The "Sizzle Factor": What Actually Makes a Candidate Stand Out

Terry Pham is an entrepreneur and community builder who has spent more than two decades creating experiences that bring people together.As Founder of Fat Straws Boba & Mochi Donuts Co., Terry built a Dallas favorite known for bold flavors, a strong team culture, and memorable customer experiences. Today, he’s also the Community Champion & Movement Builder at Superpowers, where he helps entrepreneurs reach new levels of freedom and growth through structured curriculum, personalized coaching, and tightly connected communities.Whether he’s behind the counter or coaching founders, Terry’s focus stays the same: building relationships that help people grow, succeed, and enjoy the journey.“What You’ll Learn”00:00 – Intro & Welcome01:41 – What You Won’t Find on His LinkedIn02:32 – From Premed to IT: Finding a Love of Learning04:38 – Why a Boba Shop? The Full Backstory05:05 – Growing Up in His Mom’s 7-Elevens07:30 – Taking the Entrepreneurial Leap08:30 – Hitting the Ceiling: Why Nothing Scaled09:55 – Learning to Seek Mentors & Ask for Help11:34 – 24 Years Through Recession, COVID & Tariffs12:52 – The Costly Second Location & the Recession13:35 – Giving Product Away to Survive14:22 – Why “Growth Equals Pain” Held Him Back15:36 – Opening Store #3 Without Being the Engine15:55 – The Hiring Wake-Up Call: “Can You Just Train Us?”17:35 – Discovering His Leadership Style19:55 – Over-Indexing on External Learning22:07 – Joining Superpowers HQ23:39 – What an Executive Assistant Really Is28:05 – The Freedom & Growth Flywheel30:55 – The Final Three31:04 – One Decision That Accelerated His Career34:26 – What Makes Someone Stand Out: Ownership Thinking37:00 – What Terry’s Excited About NowLinks:Troy Ashby on LinkedIn: https://www.linkedin.com/in/troyashby/Terry Pham on LinkedIn: https://www.linkedin.com/in/terry-pham-31b73321/Fat Straws Corp on LinkedIn: https://www.linkedin.com/company/fatstrawsFat Straws Website: www.fatstraws.comSuperpowers Website: www.superpowershq.comSuperpowers assessment platform: https://www.takefrequency.com/

Jimmy J. Tran is an investor, M&A advisor, and civic leader who has spent his career helping businesses grow, scale, and sell. He founded Oak Lawn Group in 2010, an investment firm focused on real estate and other income-producing assets. He also serves as an M&A Advisor at Optima Mergers & Acquisitions, guiding middle-market business owners through the sale of their companies, and he's active in the startup world as both an investor and advisor.Before that, Jimmy led Corporate Strategy and M&A for a $10B+ business segment at CBRE, the world's largest commercial real estate services company. There he drove $2B+ in acquisitions and helped triple earnings over eight years. He started his career as a management consultant at Bain & Company in Dallas, Hong Kong, and Singapore, and holds four degrees from SMU and two from Harvard.Jimmy is also deeply invested in Dallas. He is Vice-Chair of the City of Dallas Economic Development Corporation, where he was part of the inaugural board. He has served on boards including the SMU Simmons School of Education and the Harvard Business School Club of Dallas, and he is a DBJ 40 Under 40 honoree.Jimmy enjoys planning extensive family vacations (both domestic and abroad), working out and spending time with his wife, 3 kids and rescue dog.“What You’ll Learn”00:00 – Intro & Welcome01:43 – What You Won't Find on His LinkedIn01:46 – A Refugee Family's Story & Growing Up a Twin04:38 – Was Management Consulting the Plan?05:34 – "A Jungle Gym, Not a Ladder"07:04 – The Mustard Seed: How Bain Got in His Head08:08 – Inside Bain: The Ultimate Training Ground09:51 – Getting the Call: A Case in Hawaii11:39 – Working Abroad at Bain Singapore & Hong Kong12:52 – What Bain Taught Him About Solving Problems13:33 – Going In-House: Corporate Strategy & M&A at CBRE15:55 – Leaving Corporate America at 4016:04 – Pursuing FIRE: Financial Independence, Retire Early19:19 – Why You Must Verbalize Your Goals21:00 – The Accountability That Made It Real22:07 – Selling His Own Business & Joining Optima M&A23:39 – The Middle-Market Deal Space Explained24:55 – Negotiating Against Sophisticated PE Buyers25:25 – What Most Owners Get Wrong About Selling27:01 – Beyond the Number: The Terms That Matter28:55 – The "Silver Tsunami" Driving the Deal Wave29:29 – What to Do Today to Prepare for an Exit33:20 – The Final Three33:22 – One Decision That Accelerated His Career34:26 – The Fastest Way to Stand Out: Humble & Hungry35:52 – What Jimmy's Excited About: The World Cup in Dallas39:11 – Where to Find Jimmy & His Business RoundtableLinks:Troy Ashby on LinkedInhttps://www.linkedin.com/in/troyashbyJimmy Tran on LinkedInhttps://www.linkedin.com/in/jimmytranOptima Mergers & Acquisitions on LinkedIn:https://www.linkedin.com/company/the-optima-teamOptima Mergers & Acquisitions Website:https://www.theoptimateam.comThe Deal Table Podcast:https://www.youtube.com/@thedealtablepodcast

