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JUNE 2018

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Power

CEOs What do our local corporations' new business leaders think?

Mobile Billing Advantages

Opportunities in Opportunity Zones “Occupational Asthma” Countermeasures

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JUNE 2018

COVER STORY

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Power CEOs: What do our landmark corporations' new business leaders think?

Fresh eyes and new perspectives are at the helm of some of our community’s leading businesses. In Business Magazine explores these new relationships and what they mean for business here. IN BUSINESS

Special Section: Business

Legal Services

MAGAZINE

Guide

JUNE 2018

Owners’

Power

POWER

CEOs

CEOS

What do our local new business corporations' leaders think?

Mobile Billing Advantages

JUNE 2018

Opportun Opportunity ities in Zones “Occupational Asthma”

• INBUSINESSPHX.COM

Countermea sures

THIS ISSUE

Tempe Chamber of Commerce Arizona Small Business Association

FEATURE

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Mobile Billing: Growing Opportunity

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Mia Papanicolaou discusses how businesses can effectively work within the golden triangle of security, ease of use, and value. DEPARTMENTS

PARTNER SECTIONS TEMPE CHAMBER

Smmer 2O18 • tempechamber.org

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Left to right: Darin Sender, Tracy Bullock, Melody Elkin

2018 Business Woman of the Year The Tempe Chamber of Commerce recognized three finalists and announced the winner of the 23rd annual Business Woman of the Year award at the recent 2018 Leadership Conference & Expo. The award recognizes an individual’s excellence in their chosen field and demonstrated leadership within the community. The award honors those who serve as a positive role model to others and are active in community and Tempe Chamber programs. The winner and the finalist for the 23rd annual Business Woman of the Year award are:

Business Woman of the Year 2018: Darin Sender

work as a zoning attorney, she also teaches zoning and land use law in the Master of Real Estate Development program at the W.P. Carey School of Business at ASU. Sender was awarded as the legal Leader of the Year in 2017 by the Phoenix Business Journal. She was a member of Tempe Leadership Class 15 and has served with the Downtown Tempe Community board and the City Planning Commission.

Finalist 2018: Tracy Bullock

Finalist 2018: Melody Elkin

Tracy Bullock is the president of Bullock Training and Development and brings 30 years of business development experience to her Sandler Training business, winning four awards of excellence for business performance. She builds and delivers programs for companies

Melody Elkin is the owner and founder of Sweetest Season Bakery Boutique. Elkin played basketball for ASU, where she celebrated a successful career from 2000– 2002. After a brief stint with the WNBA, she returned to Tempe in 2008 to begin a career

of all sizes in Tempe and across Arizona. Bullock is currently on the boards of the Tempe Chamber of Commerce, iCommand, and is the Chairman of the Board of Ubora, IT. She is the facilitator of the Coffee Connections Leads Group 1 and is an active member of the Chamber’s Women in Business Council. Bullock was noted as a Top 101 Industry Experts by Cambridge’s Worldwide Who’s Who for her work in Global Management Training Development.

in nonprofit leadership and later opened Sweetest Season Bakery from her decades of baking. She opened the brick-and-mortar bakery in December 2016 and has seen triple-digit growth since its opening. Elkin continues to be heavily involved in community engagement, including Tempe Leadership Class 28, serving as the executive director of the Arizona Coalition for Tomorrow, and being a board member of Friends of the Tempe Center of the Arts.

T E M P E C H A M B E R A D V A N TA G E

Te m p e C h a m b e r. o r g

1

Tempe Chamber of Commerce

About Us

The Mission of the Arizona Small Business Association is to foster and empower a thriving Arizona small business community by offering relevant, dynamic, and innovative resources and the highest level of advocacy as THE VOICE of small business in Arizona.

legislation and regulation supporting a pro-business environment. Join ASBA. Be amAZed®

In This Issue

2 3 4 5 6 8

Liability Insurance: What Is It and Who Needs It?

Why Is LinkedIn Such a Valuable Sales Tool for Prospecting Leads?

Will Skipping Sleep Cost You?

I have been sales prospecting for leads since I was knee-high to a duck. From an early age, I was always networking, pitching, etc. I like to think it was my father’s influence in car sales that had something to do with that! It wasn’t a surprise when I began my own career in sales, but I wanted to be different.

Time for an HR Check-Up! Invest Time in Evaluating Your Technology

I wanted to do something that no one else in my industry was doing. Your standard sales I was internally motivated, and extremely competitive — seeking a solution to get me to the top! I had found it — LinkedIn.

smarter and not harder.“

No more cold calls, random door knocking, walking up and down floors in an office building just to get to one person. I finally understood an old adage my father had once said: “Work

Dead or Dying? Central Arizona

Feedback

Briefs

“Security in Place Advances,” “Simplifying AP Automation,” “Flexible Communication App,” “Credit App Challenges Credit Cards,” “Local Standouts Recognized for Achievements and Philanthropy,” “Cyber-Secure Travel?” and “For-Sale-ByOwner Is Online-Enabled”

By the Numbers

tactics — door knocking, cold calls and referrals — had success, but were limited.

Nice Girls Don’t Get the Corner Office – and Other Lies You’ve Been Told About Leadership Improved Hiring, Better Retention, Happier Healthier Employees … and You Just Saved Money

The biggest obstacle for a new salesperson, or “green pea,” is the phone call. As humans,

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13

by Ryan Reyes, MBA, Director of Strategic Partnerships & Initiatives, Arizona Small Business Association

Legislative Efforts Promote FinTech in Arizona

Guest Editor

Tony Chan, Ken Pollack and Josh Thorsvik respond to In Business Magazine’s burning business question of the month.

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ASBA fosters and empowers a thriving small business community by: • bringing relevant and dynamic education and mentoring opportunities • providing innovative and relevant tools business owners can utilize to grow and sustain their business • creating a variety of relevant and dynamic opportunities for members to meet potential clients • working diligently to advocate for

9

Tom Forese, chairman of the Arizona Corporation Commission, introduces the “Power CEOs” issue.

ADVANTAGE

Darin A. Sender is an AV-rated zoning attorney and president and founder of Sender Associates based in Tempe. She received her J.D. from DePaul University College of Law in Chicago and her bachelor’s degree from Arizona State University. In addition to her

we seek out interaction and engagement. However, new salespeople or some salespeople just hate the phone. Phone calls used to be a useful tool, but with the incorporation of “gatekeepers” (AI software, screener voice prompts, etc.), you end up on a dead phone line or

Southern Arizona 3444 N. Country Club Rd. Suite 118 Tucson, AZ 85716 • p. 520.327.0222

leaving a voicemail that never gets returned.

© 2018 ASBA. A publication of the Arizona Small Business Association. For more information or to join ASBA, please contact us at www.asba.com. Section designed by the Arizona Small Business Association.

“time checks” if you get past the secretary. So what’s the new way to sell?

Door knocking is also a thing of the past. There’s nothing worse than unexpectedly walking into a prospect’s office only to receive an “out to lunch” from the front office or the constant

1

45 Arizona Small Business Association

SPECIAL SECTION A BUSINESS OWNER’S RESOURCE TO LEGAL SERVICES

2018

A comprehensive guide to local firms & their areas of specialty for business FEATURING

Engelman Berger Fennemore Craig Gallagher & Kennedy Jennings Haug Cunningham Quarles & Brady Radix Law Snell & Wilmer See more online inbusinessmag.com/legalguide

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Legal

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Wilenchik & Bartness

53

Landmark legislation that opened the doors for women in business dates back only 30 years.

14

CRE

“Phoenix Retail Starts the Year Strong,” “Scottsdale Galleria Targeted for Major Back-Office,” “Own Homes for Adults with Special Needs” and “Three-Car Garages an Option”

16

Healthcare

“MedAvail Technologies Inc. Partners with Banner Health,” “Farm Express Mobile Produce Program Expands” and “Allergic to Work?”

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Technology

“Add Tap, Swipe, Pinch and Zoom Functions to Devices” and “Cryptocurrency Transactions in Real Time”

In the first of a two-part feature on opportunity zones, local attorney discusses the new Opportunity Zone Program created under the recently enacted Tax Cuts and Jobs Act.

29

Books

New releases give fresh insights on business thinking.

30

Nonprofit

Nonprofits shouldn’t be too concerned about effects of the new tax law.

34

From the Top

Miracle Mile Deli is still family owned, and Josh Garcia, grandson of founder, shares the challenges of balancing traditions and ever-evolving relevance through successive generations.

35

Assets

2018 BMW X2 Plus: Plants can naturally purify indoor air.

36

Power Lunch

Farm & Craft: Community Eatery Plus: Resort restaurants can make lunch a get-away experience.

66

Roundtable

Former CNN.com webmaster discusses five red flags businesses should watch out for when hiring a Web designer. ON THE AGENDA

31

Spotlight

Aerospace Conference — Arizona Technology Council Community Boost — Facebook

32

Calendar

Business events throughout the Valley

2018 Business Owner’s Legal Services Guide

JUNE 2018

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INBUSINESSPHX.COM

According to a recent survey by Future Enterprise by Seyfarth Shaw, a multi-disciplinary cross-departmental resource for in-house legal and business leaders, more than half (59%) of business leaders surveyed echoed last year’s greatest management challenge: finding and keeping good employees. www.futureenterprise.com/home#h-survey


June 2018 In Business Magazine is a collaboration of many business organizations and entities throughout the metropolitan Phoenix area and Arizona. Our mission is to inform and energize business in this community by communicating content that will build business and enrich the economic picture for all of us vested in commerce.

PARTNER ORGANIZATIONS Kristen Merrifield, CEO Alliance of Arizona Nonprofits (602) 279-2966 www.arizonanonprofits.org Jess Roman, Interim Chief Executive Officer Arizona Small Business Association Central Office (602) 306-4000 Southern Arizona (520) 327-0222 www.asba.com Steven G. Zylstra, President & CEO Arizona Technology Council One Renaissance Square (602) 343-8324 www.aztechcouncil.org Doug Bruhnke, Founder & President Global ChamberÂŽ (480) 595-5000 www.globalchamber.org Julie S. Cook, President NAWBO Phoenix Metro Chapter (480) 289-5768 www.nawbophx.org Anne Gill, President & CEO Tempe Chamber of Commerce (480) 967-7891 www.tempechamber.org Our Partner Organizations are vested business organizations focused on building and improving business in the Valley or throughout Arizona. As Partners, each will receive three insert publications each year to showcase all that they are doing for business and businesspeople within our community. We encourage you to join these and other organizations to better your business opportunities. The members of these and other Associate Partner Organizations receive a subscription to In Business Magazine each month. For more information on becoming an Associate Partner, please contact our publisher at info@inbusinessmag.com.

ASSOCIATE PARTNERS Ahwatukee Foothills Chamber of Commerce ahwatukeechamber.com Arizona Chamber of Commerce & Industry azchamber.com Arizona Hispanic Chamber of Commerce azhcc.com The Black Chamber of Arizona phoenixblackchamber.com Chandler Chamber of Commerce chandlerchamber.com Economic Club of Phoenix econclubphx.org Glendale Chamber of Commerce glendaleazchamber.org Greater Phoenix Chamber of Commerce phoenixchamber.com Greater Phoenix Gay & Lesbian Chamber of Commerce gpglcc.org Mesa Chamber of Commerce mesachamber.org North Phoenix Chamber of Commerce northphoenixchamber.com Peoria Chamber of Commerce peoriachamber.com Phoenix Metro Chamber of Commerce phoenixmetrochamber.com Scottsdale Area Chamber of Commerce scottsdalechamber.com Surprise Regional Chamber of Commerce surpriseregionalchamber.com WESTMARC westmarc.org

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June 2018

VOL. 9, NO. 6

Publisher Rick McCartney

Editor RaeAnne Marsh

Art Director Benjamin Little

Contributing Writers Drew Barton

Graham Chapman

MANAGE YOUR CASH. AND CASH IN.

David Corbin Mike Hunter Stephanie Jarnagan Ed Kilroy Adam Levin

You can tackle extended payment terms and get cash back through a business credit card that delivers.

Joy Lutes

Learn more ways to own your cash at enterprisebank.com/cashin.

