Inside The 90™

What separates an underdog from a dark horse? In this episode of Inside the 90, Jami sits down with Johnathan "Skofi" Schofield, founder of Darkhorse Business Systems and Channel Collab, to break down business development for growth-minded companies. Skofi explains why business development can be hard but is never complicated, why your buyer doesn't care about your product, and why the only two reasons anyone buys anything are fear of loss and hope for gain. Using memorable examples, from cheeseburgers to a "complimentary colonoscopy" in a downtown alley, they unpack why referrals win, why brand has to come before promotion, and how to earn the mental real estate that makes the ask feel natural. They close with Skofi's vision for Channel Collab, a local IT community he plans to grow to every continent where humans permanently live.Key Topics- Shifting from an underdog mindset to a dark horse mindset.- What business development really means beyond sales.- Why founder-led sales eventually stalls growth.- Understanding your customer's status quo before talking about yourself.- The two reasons people buy: fear of loss and hope for gain.- The buyer awareness funnel and why brand matters at the top.- Why referrals win and how to earn mental real estate.- Brand versus promotion and why asking too soon breaks trust.- Channel Collab and building local IT communities.Key Chapters0:00 - Welcome and introducing Johnathan "Skofi" Schofield.0:45 - The origin of the Dark Horse name during COVID-19.3:00 - From underdog to dark horse.4:30 - What business development really means.6:00 - When founders call for help and the limits of founder-led sales.8:30 - Why business development is hard but not complicated.10:30 - Knowing your customer's status quo better than they do12:30 - The two reasons people buy anything.15:00 - Brand and the buyer awareness funnel.19:00 - Why referrals win and the power of mental real estate.23:00 - Why coupons and cold offers fail for service businesses.25:30 - The complimentary colonoscopy problem in cold outreach.29:00 - Brand versus promotion.31:00 - Earning the right to have the buying conversation.34:00 - Trust and why asking too soon backfires.35:30 - What Channel Collab is and how it started.38:00 - The vision for Channel Collab chapters worldwide.39:30 - Wrap-up and where to find Skofi.Mentions & CreditsJohnathan Schofield - https://www.linkedin.com/in/johnathan-schofieldDarkhorse Business Systems - https://www.darkhorseone.comChannel Collab - https://channelcollab.comWonder - https://workwithwonder.comEOS - https://www.eosworldwide.comClaude - https://claude.aiClay - https://www.clay.com

In this episode of Inside the 90, Jami and Andrew dig into one of the most misunderstood roles in EOS — the integrator. Andrew breaks down the three core functions of the role: leading the leadership team, bridging the visionary's vision into day-to-day action, and owning the P&L. The conversation covers the natural friction that comes with the visionary-integrator relationship, why the same-page meeting is non-negotiable, and the three paths to finding an integrator — promoting from within, hiring externally, or using a fractional solution as a bridge. Jami also shares the real story behind hiring Wonder's integrator Warren, including the text from Adam Landrum that finally unlocked the decision.Key Topics- The critical difference between an EOS implementer and an integrator.- The three core functions of an integrator: leading the leadership team, bridging the vision, and owning the P&L.- Why the visionary can never fully abdicate P&L accountability to the integrator.- The natural friction between visionaries and integrators — and why it is healthy.- Why the same-page meeting is the most important tool in the V/I relationship.- Three paths to finding an integrator: promoting from within, hiring externally, or going fractional.