a show idea: Submit a Show Idea
LinkedIn: linkedin.com/in/traceblackmore/
YouTube: @ScalingUpH2O
 
Links Mentioned
Global 6K for Water
244 The One About Water Treaters For Clean Water (with Steve Spear)
294 The One About Getting Involved so the Profession Can Grow (with John A. Mullen)
348 Credentials and Codes: Plumbing Strategies Against Legionella (with Christoph Lohr)
Blackmore Enterprises, Inc. Testing Services
Scaling UP! H2O’s Legionella Resources Page 
The Rising Tide Mastermind
Scaling UP! H2O Academy video courses
Submit a Show Idea
AWT (Association of Water Technologies)
 
Drop By Drop with James 
In today’s segment, I have another challenge for you.  Today’s challenge is…draw a process flow diagram for your water systems.  Having a good process flow diagram will help both you and your customer.  The exercise may correct some assumptions you have or open your eyes to challenges you never knew existed.   
Be sure to include chemical feed points, water meters, blowdown lines, valves, waste streams, pretreatment equipment, pretreatment equipment waste streams, boilers, cooling towers, chillers, close

Ready to uncover how to win RFPs, boost profits, and make a tangible positive impact – all while championing sustainability in your industry? Discover how to demystify sustainability and align your company's practices with environmental, social, and economic goals in the latest episode of Scaling UP! H2O. Host Trace Blackmore sits down with Andy Reimink, CEO of HOH Water Technology, Inc., to explore practical strategies for water professionals to embrace sustainability.
Learn how small changes in energy efficiency, understanding sustainability scopes, and having sustainability data on hand can give your company a competitive edge in RFPs. Discover the economic benefits of environmental stewardship, including tax advantages and improved ROI.
With insights from Andy's presentation at the AWT convention, uncover actionable tips for retaining younger employees by showcasing your company's positive impact on the world. Whether you're a seasoned professional or new to the industry, this episode offers valuable tools to enhance your company's sustainability outlook and drive long-term success.
Join the conversation and discover how sustainability isn't just a buzzword—it's a pathway to a more resilient and prosperous future for your company and the planet. Tune in now to start making a difference!
 
Timestamps
01:00 - Earth Day 2024 and Upcoming Events for Water Treatment Professionals 
9:00 - Interview with Andy Reimink, Chief Executive Officer at HOH Water Technology
01:03:45 - Drop by Drop With James McDonald 
 
Quotes
“Our clients, whether we know it or not, care about our sustainability because it affects their bottomline or reputation.” - Andy Reimink
“Publicly traded companies have RFPs (Request for Proposal), but it’s going to become commonplace for smaller water treatment companies. I expect it to grow in intensity.” - Andy Reimink
“Data centers have a lot of pressure to be as sustainable as possible.” - Andy Reimink
 
Connect with Andy Reimink
Phone: 616.901.9769
Email: areimink@hohwatertechnology.com
Website: hohwatertechnology.com
LinkedIn: linkedin.com/in/andy-reimink-a7711711/
linkedin.com/company/h-o-h-water-technology-inc-/
 
Links Mentioned
EarthDay.org 
What are Scopes 1, 2 and 3 of Carbon Emissions? 
LEED Exam Preparation and Continuing Education
Sense Energy Monitoring System
TED TALK: (how to wash and dry your hands) How to use one paper towel | Joe Smith
122 The One with Reid Hutchison
123 The Other One with Reid Hutchison
127 The One With Tom Hutchison
236 The One Where We Talk About Waters Treaters Changing The World
287 The One About How To Create Aligned Employee Engagement
358 Safety First: Practical Tips, Big Results in Water Treatment
The Rising Tide Mastermind
Scaling UP! H2O Academy video courses
AWT (Association of Water Technologies)
 
Books Mentioned
Never Split The Difference by Chris Voss
Greenlights by Matthew McConaughey
The Dream Manager: Achieve Results Beyond Your Dreams by Helping Your Employees Fulfill Theirs by Matthew Kelly
The Psychology of Money: Timeless lessons on wealth, greed, and happiness by Morgan Housel
 
Drop By Drop with James 
In today’s episode, we’re asking ourself, “What If?” What if the acid feed stops working on a cooling tower? What happens if suddenly there is no acid being fed to a cooling tower on an acid-control program? Does something happen immediately? Does something happen gradually? Where within the system could this something happen? How long could this lack of acid feed occur before anyone would find out? How could you determine remotely that the acid feed had stopped working? What alarms could be setup? Once the problem has been determined, should the acid feed be turned back on immediately? Could turning the acid feed back on immediately cause any problems within the system? What should be communicated to the end user about this occurrence? What could be done to prevent it f

Visualization helps water professionals better understand equipment, processes, and problem-solving techniques
Often, as water professionals, we breeze past the intricate inner workings of the equipment we handle, missing out on valuable insights that could enhance our understanding and effectiveness.
But what if we took a moment to visualize what's happening inside that cooling tower? Through the simple act of visualization, we can unlock a whole new perspective on the systems we work with, gaining profound insights into their operation.
Step into the fascinating world of industrial water treatment with host Trace Blackmore and special lab partner, James McDonald as they embark on a remarkable journey through the heart of a cooling tower. Shrinking down into water molecules, they vividly visualize the processes at play, offering a captivating glimpse into the complex world of water treatment.
James McDonald, Director of Technology & Marketing at Chem-Aqua, founder of Industrial Water Week, and weekly contributor to the Scaling UP! H2O podcast, shares his profound insights into the importance of creativity and visualization in engineering. By harnessing these tools, water professionals can deepen their understanding, sharpen their problem-solving skills, and foster better communication within the industry.
Join us for this enlightening discussion and discover how visualization techniques can revolutionize your approach to industrial water treatment. Let's unlock the full potential of our creativity and imagination, together shaping a brighter future for water professionals everywhere.
 