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Kassidy McDonald Mia Papanicolaou Marc L. Shultz Richard Tollefson ADVERTISING

Operations Louise Ferrari

Business Development Louise Ferrari

Member FDIC EQUAL HOUSING

LENDER

Russ LaFlash Camron McCartney Parker Shipe Cami Shore

Events Amy Corben

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Renaissance Phoenix Downtown For sponsorship or early bulk registration, email us at event@inbusinessphx.com

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President & CEO Rick McCartney

Editorial Director RaeAnne Marsh

Senior Art Director Benjamin Little

Financial Manager Tom Beyer

Office Manager Allie Schimmel

Accounting Manager Todd Juhl Corporate Office InMedia Company 1 N. 1st Street, Sixth Floor Phoenix, AZ 85004 T: (480) 588-9505 info@inmediacompany.com www.inmediacompany.com Vol. 9, No. 6. In Business Magazine is published 12 times per year by InMedia Company. POSTMASTER: Send address changes to InMedia Company, 1 N. 1st Street, Sixth Floor, Phoenix, AZ 85004. To subscribe to In Business Magazine, please send check or money order for one-year subscription of $24.95 to InMedia Company, 1 N. 1st Street, Sixth Floor, Phoenix, AZ 85004 or visit inbusinessphx.com. We appreciate your editorial submissions, news and photos for review by our editorial staff. You July send to editor@inbusinessmag.com or mail to the address above. All letters sent to In Business Magazine will be treated as unconditionally assigned for publication, copyright purposes and use in any publication, website or brochure. InMedia accepts no responsibility for unsolicited manuscripts, photographs or other artwork. Submissions will not be returned unless accompanied by a self-addressed, stamped envelope. InMedia Company, LLC reserves the right to refuse certain advertising and is not liable for advertisers’ claims and/or errors. The opinions expressed herein are exclusively those of the writers and do not necessarily reflect the position of InMedia. InMedia Company considers its sources reliable and verifies as much data as possible, although reporting inaccuracies can occur; consequently, readers using this information do so at their own risk. Each business opportunity and/or investment inherently contains certain risks, and it is suggested that the prospective investors consult their attorney and/ or financial professional. Š 2018 InMedia Company, LLC. All rights reserved. No part of this magazine July be reproduced or transmitted in any form or by any means without written permission by the publisher.

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TOM FORESE, ARIZONA CORPORATION COMMISSION

Leadership Paving the Way

Fresh eyes bring new perspective. That’s always a good thing, especially when those fresh eyes come out of the C suite of some of our community’s best businesses. Whether the result is affirmation of the direction business is already following or charting new paths, The Valley, and Arizona overall, enjoys the expertise of the leadership of major businesses who continue to be pillars of our economy, plus that of new companies moving here. And, of course, from the local successes that scaled from startups to national and international stature. Arizona has a rich history of entrepreneurial spirit, and that spirit of opportunity lives on today. The Arizona Corporation Commission is a driver of economic development, and we are committed to making the Commission operate at the speed of business. As chairman of the ACC, I strive to make Arizona the place to do business in the Southwest. By 2019, all corporation filings will be completely paperless, making it even easier for those doing business in our great state. Being business-friendly is a priority of mine at the Commission, and to that end we are working on a business one-stop that would tie several state agencies into one online portal, allowing people to get all necessary licenses and filings completed without making multiple trips downtown. It is an exciting time for economic growth in Arizona, and I am committed to seeing that growth continue. There’s new leadership at the helm of some of our community’s leading businesses. Some are even new to the Valley of the Sun. But they were eager to share their perspectives with In Business Magazine for this issue’s cover story — perspectives that cover the major economic and employment sectors: healthcare, banking, insurance and public utilities. What impact is our community having on them, and what impact may they have on our community? Complementary views are shared in the Feedback feature as locally based small businesses share how they stay grounded in their community as they look outward and expand beyond their original location. In business operations, billing is a core foundational element. But in the evolving best practices, digital methods are becoming more important — and raising new concerns over security, ease of use and value. Mia Papanicolaou discusses this in her feature article on mobile billing. By the Numbers explores the tremendous impact of landmark legislation HR5050, bringing what many now accept as common sense to the ability of women to found, own and run a business. Roundtable looks at the always-timely topic of Web design by considering how to choose the right developer. And a healthcare article offers a checklist for businesses to create a healthier work environment as we head into the heavy allergy season. The annual legal guide presented in this issue has been updated to offer businesses a resource for the myriad challenges they face, from long-term planning to unexpected crises. With relevant information that ranges over diverse topics, In Business Magazine is focused on helping business grow. I hope you enjoy this issue; I’m pleased to help bring it to you.

Tom Forese currently serves as the chairman of the Arizona Corporation Commission. In that capacity, he has focused on implementing policy that furthers economic development and energy efficiency and eliminates burdensome regulation. Prior to his service at the Arizona Corporation Commission, Forese served in the Arizona House of Representatives. There, he served as chairman of the Commerce Committee, chairman of the Higher Education Committee, chairman of the International Relations Committee and member of the Appropriations Committee. As an executive in the private sector, Forese has focused on job creation and education.

Sincerely,

Rick Weekly McCartney Podcast ® hosted by

OUR PODCAST Join us for interesting, informative and inspiring conversations with top local businesspeople in the Greater Phoenix area. Listen now at inbusinessphx.com.

Tom Forese Chairman, Arizona Corporation Commission

CONNECT WITH US:

Lead and Lead More Great leadership is something we, as business owners,

empowering others, building a structural foundation and

talk about a lot. We read about it and we take stock

acknowledging greatness while constantly questioning

in much of what we take in. This is all good. We see

one’s self all but ensures being on the right track.

strong leadership, we see mediocre leadership and

We want to thank Tom Forese for leading this issue

we see weak leadership. I think it is safe to say that

and sharing the ACC’s efforts to ensure we remain a

strong leadership is what propels us, motivates us and

great place to build and do business. His insight and

can get us to our goals. The Valley is home to many

(dare I say it) leadership are making Arizona a stronger

leadership groups — Greater Phoenix Leadership, Valley

place to grow and build business. We hope you enjoy

Leadership, Scottsdale Leadership and more. The very

this issue. We also want to thank Neil Giuliano, CEO

notion of taking the lead and accomplishing something

of Greater Phoenix Leadership, for his terrific idea of

great is what all these great organizations have in

talking to new, local CEOs about their perspectives on

common. There are many styles, but to advocate for

our business community. —Rick McCartney, Publisher

Owners’

Legal Services

MAGAZINE

Guide

JUNE 2018

IN BUSINESS

Special Section: Business

Power

POWER

CEOs

CEOS

What do our local new business corporations' leaders think?

Mobile Billing Advantages

JUNE 2018 • INBUSINESSPHX.COM

THIS ISSUE

Tempe Chamber of Commerce Arizona Small Business Association

Opportun Opportunity ities in Zones “Occupational Asthma” Countermea sures

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VALLEY LEADERS SOUND OFF

How do you stay grounded as a locally owned and operated business while growing it and expanding from your initial location?

FEEDBACK QUESTION: Let us know what you want to know from the Valley’s top business leaders. editor@inbusinessphx.com

For all past Feedbacks go online to inbusinessphx.com and see what Valley executives think on various business topics.

JUNE 2018

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TONY CHAN

KEN POLLACK

JOSH THORSVIK

Founder and Owner Snoh Ice Shavery Sector: Restaurants

Owner and President Babbo Italian Eatery Sector: Restaurants

Co-Founder and Co-Owner Keep It Cut Sector: Barbershops

It is important to stay connected to the Phoenix local community and show support to locals as well. We like to cater to our customers’ demands. But we also feel it’s very important in this city to offer variety, with cultural diversity for economic growth included. Snoh is the first business that is built specifically around an Asian-American dessert. It had been popular in Los Angeles, and we took a risk and opened in Central Phoenix five years ago, aiming to create a different type of cultural food culture and pave the way for more Asian-American businesses to open. Building on the success of Snoh to create opportunity for other AsianAmerican businesses, I’ve learned that is a way to work together to build economic growth for our community. This is also how I have come to start PHX Night Market, the first Asian night-time food festival in Phoenix, which is also an incubator for startup food businesses and retail.

On a personal note, the way I stay grounded is by staying close to my family. I even work with my children on a daily basis. I think it’s always important to surround yourself with like-minded people who have the same values and goals. At Babbo Italian Eatery, we are a team. Many of the employees — both in the kitchen and front of the house — have been with us since the beginning. Over the years, we have all become family. Bussers become servers and servers become managers. All these people have an important place on our team and when you grow up in a company like Babbo, you understand the culture and values. I know that this is what has helped us continue to be so successful in a competitive space. We continue to grow and expand because of our employees that are like family. I also think it’s important that, with every new location, we get involved in the community.

Snoh Ice Shavery snohice.com

Babbo Italian Eatery babboitalian.com

I am reminded that it wasn’t that long ago Jacob and I started earning a salary from Keep It Cut. It took us more than nine years, in two ventures, to receive that very first paycheck. We joked that being in business is one expensive, time-consuming hobby. Now, Keep It Cut is our only employer. As we approach the opening of our fifth and sixth locations this summer, it is hard not to forget how long it took us to get to this place. Each new store feels like we are betting the business on it. What if the customers in that neighborhood don’t like us? Will we be able to attract talented staff? Will this “business” go back to being a hobby? As a small, local business, most people don’t know what we offer. To change that, we target new customers with a free trial to give us a chance. We also have a referral program that encourages these customers to tell their friends. Once in the shop, we can pitch them the value of being a “regular” at Keep It Cut.

PHX Night Market phxnightmarket.com

Ken Pollack is a local restaurateur with 24 years of experience. Pollack opened the first Babbo Italian Eatery in 2002 in Glendale, Ariz. Now, the concept has expanded to eight Valley locations, with a ninth opening in Goodyear in 2019. “Babbo” means daddy/father in Italian. Pollack has four children, all of whom work at Babbo Italian Eatery.

After earning his degree in radiology, Tony Chan pursued a small-business career and from there started connecting with the local community. He established Snoh Ice Shavery in 2013, wishing to bring to Phoenix this unique Asian-American frozen dessert — a cross between ice cream and traditional shaved ice, with a distinctive melt-in-your-mouth texture. Chan is also the co-producer of PHX Night Market and serves on the board of the Asian Chamber of Commerce.

Sign up for the monthly In Business Magazine eNewsletter at www.inbusinessphx.com. Look for survey questions and other research on our business community.

Keep It Cut keepitcut.com Josh Thorsvik, together with Jacob Meltzer, own and run Keep It Cut. Keep It Cut is a local men’s hair salon that uniquely offers unlimited haircut memberships. For a low monthly fee, customers can get as many haircuts as they desire.


