A Trip Around the Sun

As I wrap up a wonderful birthday week, I’ve been reflecting on the many blessings in my life—from my friends and family to my work and the opportunities and experiences that fill my days. This reflection has renewed my sense of gratitude and perspective as I prepare for another trip around the sun.

On a personal note, I’m excited to share that a wedding is right around the corner!

Professionally, I’ve gathered some insights and reflections as we head into the final stretch of the year.

I hope you enjoy the read and would love to hear your thoughts.

Change is Inevitable; Growth is Optional

Change is a constant in today’s business world, reshaping industries and challenging norms. While change is unavoidable, growth is a choice.

Organizations can either adapt to the shifting environment or resist it. Embracing change opens up opportunities for growth, innovation, and competitive advantage. Companies that actively pursue transformation, invest in new technologies, and refine their strategies are those that drive progress and achieve sustainable success.

On the other hand, resisting change often means stagnation. Without a proactive approach to adaptation, businesses risk falling behind, missing out on potential opportunities, and losing relevance in an ever-evolving market.

Ultimately, growth is not a given—it’s a deliberate decision. It requires a mindset that welcomes change, invests in development, and continuously seeks improvement. By choosing to embrace change and pursue growth, organizations position themselves not just to survive but to thrive in a dynamic world.

Sidebar: This applies to Personal Growth and Development as well!

Time to Value

Companies are under pressure to deliver faster, smarter, and more resilient solutions. Economics, rising competition, and the demand for more sustainable operations have put a spotlight on how Midmarket companies approach technology investments. What stands out is the time to value—companies are no longer making tech investments just for long-term goals; they’re laser-focused on immediate, tangible results.

The primary emphasis is on reducing time to market, enhancing customer experiences, and ensuring operations are as lean and agile as possible. The companies that embrace new best practices are the ones who will stay ahead of the curve and differentiate.

Disruption

Working with Midmarket companies is especially exciting because they’re often on the front lines of industry disruption. These businesses, typically more agile than their larger competitors, have been able to break through industry standards by embracing technologies that offer a competitive edge. What makes them unique is their entrepreneurial mindset combined with a willingness to challenge norms. They are often pushing boundaries in industries that are traditionally resistant to change.

Many of these companies have found themselves in an interesting position—either innovating in niche markets or disrupting their larger, more established counterparts. What makes them stand out is their customer-centric focus and their determination to provide customized, flexible solutions. It’s not about following the industry standard; it’s about creating new ones.

Build & Maintain Trust

One of the most rewarding aspects of my work is the building of trust and understanding of our customer's unique cultures. Each company has its own identity, values, and history.

My approach has always been to take the time to learn about each company’s core drivers—what motivates them, how they measure success, and what challenges they face.

Building rapport isn’t just about delivering the right technology; it’s about understanding who they are at their core and aligning solutions to fit not just their business objectives, but also their organizational culture.

This requires patience, empathy, and an open dialogue. The trust that develops from genuinely listening to their needs is invaluable. In many ways, it’s the foundation upon which successful relationships are built.

Trust is earned and once earned it must be maintained.

Foster a Strong Team Culture

Candidly, this is my favorite area of focus. As I continue to develop my leadership skills, seeing and experiencing the impact with my teams is the true reward.

Building a strong team and positive culture is essential. When team members feel heard and valued, they become more engaged and committed. Supporting them through challenges and celebrating their successes are key in building up your people.

I am a big believer in "Setting the Tone." Your attitude shapes the workplace atmosphere. By demonstrating enthusiasm and a positive outlook, you encourage others to do the same. Collaboration enhances productivity, and creating an environment where people feel comfortable being their authentic selves leads to a healthier, more effective team.

It’s been gratifying to see teams embrace this proactive mindset, not just hunting for their next deal, but positioning themselves as strategic partners to their clients. This focus on future opportunities, coupled with ongoing relationship-building, is crucial for a team's long-term success.

To another 584,000,000 Miles

Lastly, give yourself some credit for how far you’ve come. Don’t forget to take time to appreciate and enjoy the journey. Cheers!

Thank you,

-MJS