Guest Bio:Suresh Narayanan is an entrepreneur, investor, and aviation executive with deep roots in the aerospace industry and a strong belief in putting people first. His passion for aviation started early, growing up around the repair station his parents opened after his father’s career as a Concorde mechanic.A pilot himself, Suresh has built an impressive career across aerospace engineering, MRO, aviation operations, and mergers and acquisitions. Before founding Jets MRO, he worked alongside his brother at Aerospace Quality Research & Development, helping grow the aerospace engineering, repair station, and military jet modification business. He later served as COO of JSX and has continued to play a key role in aviation growth and leadership.Following Jets MRO’s acquisition by FlyHouse, Suresh now leads FlyHouse’s maintenance operations across the country. He is also a member of YPO and serves on the board of the Frontiers of Flight Museum.Suresh holds a bachelor’s degree from Florida State University and an MBA from Southern Methodist University. Outside of work, aviation remains a passion, both professionally and personally—as he continues to look for ways to raise the bar for the industry and the people who make it possible.“What You’ll Learn”00:00 – Intro & Welcome01:46 – What You Won't Find by Searching Him01:58 – Why Family Comes First02:26 – The Company Policy Inspired by Summer Camp05:15 – How He Ended Up in Aviation06:14 – Falling in Love With the Industry07:12 – The Aviation Maintenance Talent Shortage07:43 – Why Aviation Was Failing Its People09:12 – Using Numbers as a Scoreboard10:08 – Full Transparency & the Growth Plan10:37 – Why Work-Life Balance Matters12:03 – Professionalizing the Maintenance Organization12:31 – How He Drove Turnover to Almost Zero14:54 – The Value of Peer Groups Like YPO15:50 – Building a Company to Sell17:47 – The Successful Exit18:44 – The Accounting Behind a Clean Exit20:12 – Building With the End in Mind25:02 – Why Most Companies Aren't Transparent26:32 – Showing People How to Get Paid More30:29 – Learning to Let Go as a Leader31:26 – How to Stand Out on His Team32:55 – What's NextLinks:Troy Ashby on LinkedInhttps://www.linkedin.com/in/troyashby/Suresh Narayanan on LinkedInhttps://www.linkedin.com/in/suresh-narayanan-78ba3330/FlyHouse on LinkedIn:https://www.linkedin.com/company/flyhouse/FlyHouse Website:https://www.goflyhouse.com/

Guest Bio:Aaron Garcia is an experienced business operator who has spent more than 17 years helping entrepreneurial companies grow and scale. As an Integrator, he helped one organization grow its revenue fivefold in five years by bringing greater discipline, clarity, and accountability to the business.His experience also spans the hospitality and nonprofit sectors, giving him a unique perspective on leadership across different types of organizations. A major turning point in Aaron’s career came when he discovered EOS® through Get a Grip. After implementing the system, he saw firsthand how the right tools could reduce frustration, improve operations, and bring renewed focus and energy to a leadership team.Today, Aaron is passionate about helping leaders turn ambitious ideas into practical execution and build businesses that can grow without losing clarity or accountability.“What You’ll Learn”00:00 – Intro & Welcome01:46 – What You Won't Find on His LinkedIn01:58 – The Acting Dream That Didn't Pan Out02:13 – Realizing It Wasn't Working04:55 – Discovering EOS & Becoming an Integrator05:48 – Visionary vs. Integrator: What's the Difference?06:41 – Why Founders Get Stuck07:07 – How He Coaches Leadership Teams07:33 – Why the Simple Tools Are the Hardest08:27 – The 32,000 Companies Running on EOS10:40 – Why Businesses Hit a Ceiling11:08 – How Big You Need to Be for This to Work12:00 – Getting the Right People in the Right Seats13:44 – Do They Get It, Want It, and Have the Capacity?14:39 – What One Wrong Hire Really Costs16:01 – "Hire Slow, Fire Fast" Explained16:29 – Why Your Team Sees More of You Than Your Family21:23 – Why He Loves This Work21:49 – The Light-Bulb Moments With Founders23:36 – Taking His Own Leap25:48 – Why He Hired His Own Coach26:18 – What He's Most Excited AboutLinks:Troy Ashby on LinkedInhttps://www.linkedin.com/in/troyashby/Aaron Garcia on LinkedInhttps://www.linkedin.com/in/aaron-garcia-eos/Aaron Garcia Website:https://implementer.eosworldwide.com/aaron-garcia/

