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SBA Emerging Leaders program graduates 2018 participants
SYRACUSE — Owners and leading officials of 18 area companies participated in the U.S. Small Business Administration’s (SBA) Emerging Leaders program in 2018. The SBA honored the group during a graduation ceremony held Oct. 15 at the Gateway Center at SUNY College of Environmental Science and Forestry (SUNY ESF). The Gateway Center is located east […]
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SYRACUSE — Owners and leading officials of 18 area companies participated in the U.S. Small Business Administration’s (SBA) Emerging Leaders program in 2018.
The SBA honored the group during a graduation ceremony held Oct. 15 at the Gateway Center at SUNY College of Environmental Science and Forestry (SUNY ESF).
The Gateway Center is located east of Syracuse University’s Sadler Hall and across Forestry Drive from the Carrier Dome.
“Our graduates have just spent months analyzing their business financials, identifying sales trends, leveraging resources, learning new management skills, and planning how to sustainably expand their business. I am positive that each graduate stands better prepared to face new challenges and opportunities for their small business,” Bernard J. Paprocki, director of the SBA Syracuse district office, said in a news release.
The Emerging Leaders Initiative provides free entrepreneurship education and training for executives of small, “poised-for-growth” companies that are “potential job creators,” the SBA said.
The “intensive” executive entrepreneurship series includes nearly 100 hours of classroom time. It also provides opportunities for small-business owners to work with experienced coaches and mentors, attend workshops, and develop connections with their peers, local leaders, and the financial community.
The SBA program is made possible through support from local cosponsors that include Blackstone LaunchPad; CenterState CEO; CNYTDO; City of Syracuse Office of Neighborhood and Business Development; Falcone Center for Entrepreneurship; Manufacturers Association of Central New York (MACNY); Onondaga County; Onondaga Small Business Development Center; SUNY ESF, Syracuse SCORE chapter; the Downtown Committee of Syracuse, Inc.; the Tech Garden; and the WISE Women’s Business Center, the SBA said.
Participants, SBA officials
The accompanying photo includes this year’s participants.
Back row from left to right: Steve Bulger, SBA region II administrator; Nicholas Mir, co-owner of Snow Ridge Resort, LLC in Turin; Matt Notaro, president of Sun Environmental Corp. of Clay; Nicholas Ryan, co-owner of Strong Hearts Café, LLC of Syracuse; Douglas Arena, partner and project manager at Bell & Spina Architects in Syracuse; Scott Colbert, owner of Paul Davis Restoration of North Country NY in Hastings; Thaddeus Lovett, president of Lovett Mechanical Contractors Inc. of Syracuse; Chris Keevil, president of the Copy Centers of Syracuse; Paul Kocur, VP of government sales at Oneida Business Enterprises, Inc.; and James Thew, principal with Thew Associates PE in Marcy.
Front row from left to right: Jenn Beach Brillante, VP of business development at C&D Advertising of Utica; Laura Cueva, president & CEO of Interior Innovations of Utica; Natalie Evans, co-owner of The Sweet Praxis in downtown Syracuse; Nabil Rab, CEO of Altenew of Syracuse; Paul Vinciguerra, business development manager at Upstate Printing Inc. in Syracuse; Michael Weisel, managing partner of Galaxy Brewing Company of Binghamton; Mary Celletti, CEO of Golden Spike Pub in East Syracuse; Thomas Brown, a partner in Blue Water Capital Management, LLC of Syracuse; Andrew Cambria, owner of the Cambria Agency of Cicero; and Bernard J. Paprocki, SBA Syracuse District Director.
The participants work in sectors that include manufacturing, food service, and technology.
EBRI: Consistent 401(k) contributions grow account balances
The average 401(k) plan account balance of “consistent 401(k) participants” — those who remained active in the same 401(k) plans from year-end 2010 through year-end 2016 — more than doubled in that period. That’s according to new data that the Employee Benefit Research Institute (EBRI) and the Investment Company Institute (ICI), both based in Washington, D.C.,
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The average 401(k) plan account balance of “consistent 401(k) participants” — those who remained active in the same 401(k) plans from year-end 2010 through year-end 2016 — more than doubled in that period.