QUICK AND TO THE POINT

BYTES

by Mike Hunter

Simplifying AP Automation PaperVision Capture R87 from Digitech Systems simplifies the process of converting to automated Accounts Payable (AP) processes. The new software uses artificial intelligence to automatically recognize invoices, classify them by vendor, and extract all the data the business needs to upload to its accounting application, thus simplifying new form setup; electronically compares details from purchase orders, invoices and goods received receipts — even if they’re housed in different applications — to ensure businesses pay only for what they ordered and received; and improve the accuracy of accounting information using rules to verify data formats like line item totals, zip codes, phone numbers and even valid credit card numbers. digitechsystems.com

Flexible Communication App Designed for the needs of virtual teams, Fleep is a

Security in Place Advances Every day, employees and customers walk through the doors of a business. But has the business owner thought about what’s on those doors that’s safeguarding the business’s people, patrons, products and property? From the point someone enters the parking lot to the core of the company where sensitive information is stored, access control components provide layers of physical security needed to reduce risk to a business. Start with the first layer of defense: the first time someone encounters a building. The right gate locks, card readers, keypads and push buttons prevent unauthorized personnel from gaining access in the first place. Next, consider the exterior doors used to enter the building. Whether they are in a traditional office setting or own a corner pizza place, managers can secure their spaces depending on who needs entry to certain areas. For instance, specialized locks, monitoring systems and access control devices can be configured to allow anyone to enter during regular business hours but require authorized credentials at all other times. Access control also gets personal. Individual offices, common area cabinets and flexible working spaces need their own levels of monitoring. For instance, executive offices, document control, data center spaces, even

retail displays and supply cabinets can be programmed to meet the needs of an individual employee as well as allow managers to see who accesses what and when. Each day a business opens its doors to its employees and customers. Now is the time to make sure those doors are secured the best way possible to protect what matters most. —David Corbin, director of Product Management for Access Control Accessories at ASSA ABLOY Electronic Security Hardware (www.assaabloyesh.com)

flexible communication app that streamlines any team’s project management and communication. Created by two of Skype’s founding engineers, Fleep marries the instant messaging of Skype and the internal teamwork of Slack with task management tools that allow users to consolidate everything in one place. It integrates seamlessly with email so non-Fleep users can send and receive Fleep messages from their regular inbox, and even allows a user to communicate with any other Fleep user, even if they’re not on the user’s team. fleep.io

Credit App Challenges Credit Cards Summed is a new consumer-focused alternative to traditional credit cards. Built for use on smartphones, the Summed app enables consumers to split large purchases into smaller payments through simple financing that connects to their debit cards. Unlike credit cards, Summed provides low interest rates, no fees, cash-back rewards and, most importantly, fixed repayment amounts. That way, consumers know exactly how much they’ll owe and when they’ll complete their repayments. The app essentially works similar to providing mini personal loans that let consumers avoid the toxic snare of revolving credit while freely making their purchases, and there are no penalties for early repayment. The staged rollout began this past April. summed.co

ASSA ABLOY offers industry-leading sustainability-conscious products with Environmental Product Declarations (EPDs) that include a product’s life cycle assessment and serve as a way to quantify the product’s environmental impact, and Health Product Declarations (HPDs) that report the content of a product along with its associated health and other related information. assaabloyesh.com

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QUICK AND TO THE POINT

LOOKING GOOD

Local Standouts Recognized for Achievements and Philanthropy ACHIEVEMENTS

MRA Associates a Best Places to Work Phoenix-based MRA Associates, a leading independent and wealth management firm, was recognized earlier this year on the first national list of its kind in the industry. Presented by InvestmentNews, the leading source for news, analysis and information essential to the financial advisory community, the Best Places to Work for Financial Advisors survey and recognition program is dedicated to identifying and recognizing advisory firms that empower, encourage and inspire employees to provide their clients with the best possible investment and wealth management advice. mraassociates.com

ON Semiconductor a World’s Most Ethical Company ON Semiconductor Corporation, driving energy-efficient innovations, was recognized by the Ethisphere Institute, a global leader in defining and advancing the standards of ethical business practices, as one of the World’s Most Ethical Companies for the third consecutive year and is one of only six honorees in the Electronics & Semiconductors industry, underscoring their commitment to leading with integrity and prioritizing ethical business practices. In 2018, 135 honorees were recognized, spanning 23 countries and 57 industries.  ethisphere.com

PHILANTHROPY

Swim Lessons to Combat Drowning In Arizona, drowning is the leading cause of unintentional death among children ages 1–4. To support National Drowning Prevention Month in May, all 12 Aqua-Tots Swim Schools throughout Phoenix gave away one free month of swim lessons every day from May 1–31, totaling 31 months of free swim lessons for 31 winners — all in an effort to reduce drowning in our local community. Aqua-Tots Swim Schools is the worldwide leader in swimming instruction and water safety courses with state-of-the-art, year-round indoor facilities. aqua-tots.com

CopperPoint, USI Support Wounded Warrior Project Earlier this year, USI Insurance Services and CopperPoint Insurance Companies presented The Wounded Warrior Project with $10,000 for its work with veterans and military service members. The donation was made through CopperPoint’s charitable matching program for its select agency partners, which matches agency donation dollars, doubling the impact of charitable giving. copperpoint.com usi.com

Cyber-Secure Travel? It has been recently reported that digital hotel door locks can be compromised by simple tweaks to their in-built security software, according to research from a cybersecurity firm. The hardware kit used to clone keys involves scanning the RFID tag or mag stripe included in a card key, which is then copied by a small device which is then able to generate a huge number of extra keys in a matter of minutes. In fact, thousands of hotel rooms around the world can be accessed by bad actors. Smart hotels use technology to create more convenience for the busy traveler where amenities can be accessed with a click or touch of a screen, but they can also be a hotbed for hackers and scammers. From room keys that use facial recognition, to sensors attuned to guests, to televisions that talk back, touch screen surfaces, smart toilets and temperature controls, these connected devices can have vulnerabilities that can turn a traveler’s dream vacation — or sensitive business trip — into a nightmare.

With smart hotels and connected rooms, the hotel is collecting troves of data and hackers and scammers are standing by looking to cash in on a hotel guest’s personal and financial data. Hotel systems are only as safe as their security measures. Connected devices rely on the Internet to function, which increases their attackable surface. What should savvy travelers do who want the “smart” hotel experience but don’t want to be a target? Use long and strong passwords that don’t repeat across sites; opt to use a VPN (Virtual Privacy Network) when using hotel Wi-Fi; enable two-factor authentication on all devices; and make sure to never click on strange links that may look like they are coming from the hotel but are actually spoofed, leaving the guest’s device infected with malware. —Adam Levin, founder of CyberScout (cyberscout.com) and author of Swiped: How to Protect Yourself in a World Full of Scammers, Phishers and Identity Thieves

For-Sale-By-Owner Is Online-Enabled Valley couple Colleen and Allan Crommett founded fsboTECH a year ago, bringing a new option to the real estate market. Their intent was to help the home sellers in the For Sale By Owner (FSBO) marketplace by enabling them to use tools such as Multiple Listing Service without having to pay the typical 6-percent commissions to the listing agent and the buyer’s agent — all through the fsboTECH website. All services are included in the basic package, and the home will be listed on MLS within one day of having professional photos taken. Buyers and sellers communicate and schedule viewings on the website — including making offers and digitally signing their Purchase Agreement when a deal is reached. All legal documentation is built in to the fsboTECH.com package, which includes digital signature capability for forms. The click of a button then sends the transaction to escrow.

This is the latest in an industry that has been experiencing a lot of growth in home-selling options. Among others is a listing service that charges the home seller a set-up and back-end fee. Other homeselling services offer the convenience of a guaranteed immediate sale, buying the home as-is and then fixing up the property to put it on the market at a more advantageous price. The Crommetts’ aim is to let people manage their own sale process by giving them tools to effectively market their own homes, professional photography and hands-on professional help with hosting open houses. There will be fees to the seller for the sale itself, based on the sales price, but by removing the real estate agent from the sale, fsboTECH enables the seller to keep, on average, 6 percent more of the money in the sale. —Mike Hunter fsboTECH, LLC fsboTECH.com

woundedwarriorproject.org

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It has been recently reported that digital hotel door locks can be compromised by simple tweaks to their in-built security software, according to research from a cybersecurity firm, cautions Adam Levin, founder of CyberScout (cyberscout.com) and author of Swiped.


METRICS & MEASUREMENTS

Women in Business Can Thank H.R. 5050 Landmark legislation that opened doors dates back only 30 years by Joy Lutes

Thirty years ago, some U.S. states had laws that precluded women from obtaining a business loan without a male relative to cosign for them — even if that male were an underage son. The National Women’s Business Council, which does research into the women’s business ecosystem, and the Women’s Business Centers, managed by the U.S. Small Business Administration, did not exist. Additionally, the U.S. Census was not collecting data from woman-owned C corporations, and therefore there was a common misconception that most woman-owned businesses were very small or the women were simply self-employed. Thankfully, a group of women, including some leaders from the National Association of Women Business Owners, worked with elected officials in Washington, D.C. to address those issues and remove those obstacles to women business owners. The legislation that resulted, commonly known as HR 5050 but formally titled the Women’s Business Ownership Act, turns 30 years old this year. It established programs and initiated efforts to assist the development of small businesses owned and controlled by women. Thirty years since the passage of HR 5050, too many women business owners still encounter difficulties accessing the capital they need to start or scale their businesses. The 2012 annual report from the National Women’s Business Council demonstrates there is a need to get more money into the hands of women entrepreneurs. Among the key findings were that, on average, men start their businesses with nearly twice as much capital as women ($135,000 vs. $75,000). This disparity is slightly larger among firms with high-growth potential ($320,000 vs. $150,000), and much larger in the Top 25 firms ($1.3 million vs. $210,000). Despite the obstacles they face, woman ownership of business continues to grow. According to the 2017 State of Women-Owned Businesses Report commissioned by American

Capital and Employment 5%:

The federal government’s spending goal for procurement contracts to woman-owned businesses (part of the 23 percent it strives to award to small businesses)

FY 2015:

The only year the federal government achieved its procurementcontract goal, as of FY 2017

4%:

The amount of commercial loan dollars that go to woman-owned businesses (in 2017)

2%:

The amount of venture capital loan dollars that go to womanowned businesses (in 2017)

600,000:

The number of jobs researchers estimate woman-owned businesses would create in five years if women started their businesses with the same amount of money as men

Joy Lutes is vice president of External Affairs with the National Association of Women Business Owners.

Express, women’s entrepreneurship has been rising in the United States for the last two decades, growing as much as 114 percent. These statistics come during times when woman-led companies comprised a little less than 5 percent of all venture capital deals, received a little more than 2 percent of all VC dollars and received approximately 4 percent of all commercial loan dollars. Today, according to the U.S. Small Business Administration, the Women’s Business Centers represents a national network of more than 100 educational centers throughout the United States and its territories, which are designed to assist women in starting and growing small businesses. While research into women business owners has expanded and improved, additional data is always helpful in driving good and sound public policy. The 30th anniversary of this landmark legislation provides an opportunity to assess how far women business owners have come and how we can work together to support their success moving forward.

Growing Numbers 26% to 57%:

Growth from 1992 (four years after passage of HR 5050) to 2002 of woman-owned businesses in the U.S.

1.5 million:

The number of business owned by black women in 2012 (the most recent year surveyed), an increase of 66 percent over 2007

1.4 million:

The number of businesses owned by Latina women in 2012, an increase of 87 percent over 2007

749,197:

The number of businesses owned by Asian women in 2012, an increase of 43 percent over 2007 Source: “Spotlight on H.R. 5050” white paper from NAWBO (www.nawbo.org/one-sheet-hr-5050) and GovTrack (www.govtrack.us/congress/bills/100/hr5050)

Oct. 25, 1988: H.R. 5050, authored by U.S. Representative John LaFalce (D – NY), was signed into law by President Ronald Reagan. govtrack.us/congress/bills/100/hr5050

Founded in 1975, NAWBO is the unified voice of more than 10 million woman-owned businesses in the United States, representing the fastest-growing segment of the economy. NAWBO is the only dues-based organization representing the interests of all women entrepreneurs across all industries and with chapters across the country. With far-reaching clout and impact, NAWBO is a one-stop resource to propelling women business owners into greater economic, social and political spheres of power worldwide. Respected with elected officials in Washington, D.C. and state capitals across the country, recognized in the media as a thought leader on women’s business issues, and joined with corporate partners and other nonprofit organizations who share its mission and expand its influence, NAWBO is the country’s premier women’s business organization. nawbo.org

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PROPERTY, GROWTH AND LOCATION

BY MIKE HUNTER

Phoenix Retail Starts the Year Strong

PHOENIX INDUSTRIAL MARKET Lee & Associates Arizona reports the Phoenix industrial market continues its positive momentum after a record year in 2017, with 1,359,837 square feet of positive absorption in Q1 2018. • Vacancy dropped to 7.5 percent from 7.8.