Timestamps
01:00 - Trace Blackmore shares fun facts about the IRS during this tax return season
05:30 - Upcoming Events for Water Treatment Professionals 
13:30 - Interview with James McDonald, CWT, about the importance of visualizing systems
33:09 - Shrinking down and going inside a cooling tower
01:06:00 - Drop by Drop With James McDonald 
01:08:00 - The power of visualization 
 
Quotes
“I like doing visual exercises because it teaches me the gaps in my knowledge so I can learn about those ideas.” - James McDonald
"It serves as an excellent learning tool, offering a dynamic approach to problem-solving by providing a visual representation of the situation." - James McDonald
 
Connect with Scaling UP! H2O
Email Producer: corrine@blackmore-enterprises.com
Submit a show idea: Submit a Show Idea
LinkedIn: in/traceblackmore/
YouTube: @ScalingUpH2O
 
Connect with James McDonald
Website: www.chemaqua.com 
Industrial Water Week: www.industrialwaterscience.com
Read James’ Industrial Water Week Jokes and Comics at www.industrialwaterscience.com/fun
LinkedIn: www.linkedin.com/in/james-mcdonald-pe
www.linkedin.com/company/chem-aqua 
Read or Download James McDonald’s Press Release HERE
 
Links Mentioned
How Cooling Towers Operate
Water Softener Regeneration Process
Understanding Cycles of Concentration
Global 6K for water 
Episode 21 The One with James McDonald
Episode 49 The One with James McDonald, Again
Episode 113 Pinks and Blues (with James McDonald)
Episode 290 The One About Making Time For What Matters Most (with James McDonald)
Episode 291 The One About Nitrite (with James McDonald)
Episode 31 The One with Mark Lewis
Episode 34 The Other One With Mark Lewis, CWT
Episode 112 The One Where Trace Is Interviewed By Mark Lewis
Industrial Water Week Resources
Water Cake Recipe 
Episode 161 Trace shared a story about the koi fish in the cooling tower
Sharknado Series
Die Hard Series
Criminal Minds
The Rising Tide Mastermind
AWT (Association of Water Technologies)
 
Drop By Drop with James 
Today we’re thinking about safety.  Working around steam, hot water, high pressures, moving parts, confined spaces, hazardous chemicals, pathogenic organisms, extreme environments, deep water, and even people, there are hundreds of ways we could get hurt or worse every single day.  Of c

Did you know that integrating safety practices into your organization's culture can lead to significant improvements in employee engagement and overall performance?
Step into the world of safety excellence alongside two industry leaders, Michael Highum and Reid Hutchison, in this enriching episode of the Scaling UP! H2O Podcast. As seasoned experts in their respective fields, Michael and Reid bring a wealth of knowledge and experience to the table, making this conversation a must-listen for anyone seeking to enhance their understanding of safety practices in the water treatment industry.
With over two decades of experience in insurance, Michael Highum is no stranger to the intricacies of risk management. As a partner at McGowan Insurance Group, he has played a pivotal role in providing businesses with tailored insurance solutions and strategic risk management advice. His insights into the importance of leading by example and fostering a culture of safety within organizations are invaluable.
Reid Hutchison, the COO of HOH Water Technology, Inc., carries on a proud family legacy in the water treatment sector. With a lineage that spans three generations, Reid brings a deep understanding of the industry's nuances and challenges. His emphasis on proactive safety measures, team engagement, and the integration of safety practices into organizational culture resonates throughout the episode.
In this educational and uplifting discussion, Michael and Reid share practical tips, real-life anecdotes, and actionable strategies for enhancing safety practices in water treatment facilities. From the significance of starting small and being proactive to the crucial role of continual improvement, listeners will gain valuable insights into building a robust safety culture that safeguards businesses and empowers teams.
Whether you're a seasoned professional or a newcomer to the industry, this episode offers a wealth of knowledge and inspiration to help you scale up your safety game. Join Michael Highum and Reid Hutchison on this enlightening journey towards safety excellence and discover how you can create a safer, more resilient future for your organization.
Tune in now to Scaling UP! H2O Podcast and embark on your path to safety success with insights from two industry expert guides!
 
Timestamps
00:01 - Trace Blackmore shares what it means to be a CWT and where to find FREE Industrial Water Week and Legionella Resources
04:00-  Upcoming Events for Water Treatment Professionals 
08:00 - Introducing returning guests Michael Highum and Reid Hutchison 
14:40 -  Interview with Michael Highum and Reid Hutchison on the Water Treater’s Blindspot, Safety
59:00 - Drop by Drop With James McDonald 
 
Quotes
“Safety isn’t compliance, an afterthought, or a box you check, you need to find ways to make it relevant to the team to get the attention and engagement it deserves.” - Reid Hutchison   
“If you're excited about growing your business, begin to put some thought into how you're going to grow the culture around safety in your company. As you grow and scale whatever vulnerabilities, weaknesses, or issues grow as well.” - Reid Hutchison   
“Talk about the WHY - it’s about truly developing a team where you care about each other. Employees watch leadership and when they see leaders take initiative on wanting to protect the team, it shows what the leadership cares about - safety. Safely for each and every person and ensuring they go home safely as possible.” - Michael Highum
“Safety. It takes time and effort, but you’ve got to start somewhere. The need is not going away. There's no better time than today to start the safety process. It’s not just employee safety, it's customer site issues, employee injury, vehicles - it's up to leadership to enable and empower people.” - Michael Highum
“Lead by example. No matter where you are in the organization, you are responsible and accountable to each other.”