That’s according to new data that the Employee Benefit Research Institute (EBRI) and the Investment Company Institute (ICI), both based in Washington, D.C., published Nov. 6.
The study was entitled “What Does Consistent Participation in 401(k) Plans Generate? Changes in 401(k) Account Balances, 2010–2016.” It examined the accounts of 6.1 million consistent 401(k) participants.
The analysis found that average 401(k) plan account balances for consistent participants increased by 122 percent during this period, with all age groups registering “significant increases,” according to an EBRI news release. The 401(k) account-balance growth reflects contributions of employers and workers, in addition to investment returns, and varies with participants’ asset allocation, withdrawals, and loan activity.
“Tracking the account balances of a consistent group of 401(k) participants highlights the growth potential of this powerful savings tool,” Sarah Holden, ICI’s senior director of retirement and investor research, contended. “These results demonstrate the benefit of persistent saving and underscore how 401(k) plans have become such a vital savings vehicle for millions of Americans.”
Why does sample group matter?
This study analyzes a subset of the 27.1 million 401(k) plan participants in the EBRI/ICI database — those who remained active in the same 401(k) plans over the past six years.
It is “important” to study consistent participants because the average 401(k) account balance for the database as a whole can be “buffeted” by 401(k) participants entering and leaving the database. The account holders may change jobs or retire, and plan sponsors enter and leave the database as they change recordkeepers.
EBRI and ICI jointly publish a separate annual update examining “large” cross sections of the whole database.
Studying consistent participants allows for a “more in-depth analysis of the potential” for 401(k) participants to accumulate retirement savings over time.
“The data in this report help us understand the importance of continuous participation in the 401(k) system,” Jack VanDerhei, EBRI’s director of research, said in the release. “By analyzing data from consistent participants over the past six years, we’re able to see that 401(k) plan accounts have a very positive financial effect on retirement nest eggs, thus helping savers plan for the future.”
Key analysis findings
The average 401(k) plan account balance of the consistent participants grew at a compound annual average rate of 14.2 percent, from 2010 through year-end 2016, to $167,330. This was more than double the average account balance of $75,358 among all participants in the EBRI/ICI 401(k) database at year-end 2016.
Among the group of consistent participants, 26.4 percent had more than $200,000 in their 401(k) plan accounts at their current employers, while another 18.4 percent had accumulated between $100,000 and $200,000.
About two-thirds of 401(k) participants’ assets were invested in equities at year-end 2016 — whether through equity funds, the equity portion of target date and non–target date balanced funds, or company stock. Asset allocations were “broadly similar” across the consistent participant sample and participants in the broader EBRI/ICI 401(k) database at year-end 2016.
About the organizations
EBRI describes itself as a “private, nonpartisan,” nonprofit research institute based in Washington, D.C. It focuses on health, savings, retirement, and economic-security issues. EBRI does not lobby and does not take policy positions.
The ICI represents regulated funds globally, including mutual funds, exchange-traded funds, closed-end funds, and unit investment trusts in the United States, and similar funds offered to investors in jurisdictions worldwide.
ICI’s members manage total assets of U.S. $20.5 trillion in this country, serving more than 100 million U.S. shareholders, and U.S. $6.7 trillion in assets in other jurisdictions.
ICI carries out its international work through ICI Global, with offices in London, Hong Kong, and Washington, D.C.

Syracuse University establishes search committee for next iSchool dean
SYRACUSE — Syracuse University on Nov. 5 announced it has formed a search committee for the next dean of the School of Information Studies (iSchool). Current iSchool Dean Liz Liddy announced in early September that she would retire at the end of the 2018-19 academic year. David Seaman, dean of libraries and University librarian, will
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SYRACUSE — Syracuse University on Nov. 5 announced it has formed a search committee for the next dean of the School of Information Studies (iSchool).
Current iSchool Dean Liz Liddy announced in early September that she would retire at the end of the 2018-19 academic year.
David Seaman, dean of libraries and University librarian, will chair the iSchool search committee.
