Mid-Market Leaders

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Mid-Market companies that have annual sales between $ 10 million & $1 billion annually are the rock stars of our economy!! They grow faster and hire more people than most businesses, but are relatively unknown. Retired corporate executive and host Jeff Cass speaks to the very interesting leaders of these American businesses to find out how they've become successful.

Episodes

  1. May 13

    Episode 11: The Chief Reality Officer: Nick Araco Jr. on the Evolving Role of the CFO in the Middle Market

    In this episode, Jeff sits down with Nick Araco Jr., Founder and CEO of The CFO Alliance and AchieveNEXT. With a network of over 10,000 finance leaders, Nick has a unique view of the middle market. They discuss why the traditional "career ladder" is being replaced by a "career lattice," how AI is actually a tool to enable more human connection, and what it really means to be a "Chief Reality Officer" in today’s volatile economy. Key Takeaways: The Career Lattice: Why non-linear career paths (the "constellation framework") are the new standard for finance leaders. AI as an Enabler: Moving from manual "heroics" to high-value human capability through smart automation. The Data Sewer: Why no amount of AI can fix bad data—and how to treat your data as a balance sheet asset. Alignment is a Full-Time Job: Why high-functioning teams require constant multidisciplinary communication. The 6 a.m. Purity Moment: How a simple morning routine with a dog centers a CEO for the "hell" of a 18-hour day. Connect with Nick on LinkedIn: https://www.linkedin.com/in/nick-araco-jr/ I hope you enjoy this episode! Give it a like and subscribe if you'd like more content like this :)  @JeffCass-ImpactCoaching Middle Market ($10M to $1B annual Sales) Businesses make up 3-4% of US businesses but represent over 1/3 of our private sector GDP and consistently grow 2-3x's faster than their smaller or larger counterparts...WOW!!  These companies are extremely important to our economy!!  Join me as I share the journeys of leaders who run these "Rock Star" middle-market businesses in the US.

    31 min

  2. Apr 15

    Episode 10: Beyond the Technician Mindset: Building a Business Instead of a Job with Gino Barbaro

    In this episode, Jeff sits down with Gino Barbaro—investor, entrepreneur, and co-founder of Jake & Gino—to break down what it really takes to scale a business, build wealth, and lead effectively. Gino shares many hard-earned lessons from building a restaurant business that burned him out to scaling a $400M+ real estate portfolio—and the mindset shifts that made it possible. Whether you are leading a middle-market firm or a family of six, Gino’s insights on "radical accountability", "relentless execution" and the psychology of money are a masterclass in growth. 01:00 – “I built myself a job” & the pivot to real estate  02:15 – This changed everything: Buy Right, Operate Right, Exit Right 6:00 – From growth-at-all-costs to building a “Small Giant” 11:04 – The biggest mistake founders make: no systems, no focus, no scale 15:22 – Culture isn’t just words on a wall 18:35 – Money is 80% psychology 28:35 – A simple communication tool every leader should use Connect with Gino on LinkedIn or by email: https://www.linkedin.com/in/gino-barbaro-03973b4b/ Gino@randpartnersllc.com I hope you enjoy this episode! Give it a like and subscribe if you'd like more content like this :)  @JeffCass-ImpactCoaching Middle Market ($10M to $1B annual Sales) Businesses make up 3-4% of US businesses but represent over 1/3 of our private sector GDP and consistently grow 2-3x's faster than their smaller or larger counterparts...WOW!!  These companies are extremely important to our economy!!  Join me as I share the journeys of leaders who run these "Rock Star" middle-market businesses in the US.