- Why a great integrator pays for themselves — and why fractional is a bridge, not a long-term solution.Key Chapters0:00 - Introduction and clearing up the implementer vs. integrator confusion.2:30 - The three core functions of the integrator role explained.7:00 - Owning the P&L and why the visionary stays accountable.11:00 - How a visionary should engage with issues beyond the leadership L10.15:00 - Natural friction between visionaries and integrators — and how to navigate it.20:00 - Why the same-page meeting is non-negotiable for the V/I relationship.25:00 - How to find an integrator already on your team.29:00 - Hiring an integrator externally: what to look for beyond EOS experience.34:00 - Fractional integrators: when to use them and their limitations.39:00 - Jami's story: hiring Warren and the text from Adam Landrum that changed everything.44:00 - Final thoughts on building the right visionary-integrator relationship.Mentions & CreditsRocket Fuel - https://www.eosworldwide.com/rocket-fuelKolbe Assessment - https://www.kolbe.comTitus Talent - https://www.titustalent.comVisionSpark - https://visionspark.comWolf Integrators - https://www.wolfintegrators.comTrue FI - https://truefi.ioBeacon and Blade - https://www.beaconblade.comEOS Worldwide - https://www.eosworldwide.comWonder - https://www.workwithwonder.com

In this episode of Inside the 90, Jami and Andrew explore how EOS tools apply long before you have a full team — starting with just yourself. Andrew walks through how he launched his own practice using the VTO, a personal scorecard, and 90-day cycles from day one, while Jami shares how committing to a single niche and one clear story accelerated Wonder's growth. The conversation covers the delegate and elevate framework for making smarter first hires, the entrepreneurial calendar system for protecting your energy, and why it's never too early to start living your VTO — even as a team of one. Key Topics- Why it is never too early to start using EOS tools, even as a solopreneur.- Using the VTO to cast a personal vision before building a business around it.- The power of committing to one story and one niche — and telling it everywhere.- The "car on the lot" framework: know what you are selling before you walk into a room.- Using the scorecard as a solo operator for both accountability and business insight.- Delegate and elevate: how to identify your first hires based on energy, not just workload.- The entrepreneurial calendar system: free days, focus days, and buffer days explained.Key Chapters0:00 - Introduction: Scaling from one to many in professional services.3:00 - Andrew's personal 10-year target and the five rules he set before starting his business.7:30 - Using the VTO from day one: core values, core focus, and 10-year target.12:00 - The solopreneur scorecard: tracking meetings, pipeline, and revenue from week one.17:00 - The car on the lot: committing to one story and sticking with it.22:00 - How Wonder committed to a manufacturing niche and grew faster because of it.26:00 - Delegate and elevate: identifying what drains your energy and who loves doing it.31:00 - The entrepreneurial calendar system: free, focus, buffer, and session days explained.38:00 - Getting into a 90-day rhythm with L10 meetings, even as a solo or small team.42:00 - E-Leap, Visionary by Mark C. Winters, and resources for early-stage entrepreneurs.46:00 - Final thoughts: co-working spaces as a growth tool for solopreneurs.Mentions & CreditsStrategic Coach - https://www.strategiccoach.comE-Leap - https://www.eosworldwide.com/eleapVisionary - https://www.eosworldwide.com/visionaryEOS Worldwide - https://www.eosworldwide.comWonder - https://www.workwithwonder.comFlywheel Coworking - https://www.flywheelgvl.com

In this episode of Inside the 90, Jami and Andrew tackle one of the most common and emotionally charged challenges in business — people issues. Andrew introduces a four-quadrant framework drawn from EOS and Jack Welch's teachings, labeling team members as rats, stars, puppies, or terrorists based on cultural fit and performance. The conversation covers why delaying hard people decisions ultimately hurts everyone, how to address stylistic conflicts between teammates, and practical tools like the clearing model and team charters. Jami also shares his experience using a custom AI management coachto prepare for a difficult conversation — and why giving people space to process can be just as powerful as the conversation itself.Key Topics- The four-quadrant people framework: rats, stars, puppies, and terrorists defined.- Why waiting too long to address a people issue is selfish — to the leader and the employee.- How terrorists recruit puppies and silently destroy A-player culture.- Using the people analyzer alongside the quadrant framework to stay objective.- How to address stylistic conflict between teammates with IDS sessions and team charters.