“I have great confidence in Dean Seaman and the search committee to find just the right candidate to fill the huge shoes of Dean Liddy and continue to break new ground in this ever-evolving field,” Michele Wheatly, vice chancellor for academic affairs and provost, said in the release. She added that the iSchool is “nationally recognized for innovative programs in information policy, information behavior, information management, information systems, information technology, information services, data analytics and enterprise data systems.”
New York City–based search firm Russell Reynolds Associates will be assisting the search committee in its work, the school said.

Le Moyne to seek approval for insurance and risk-management major
SYRACUSE — Le Moyne College has started the process of establishing an undergraduate major in risk management and insurance following a $7 million donation to spur the effort. The McNeil family of Cortland, “one of Le Moyne College’s third-generation families,” donated the funding, the school said in a news release. Le Moyne announced the donation
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SYRACUSE — Le Moyne College has started the process of establishing an undergraduate major in risk management and insurance following a $7 million donation to spur the effort.
The McNeil family of Cortland, “one of Le Moyne College’s third-generation families,” donated the funding, the school said in a news release. Le Moyne announced the donation at its Founders’ Day Gala on Oct. 19.
Le Moyne will “eventually apply for approval” from the New York State Education Department to establish the major. The program’s launch date at Le Moyne is dependent on receiving state approval, the college said.
The major will bring to the school a “new academic discipline in one of today’s fastest-growing career fields,” Le Moyne contends.
The McNeil gift is part of the college’s $100 million Always Forward campaign, which it publicly announced earlier this year. The donation will create a new endowment to establish three to four endowed professorships to support the new program “in perpetuity.”
“We look forward to working with the McNeil family to develop a program that will be on the cutting-edge of the risk management and insurance industry,” Le Moyne Provost Joe Marina said in the release. “This gift will help us to continue to expand our academic offerings to best serve our students now and into the future.”
About the McNeil family
Dan McNeil Jr. is a 1951 graduate of Le Moyne College, part of the school’s first graduating class. He is president of McNeil Development Company in Cortland, which owns and manages commercial property.
His son, Dan McNeil III, who graduated from Le Moyne in 1977, is president of McNeil & Company in Cortland, a provider of insurance programs and risk-management services for specialty niche markets nationwide. Those markets include an emergency-services insurance program for fire and emergency organizations; ambulance-services insurance program for private-ambulance services and HOMed for home-medical equipment dealers.
Mary McNeil — Dan, Jr.’s daughter — graduated in 2008 with an MBA degree from Le Moyne, and currently serves as COO of McNeil & Company.
Dan, III’s daughter, Lauren Davis, is a 2008 graduate of Le Moyne, and serves as VP of operations at McNeil & Co.
“We owe so much to Le Moyne, not just in our professional lives, but also for how the Jesuit values imbued during our time at the college play such a vital role in shaping us as individuals,” Dan McNeil, III, who currently serves on the Le Moyne board of trustees, said in the Le Moyne release. “We are so pleased to be able to give back to the institution in this way.”

Leadership Tioga 2018 class graduates
OWEGO — The Tioga County Chamber of Commerce graduated its Leadership Tioga 2018 class in a Nov. 6 ceremony at the Pumpelly House Estate in Owego. Leadership Tioga is in its 20th year of operation and more than 300 people have completed the program, the chamber said in a news release. Students take part in
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OWEGO — The Tioga County Chamber of Commerce graduated its Leadership Tioga 2018 class in a Nov. 6 ceremony at the Pumpelly House Estate in Owego.
Leadership Tioga is in its 20th year of operation and more than 300 people have completed the program, the chamber said in a news release. Students take part in a 10-month program designed to educate, inform, and empower leaders. Leadership Tioga enlists people who live or work in Tioga County and are interested in developing their leadership skills and knowledge of local issues, as well as pursuing leadership roles in their community, the chamber said.
The 2018 Leadership Tioga graduating class included the following people.
• Sarile Aldine, Lockheed Martin
• Jody Bensley, Tioga State Bank
• Catherine Cox, The Partners Insurance Agency
• Emily Crawford, Owego Apalachin Central School District
• Christopher Curry, Edward Jones
• Sonny DeWitt, Ti-Ahwaga Community Players
• Sarah DiNunzio, A New Hope Center
• Cheri Grenier, Town of Owego
• Rich Hallett, Tioga County Sheriff’s Office
• Kelly Haynes, Spencer Agency, Inc.