Schuyler Floyd is a Certified Public Accountant with a background in public accounting and a passion for building businesses that make a difference. He spent eight years in audit and financial due diligence, working with middle-market companies in manufacturing, distribution, and real estate before transitioning into industry.Today, Schuyler serves at LensLock, a technology company providing body camera and dash camera solutions for public safety agencies across the country. He enjoys combining financial leadership with innovative technology that helps strengthen and support local communities.Outside of work, Schuyler and his wife have been married for eight years and recently welcomed their first daughter. He’s an avid home cook, a self-proclaimed coffee snob, and loves traveling to new places whenever he gets the chance.“What You’ll Learn”00:00 – Intro & Welcome01:24 – What You Won't Find on His LinkedIn01:37 – The Value of Middle-Market Public Accounting02:56 – The Career Detour That Didn't Work Out03:46 – Why Going Back to Audit Was the Best Decision05:01 – Making the Jump From Public to Industry05:15 – Why "One Team" Beats the Big-Firm Grind05:49 – What LensLock Does in Public Safety Tech06:14 – The Hardware + Software Behind the Business07:03 – Why Finance Is Tied to Sales07:58 – How COVID Reshaped His Career08:54 – Learning by Watching Your Manager09:20 – Adapting to a Remote Environment10:13 – Flexibility & the Post-COVID Workplace11:52 – What Accounting Programs Should Teach Next13:59 – Balancing Career and Being a Working Parent19:03 – Skills Over Being a "Walking Encyclopedia"19:54 – Why He's Staying at LensLockLinks:Troy Ashby on LinkedInhttps://www.linkedin.com/in/troyashby/Schuylar Floyd on LinkedInhttps://www.linkedin.com/in/schuyler-floyd-16a16212b/LensLock LinkedIn:https://www.linkedin.com/company/lenslockLensLock Website:https://www.lenslock.com/

Thomas Kerkaert is a CPA and Chief Financial Officer with more than 20 years of experience leading finance organizations across manufacturing, construction, and service industries. He has held executive leadership roles in both Nasdaq-listed and private equity-backed companies, helping organizations grow through acquisitions, improve operations, and uncover meaningful cost savings without sacrificing performance.Known for his practical approach to finance and his passion for working alongside entrepreneurs, Thomas enjoys solving complex business challenges and building strategies that create long-term value. His career has been shaped by continuous learning, including the early growing pains of public accounting that helped define his leadership style.Outside of work, Thomas is married, the proud father of four, and one of nine siblings. When he’s not leading finance teams, you’ll find him coaching youth baseball, skiing, working on the ranch, or enjoying time on one of his two boats—both of which, he jokes, are probably one too many.“What You’ll Learn”00:00 – Intro & Welcome01:13 – What You Won't Find on His LinkedIn01:38 – "Grace Under Pressure" — Lessons From His First Mentor03:03 – How He Approaches Feedback03:26 – Learning the Craft on the Starwood Audit04:54 – Deciding Public Accounting Wasn't for Him06:25 – Leaving E&Y When the Timing Was Right06:44 – How Do You Define Success?07:06 – Becoming a CFO at 38 — and Asking "Now What?"09:13 – Making Yourself Valuable09:37 – Moving Into Industry & FP&A10:26 – The Realities of PE-Backed Finance Work14:59 – Why Communication Makes or Breaks a CFO16:33 – Explaining Numbers to Non-Financial People17:19 – What's Next: Becoming an Entrepreneur18:50 – Choosing to Be Responsive & Proactive21:12 – Advice for the Aspiring CFOLinks:Troy Ashby on LinkedInhttps://www.linkedin.com/in/troyashby/Tom Kerkaert on LinkedInhttps://www.linkedin.com/in/tomkerkaert-cpaDouble B Foods LinkedIn:https://www.linkedin.com/company/double-b-foods/Double B Foods Website:http://www.doubleb.com