- The clearing model: separating facts from feelings in difficult conversations.- Using AI as a management coach to prepare for tough people conversations.Key Chapters0:00 - Introduction: Why people issues are the most common frustration for business owners.2:30 - The four quadrants explained: rats, stars, puppies, and terrorists.8:00 - Why delaying tough people decisions costs everyone — leader and employee alike.13:00 - How terrorists recruit puppies and erode your best players.17:00 - Using the people analyzer to triangulate and frame an objective conversation.22:00 - How to navigate stylistic conflict between teammates.27:00 - The clearing model: facts and feelings are both true.32:00 - Using a custom AI coach to prepare for a hard conversation.37:00 - Closing thoughts: have courageous conversations early and often.Mentions & CreditsJack Welch - https://jackwelch.comKolbe Assessment - https://www.kolbe.comWorking Genius - https://www.workinggenius.comConscious Leadership Group - https://conscious.isEOS Worldwide - https://www.eosworldwide.comWonder - https://www.workwithwonder.com

In this episode of Inside the 90, Jami and Andrew dig into one of the most common rocks they see in EOS sessions — the marketing rock. Andrew walks through his four stages of marketing maturity, from having no one in the seat all the way to building an internal team alongside a high-trust agency partner. The conversation covers when to hire in-house versus bring on an agency, why the marketing seat must stay engaged with sales, and how creative trade show activation can build brand momentum that outlasts any single event. Whether your team is chasing more predictable sales or figuring out your next marketing hire, this episode gives you a practical framework to move forward.Key Topics- What typically triggers a marketing rock in EOS sessions — unpredictable sales, rebrands, and upcoming events.- The four stages of marketing maturity: from no seat to a full internal team with agency partners.- Why someone must own the marketing seat before bringing in an agency.- The case for starting with an agency before making your first in-house marketing hire.- Why the marketing seat must stay actively engaged with the sales seat.- The First 90 Insights onboarding approach — running strategy and marketing continuation in parallel.- How trade shows and creative activation build brand momentum and internal team excitement.Key Chapters0:00 - Introduction: What is a marketing rock and where does it come from.3:00 - Using unpredictable sales as the lens for building a marketing rock.6:30 - Stage zero and stage one: No seat versus someone accountable for marketing.11:00 - Marketing is building the business of the future.14:00 - Stage two: Bringing in an external agency or freelancer for execution.18:30 - Stage three and four: Building in-house and why most companies skip straight to four.24:00 - Why agency relationships fall flat and the marketing seat problem.28:00 - The First 90 Insights approach: marketing continuation plus strategy in parallel.34:00 - Trade shows as a brand-building tool and the power of creative activation.40:00 - Final thoughts on internal marketing leadership and agency partnerships.Mentions & CreditsInkworks - https://www.inkworks.comKeymark - https://www.keymark.comWork With Wonder - https://www.workwithwonder.comEOS Worldwide - https://www.eosworldwide.com

In this episode of Inside the 90, Jami and Andrew break down how to choose the right EOS Implementer for your business. Andrew walks through the three roles every implementer plays — teacher, facilitator, and coach — and explains why the right fit goes beyond credentials or industry experience. From the free 90-minute meeting to understanding certification levels, you'll get a clear picture of what the evaluation process looks like and what to prioritize. Whether you're brand new to EOS or ready to move from self-implementing to hiring a professional, this episode gives you a practical roadmap for making a confident, informed choice.Key Topics- How most people first discover EOS — through referrals or reading Traction.- The three pillars of the EOS ecosystem: an implementer, the books, and EOS Academy.- The three roles of an EOS Implementer: teacher, facilitator, and coach.- How the free 90-minute meeting works and why every leadership team should do one.