• Irene Martin, Radigan Broadcasting Group
• Denis McCann, Tioga County Public Health
• Melanie Miller, Tioga County Public Health
• Pete Mineo, Chemung Canal Trust Company
• Rhonda Pasto, Coughlin & Gerhart, LLP
• Danielle Singer, Tioga County Soil & Water Conservation
• Tiana Talcott, Self-Employed
• Mary Kay Taylor, Franklin University
The Tioga County Chamber said it is currently accepting applications for Leadership Tioga 2019.

Welch Allyn president Shader leaving company for new job Dec. 1
SKANEATELES FALLS — The president of Welch Allyn has accepted a new job as a CEO “in the healthcare provider space” and will be leaving the company Dec. 1. That’s according to Howard Karesh, VP of corporate communications at Hill-Rom, who responded to a Nov. 5 email inquiry from CNYBJ. Word of Alton Shader’s upcoming
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SKANEATELES FALLS — The president of Welch Allyn has accepted a new job as a CEO “in the healthcare provider space” and will be leaving the company Dec. 1.
That’s according to Howard Karesh, VP of corporate communications at Hill-Rom, who responded to a Nov. 5 email inquiry from CNYBJ.
Word of Alton Shader’s upcoming departure was included in a filing from Hill-Rom Holdings, Inc.’s (NYSE: HRC) with the U.S. Securities & Exchange Commission (SEC) about its fiscal fourth quarter financial results.
Shader told Hill-Rom of his plan on Oct. 30, the SEC filing says. Hill-Rom expects to name a successor “shortly.”
Shader joined Hill-Rom as senior VP and president of post-acute care in 2011, and held the position of president, North America since 2012. Shader was appointed president of front line care in September 2015.
Welch Allyn is part of Hill-Rom’s front-line care unit.
Shader spoke with reporters in May when Hill-Rom formally dedicated a $12.7 million expansion project that adds about 100,000 square feet to the Welch Allyn campus.
“So, this here is all warehouse and shipping, delivery, logistics, but it … frees a lot of space up so we could add R&D, marketing, and other jobs as well,” Shader said at the time.
The company announced in September 2016 its commitment to bring more than 100 new jobs to Skaneateles Falls, while retaining nearly 900 existing positions.
Hill-Rom, a medical-technology company, in 2015 acquired Welch Allyn, a medical-device maker, for about $2.05 billion in cash and stock.
Security Mutual appoints Guerriero, Williams as VPs
BINGHAMTON — Security Mutual Life Insurance Company of New York recently appointed Ernest J. Guerriero as VP of marketing and Timothy J. Williams as second VP of reinsurance. Guerriero will be directing marketing operations for Security Mutual’s individual life insurance and annuity products and will also be involved in product development and agent education, according
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BINGHAMTON — Security Mutual Life Insurance Company of New York recently appointed Ernest J. Guerriero as VP of marketing and Timothy J. Williams as second VP of reinsurance.
Guerriero will be directing marketing operations for Security Mutual’s individual life insurance and annuity products and will also be involved in product development and agent education, according to a company news release. He has more than 20 years of experience in the life-insurance industry. He previously worked for Guardian Life Insurance Company, National Life Group, the MONY Group, and the CUNA Mutual Group. He was also the technical education director for the American Retirement Association in Arlington, Virginia.
Williams will direct the operations of Security Mutual’s reinsurance department. His more than 25 years of experience in the life-insurance industry has included providing guidance on complex reinsurance cases, developing quality assurance controls, performing internal audits, and providing ongoing education and training to staff, the release stated. Williams previously was the senior manager of reinsurance operations at AXA Equitable Life Insurance Company. He also formerly served as a senior internal auditor at Unity Mutual Life Insurance Company.