Based on newly released Q1 data, Colliers International Group predicts the Greater Phoenix retail market is expected to thrive during 2018. Retail expansion is forecast to continue as population grows and the local housing market improves. Permitting activity for new homes has increased, which will support retailers. As shopping centers experience higher demand, rents will grow and demand for these investment properties will rise. Cap rates will likely remain in the range of high-6 to low-7 percent, but prices will rise because of strong fundamentals. In fact, the first three months of 2018 marked the strongest first quarter performance since 2008, as retailers ramped up activity in response to continued economic growth and an accelerating housing industry. Net absorption for the first quarter totaled more than 593,000 square feet. Vacancy in the metro area dipped 20 basis points in the first quarter of 2018, falling to 8.1 percent. The vacancy rate has declined five of the past six quarters and now sits at 110 basis points below one year ago. Vacancy in the East Valley fell to a 10-year low, 7.8 percent during first quarter. Rent growth has varied, but it generally is rising. Asking rents have risen 4.3 percent year-over-year and reached $14.65 per square foot. Asking rents in North Scottsdale rose

more than 14 percent year-over-year, surging to $22 per square foot during first quarter. Investment sales of retail centers slowed during the first quarter, lagging behind the pace posted during the same period of 2017. While sales were curtailed, prices spiked and cap rates averaged in the low-7-percent range. The slowdown in sales was felt most significantly in product ranging $5-10 million. The pace of transactions remained steady in smaller properties commanding $1-5 million. The Greater Phoenix retail climate is improving and shopping centers are becoming more popular as an asset class. The median price rose to $193 per square foot in the first quarter, which is more than a 60-percent increase from the median price of 2017. Colliers International Group Inc. colliers.com

GET REAL

by Mike Hunter

• A total of 13 buildings were delivered in Q1 2018, totaling 917,028 square feet. • Who is buying industrial in the Valley: ◊ REIT/Public – 41% ◊ User – 19% ◊ Institutional – 12% leearizona.com

Scottsdale Galleria Targeted for Major Back-Office

Own Homes for Adults with Special Needs

Expertise in high-performing back-office

Millions of families across America have

product has earned the Phoenix office of

a loved one with special needs and

JLL the exclusive listing assignment for the

have struggled with finding appropriate

Concourse Level of the Scottsdale Galleria –

permanent housing. Luna Azul, a new

a 140,000-square-foot space offering triple

development of 30 homes in North

redundancy and the Class A amenities to

Phoenix, addresses that problem.

attract major, power-dependent back-office

Developed by Mark Roth and located at

tenants to the heart of Old Town Scottsdale.

16th St. and Loop 101, the development

The JLL assignment from Stockdale Capital

is the nation’s first for-sale residential

Partners is exclusive to the Galleria’s

community for adults with special needs.

Concourse Level, which encompasses three

Since residents will own their own homes,

individually sub-metered suites and 17,718

they will be able to customize their homes

square feet that encompasses plug-and-

to fit their needs, and hire in whatever

play with more than 230 workstations, eight

level of help they require. The project broke

conference rooms, four private offices and a

ground last month and the first residents

break area, all served by Cat6 wiring, a white

can expect to move in mid-next year.

noise system and 17-foot slab-to-deck

lunaphx.com

ceiling height. jll.com/Phoenix/en-us

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Total vacancy in Metro Phoenix’s retail sector dropped from 9.2 percent in Q1 2017 to 8.1 percent in Q1 2018, according to Colliers International Group.

Three-Car Garages an Option Camelot Homes, a third-generation homebuilder in Scottsdale, launched a three-car garage option for attached single-family luxury homes at Adero Villas in Fountain Hills. Noting the option is rare for attached homes in the Valley, Cammie Hancock Beckert, managing director of Camelot Homes, says, “Buyers in the area are looking for convenience and extra space in luxury living.” Adero Villas include 44 luxury patio homes with spectacular mountain views of Adero Canyon in Fountain Hills. The award-winning homes, which range from 2,550 square feet to 2,745 square feet, are aimed at residents looking to “lock and leave” with low maintenance in a gated community. camelothomes.com

Photos/renderings courtesy of JLL, Launch Real Estate and Camelot Homes (bottom, l to r)

◊ Private – 28%


Criminals Have A Plan To Steal Your Money. 1

2

3

Make sure two people approve every wire, every time.

Always verify changes in vendor payment instructions via telephone or in person with someone you know.

Tell employees you will never communicate payment instructions via personal email.

At Bank of Arizona, we offer a variety of fraud prevention services that can help you detect and prevent criminal activity. Call us today to discuss how we can help you fight fraud.

Bill Halsted | 602.808.5331 | www.bankofarizona.com

© 2017 Bank of Arizona, a division of BOKF, NA. Member FDIC.

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YOUR BENEFIT IN BUSINESS

WELL WELL WELL

by Mike Hunter

MedAvail Technologies Inc.™ Partners with Banner Health MedAvail Technologies, a healthcare technology company that has developed and commercialized an innovative self-service pharmacy kiosk solution, has partnered with Banner Health to deploy three MedAvail MedCenters™ in its clinics and hospitals in the Greater Phoenix area. The MedAvail MedCenter™ provides an innovative solution that supports the dispensing of first fill and refill prescription drugs and over-thecounter medications in as little as 90-seconds. The MedAvail MedCenter™ helps integrate all aspects of healthcare, allowing physicians to meet patients’ needs all under one roof. This allows physicians to see a patient, issue and fill a prescription all during the same appointment. Additionally, physicans can take patients to the on-site kiosk to submit their prescription, as well as answer any questions or concerns the patient may have before leaving the clinic — further increasing adherance. Banner Health currently has two MedAvail MedCenters™ installed in the Greater Phoenix area, including Banner — University Medical Center Phoenix and Banner Behavioral Health Hospital in Scottsdale with several other planned deployments this year. —Ed Kilroy, chief executive officer of MedAvail Technologies Inc. (medavail.com)

Farm Express Mobile Produce Program Expands Many Arizonans do not have access to healthy food options, which can lead to chronic health issues such as diabetes or obesity. To make a change and provide resources so residents have access to basic nutritious foods, Blue Cross Blue Shield of Arizona is expanding its partnership with the Discovery Triangle Development Corporation to launch a new Farm Express mobile market. BCBSAZ has supported the Farm Express mobile produce market (formerly known as Fresh Express) since it launched in 2014. The minibus is the second vehicle from Farm Express, increasing the delivery area and extending into neighborhoods without grocery stores or other healthy food sources. The minibus, once a standard passenger bus, has been retrofitted with shelves and a check-out stand to store fresh fruits and vegetables, which are sold to residents in the Central Phoenix, Sunnyslope, and North Phoenix areas at a very low cost. —Mike Hunter

Allergic to Work? Americans miss 24.5 million workdays each year due to “occupational asthma” and lose energy and focus due to sneezing, coughing and watery eyes. And these numbers are getting worse as the number of people with allergies is increasing and global warming, according to the Asthma and Allergy Foundation, is fueling longer allergy seasons. With the EPA saying the lingering cold weather threatens to make this late-blooming allergy season the worst ever, the pollen tsunami rolling through offices here is threatening workplace productivity more than ever before. “Are you allergic to work?” is suddenly a legitimate question! To help employers keep their workplaces healthy this allergy season, local office cleaning experts from Stratus Building Solutions created the Office Allergy Checklist. “Workplace allergies fall under workers’ compensation laws, so, with the Office Allergy Checklist, we’re helping local employers clean up the pollen petri dish that’s invading offices and making people sick,” says Afshin Cangarlu, CEO of Stratus Building Solutions, the nation’s leading green commercial cleaning franchise, whose company can also visit businesses onsite to demonstrate with props how to combat invading allergens and clean up neglected areas. “There are simple steps employers and employees can take to make the office healthier this allergy season.”

OFFICE ALLERGY CHECKLIST

Stop Sprayin’ and Prayin’. Ditch the reliance on fragrances, disinfectant sprays, chemical cleaners, etc. to mask smells and clean spills. Alkaline and acid cleaners contain dangerous chemicals and people are allergic to various scents. Use green, plant-based disinfectant wipes and consider a “scent-free” policy to combat these issues. And if an employee wears a strong perfume or cologne, it might be time to privately ask him or her to stop. Strong scents can aggravate allergies and make colleagues sick. Reward Early Birds and Promote Clean Eating. Pollen gets worse later in the day, so encourage employees to arrive early. Spicy/ bold foods trigger more histamines — sending people into allergy fits. It would be wise to know about employees’ food allergies that may require the office to have a separate refrigerator or microwave to avoid inadvertent food contact. For businesses that bring in lunch, consider catering with allergy-fighting foods, such as fish, walnuts, peppers and strawberries.

azblue.com • discoverytriangle.org/farmexpress nourishingarizona.com

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The 2009 Harvard Alumni Study found that climbing eight flights of stairs a day lowers the average early mortality risk by 33 percent, StepJocky reports. stepjockey.com

Vent Away. Effective filtration is critical during allergy season. Conduct an indoor air quality test to make sure air is recirculated so the system is not sucking in outdoor allergens. Also, minimize workplace humidity (to less than 50 percent) and frequently clean poorly ventilated areas to protect against mold. Plan Projects. Don’t compound the pollen problem with other projects/items that spark allergic reactions. Save office improvement projects requiring painting for the holidays when many aren’t working, because all types of paint can cause allergy issues. Many folks have latex allergies, so eliminate all latex from the office, especially rubber latex products such as rubber bands, balloons, medical supplies and plastic bottles. And if possible, during allergy season, ask the lawn crews to come as early as possible (when pollen isn’t as bad) or late when everyone’s gone home. Celebrate a “Dust Your Desk Day.” Allergy danger zones lurk on desks and behind computers, so throw an office cleaning party to eliminate the desk clutter that’s collecting dust and allergens. Check up on cleaning crews to make certain they’re tackling the office’s dustiest places that rarely get cleaned (keyboards, mice/pads, monitors, computer cords/plugs, window blinds, upholstered furniture, and cubical partitions). Make offices safer, healthier places to work while helping employees cut down on their sneezing and coughing this allergy season. —Graham Chapman Stratus Building Solutions stratusbuildingsolutions.com


INNOVATIONS FOR BUSINESS

TECH NOTES

by Mike Hunter

Add Tap, Swipe, Pinch and Zoom Functions to Devices “Capacitive touch has become mainstream, and we’re continuing to see growth in the number of applications that require low-power, gestureenabled touch surfaces,” says Fanie Duvenhage, vice president of Microchip Technology’s touch and gesture business unit. “The 2D Touch Surface library makes the realization of small touch pads and screens easier and more affordable.” Microchip’s new 2D Touch Surface library enables designers to easily implement touch pads using the company’s 8-bit PIC® and AVR® microcontrollers (MCUs) and 32-bit SAM MCUs, and is available free of charge with the purchase of any compatible MCU. Designed for implementing small touch pads and screens, the 2D Touch Surface library eliminates costs by running on a device’s existing MCU. This removes the need for a dedicated touch controller, giving product designers the flexibility to add finger position tracking and gesture detection, such as swipes, pinch and zoom, to products. The touch library is provided through Microchip’s code configurators: MPLAB® Code Configurator (MCC) for PIC MCUs and Atmel START for AVR and SAM MCUs. Both software tools enable simplified graphical configuration and accelerate development with lean C code tailored for individual project needs. The 2D Touch Surface library is currently available on Atmel START and will soon be available on MCC. Intuitive, attractive user interfaces are central to the success of products, and the 2D Touch Surface library eliminates the need to integrate a costly operating system to fulfill consumers’ smartphonelike interface expectations. The library is well suited for adding touch to a variety of applications across consumer electronics, automotive and industrial industries, such as smart speakers, steering wheels or thermostats. microchip.com

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Cryptocurrency Transactions in Real Time In a new study published in March 2018, Transparency Market Research predicts a compound annual growth rate of 31 percent for cryptocurrency hardware and software from 2017 through 2025. The report estimates that the hardware and software business in this industry will soar from $574 million in 2017 to $6.7 billion in 2025. In introducing the Global Cryptocurrency Benchmarking Study from the Centre for Alternative Finance at University of Cambridge’s Judge Business School, released last year, senior research associate Dr. Garrick Hileman writes, “Cryptocurrencies such as Bitcoin have been seen by some as merely a passing fad or insignificant, but that view is increasingly at odds with the data we are observing. As of April 2017, the combined market value of all cryptocurrencies is $27 billion, which represents a level of value creation on the order of Silicon Valley success stories like AirBnB. The advent of cryptocurrency has also sparked many new business platforms with sizable valuations of their own, along with new forms of peer-to-peer economic activity.” One of the key take-aways of the study is that, “while 79 percent of payment companies have existing relationships with banking institutions and payment networks, the difficulty of obtaining and maintaining these relationships is cited as this sector’s biggest challenge.” Challenges to general acceptance and use of cryptocurrency include a lengthy approval and confirmation process, limiting the customer carrying out the transaction to interact with only one crypto exchange and thereby being shackled to its exchange rate, and complications in managing how the different cryptocurrencies are accessed.