- Why light industry experience in an implementer is often better than deep expertise.- The three EOS Implementer certification levels: Professional, Certified, and Expert.- How to stay transparent when you're evaluating more than one implementer.Key Chapters0:00 - Welcome and Jami's experience working with two different EOS Implementers.3:00 - How people typically discover EOS and where to begin.6:30 - The three roles of an EOS Implementer: teacher, facilitator, and coach.11:00 - What the 90-minute meeting is and why every team should do one first.16:00 - The "help first" culture of the EOS Implementer community.19:00 - How much industry experience to look for — and when too much is a problem.23:30 - The three certification levels: Professional, Certified, and Expert.27:00 - Final advice on engaging with an implementer and being open about your process.Mentions & CreditsWonder - https://www.workwithwonder.comEOS Worldwide - https://www.eosworldwide.comTraction - https://www.eosworldwide.com/tractionEOS Worldwide Implementer Directory - https://www.eosworldwide.com/find-an-implementerEOS Academy - https://www.eosworldwide.com/eos-one-systemNeil McLean - https://www.linkedin.com/in/neilmcleaneos

In this follow-up episode of Inside the 90, Jami and Andrew dig into the discipline of managing rocks and scorecards well, the mechanics that turn a vision into real traction. Andrew argues that rocks are simply priorities and scorecards are the early warning system for a business, and that most teams get the mechanism in place without ever building the discipline to truly manage to those tools. Jami shares candid, in-the-moment examples from Wonder, from an AI-driven rock that almost pulled him off course, to new scorecard metrics built around client communication and project visibility. The episode closes with a warning not to let a new metric or mechanism replace an honest issue conversation, and a reminder that mastering rocks and scorecards is an ongoing discipline, not a one-time setup.Key Topics- Rocks as priorities and the discipline of predicting and executing them well.- Why leadership team scorecards are the clearest signal of business health.- Using the issues list as the farm team for future rocks.- The mindset shift that too many incoming issues signals a lack of focus on rocks.- Building creative team scorecard metrics around missing information and rework.- The caution against letting a scorecard mechanism bury the real underlying issue.- Balancing execution-focused rocks with visionary-focused rocks in a dual seat.- Creating scorecard metrics for client communication and project status visibility.- Managing to outcomes rather than micromanaging tasks.Key Chapters0:00 - Introduction and recap of the last episode on vision cadence.1:30 - Rocks as priorities, not a complicated concept.3:30 - Why scorecard health means the business is running smoothly.5:30 - The leadership team's responsibility to manage scorecards, not just track them.8:00 - Getting real when scorecard metrics feel off.10:00 - The issues list as the farm team for future rocks.12:30 - A mindset shift, too many issues signals not enough focus on rocks.15:00 - Managing expectations as a leadership team.17:30 - Creative team scorecard metrics for missing information and rework.20:30 - Caution, don't let a scorecard mechanism bury the real issue.22:30 - Jami's AI rock dilemma and staying focused despite distraction.26:00 - Balancing execution rocks and visionary rocks in a dual seat.29:30 - The delegate and elevate goal behind Jami's brain dump rock.31:30 - Building a scorecard metric around client communication.34:00 - Creating a project status metric to increase visibility.37:00 - Letting go of control by managing to outcomes, not tasks.39:30 - The caution against replacing an honest issue conversation with a new metric.41:30 - Coaching the team through the Outshine lunch and learn.43:00 - The business development scorecard story and adjusting the goal.47:00 - Why accountability to a scorecard goal matters even when results look fine.50:00 - Three closing lessons, get real, love the tools, and see it as a way of life.52:00 - Recommended books and the value of working with an implementer.54:00 - Closing thoughts on rocks, scorecards, and getting back to basics.Mentions & CreditsWonder - https://www.workwithwonder.comEOS Worldwide - https://www.eosworldwide.comTraction Book - https://www.ginowickman.comIssues Book - https://www.eosworldwide.com/issues-bookData Book - https://www.eosworldwide.com/get-dataVisionary Book - https://www.markcwinters.com/visionary-book-dot-com/