Raquel Hardy, Senior Director of Accounting Operations at Parkland Health, did not set out to spend three decades in accounting. She enrolled at LSU to become a veterinarian, changed course in her junior year, and landed in accounting because, as she put it on a recent episode of Beyond the Ledger, it was easy and she loved math. That accidental starting point eventually led to a career spanning external audit, government investigations, physician contracting, and full-scope financial operations at one of the largest public hospital systems in Texas.The throughline across every role has been a deliberate commitment to mastering whatever was in front of her. Hardy described her approach plainly: 'No matter what you do, make sure you are learning and pulling nuggets from everything so that you can draw upon them.' That philosophy guided roughly thirteen years in audit, where she worked across vendor contracts, hospital financials, operational reviews, and even investigations through the Louisiana Inspector General's office. Rather than staying in one lane, she used each assignment to build industry knowledge that compounded over time.From auditor to process architectHardy's pivot out of audit was not a clean break. She began to recognize that her real interest was not just in identifying problems, but in fixing them. 'I wanna go a step further. I wanna help them put the fixes in place,' she told host Troy Ashby. That realization pushed her toward physician contracting, an operationally complex area where hospitals face significant regulatory exposure. The skills she had built as an auditor, understanding rules, measuring compliance, communicating findings without creating defensiveness, translated directly into designing the controls and processes those environments required.A sixteen-year tenure at Baylor gave her the stability to move laterally across unfamiliar functions without starting over externally. She credited the organization's willingness to take internal chances on people, while also acknowledging that internal mobility still requires active self-advocacy. When she eventually faced a layoff after those sixteen years, she reframed her job search around capability rather than title. She applied for a role she considered a step down, argued the case for her fit based on what she could deliver, and was offered a higher-level position instead.Leading through change at Parkland HealthToday, Hardy oversees accounting operations at Parkland Health, a county hospital system that required her to learn governmental accounting alongside a new organization and a tenured team accustomed to doing things a particular way. Her scope covers corporate and hospital accounting, consolidation of affiliates, accounts payable, and payroll. The role also placed her over staff who had been in their positions for over a decade, which meant her instinct to move quickly on process improvement had to be tempered by the need to build buy-in first.She drew a direct line from her audit days to the communication skills she now uses to lead change. As an auditor, she learned how to tell someone their process was broken and get them to fix it without triggering resistance. She applies the same logic to operational improvements: sell the outcome, acknowledge the discomfort of transition, and give people a reason to move. 'With any process improvement, there is an uncomfortable period where you will not know what you're doing,' she said. 'But once you get past that point, you will be more efficient.'When asked what she would tell someone earlier in their career, Hardy kept the advice direct: do not put yourself in a box. The auditor identity she held tightly for over a decade was real and hard-earned, but it was also limiting until she allowed herself to transfer the underlying skills into new contexts. For accounting professionals weighing a move outside their defined lane, her career offers a concrete example of what happens when technical depth gets paired with the willingness to apply it somewhere unexpected.Guest Bio:Raquel Hardy is a Certified Public Accountant with more than 30 years of experience in accounting, financial reporting, internal audit, SOX compliance, and process improvement. She currently serves as Senior Director of Accounting Operations at Parkland Health, where she focuses on strengthening financial operations, improving internal controls, and building high-performing teams.Before joining Parkland, Raquel spent several years at Baylor Scott & White, taking on a variety of leadership roles across audit, physician contracting, and corporate accounting. Those diverse experiences shaped her collaborative leadership style and broad understanding of finance operations.Passionate about developing people as much as improving processes, Raquel is dedicated to creating efficient, accurate financial organizations while mentoring the next generation of accounting and audit professionals.