    31 min

  3. Mar 17

    Episode 9: Putting a Steering Wheel and Brakes on the AI Engine

    Host Jeff Cass interviews Mart Rovers, founder of Rovers Strategic Advisory, about how mid-market leaders can adopt AI without creating major risk. Rovers argues that AI governance is an enabler, not red tape, because it clarifies decision rights, ownership of risk, and escalation paths before go-live. He highlights common mid-market gaps in data quality and inconsistent definitions (e.g., what counts as a “customer”), warning that AI amplifies “garbage in, garbage out” and can hallucinate or drift in accuracy. They discuss “shadow AI,” where employees use public tools like ChatGPT and unknowingly expose company data, and recommend using protected, behind-the-firewall options when needed. Rovers emphasizes that CEOs ultimately own AI outcomes, that vendor vetting and data ownership matter, and that successful AI requires early, cross-functional collaboration across legal, finance, HR, risk, and IT. 01:17 Steering Wheel and Brakes 01:49 Governance Speeds Decisions 04:53 Data Quality Comes First 08:56 Garbage In Garbage Out 10:51 How Mart Uses AI 12:38 Shadow AI and Privacy 18:06 Who Owns the Mistake 20:31 Vetting AI Vendors 22:56 What CEOs Should Do Now 26:03 AI Is Not If Then Else 28:18 Why AI Projects Fail 30:18 Rovers Advisory Approach 33:15 Final Advice for Leaders 35:42 Closing Thanks and Wrap Connect with Mart on LinkedIn or by email: https://www.linkedin.com/in/martrovers/ mart.rovers@interpromusa.com I hope you enjoy this episode! Give it a like and subscribe if you'd like more content like this :)  @JeffCass-ImpactCoaching Middle Market ($10M to $1B annual Sales) Businesses make up 3-4% of US businesses but represent over 1/3 of our private sector GDP and consistently grow 2-3x's faster than their smaller or larger counterparts...WOW!!  These companies are extremely important to our economy!!  Join me as I share the journeys of leaders who run these "Rock Star" middle-market businesses in the US.

    36 min

  4. Feb 2

    Episode 8: From Marine to Business Leader: Joe Gallaher’s Journey of Continuous Learning and Determination

    In this episode of Mid-Market Leaders, host Jeff Cass sits down with Joe Gallaher, founder of Gallaher Fleet Solutions, a thriving fleet repair and maintenance company based in Statesville, NC. Joe shares his inspiring journey from growing up in a blue-collar family in Bakersfield, CA to becoming a Marine, and eventually an entrepreneur.  He discusses his early struggles, the challenges of starting a business from scratch, and the pivotal moments that shaped his leadership style. Joe emphasizes the importance of discipline, continuous learning, and setting a strong company culture. He also shares his vision for the future of Gallaher Fleet Solutions, aiming to dominate the Charlotte market and expand further. Whether you're an aspiring entrepreneur or a seasoned business leader, Joe's story offers valuable insights into the grit and determination needed to succeed in mid-market businesses. 00:15 Meet Joe Gallaher: From Marine to Entrepreneur 00:58 Joe's Early Life and Career Beginnings 02:10 Joining the Marine Corps: Discipline and Growth 04:58 Starting Gallaher Fleet Solutions 11:44 Lessons Learned and Leadership Evolution 29:27 Embracing Lifelong Learning 33:47 Finding and Retaining Top Talent 36:33 Implementing Profit Sharing 37:14 Defining and Shaping Company Culture 42:42 Future Aspirations and Vision 44:53 Personal Challenges and Growth 53:09 Advice for New Executives Connect with Joe on LinkedIn or by email: https://www.linkedin.com/in/joe-gallaher-b1b599a3/ joe@gallaherfleetsolutions.com I hope you enjoy this episode! Give it a like and subscribe if you'd like more content like this :)  @JeffCass-ImpactCoaching Middle Market ($10M to $1B annual Sales) Businesses make up 3-4% of US businesses but represent over 1/3 of our private sector GDP and consistently grow 2-3x's faster than their smaller or larger counterparts...WOW!!  These companies are extremely important to our economy!!  Join me as I share the journeys of leaders who run these "Rock Star" middle-market businesses in the US.