In this episode of Inside the 90, Jami and Andrew break down the vision cadence that gives the podcast its name, from 10-year target through three-year picture, one-year plan, and 90-day rocks. Using a live client story, they explore how pairing core focus with a 10-year target creates the soul of a company, the passion that actually rallies a team rather than a vague mission statement. They dig into why three years is the magical timeframe for letting go of present-day constraints, how to build a three-year picture that gives people goosebumps, and how that vision cascades down into annual goals and quarterly rocks. The conversation closes with a reminder that being a visionary is a responsibility, not an ego title, and that none of this works without real discipline in execution.Key Topics- Why core focus and the 10-year target together form the soul of a company.- Digging past generic mission statements to find a company's real reason for being.- The brand birthright and reconnecting with a founder's original spark.- When and how revenue can work as a 10-year target.- Why alignment on vision reduces internal turmoil on a leadership team.- The three-year picture as the magical timeframe for letting go of constraints.- Building a three-year picture as a narrative that creates real excitement.- Cascading vision from the 10-year target down to annual goals and 90-day rocks.- Why being a visionary is a responsibility, not an ego title.Key Chapters0:00 - Introduction and teasing the topic of vision cadence.1:30 - Why Inside the 90 means living in a 90-day world.3:00 - Story of a company regaining its entrepreneurial spirit.5:30 - Combining core focus and the 10-year target as the soul of a company.8:00 - Digging past generic mission statements to find the real why.11:00 - The brand birthright and the founder's original spark.13:30 - Why 10-year targets can range from five to thirty years.15:00 - Revenue as a 10-year target, and when it does or does not work.18:00 - Why alignment on vision matters for a leadership team.20:30 - Andrew and Jami share their own 10-year targets.23:00 - Framing the 10-year target as a rally cry and BHAG.25:00 - Moving from the 10-year target to the three-year picture.27:30 - Why three years is the magical timeframe for letting go of constraints.30:30 - Building the three-year picture as a narrative.33:00 - Revisiting a past three-year picture and seeing real traction.35:30 - Turning the three-year picture into the one-year plan.38:00 - Staying disciplined when priorities shift mid-year.40:30 - Working on the business versus working in the business.43:00 - How much of a rock should be on versus in, by role.45:00 - Rocks as the road that leads to the three-year and 10-year vision.47:00 - Avoiding pencil whipping the vision building process.49:00 - The responsibility of being a visionary.50:30 - Closing thoughts and preview of the next episode on rocks and scorecards.Mentions & CreditsWonder - https://www.workwithwonder.comEOS Worldwide - https://www.eosworldwide.com10x Is Easier Than 2x - https://10xeasierbook.comThe Gap and The Gain - https://gapandgainbook.comVisionary - https://www.markcwinters.com/visionary-book-dot-comRocket Fuel - https://www.amazon.com/Rocket-Fuel-Essential-Combination-Business/dp/1942952317Strategic Coach - https://www.strategiccoach.com

In this episode of Inside the 90, Jami and Andrew are joined by special guest Josh Heller of Crushable to tackle one of the most common questions facing growing businesses right now — how do you actually build an AI strategy? Josh walks through Crushable's tried-and-true framework of identity, operations, and leverage, explaining why most companies skip straight to the fun stuff and pay for it later. The conversation covers the dangers of moving too fast, the rise of custom software over legacy SaaS, and why the companies that can tell the AI story clearly are the ones who will win. Packed with real use cases from the room, this one is equal parts practical and energizing.Key Topics- Why most companies skip identity and jump straight to leverage — and why that backfires.- The Crushable framework: identity, operations, and leverage explained.