“What You’ll Learn”00:00 – Intro & Welcome01:20 – What You Won't Find on Her Resume02:32 – "I'm an Operations Gal" — Defining Her Identity03:41 – Seeing Life as Process Flows04:07 – Starting Out in Audit04:30 – Moving From Audit Into Operations04:36 – Getting Into Physician Contracting06:28 – When People Take a Chance on You09:01 – Surrounding Yourself With Believers10:12 – Why Self-Advocacy Is Hard for Accountants11:02 – Learning Hospital Accounting15:12 – Surviving a Layoff — and a Fast Comeback17:15 – The Feeling of Worthlessness in Transition18:02 – Why Getting Let Go Doesn't Make You a Bad Apple20:34 – Leading Accounting Operations at Parkland20:59 – Learning Governmental Accounting22:17 – Selling Change to a Team24:46 – Take Chances: Advice to Her Younger SelfLinks:Troy Ashby on LinkedInhttps://www.linkedin.com/in/troyashby/Raquel Hardy on LinkedInhttps://www.linkedin.com/in/raquel-hardy-cpa/Parkland Health LinkedIn:https://www.linkedin.com/company/parkland-hospitalParkland Health Website:https://www.parklandhealth.org/

Jed Gifford has built a career around one simple belief: everyone has a unique "Sizzle Factor"® that sets them apart. Known for his ability to spot talent, build relationships, and help people reach their potential, Jed has spent his career connecting opportunity with people.A graduate of The University of Texas at Austin with a degree in Broadcast Journalism, Jed began his professional journey in television news and sports, covering everything from major sporting events and severe weather to human-interest stories. He later transitioned into talent acquisition and leadership development, spending years helping organizations identify, attract, and develop top talent across industries including commercial real estate, automotive retail, and HVAC.Today, Jed is recognized for his extensive network, coaching mindset, and ability to bring out the best in teams and individuals. Whether he's building relationships, mentoring professionals, or helping organizations grow, his focus remains the same: creating meaningful connections and lasting impact.Jed lives in Dallas with his wife, Cherie, and daughter, Avery. He's a passionate sports fan, proud Longhorn, and volunteers with Habitat for Humanity.“What You’ll Learn”00:00 – The "Sizzle Factor" — A Preview00:49 – Intro & Welcome03:34 – From Broadcast Journalism to the Camera04:26 – The Pivot Into Corporate America06:15 – Finding Talent Dynamics & a New Career10:19 – From Media to Talent Acquisition12:22 – Defining the "Sizzle Factor"16:11 – Why "Humbly Confident" Wins21:06 – Spotting Authenticity (and Faking It)23:15 – Standing Out in the Age of AI Resumes24:16 – The Over-Engineering Problem28:45 – The Case for Career Coaching34:15 – Be Coachable: Advocating for Yourself34:34 – Books That Shaped His Thinking36:59 – What Schools Should Teach39:48 – His Own Career Path & Coming Back to Lennox40:57 – Why He Chose Talent Acquisition44:07 – What Gets Him Up in the MorningLinks:Troy Ashby on LinkedInhttps://www.linkedin.com/in/troyashby/Jed Gifford on LinkedInhttps://www.linkedin.com/in/jedgifford/Lennox LinkedIn:https://www.linkedin.com/company/lennox/Lennox Website:https://www.lennox.com/

In a workplace still shaped by hybrid schedules, remote communication and shifting expectations around professional growth, relationships have become more than a soft skill — they are a career advantage. Gallup’s latest workplace reporting shows that global employee engagement has fallen to 20%, reflecting a broader challenge for organizations trying to keep people connected, motivated and invested in their work. For accounting and finance professionals, the stakes are especially high: technical ability may open the door, but relationships often determine who earns trust, gains opportunity and builds lasting influence.How can professionals build the relationships, trust and visibility that turn technical skill into long-term career growth?On this episode of Beyond the Ledger, host Troy Ashby sits down with Felix Lozano, retired Chief Growth Officer and former Director of Audit