Among the companies seeking to provide solutions for making cryptocurrencies accessible is Israeli startup Virtual Crypto Technologies, founded this past January by a team of entrepreneurs with extensive experience in founding and managing global companies, in research and development, and in cryptocurrencies. It recently launched NetoBit as the first of a series of software and hardware products, designed to enable the purchase, sale and conversions of Bitcoin and other cryptocurrencies via ATMs, tablets, PCs and mobile devices. NetoBit Cash is a tablet device that enables businesses worldwide to securely receive payments in Bitcoin and cryptocurrencies in real time, while enjoying protection against exchange rate volatility and guaranteeing transactions up to a value of $3,000. For example, a restaurant can include its menu on the NetoBit Cash, enabling diners to choose and order meals on the Virtual Crypto tablet and pay with Bitcoin and other cryptocurrencies through the device. The payment is cleared immediately, and the business owner can choose whether to accept the payment in a cryptocurrency such as Bitcoin or immediately convert it through NetoBit Cash into regular (fiat) money, which will be transferred into his or her account. Virtual Crypto will distribute its products through distributors and business partners to small and mid-sized businesses such as cafés, restaurants, and shops; enterprises, such as airlines and tourism companies; government agencies; payment gateways; and online businesses. —RaeAnne Marsh Global Cryptocurrency Benchmarking Study http://bit. ly/global-crypto-study Virtual Crypto Technologies Ltd. virtual-crypto.com

At least 1,876 people are working full-time in the cryptocurrency industry, according to the Global Cryptocurrency Benchmarking Study from the Centre for Alternative Finance at University of Cambridge’s Judge Business School. http://bit.ly/global-crypto-study


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LAW MATTERS TO BUSINESS

The Opportunity Zone Program Taking advantage of a new and significant capital source (Part 1) by Marc L. Schultz

Part 2, next month, will focus specifically on the tax benefits for the investors and the specific investments to be undertaken by an O-Fund.

Marc Schultz is a partner in Snell & Wilmer’s Phoenix office whose practice is concentrated in federal, local and state taxation matters, including complex transactions involving corporate, limited liability companies, limited partnerships, tax exempt entities and real property. Schultz currently chairs Snell & Wilmer’s Tax Credit Finance, Renewable Energy, and Opportunity Zones and Opportunity Funds groups, and is a frequent speaker and panelist on the New Markets Tax Credit program as well as the emerging impact of Opportunity Zones and Opportunity Funds. He is a graduate of Chicago-Kent College of Law (J.D.) and New York University School of Law (LL.M. Taxation) and formerly served on the board of directors for the Arizona Housing Finance Authority as an appointment by Arizona Governor Doug Ducey. swlaw.com

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Buried in the recently enacted Tax Cuts and Jobs Act was the creation of the Opportunity Zone Program. This new federal income tax incentive program is designed to encourage private capital investment in Opportunity Zones — designated distressed communities throughout the United States (including possessions of the United States). Specifically, the Opportunity Zone Program seeks to attract private capital for investment in projects and businesses located in economically distressed areas by providing significant tax incentives to investors in the form of the long-term deferral of taxable gain, a partial reduction in the amount of such long-term deferred taxable gain, and the exclusion of gain resulting from appreciation in the investor’s capital investment. This last tax benefit is generating a tremendous amount of excitement. The Opportunity Zone program was first introduced in 2016 and later re-introduced in early 2017 with bipartisan support as the Investment in Opportunity Act. Conceptually, it is similar to the highly successful New Markets Tax Credit Program and adopts many of the same rules. However, unlike the NMTC Program, the Opportunity Zone Program does not require an overall cap in the amount of its subsidy, and as a result the potential investor base is unprecedented, with an estimated $6 trillion in investment potential. Essentially, anyone who recognizes a gain is a potential investor in this program. In order to understand how to benefit from the Opportunity Zone Program, one needs to understand the following critical components: • Where are the Opportunity Zones (O-Zones) located? • How do you form an Opportunity Fund (O-Fund)? • What are the parameters surrounding the deployment of capital by an O-Fund? • What are the tax benefits available to O-Fund investors? This article will address the first two of the above; next month’s article will address the second two.

OPPORTUNITY ZONES

The United States is divided into approximately 74,000 population census tracts. Each of the 50 states, the District of Columbia and all U.S. possessions have population census tracts that are considered distressed (Distressed Census Tracts) based upon certain economic data, which comprises about 37 percent of all of the census tracts in the United States. Interestingly, the criteria for a census tract to be considered distressed is identical to what is used in the NMTC Program. Twenty-five percent of the Distressed Census Tracts in each state and possession were eligible for nomination for certification by the Treasury Department as O-Zones. As an aside, 5 percent of the nominated census tracts could be tracts that do not qualify as being Distressed Census Tracts but are contiguous to nominated Distressed Census Tracts. Approximately 8,000 census tracts (or 11 percent of all of the

Information about Opportunity Zones is available on the Treasury Department’s Opportunity Zone resource page. cdfifund.gov/Pages/Opportunity-Zones.aspx

existing population census tracts) were nominated and certified by the Treasury Department with the O-Zone designation. The list of designated Qualified Opportunity Zones is available on the Treasury Department’s Opportunity Zone resource page at www.cdfifund.gov/Pages/Opportunity-Zones.aspx.

OPPORTUNITY FUNDS

In order to participate as an investor and obtain the tax benefits described herein, a taxpayer recognizing a gain from the sale or exchange of an asset is required to invest all or a portion of the gain in an O-Fund within 180 days of the date of the sale or exchange. An O-fund serves as an intermediary between the investor and the investment in the O-Zone. An O-Fund is an investment vehicle that is organized as either a corporation or a partnership for federal income tax purposes, is certified by the Treasury Department, and holds at least 90 percent of its assets, on average, in Opportunity Zone Property. Compliance with the 90-percent requirement is tested twice per year, with a monthly penalty for failure to comply. The certification process with the Treasury Department involves self-certification. Treasury has not yet issued any guidance as to what exactly needs to be certified.

DEPLOYMENT OF CAPITAL BY THE O-FUND: OPPORTUNITY ZONE PROPERTY

Opportunity Zone Property (O-Zone Property) may consist of certain stock and partnership interests called “Opportunity Zone Businesses” and certain business property called “Opportunity Zone Business Property.” Effectively, the O-Fund can make an equity investment directly in an O-Zone Business or can acquire O-Zone Property where the O-Fund is the direct owner of such property. The O-Fund cannot make a loan to satisfy the 90-percent O-Zone Property test, but preferred equity should be fine as long as it is considered equity for federal income tax purposes. Finally, because nonprofit corporations do not have stockholders, it is not possible for an O-Fund to invest directly in a nonprofit corporation. That said, it may be possible for an O-Fund to acquire O-Zone Property and lease such property to a nonprofit corporation or for an O-Fund to enter into a joint venture (such as a limited liability company) with a nonprofit corporation.


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Power

CEOs What do our local corporations' new business leaders think? by RaeAnne Marsh Some companies are woven through so much of the fabric of our business community that their impact extends far beyond their individual sector. A handful of such companies here have recently made changes in their top leadership with people newly calling Phoenix home. In Business Magazine, working with Greater Phoenix Leadership CEO Neil Giuliano, explored these new relationships and what they mean for business here.


“Our impression is that the Valley will remain a very attractive area for businesses to locate and grow for many years to come,” says Mike Hummel, Salt River Project’s general manager and chief executive officer, offering a general view as the only one of our sample with a long history in the Valley. And he notes, “For more than a century, SRP has and will continue to provide the essential resources necessary to meet our customers’ water and power needs.” Through partnerships with the Arizona Commerce Authority and Greater Phoenix Economic Council, SRP has been able to attract and support the expansion of some great companies such as Nikola Motor Company, Orbital ATK, EdgeCore and many more, Hummel points out. “These companies are innovating and growing within their own industries and enhancing the Greater Phoenix brand as an innovation hub. “As the Valley grows, so too will our industry. New customers drive the need for expanding infrastructure along with new energy and water supplies. SRP is currently making significant investments in grid modernization technologies, communications infrastructure and constantly seeking ways to expand the use of renewable energies through emerging technologies.” In fact, Hummel characterizes the Valley as being in a great place right now. And his optimism is echoed by our other participants as they share their impression of the local market in terms of its stability and growth potential — overall and in their specific industry. “Phoenix is a vibrant, dynamic and growing metropolitan area that

CopperPoint is proud to call home,” says Marc Schmittlein, president and CEO of CopperPoint Insurance Companies. Noting that Arizona ranked fifth nationwide for job creation, with the Phoenix metro area accounting for 85 percent of new jobs added in Arizona in 2017, he adds, “This is encouraging news for CopperPoint!” J.P. Morgan Private Bank managing director and market manager for Arizona Noreen Bishop points out that, following the recession, the economy in the Phoenix market continues to grow and expand, with corporate headquarters relocating here at higher rates. “We have a fast-growing entrepreneurial ecosystem and greater diversification of industries. All of this bodes well for a stable and growing economy, job growth and personal financial wealth,” he says. With regard to Phoenix being one of the fastest-growing job markets and economies in the United States, Don Pearson, lead region bank president of Wells Fargo & Company’s Desert Mountain region, says, “Whether you are part of its growing workforce or an entrepreneur trying to start a business, Wells Fargo works to provide the best-in-class services and guidance to help our diverse customer base reach their financial goals.” And Pam Kehaly, president and CEO of Blue Cross Blue Shield of Arizona, observing that Forbes’ ranking of Phoenix as one of the nation’s fastestgrowing cities includes an assessment that it offers strong socioeconomic conditions for workers and a booming healthcare industry, says these are “both factors that offer significant growth potential for business- and consumer-friendly insurers like BCBSAZ.”

J.P. Morgan Private Bank

Noreen Bishop Arizona Market Manager Salt River Project strategies to help clients grow and preserve their wealth while leveraging

Mike Hummel

the depth, breadth and variety of JPMorgan Chase & Co.’s comprehensive

General Manager & CEO

Bishop manages a team of professional advisors, providing customized

financial services platform. She has held a number of positions within the company since joining it in 1987. In Arizona since 2008, Bishop serves on the board of Jobs for Arizona’s Graduates, Greater Phoenix Leadership, Arizona Community Foundation and Providence College School of Business. She has been a leading advocate for a number of JPMorgan Chase programs, including Women on the Move and PHX Startup Week. She earned her bachelor’s degree from Providence College and completed an executive leadership program at Smith College.

Hummel has more than 35 years at SRP and has served in several executive-level positions. He holds a M.B.A. from Arizona State University and a B.S. in Electrical Engineering from the University of Arizona. Hummel is a registered Professional Engineer in Arizona and Nevada; and he also successfully completed the Massachusetts Institute of Technology Nuclear Reactor Technology Program. As an active leader on professional, technical and community boards, Hummel currently serves on the boards of trustees of the Arizona Science Center and the University of Arizona Foundation; University of Arizona’s College of Engineering Industry Partner Board; and the boards of directors of Trapper Mine, EPRI, and the Greater Phoenix Chamber of Commerce.

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Major Market Shifts Since status quo is antithetical to growth, the health of a company requires its leadership to identify and align with major market shifts. “This is a time of change and opportunity for SRP and our community,” Hummel says. “Advances in renewable energy, energy storage, energy efficiency and communications technologies provide new ways for SRP to provide an expanding set of choices to meet customers’ needs and wants. “These advances also enable us to enhance our sustainability efforts and reduce our environmental impact. Protecting Arizona’s natural resources is at the heart of SRP’s mission. SRP is working toward a cleaner energy mix, which includes reducing our coal generation, carbon emissions and increasing our use of renewable energy by 2035. “In the area of telecom, two recently completed but separate thirdparty reliability studies have verified the reliability and accountability of the SRP DataStation concept. Launched in 2014 as an innovative, firstof-its-kind in the world pilot project, SRP sees the DataStation concept as a solution that would allow for high enterprise scale data center growth with minimal impact to the community in relation to new power line construction.” Speaking for CopperPoint, Schmittlein notes the company is continuing to evolve from being solely a workers’ compensation insurance provider in Arizona to diversifying its geographic presence and product suite to be more responsive and relevant to its customers, expanding its product suite to include commercial property, general liability, commercial auto and more. “We have been conducting business in Nevada and Colorado for the last few years, and look forward to expanding our brand in those states as well as New Mexico and Utah later this year. With our recent acquisition of Pacific Compensation Insurance Company in Westlake Village, California, we are much better positioned to support our Arizona customers with locations and employees in California.”