Security Mutual Life, founded in 1886, is headquartered at 100 Court St. in downtown Binghamton. ν
Utica chiropractor admits to faking medical exams to facilitate bogus disability claims
UTICA — A former Oneida County chiropractor has admitted to faking medical examinations and reports to facilitate fraudulent workers’-compensation claims by employees of the Central New York Psychiatric Center (CNYPC) — getting them paid time off to which they were not entitled. That’s according to a Nov. 5 news release from New York State Inspector
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UTICA — A former Oneida County chiropractor has admitted to faking medical examinations and reports to facilitate fraudulent workers’-compensation claims by employees of the Central New York Psychiatric Center (CNYPC) — getting them paid time off to which they were not entitled.
That’s according to a Nov. 5 news release from New York State Inspector General Catherine Leahy Scott.
Eric Szatko, 47, of Sauqoit, who formerly had a chiropractic practice in Utica, pleaded guilty in the City of Utica Court to the crime of falsifying business records in the second degree in full satisfaction of all charges pending against him, per the release.
As part of Szatko’s plea agreement, he surrendered his license to practice as a chiropractor and must pay nearly $5,000 in restitution for fees he charged an insurance company for “bogus appointments” as well as for the time the psychiatric center employees were able to take off because of Szatko’s fraudulent reports.
“This former chiropractor’s medical mill was a shameful malpractice on New York taxpayers who ultimately subsidized illicit paid vacations for public employees feigning work-related injuries,” Leahy Scott said. “The integrity of the Worker’s Compensation system is crucial to protecting honest, hard-working New Yorkers, and I will continue working with all of my law enforcement partners to pursue and root out anyone who corruptly abuses it.”
The guilty plea covers Szatko’s criminal actions that occurred in early 2016 involving three separate employees of the psychiatric center, including one who was convicted last March of feigning a debilitating injury to obtain paid time off as if he was too injured to work while he was actually kayaking in Puerto Rico and vacationing with his girlfriend in California, the release stated.
An investigation by Inspector General Leahy Scott found that Szatko, acting as an authorized medical provider for the workers’-compensation system, submitted to the State Insurance Fund fraudulent medical progress reports indicating he examined and treated CNYPC employees on several separate occasions in early 2016, when in fact no such examinations or treatments occurred. With those reports, Szatko was also billing for medical services that were not provided, the release stated.
Oneida County District Attorney Scott D. McNamara and his office assisted with the investigation and prosecuted this matter, while the New York State Police made the arrest.
Sales Secrets from the Competitive Sports Arena
Some popular products seem to sell themselves, but the reality is the success began with a process. The same is true in the business of professional sports, a $60 billion a year industry where some franchises grow into monster brands. Sales managers in many industries sometimes use sports themes in their coaching — competitiveness, dedication, and
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Some popular products seem to sell themselves, but the reality is the success began with a process.
The same is true in the business of professional sports, a $60 billion a year industry where some franchises grow into monster brands.
Sales managers in many industries sometimes use sports themes in their coaching — competitiveness, dedication, and strategy execution, etc. As someone who has trained the sales teams of major sports brands, I see what often separates the winners from the losers.
The problem with selling today is there’s no home-field advantage. The selling game takes place in the buyer’s mind. As the salesperson, you have to determine how much the potential buyer knows or doesn’t know. And even with all the technology, it’s never been more competitive; there are more salespeople interacting directly with customers than ever before.
Here are four concepts to consider when coaching your sales team on today’s more complex playing field.
Forget the better mousetrap
You don’t necessarily have to build a better mousetrap; you have to do a better job selling your mousetrap. You have to understand there are a lot of new variables in selling. Social media and online information have changed the game. But despite all the new technology, the bedrock of sales remains the same: people selling to people.
Adjust your attitude
Grit is a key component of both championship sports teams and successful sales teams. One notable difference is the relative importance of skill set in each profession. Skill set does not equate to success in sales. Hard work isn’t a skill; it’s a choice. It’s starting early, staying late, and being resilient after rejection. It’s forming the habit of doing things that failures don’t like to do.
Level the playing field
Compare the sales process to choosing which game to play in a casino; your odds of closing improve if you keep your sales process simple and tailor the approach to the buyer’s mindset. Otherwise, the salesperson can be as distracted as if in a casino. In sales, we don’t have to be gamblers, but we do have to be odds players. So, you want to play craps rather than the slots.