at Whitley Penn, for a conversation about the relationships that shaped Lozano’s career and the purpose that now defines his retirement. Their discussion spans Lozano’s early lessons in communication, his decades in public accounting, the importance of proximity in a post-COVID workplace and the personal turning point that redirected his time toward philanthropy, family, faith and service.What you’ll learn…00:00 – Intro & Welcome01:56 – What LinkedIn Doesn’t Show About Felix02:54 – 31 Years with the YMCA04:32 – How Relationships Shaped His Career07:27 – First-Generation College & Learning to Communicate10:28 – The Accident That Changed Everything11:39 – Serving South Dallas During COVID15:22 – Philanthropy: Uganda, Guatemala & Peru17:18 – Advice for the Post-COVID Generation19:59 – Presence, Proximity & Saying Yes22:55 – Two Years into Retirement24:13 – Becoming the “CEO of Me”28:48 – What Gets You Noticed and Promoted30:25 – What Felix Is Excited About NextFelix Lozano is a retired Chief Growth Officer and former Director of Audit at Whitley Penn, where he spent 27 years helping businesses grow, developing professionals, and building lasting relationships. Across a 37-year career in public accounting, Felix became known not just for his technical expertise, but for his people-first philosophy: always give more than you receive.Since retiring in 2023, Felix has focused on a purpose-driven chapter centered around family, mentorship, philanthropy, and investing in both businesses and people. He actively supports organizations focused on education, leadership, and community impact, including the YMCA, State Fair of Texas, UT Southwestern Medical Center, Engage Hope, Christian Hands in Action, and Hope Farm.Grounded in faith and driven by service, Felix is passionate about mentoring the next generation of leaders and believes true success is measured by the impact we leave on others.

Work doesn’t feel the way it used to. Between new tech, changing expectations, and the constant pressure to keep up, a lot of people—even those who look successful on paper—are quietly wondering what’s next. In fact, recent workforce studies suggest a large share of employees feel disengaged or uncertain about their next move, despite appearing to have it all together. It’s not uncommon to feel stuck or unsure about your direction right now. And that tension matters: stay where you are too long, and you risk outgrowing your role; move too quickly, and you might step into something that doesn’t fit either.So what should you actually do when you feel stuck? Is it about making a bold leap, or refining your direction with intention and strategy?On this episode of Beyond the Ledger, hosted by Troy Ashby, the conversation dives deep into that very question. Joined by Andrea Carter, founder of Carter Growth, the episode explores how professionals can navigate career inflection points, align purpose with opportunity, and build momentum when progress feels stalled.What You’ll Learn…The 25-Year Career Question That Changed EverythingBuilding a Career at EYWhy Andrea Didn’t Plan to Become a PartnerTaking Risks and Changing Career PathsThe Inflection Point After 25 YearsStarting Carter Growth from ScratchThe Reality of Building a BusinessNetworking That Actually WorksCommon Organizational ChallengesWhy Strategy Fails Without ExecutionAI: From Ideas to ActionFinding Purpose in NonprofitsJoining the Center for Nonprofit ManagementAdvice for Career TransitionsAndrea Carter is a growth-focused executive and operator with more than 25 years of experience helping organizations turn vision into execution. She’s the founder of Carter Growth and has spent her career driving business transformation, operational efficiency, and scalable growth across private, nonprofit, and middle-market organizations.Andrea previously served as a Partner at EY, where she led high-impact initiatives across industries and helped generate over $50 million in new consulting revenue. She’s also taken on leadership roles as a fractional COO and now serves as Chief Operating Officer at the Center for Nonprofit Management, continuing her work supporting mission-driven organizations and community impact.Known for her ability to step into complex environments and create clarity, Andrea is passionate about building organizations that grow with purpose. Outside of work, she’s a proud mom of four, a dedicated St. Louis Cardinals fan, and makes time for a few trips to Napa each year.