“Banking, like so many businesses, is about giving customers what they want, when they want it and how they want it,” says Bishop, offering an overview of issues driving the sector: providing innovative, digital solutions for customers — “Digital everything,” he says — through mobile banking, self-directed investing, online tools and advice — all without sacrificing security. Pearson’s view is closer to home as he says, “There are countless success stories out there that illustrate how we are at our best when we work together. This kind of relationship banking is a hallmark of our company. But as the way we do business and live our lives is constantly changing, we must follow suit. That is why we are harnessing technology to redefine our next generation of capabilities and prioritize research and development that elevates the customer experience.” Describing two of the customer-friendly changes Wells Fargo has made to help customers better manage their accounts, Pearson says, “In March, we introduced automatic zero balance alerts, and we now send more than 18 million real-time alerts a month, enabling our customers to make a deposit or transfer so they don’t overdraw their account. In November, we introduced Overdraft RewindSM, which in its first two months helped more than 350,000 direct-deposit customers avoid overdraft charges by including direct deposits received by 9 a.m. the next day in a re-evaluation of the prior day’s transactions which resulted in a fee.” Kehaly points to three areas of change that she sees as good for BCBSAZ and also benefit its customers. “The first is a shift from volume-based medical care (the number of medical services received — visits, tests, pokes, pricks, etc.) to value-based care focused on health outcomes. This means more coordinated, effective and affordable care. BCBSAZ supports this shift through our Patient-Centered Medical Home Program and our high-performance network solutions, among other efforts.

HonorHealth

Blue Cross Blue Shield of Arizona (BCBSAZ)

Todd LaPorte

Pam Kehaly

CEO

President & CEO With more than 30 years of diverse experience in healthcare, Todd Kehaly is responsible for the strategic direction and financial health of the 1,500-employee company. She is committed to supporting BCBSAZ’s mission by helping residents across the state achieve optimal health. With more than 30 years in the health insurance industry, she has developed an expertise in collaborating with doctors and hospitals to align financial incentives for better outcomes. Prior to joining BCBSAZ, Kehaly served as president of Anthem Inc.’s West Region and Specialty business. She serves on the board of trustees for the Southern California and Nevada National Multiple Sclerosis Foundation, and on the boards of directors for Geisinger Health, HealthCorps and

LaPorte leads an integrated health system with five acute-care hospitals, extensive outpatient services and community services. To advance HonorHealth’s mission to improve the health and well-being of the community, he has promoted innovative technologies and created an expectation for every team member — more than 17,000 clinical and support employees, volunteers and physicians — to make every decision based on what’s best for the patient, one patient at a time. Since joining HonorHealth in 2001, he’s held executive roles where he focused on financial and strategic leadership, most recently as executive vice president and chief administrative officer.

TriWest Healthcare Alliance. She earned her bachelor’s degree in business administration from California State University, Stanislaus.

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“Secondly, our company benefits from an increasing interest in collaborations that improve value. Insurers, employers, providers, and others are looking for new ways to build value together. I believe we’ll see an explosion of innovative solutions as a result, and BCBSAZ will play a role in many. Any new solution that creates value will lift all ships, and I’m excited to see what the next few years will bring. “And finally, the rise of digital solutions that improve the consumer experience of healthcare will directly benefit BCBSAZ. We are leveraging these technologies to help our customers make informed decisions, manage their health, and navigate the system.” Technology is also at the heart of what LaPorte describes as happening with HonorHealth. “HonorHealth has been directing its investments into advanced medical and information technology for convenient access points for patients.

“HonorHealth is pivoting from being just a hospital system that treats patients when they are very sick, to being a healthcare system that promotes the health and well-being of its community: before, during and after hospital visits,” LaPorte says, anticipating a great era for patients. “I believe the healthcare forecast for individual patients and our general community will improve as we move into the next decade specifically with high quality demonstrated through effective outcomes directed by evidence-based practices, satisfying “consumer experience” journeys facilitated by a more coordinated hub of healthcare providers, effective use of continuously advancing automation and technology that allows care to be more accessible and affordable, and ongoing education for young people for the high level of skills required in the delivery of healthcare services reaching all demographics.”

Getting Acclimated Corporate culture may flow across worksite locations, but the Valley has its own unique climate — business as well as environmental. Hummel has been immersed in it over his 35 years with SRP. LaPorte was also already an Arizonan, having grown up in Tucson. “I am a desert rat adopting the pioneer spirit that has magnetized so many to the Southwest,” he says, and adds specifically, “Every time I visit other cities, I return to the Valley thrilled that I live here.” For Schmittlein, “The transition from Connecticut to Phoenix, Arizona has been great! This is a very welcoming community and we felt at home from the very start.” Speaking with us in early May, Kehaly says, “I have very much enjoyed my first few months in Arizona. I have a son who attends ASU, and it has been a delight to live closer to him. And I am invigorated by the entrepreneurial spirit and welcoming community in Phoenix. I realize I

Wells Fargo & Company

Don Pearson Lead Region President for the Desert Mountain Region

haven’t yet lived through an Arizona summer, but I’m getting great advice about staying cool, and the summer months will give me a good excuse to explore northern Arizona!” Phoenix summers also color Pearson’s experience in a positive way: “I love living in Arizona and I’m grateful for the team I work with. It’s been a pretty smooth transition, all around. The summers are hot, but there’s less snow than what I had in the Des Moines, Iowa, winters.” Bishop moved to Arizona 10 years ago to manage Business Banking at Chase, and now, she says, “it is home to me and my family. It is an incredibly welcoming and vibrant business community, generous with its talents and resources, with deep entrepreneurial and innovative roots. As I am now leading the Arizona Private Bank for J.P. Morgan, I continue to feel a shared commitment to community, collaboration and innovation among business leaders, executives, and philanthropists.”

CopperPoint Insurance Companies

Marc E. Schmittlein, CPCU, AAI President & CEO

Pearson leads a team of more than 7,065 team members, including 553 neighborhood banking locations, encompassing community banking operations in the states of Arizona, Nevada, New Mexico and Utah. A veteran of the financial services industry for nearly four decades, he started in the industry as a stockroom clerk before transitioning to leadership roles in credit, marketing, regional finance and operations. A cornerstone of his leadership philosophy is giving back to the community, with more than 2,000 hours of volunteer time since 2009. He also is active on a number of community nonprofit organization boards of directors. Pearson is a graduate of Southern Methodist University Banking School in Dallas.

With more than 30 years of commercial insurance experience, Schmittlein joined Phoenix-based CopperPoint Insurance Companies in 2016 as president and CEO. Schmittlein previously held leadership roles at The Travelers Company as president of its cyber business division and prior to that was co-president of business insurance. Schmittlein holds the designations of Chartered Property and Casualty Underwriter and Accredited Advisor in Insurance. He received his Bachelor of Arts from Allegheny College, Pennsylvania. Schmittlein serves on the board of directors for the Greater Phoenix Economic Council and the advisory board of the Arizona Chapter Juvenile Diabetes Research Foundation (JDRF), and previously served as honorary chair of the Western Connecticut Chapter of JDRF.

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Fitting into the Local Market & Impacting its Economy “The booming healthcare sector in Arizona drives enormous benefit to the state,” Kehaly says. “As a health insurer, BCBSAZ’s role is to ensure our customers are getting the most value from their healthcare dollars. Recent years have seen a steady slowing of the pace of healthcare cost increases, due in part to the products and network solutions offered by insurers like BCBSAZ. “In addition, we strive to support Arizona as a steady and committed local health insurance company. In the rural counties, we remain the sole carrier for individual purchasers of health insurance, and we hope to continue to serve in this role as long as the market remains viable. And finally, we are committed to serving Arizona as an employer of choice, providing 1,500 Arizonans with stable employment and strong benefits.” Similarly, LaPorte says, “I believe HonorHealth’s mission, to promote the health and well-being of our community, is foundational to any successful market. We not only enhance the quality of lifestyle through the security of healthcare services, but we offer a highly skilled workforce to interact within the local economy.” “Wells Fargo believes strongly in the power of small and women-owned businesses to grow jobs and help our communities flourish,” says Pearson. “It’s a positive sign that Wells Fargo’s small-business loan approval is up and we are proud of the fact that we are continuously recognized in Arizona for giving out more small-business loans than any other lender. “In addition, we expand our offerings for our existing small business customers. Wells Fargo is training and hiring team members: More than 11,000 of our branch bankers have completed our Business Advocate Program training, and we are expanding our teams that serve small businesses with $2 million to $5 million in annual revenue. Through Wells Fargo Works for Small Business®, we are delivering a wide range of financial resources, guidance, and services that will help small businesses take the next step toward their goals. Today, wellsfargoworks.com includes a Business Plan Tool, giving business owners a way to create and update a business plan; a Business Credit Center to make it easier to find credit options and increase understanding of how credit decisions are made; and a new Marketing Center to help address the marketing needs of small business owners.” Bishop, noting that JPMorgan Chase & Co. is the largest bank in Arizona, employing more than 10,000 and supporting the three million consumers as well as thousands of businesses large and small, says, “We have senior leadership representing all the major lines of business across our firm, who work collaboratively to provide solutions to clients and the community. We’re committed to making positive change in Arizona and addressing our community’s economic and social challenges. We’re committed to helping Military Veterans with employment, hiring more than 1,100 in Arizona alone. Last year our bank contributed more than $2.8 million to local charities, and our people volunteered 21,000 hours in service to local causes. JPMorgan Chase is part of the fabric of this community. We know that when we promote diversity and inclusion in our entrepreneurial community, we’re supporting prosperity, job creation and economic opportunity for all.” Schmittlein refers to CopperPoint’s 90-plus-year history of strength and stability in the State of Arizona, notes its headquarters at CopperPoint Tower in Phoenix with 325 Arizona-based employees, and says, “We are growing and diversifying. We can now support multi-state operations of our policyholders

INBUSINESSPHX.COM

and offer additional products that help protect the business owner, employees and customers. We continue to make investments to better serve our independent agents and policyholders in Arizona and the surrounding states. “Our commitment to the Phoenix market and the State of Arizona has never been stronger!” Schmittlein states. “At SRP, everything we do is for the betterment of Arizona and our customers,” says Hummel, noting SRP has brought water and power to the desert, enabling economic growth, for more than 100 years. “We are leading efforts to find new and better ways to deliver reliable and affordable water and energy — because this is our home, and the people we serve and the communities in which we live, work and play are our priority.” Pointing to SRP’s collaboration with the Arizona Commerce Authority, Greater Phoenix Economic Development, the tribes and the cities it serves through educational outreach and supporting community betterment efforts, Hummel observes, “In working together, we are able to develop plans and implement actions that add jobs, attract capital investment and diversify the economy of the Valley. “SRP’s stewardship of water resources is at the heart of our strong economy. We have a well-designed and -maintained system of reservoirs, canals, and underground water storage basins that provide a reliable supply of water to our communities and agricultural irrigators — even through extended periods of drought. We are also a leader in efforts to improve the health of Arizona’s forests, which is an important component to the overall water supply and management picture. “Our canal system supports 65 miles of fully developed multi-use paths, which include bikeways, landscaping, lighting, public art and other amenities. Another 13.5 miles are being developed for similar use, and additional canal areas are identified for future enhancements.”