    57 min

  5. 11/21/2025

    Episode 7: Building a Purpose-Driven Culture with Stefan Joens from Elnik Systems

    In this episode of Mid-Market Leaders, host Jeff Cass sits down with Stefan Joens, President of Elnik Systems, a 2nd generation international industrial furnace manufacturer based in Charlotte, NC. They discuss the company's transition from New Jersey to North Carolina, focusing on the role of culture and leadership in that move. Stefan shares insights on the importance of core values, fostering a family-like work culture, innovative hiring practices, and using AI in business operations. Don't miss this wide-ranging conversation with another successful mid-market business leader!!

    49 min

  6. 10/24/2025

    Episode 6: Tackling Adversity: How George Hall Turned Gridiron Lessons into Executive Excellence

    In this episode of Mid-Market Leaders, host Jeff Cass interviews George 'Monty' Hall, the recently retired president of LINQ and former owner of Questron. George shares some of the adversity he’s dealt with and used to fuel his dreams both in college football and in business.  His final role before retiring early in 2024 was as President of LINQ Services, where he led a team providing managed services for the cellular industry, growing the company from $10 million to $100 million in seven years. George discusses the significant impact of his college football experience on his leadership style, the importance of building a strong company culture, the need for adapting to change and hiring top talent.  Don’t miss the many insights this very genuine business leader shares on his career, as well as some thoughts on retiring early.   Connect with George Hall on LinkedIn or by email: https://www.linkedin.com/in/george-hall-37976a3/ gwhall2009@gmail.com  I hope you enjoy this episode! Give it a like and subscribe if you'd like more content like this :)  @JeffCass-ImpactCoaching #businesssuccess  #ceointerviews  #businessleaders #ceo #ceoinsights  #ceotalks #businesstalks #ceoadvice #businesssuccess #charlotte #leadership #leadershipskills #middlemarket #nationalcenterforthemiddlemarket #OhioStateUniversityFisherSchoolofBusiness  #GroveCityCollege #LINQServices #GeorgeHall    Middle Market ($10M to $1B annual Sales) Businesses make up 3-4% of US businesses, represent 1/3 of our private sector GDP, and consistently grow 2-3x's faster than their smaller or larger counterparts...WOW!!  These companies are extremely important to our economy!!  Join me as I share the journeys of leaders who run these "Rock Star" middle-market businesses in the US.

    56 min

  7. 10/02/2025

    Episode 5: From CFO to President: Mike Tinkey on Leadership & Culture at Eagle Crusher

    In this episode of Mid-Market Leaders, host Jeff Cass talks with Mike Tinkey, President of Eagle Crusher, a century-old family-owned manufacturing company in Galion, OH. Mike shares his journey from a small town in Grove City, PA, through public accounting, to leading Eagle Crusher. They discuss the company's focus on culture, retention, and leadership development through programs like SOAR and personalized “success” coaching. Mike highlights the value of adaptability, health, and balance in leadership while shedding light on the challenges and values that make Eagle Crusher unique. 00:43 Meet Mike Tinkey from a small town & small college in Grove City, PA 05:40 From CFO to President at Eagle Crusher 09:15 Solution for 70% turnover in ‘23 was adding a “success” coach 12:41 Innovating with “SOAR” Leadership Program 20:41 Personal Growth and Management Style 24:15 Mike talks about how his role changed moving from CFO to President 31:50 The Unique “Family” Culture at Eagle Crusher 34:37 Mike talks about his best coaches & mentors 45:14 Reflections on what Mike has learned about himself during a great career 50:20 Two pieces of advice for new executives  Connect with Mike Tinkey on LinkedIn or by email: https://www.linkedin.com/in/mike-tinkey-1a719335/ mtinkey@eaglecrusher.com   I hope you enjoy this episode! Give it a like and subscribe to my YouTube Channel (@JeffCass-ImpactCoaching) if you'd like more content like this  #businesssuccess  #ceointerviews  #businessleaders #ceo #ceoinsights  #ceotalks #businesstalks #ceoadvice #businesssuccess #charlotte #leadership #leadershipskills #middlemarket #nationalcenterforthemiddlemarket #OhioStateUniversityFisherSchoolofBusiness  #EagleCrusher #MikeTinkey Middle Market ($10M to $1B annual Sales) Businesses make up 3-4% of US businesses but represent over 1/3 of our private sector GDP and consistently grow 2-3x faster than their smaller or larger counterparts...WOW!!  These companies are extremely important to our economy!!  Join me as I share the journeys of leaders who run these "Rock Star" middle-market businesses in the US.