Find common ground
Establishing credibility with prospects requires engaging them in a conversation. The first seven seconds are the most critical in getting their attention. If you survive, you have the next 60 seconds to win their interest. To do this you need to see the sale from the buyer’s perspective.
There’s plenty of room for a salesperson’s creativity and a customer’s need for tailored solutions. At the same time, you can use that process repeatedly to provide solutions and compete in a complex world.
Lance Tyson (www.tysongroup.com) is president & CEO of Tyson Group, a sales training, coaching, and consulting company. He is author of “Selling is an Away Game: Close Business and Compete in a Complex World.”
3 Tips For Overcoming Hidden Growth Killers That Harm Your Business
A key part of any CEO’s or entrepreneur’s role is to make the “right” decisions, and then ensure they are enacted to advance the business. Yet their decisions and actions often miss the mark, frustrating the achievement of their aspirations. It’s the voice in their head and other invisible factors at work. All CEOs and
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A key part of any CEO’s or entrepreneur’s role is to make the “right” decisions, and then ensure they are enacted to advance the business. Yet their decisions and actions often miss the mark, frustrating the achievement of their aspirations.
It’s the voice in their head and other invisible factors at work.
All CEOs and entrepreneurs have habits, beliefs, and motivators — such as fear — that affect what they do, often unconsciously.
These “hidden growth killers” interfere with a business leader’s ability to make optimal decisions and then see them through via day-to-day choices and actions.
This is why leading your business feels challenging, frustrating, and even maddening at times despite the fact that you generally know what to do and how to do it. Your motivators, habits, and beliefs influence how you think and act.
Any CEO or entrepreneur who ever put off having a critical conversation or justified retaining a poor-performing employee has experienced their own “hidden growth killers” in action.
And it’s not just those at the top who are susceptible. Motivators, habits, and beliefs operate similarly in the minds of your leadership team and every other person you employ. The cumulative cost is staggering.
Fortunately, there are research-backed techniques to counteract the “hidden growth killers” and more consistently align our decisions, choices, and actions with our ultimate aspirations. They include the following:
Reduce fear
Until you identify and debunk your fears, they’re guaranteed to drive your thinking and behavior. There are ways to prevent fear-based decision-making. One is to name a specific fear and explore the logic and realistic probability behind it. In most cases, you’ll realize that it isn’t real enough to warrant changing your thinking and behavior. Next, don’t rush into decisions. If you take the time to gather information and weigh logic more than emotion, you minimize fear-dominated decisions. Finally, you should surround yourself with more accomplished people who are willing and able to challenge you to grow beyond your fears.
Slow down and get rational
How we think and what we do are largely the result of habits, some good, some bad. Those habits are engrained and automatic, so one way to overcome negative habits is to slow down. For example, many business leaders are in the habit of being seduced by their own workload. Instead of working on the big picture — such as assessing customer needs or thinking strategically — they become focused on solving something in front of them that seems broken. Rather than give in to that urge, you can slow down and get rational. Compare the value of one activity to another, weighing which has a better long-term payoff. Or determine if someone else could handle the immediate issue and be sure to get over any fear associated with proper delegation.
Leverage your past — both good and bad
Your interpretation of the past affects how you view the present. Our perception of past events skews either negative or positive, which is why two people often remember the same event differently. If you have a past-positive orientation, your past experience will tend to bolster your confidence. But if your orientation is past-negative, you might approach the same situation with fear and dread. You can better leverage your past by contemplating a few questions. What good came from a bad prior experience? Are there alternative explanations for past events? How else can you look differently at what happened in your past? Shifting your thinking can be the key to your future success.
Be careful that no matter how deliberate you are in your efforts to improve, even the most seasoned CEOs make mistakes and experience setbacks. Remain purposeful and take it in stride. In the virtual marathon that you’re running to scale your business, your willingness to stretch and grow, to do the work, and to stick with it are what really matter.
Mark E. Green, author of “Activators: A CEO’s Guide to Clearer Thinking and Getting Things Done” (www.Activators.biz), is a speaker, strategic advisor, and coach to CEOs and executive teams worldwide. He is a core advisor to Gravitas Impact Premium Coaches.
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