Invested in Community There are multifaceted ways these companies benefit the community, from identifying and addressing workforce development needs to hands-on volunteer efforts. Bishop, Hummel, Kehaly, LaPorte, Pearson and Schmittlein continue their companies’ strong tradition of setting examples for effective programs and actions. To read the full “Invested in Community” section, access this “Power CEOs” article online at www.inbusinessPHX.com. Blue Cross Blue Shield of Arizona azblue.com CopperPoint Insurance Companies copperpoint.com Greater Phoenix Leadership gplinc.org HonorHealth honorhealth.com J.P. Morgan Private Bank am.jpmorgan.com/private-bank/public/gl/en/home Salt River Project srpnet.com Wells Fargo & Company wellsfargo.com

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SMART SUCCESS

Mia Papanicolaou is the COO of Striata, which provides strategy, software and professional services that enable digital communication across multiple channels and devices. The company provides expertise in message design, generation, security, delivery and storage, enabling clients to encrypt, send and store confidential documents; execute integrated marketing campaigns; and distribute high-volume electronic communications. Papanicolaou started her career in South Africa in the media sector before moving to the electronic messaging space, where she served as business director for email marketing eMessageX. She joined Striata in 2006 as head of Email Marketing. Papanicolaou moved to the UK as head of Operations in 2010, after which she moved to the U.S. in 2013 to take up the post of general manager of the U.S. region. She currently heads up North, Central and South American operations. Papanicolaou is a regular speaker on her areas of expertise: secure electronic document delivery and email marketing. striata.com

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Mobile Billing: Growing Opportunity Working within the golden triangle of security, ease of use, and value by Mia Papanicolaou

There was a time, not so long ago, when the best and most effective way of sending a bill to a customer was to deliver it to them by mail. In a world where mobile devices are almost ubiquitous and in constant use, that should no longer the be case. Done effectively, mobile billing — whether app-based or email — is cheaper and more convenient than traditional billing methods. Think about it for a moment. It is estimated that 500 billion invoices a year are sent by organizations (business or government) globally. For any company that still has a large base receiving mailed bills, the return on investment achieved from converting to digital bills is significantly faster than most IT projects and can provide substantial ongoing savings. Mobile billing is also a way of encouraging customer self-service, meaning overall cost-to-serve should reduce. But what does effective mobile billing entail? For a start, any mobile billing initiative should fit within the golden triangle of security, ease of use, and value. Here’s how to make the most of mobile billing.

SECURITY

With the right measures in place, mobile billing can be more secure than more traditional methods. Practically, it’s much simpler to obtain someone’s confidential information by intercepting their post than it is with a device that they have on them constantly. Even so, when it comes to mobile billing, it’s vital that a business ensure the information it sends out is secure, even if the device it ultimately arrives on is not. Due to the proliferation of mobile users globally, security threats directed at mobiles specifically are becoming increasingly sophisticated. Hackers are targeting mobile payment systems as well as mobile browsers themselves. A report from mobile security company Zimperium found

there were more mobile security breaches in the first half of 2017 than in the whole of 2016. Companies that bill via mobile app or email need to take as many steps as necessary to protect the customer’s data. While there is no single, comprehensive federal law regulating the collection and use of personal data in the U.S., there are sufficient state laws in place to make it a must-do rather than a nice-to-have. This starts with fostering the right kind of customer behavior. Businesses should never, for example, send an “amount due” notification in an email, with a link directly to a payment page that asks for banking or credit card details. Recipients familiar with this process won’t think twice about clicking on links in any email and “surrendering” their banking details. This makes them an easy target for fraudsters who send out an “amount due” email that links back to a fraudulent payment page. It’s also important to remember that the biller has no control over the device on which the information will be received. So, to be safe, it’s better that the biller assumes the device is unsecured and takes the necessary steps to encrypt or encode access to the files. If confidential documents or data are made accessible via a proprietary application, the application must not automatically log the user in or store the login details. If it’s not possible to add a security layer into the app process, then each document needs to be protected. To really protect the personal data inside a document, it should be encrypted and password protected with a medium to strong password.

EASE OF USE

Think about it for a moment. What do customers really want to do when they receive or view bills on their mobiles?

“An overall lack of invoice-to-cash automation continues to cost enterprises, in terms of both customer satisfaction and the bottom line,” was the conclusion of the “Globys Research 2017 Survey Results: The State of the Digital Invoicing Experience.” globys.com/resources/blog/digital-invoicing-state-of-2017


BETTERING YOUR BUSINESS

They want to see the things like amount due, due date and how to make a payment. This information should, therefore, be prominently included on the bill in a way that is easy to see no matter what size mobile screen the customer is using. Being able to pay directly from the bill is especially important if this sits outside an Internet banking portal. Not only does it make things more convenient for customers, it also means the business is reducing its days sales outstanding. Meeting this need for ease of use and the above-mentioned need for security can be a delicate balance. While it’s obviously important to keep customers’ information as safe as possible, businesses also need to ensure they don’t make it difficult for them to access this information. Businesses that get those factors right will find moving customers from paper to mobile becomes an easy sell — customers will happily convert when they experience the convenience of a digital bill over a paper one.

Cracked it! Solving complex problems and selling their solutions is critical for personal and organizational success. However, it doesn’t come naturally and most of us haven’t been taught how to do it well. Research shows a host of pitfalls trips us up when we try: We’re quick to believe we understand a situation and jump to a flawed solution. We seek to confirm our hypotheses and ignore conflicting evidence. We view challenges incompletely through the frameworks we know instead of with a fresh pair of eyes. And when we communicate our recommendations, we forget our reasoning isn’t obvious to our audience. How can we do it better? Cracked it!: How to solve big problems and sell solutions like top strategy consultants Bernard Garrette, Corey Phelps and Olivier Sibony

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VALUE

Finally, it’s important that a company’s mobile billing initiatives add value to the relationship the customers have with that company. If a business is just sending out a bill and nothing else, the value it provides is limited. One way for a business to add value is to partner with an electronic billing provider that allows it to communicate with its customers across multiple channels. That way, it can enable the recipients to view their bill on multiple devices, for when they want to dig into the detail on the bill, for example, it’s easier to see or to interact with the data more smoothly on a larger screen. Here’s how that might look: The customer logs into the business’s app to check the basics, such as the amount owed, the payment due date, and where the money needs to be paid. From there, the customer should be able to open an interactive, content-rich version on whichever device she’s most comfortable using (be that a desktop, laptop, tablet or smartphone) should she want to dive deeper into the billing information. Businesses that aren’t charging a fixed fee every month might also provide their customers with a dashboard which shows them how much they’ve paid each month over the past year. Pairing that with some helpful hints on keeping their bill as low as possible will increase the likelihood the business will retain them as a customer. Another way for a business to add value is to make it as easy as possible for its customers to contact it. If they want to query the bill, for instance, they should be able to quickly tap to call or email the business’s customer service department.

Custodians of the Internet In this revealing and nuanced exploration, awardwinning sociologist and cultural observer Tarleton Gillespie provides an overview of current social media practices and explains the underlying rationales for how, when and why these policies are enforced. In doing so, Gillespie highlights that content moderation receives too little public scrutiny even as it shapes social norms and creates consequences for public discourse, cultural production and the fabric of society. Based on interviews with content moderators, creators and consumers, this accessible, timely book is a mustread for anyone who’s ever clicked “like” or “retweet.” Custodians of the Internet: platforms, content moderation, and the hidden decisions that shape social media Tarleton Gillespie Yale University Press

296 pages Available: 6/26/2018

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Switchers Don’t settle . . . SUCCEED in the right career! This book is aimed at those stuck in an unsatisfying job, the wrong profession or an industry that just isn’t a fit. Switchers offers suggestions on how to get unstuck and land a new career that one is genuinely passionate about.

MAKING THE MOST OF MOBILE BILLING

It’s clear that any organization looking to implement an effective mobile billing solution needs to ensure that it’s secure, easy to use, and adds real value to the customer experience. Failing to do so means missing out on the benefits mobile billing provides to both customers and the organization itself — meeting customers in the channel they want to interact, whilst improving payment rates and cost containment. It’s also important to remember that if businesses are going to reap these benefits, they have to stay up to date with the evolving nature of mobile billing. Where customers want a business to be changes all the time; it’s up to the business to keep up.

Available: 7/3/2018

Written by celebrated career coach and psychologist Dr. Dawn Graham, the book provides proven strategies that will get one where one wants to go. The first step is to recognize that the usual rules and job search tools won’t work. Resumes and job boards were designed with traditional applicants in mind. Those who wish to be a career switcher will have to go beyond the basics, using tactics tailor-made to ensure their candidacy stands out. Switchers: How Smart Professionals Change Careers – and Seize Success Dawn Marie Graham AMACOM

288 pages Available: 6/26/2018

According to research last year by Globys, Inc., businesses are missing out on opportunities to improve customer satisfaction and profits due to antiquated processes for dealing with documents, fragmented invoices, lack of personalization and limited functionality in their invoicing. globys.com/resources/blog/digital-invoicing-state-of-2017

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INVESTING IN COMMUNITY

The New Tax Law

And why your nonprofit shouldn’t be too concerned by Richard Tollefson and Michal Tyra

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What do our local new business corporations' leaders think?

Mobile Billing Advantages

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“Givers make their largest gifts in support of ideas in which they believe and have confidence, and which are being pursued by people in whom they believe and have confidence. Confidence in what? Confidence in the organization’s leadership, vision and strategy, financial management and stability, and capacity to raise additional funds.” —Ron Schiller, author of Belief and Confidence: Donors Talk About Successful Philanthropic Partnership

Richard Tollefson is founder and president, and Michal Tyra is director of Client and Community Engagement at The Phoenix Philanthropy Group, an Arizona-based international consulting firm serving nonprofit organizations as well as institutional and individual philanthropists. phoenixphilanthropy.com

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The recent overhaul to our nation’s tax code has many of our clients expressing confusion and concern about how these changes will affect their fundraising efforts. Using the analysis provided in a recent whitepaper by Robert Sharpe of The Sharpe Group, and The Phoenix Philanthropy Group’s own perspective, we hope to combat misinformation and provide some clarity for what nonprofits can expect — and why you shouldn’t be too worried — at least for now. As far as nonprofits are concerned, the new tax plan is a mixed bag. Early on in negotiations, many were concerned that the Charitable Contribution Deduction would be eliminated altogether. This would have raised the cost of making charitable contributions (up to 50 percent), and potentially caused many donors to reduce their giving or eliminate it altogether. Intense lobbying spared the deduction from complete elimination, but it still appeared that changes to the standard deduction would prove harmful. By raising the standard deduction for individual filers from $6,350 to $12,000, and for married and joint filers from $12,700 to $24,000, experts estimated that the new law would reduce the number of those itemizing their returns by up to 95 percent — meaning that many would be forced to make their charitable gifts from their net income rather than their gross income, making giving less attractive. Colette Kamps, CPA, partner at Henry+Horne, argues this fear is misplaced: “Although the increased standard deduction will reduce the number of people being able to receive a tax deduction for donations given, I personally don’t think nonprofit organizations will see a reduction in the donations they receive.” This is because last-minute lobbying by states with high property taxes resulted in an additional $10,000 in state and local tax deductions, which — when combined with the continued opportunity to deduct mortgage interest — means most households in middle- to upper-income brackets will still exceed the standard deduction cap. Kamps also points out that “in addition, in Arizona and other states, available tax credits are a huge incentive for donors. I’ve seen many of my clients receive substantial increases in individual donations as a result of this.” As more than 80 percent of itemized charitable gifts were made by households with an income of $100,000 and above (those most likely to still itemize), these changes should mitigate most of the potential damage done to the nonprofit sector. Additionally, because many lower-income donors tend to give smaller donations, frequently to faith-based organizations, tax experts believe many will continue to give despite the additional cost. So how do we make this informational actionable? Educate the nonprofit’s supporters. While many major donors have wealth advisors and tax attorneys to explain these changes, most lower-income donors do not. They may be tempted to delay or reduce their annual contributions due to confusion or fear about the new law’s implications.

For an in-depth analysis of the implications of the new tax code, please refer to The Sharpe Group at www. sharpenet.com/sharpe-education/.

Nonprofits can use this as an opportunity to proactively reach out to their donors and engage them in a conversation about the new law, and the challenges and opportunities it poses. Focus on mission, values, and impact. Remember, tax deductibility is not the main reason donors give — it’s not even in the top 10. Donors give because they connect with a nonprofit’s mission, identify with its values, and want to help drive its impact. Colette Kamps notes that, from her experience, “once you make that personal connection, tax deductibility becomes somewhat of a side thought.” Tax considerations do, however, have a significant impact on what, how and when donors give. Instead of stressing out about what donors they may lose, nonprofits should double down on what attracted those donors in the first place. Nonprofits should tell their story, tell it often and tell it well. Remember the basics. Philanthropy is highly resilient. The financial crisis of 2008 and 2009 resulted in a significant — and to some devastating — decline in giving. However, recovery in the philanthropic sector has been steady, fast and strong; and giving is at an all-time high. Organizations that survived during and thrived since the downturn were those that focused on the fundamentals: disciplined strategic and business planning; proactive communications, relationship building, and stewardship; diverse, donor-centric opportunities to give; and accountability and transparency. Give the donors options. In times of financial ambiguity, donors appreciate the flexibility to give in ways that work best for them. This may include multi-year pledges; non-cash gifts; blended gifts, including legacy gifts; and others. Don’t overreact. Some donors may view changes to the tax law as a disincentive to giving. However, that’s only one of the factors that govern philanthropy. Tax law changes could well be offset by economic growth, wealth creation at the highest levels, enhanced consumer confidence and increased disposable income — not to mention pressing social issues that philanthropy can uniquely address.