- Growth mindset vs. optimization mindset when approaching AI adoption.- The Incumbent's Dilemma: why past success can become a liability in an AI-first world.- The rise of custom software and why off-the-shelf SaaS is being reimagined.- Pace awareness: how to move fast enough without creating tech debt and chaos.- Real use cases from the room: proposals, estimating, admissions workflows, and more.Chapters0:00 - Welcome and guest intro: Josh Heller and Crushable.3:00 - What Andrew is hearing inside 20 businesses about AI right now.6:30 - The identity, operations, leverage framework explained.11:00 - What AI identity actually means for your team and your culture.15:30 - Growth architect vs. optimizer: the two mindsets around AI investment.19:00 - Starting with finance: why the CFO is the best first win for AI projects.23:00 - The Incumbent's Dilemma: when what got you here could kill you next.27:30 - Custom software, the death of SaaS support, and tighter feedback cycles.33:00 - Real use cases: Wonderbrand proposals, Diane the AI agent, and admissions workflows.40:00 - The handoff problem and how AI is finally bridging it.45:00 - Pace awareness: hitting the hydration station before you burn out.50:00 - Key takeaways: pace, identity anchored to core values, and coloring outside the lines.Mentions & CreditsJosh Heller - https://www.linkedin.com/in/joshghellerCrushable - https://crushable.aiLovable - https://lovable.devWhisperflow - https://whisperflow.appSalesforce - https://www.salesforce.comFlywheel - https://www.flywheelgvl.comEOS Worldwide - https://www.eosworldwide.comWonder - https://www.workwithwonder.com

In this episode of Inside the 90, the roles flip as Andrew hosts his wife Stacy, a stress specialist and founder of Evolve Beyond Limits. Together they unpack why consistency, not intensity, is the real differentiator between success and failure in both business and life. Stacy breaks down the stress cycle that keeps people stuck in all or nothing thinking, introduces her power of 12 framework for building new habits, and explains why operating at 80 percent capacity actually creates more sustainable growth than chasing 100 percent. The conversation then turns to team dynamics, exploring why consistent EOS rhythms like weekly L10s and quarterly meetings are what quietly compound into real transformation, and what it looks like when Andrew and Stacy fall out of rhythm in their own marriage and business.Key Topics- The stress cycle and how all or nothing thinking leads to burnout.- Finding the sweet spot between extremes for sustainable growth.- The 80 percent rule for staying consistent without burning out.- The power of 12 framework for building new habits and skills.- Practical tricks for consistency, including doing hard things first and asking why.- Scheduling to 80 percent capacity to build in margin and energy.- Why consistency is the real engine behind EOS and team alignment.- What happens to a team's culture when meetings get skipped.- Connecting personal and business consistency to living the EOS life.Chapters0:00 - Introduction, roles reversed with Andrew hosting and Stacy as guest.1:30 - Why consistency, the stress cycle, and burnout.4:00 - Finding the sweet spot between extremes.6:30 - Applying the sweet spot to a workout example.8:00 - The 80 percent rule for individual consistency.10:00 - The flat tire mindset and all or nothing thinking.12:00 - The power of 12 framework.15:00 - Tricks for consistency, doing hard things first and asking why.19:00 - Scheduling to 80 percent and building margin.21:30 - Transitioning to team dynamics and EOS.23:30 - Why consistency is the game in EOS.25:30 - What happens when you skip meetings.28:30 - The trickle effect of an inconsistent culture.31:00 - Why the best time to meet is when everything feels fine.33:00 - Connecting consistency to the EOS life.36:00 - Real talk, when Andrew and Stacy fall out of rhythm.39:00 - Making meetings enjoyable and sustainable.41:00 - What Stacy is building at Evolve Beyond Limits.43:00 - Where to find Stacy and closing thoughts.Mentions & CreditsEOS Worldwide - https://www.eosworldwide.comWonder - https://workwithwonder.comEvolve Beyond Limits - https://www.evolvebeyondlimits.comEvolve Beyond Limits Podcast - https://www.evolvebeyondlimits.com/podcastEvolve Beyond Limits Academy - https://www.stacygissal.com/EBLA