    54 min

  8. 09/03/2025

    Episode 4: Sharing 20 Years Experience Working with Lower Middle-Market Companies

    In this episode, Matt Bradbury, who is the Managing Director for Business Acquisitions & Merger Associates (BAMA), talks about his experiences over the last 2 decades where he & his team have sold more than 200 businesses worth more than $2 billion. Below are some of the key insights Matt shared, along with these other interesting topics that came up during our discussion… Why business leaders sell all or part of their business   16:00 Matt’s experience on why middle-market companies grow 2-3x’s faster   18:00 Importance of Culture when finding the right investor or acquiring company 24:05 Impressive business leaders Matt has met over the last 20 years 42:40 Some commentary on executive coaching 50:15 What Matt really likes about his job 55:05 Advice for a new executive or CEO 57:20 Connect with Matt Bradbury on LinkedIn or by email:https://www.linkedin.com/in/brad...matt@buysellyourbusiness.com  704-295-0102 I hope you enjoy this episode! Give it a like and subscribe if you'd like more content like this :)  @JeffCass-ImpactCoaching  Middle Market ($10M to $1B annual Sales) Businesses make up 3-4% of US businesses but represent over 1/3 of our private sector GDP and consistently grow 2-3x faster than their smaller or larger counterparts...WOW!!  These companies are extremely important to our economy!!  Join me as I share the journeys of leaders who run these "Rock Star" middle-market businesses in the US.

    59 min

  9. 06/30/2025

    Ep. 3, What is the Middle Market?

    Middle Market Companies make up 3-4% of all companies in the US, but these relatively unknown companies grow 2-3x's faster than new startups or large corporate businesses.  Yes, you heard me correctly...these companies grow their top line and their employment faster than a majority of US businesses!!  So, who are these "rock star" companies, and how do they grow so fast??  That is the question Doug Farren from the National Center for the Middle Market has been studying for more than 13 years!!  In this episode, hear what Doug & his team at the National Center have learned about what makes these companies and their leaders successful.  They are the only organization in the US focused on studying and supporting this very important market for our economy. Use the link below if you would like to contact Doug Farren or learn more about the Middle Market. https://www.middlemarketcenter.org/

    1h 2m

  10. 05/30/2025

    Episode 2, Disrupting the IT Industry

    Learn how Aaron Bock and his two partners (Brice Ulrey & Jim Campbell) brought their unique vision of a company that would help small and mid-sized companies navigate their IT decisions by being an agnostic/trusted advisor.  It seems simple, but they found this was a huge gap for most companies with less than 2,000 employees.  Six years later, they've been recognized as one of the fastest-growing private companies in the US and have been named to the Inc. 5000 multiple times.

    55 min

  11. 03/31/2025

    Episode 1, Meeting our American "Rock Star" Business Leaders

    Retired executive and host Jeff Cass launches a new podcast to learn more about some of the most impactful yet unknown American business leaders. Mid-Market businesses make up just 3% of US companies, yet they account for 1/3 of our private sector GDP and employment!! These leaders are truly "Rock Stars" of our economy, and in this first episode, Jeff introduces Chad Beatty, who runs a trucking company in Charlotte, NC to learn more about how he became successful.

    50 min
  • 11 Episodes

Ratings & Reviews

5
out of 5
2 Ratings

About

Mid-Market companies that have annual sales between $ 10 million & $1 billion annually are the rock stars of our economy!! They grow faster and hire more people than most businesses, but are relatively unknown. Retired corporate executive and host Jeff Cass speaks to the very interesting leaders of these American businesses to find out how they've become successful.

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