JUNE 2018

Arizona Technology Council and Arizona Commerce Authority and RevAZ

2018 Aerospace, Aviation, Defense + Manufacturing Conference Thurs., June 21 12:30p – 6:00p

Facebook

This is a major opportunity for members of the aerospace, aviation, defense and manufacturing community to connect with potential new partners. For members of the Aerospace, Aviation, Defense + Manufacturing community, the Arizona Technology Council is offering a major opportunity to connect with potential new partners. The Arizona Technology Council, Arizona Commerce Authority and RevAZ are hosting the seventh annual Conference for Arizona’s Aerospace, Aviation, Defense + Manufacturing Community. For defense contractors, the event will be a chance to take the spotlight to explain their needs to subcontractors. Smaller manufacturers and service providers will be able to talk directly with A&D decision-makers to learn how to best meet their requirements. Opening speaker Omeed Jafari, founder and managing partner of Barrington Oaks, will present “The State of Aerospace & Defense: Strategic Challenges & Opportunities. That will be followed by presentations by manufacturers and service providers FARO, InterLink Engineering, 4D Technology Corporation, High Peak Advisors, Flodraulic Group, Inc., and PADT (Phoenix Analysis & Design Technologies). A panel, “Space in Arizona: Converting Arizona’s Economy into a Space-Faring Enterprise,” will be moderated by Alex Rodriguez, vice president of Vector Launch, Inc., with panelists Grant Anderson, CEO of Paragon Space Development Corporation, and Stephen Fleming, vice president at University of Arizona. Then the closing keynote speaker will be Jim Cantrell, CEO and co-founder of Vector. The event will close with afternoon cocktails and networking. —Mike Hunter Arizona Commerce Authority azcommerce.com Arizona Technology Council aztechcouncil.org RevAZ azcommerce.com/programs/rev-az

Members: $40; non-members: $60 ASU SkySong – Building 3

1365 N. Scottsdale Rd., Scottsdale

aztechcouncil.org

Community Boost Mon. – Tues., July 9 – 10 Sessions throughout the day Facebook is touring its Community Boost program to 30 cities around the country, and will be bringing it to Phoenix this summer. Its two full days of programming will be focused on helping small businesses, entrepreneurs and job seekers grow their business and develop new digital skills they need to compete in Arizona’s new economy. Research conducted by Morning Consult and co-sponsored by the U.S. Chamber of Commerce and Facebook suggests small businesses’ use of social media is creating new opportunities. The 80 million small businesses on Facebook represent one of the largest communities of small businesses in the world. Only 10 percent of them pay for advertising – as many see positive outcomes leveraging free solutions. And when it comes to advertising, businesses have indicated that learning how to target ads effectively is extremely important, which is why it’s included in the Community Boost training.  Specifically, the Community Boost is a free program to help train small businesses and nonprofits with information that will help them reach their audiences -- both organically and through advertising. Sessions will be held throughout the day, and attendees will be able to sign up for the sessions that interest them. Facebook presenters train attendees on a variety of topics: online safety, best practices for marketing, Facebook for nonprofits, utilizing groups for your page, Facebook for educators, Facebook for developers, understanding privacy, community leadership and supplier diversity. And digital partners help with training on financial readiness, hiring and talent, supplier diversity and marketing. Each Community Boost event also includes other topics as appropriate to the city where it is being held. When Facebook spoke to the Phoenix community about factors important in hiring employees, three in four said an individual’s digital skills were important, whereas, when asked about where a candidate went to school, fewer than half said that was a factor. —Stephanie Jarnagan 

Rick Weekly McCartney Podcast ® hosted by

OUR PODCAST Join us for interesting, informative and inspiring conversations with top local businesspeople in the Greater Phoenix area. Listen now at inbusinessphx.com.

SAVE THE DATE

Upcoming and notable Java with Mayor Giles and Councilmember Thompson July

9

Mon., July 9 8:00a – 9:00a Mesa Chamber of Commerce

Community forum to provide updates on events and initiatives impacting both District 6 and Mesa as a city. Free Mountain Vista Medical Center, A Steward Family Hospital 1301 S. Crismon Rd., Mesa mesachamber.org

Free Location TBA

JUNE 2018

facebook.com/communityboost

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JUNE 2018 NOTABLE DATES Thur., June 14 — Flag Day Sun., June 17 — Father's Day

Thur., June 21 — Summer Solstice

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JUNE 2018 Tues., June 5

Thurs., June 7

11:30a – 1:00p

11:30a – 1:00p

The Business Growth Cheat Sheet: 5 Ways to Develop Your Revenue Potential

Desert Ridge Neighborhood NAWBO

Arizona Small Business Association

National Association of Women Business Owners - Phoenix

Every day, there seems to be a new way to grow your business. A new method. A new tool. A new tactic. Out of all the different resources and strategies out there, how can one know what really works? How can one discern the gems from the noise? This presentation will cover the five fundamental elements that are essential to realize a business’s true revenue potential.

Speaker and topic TBD Free Mimi’s Café Desert Ridge Marketplace 21001 N. Tatum Blvd., Phoenix nawbo.org/phoenix

Free Arizona Small Business Association

Fri., June 8

4600 E. Washington St., Phoenix

11:00a – 1:00p

‘Your Culture is Your Brand’

asba.com

Greater Phoenix Chamber of Commerce Tues., June 5

11:30a – 1:15p

Learn what’s new and exciting in our local cities at the 10th Annual Meet the Mayors Lunch sponsored by First Bank.

Matt Clyde, president and founder of Ideas Collide, will share key strategies and takeaways to grow business by effectively telling one’s story. Attendees will learn how to get fully invested in the new, modern branding focused on building their story and investing in their people and the community in which they work, live and play.

Members: $30; non-members: $35

Members: $45; non-members: $65

Arizona Broadway Theatre

Pointe Hilton Squaw Peak Resort

7701 W. Paradise Ln., Peoria

7677 N. 16th St., Phoenix

surpriseregionalchamber.com

globalchamber.org

10th Annual Meet the Mayors Lunch Surprise Regional Chamber of Commerce

5

6

7 Wed., June 6

8

12 Tues., June 12

5:30p – 7:30p

Breakfast Presentation

Networking for Professionals

Association for Corporate Growth – Arizona

Business networking mixer. All business industry people are welcome. Complimentary appetizers and Happy Hour Cash Bar. Bring business cards and/or brochures.

Keynote speaker will be Glynis Bryan, Global CFO of Insight since 2007, who has helped guide the company through expansion, recession and into recovery, will speak about her journey and how she is leading Insight in an ever-evolving market.

Members: $10; non-members: $15; at the door: $20 cash Wed., June 6

8:00a – 9:00a

Business Roundtable – Economic Vitality & Expansion

7:00a – 9:00a

Shakers and Stirrers

Cien Agaves Tacos & Tequila

Members: $59; non-members: $79; after June 8: add $10

7000 E. Mayo Blvd., Phoenix

Arizona Biltmore Resort & Spa

networkingforprofessionals.com

2400 E. Missouri Ave., Phoenix www.acg.org/arizona

Chandler Chamber of Commerce The Chandler Chamber adopts pubic policies based on input in accordance with member’s concerns and needs. The Chamber takes direct positions on bills, based upon guiding principles contained in the How We Stand Legislative Document.

Tues., June 12

11:30a – 1:30p

Make Room for Juicy Goodness eWomenNetwork Phoenix/Scottsdale

Chandler Chamber of Commerce

Speaker is Jennifer Phelps, owner of Jennifer Phelps: Organize. Design. Reinvent!, who will share how getting real about saying goodbye (and good riddance!) to a soul-sucking space will ricochet into one’s life for a new confidence and productivity. She incorporates her 4-Tier Signature to create a home or office that supports one’s success — a place to love and thrive in, both personally and professionally.

25 S. Arizona Pl., Chandler

Members: $40; non-members: $50

chandlerchamber.com

Broadway Room @ The Yard TEMPE

Free

ewomennetwork.com

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For more events, visit “Business Events” at www.inbusinessphx.com

Please confirm, as dates and times are subject to change.

149 S. Farmer Ave., Tempe


Wed., June 13

Tues., June 26

7:30a – 9:00a

Noon – 2:00p

Wake Up Chandler

Ask an Expert

Chandler Chamber of Commerce

Chandler Chamber of Commerce

Attendees to this morning networking are invited to bring business cards and brochures and be prepared to give a 30 second commercial about their business.

Ask an Expert is a monthly seminar that invites experts in their field to shed insight and answer questions on topics that are vital to success in today’s business world. Speaker TBD. They will reach out closer to event.

Members: $5; non-members: $10

Members: free; non-members: $10

Arizona Federal Credit Union

Chandler Chamber Office

2200 S. Gilbert Rd., Chandler

25 S. Arizona Pl., Chandler

chandlerchamber.com

chandlerchamber.com Thurs, June 21

Thurs., June 28

5:00p – 7:00p

Business After Hours

after5 Tech Mixer

Glendale Chamber of Commerce

Arizona Technology Council

This event provides an opportunity for Chamber members and their guests to come together in a relaxed atmosphere while sharing ideas, products and services offered. Attendees are encouraged to bring flyers or brochures on their company for the member display table.

MDSL hosts this month’s after5 Tech Mixer, which are designed to unite technologists and business professionals for an evening of networking, food and drinks. MDSL is a world leader in Technology Expense Management and related services and partner with enterprises to provide clarity, control, compliance and cost savings across their global technology estates. Hors d’oeuvres and cocktails are included.

Members: free; non-members: $60 Buca di Beppo Italian Restaurant

Members: free; non-members: $20

16091 N. Arrowhead Fountains Center Dr., Peoria

MDSL

glendaleazchamber.org 13

19

21

5:30p – 7:30p

22

26

Fri., June 22

5343 N. 16th St., Phoenix

28

aztechcouncil.org

29

11:30a – 1:00p

Chamber Connections Gilbert Chamber of Commerce This informal gathering is a fun way to share conversation with other professionals while learning more about businesses and services within our community. Come prepared to meet new friends and build lasting relationships. No agenda; no script - just good food, great company and friendly conversation. $10 (Includes lunch) Rio Rico Mexican Grill Tues., June 19

11:30a – 1:30p

Luncheon Chandler Chamber of Commerce – Women in Leadership Focused on meeting the needs and enhancing the development of women on their professional journey, this monthly event also delivers prestigious keynote speakers. – They will get back to me as soon as they know keynote.

929 N. Val Vista Dr., Gilbert

gilbertaz.com Fri., June 29 Tues., June 26

11:30a – 1:00p

Tempe Chamber of Commerce

Mesa Chamber of Commerce

Event will introduce the incoming board of directors and committee chairs, and present a video program with the 2018 Business Excellence Awards. There are two categories: Large and Small Business of the Year. The awards recognize responsible business leadership and honor those that demonstrate a passion for excellence.

SoHo 63 63 E. Boston, Chandler

Members: $15; non-members: $25

chandlerchamber.com

Red Lobster

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Tempe Chamber of Commerce Arizona Small Business Association

Opportun Opportunity ities in Zones “Occupational Asthma” Countermea sures

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2018 Business Excellence Awards

Women’s Business Connection Renee Castillo is the senior director of Customer Strategy Integration at Salt River Project. She will share her story of career advancement, how to get board appointments, and understanding the value of having and/or being a mentor to give back to women business professionals.

Members: $25; non-members: $35

11:30a – 1:00p

1403 S. Alma School Rd., Mesa

Members: $50; non-members: $65 Doubletree by Hilton mesachamber.org

2100 S. Priest Dr., Tempe

tempechamber.org

If your event is directed to helping build business in Metro Phoenix, please send us information to include it in the In Business Magazine events calendar. Full calendar online. events@inbusinessmag.com

2018 33 JUNE INBUSINESSPHX.COM


MINDING THEIR BUSINESS

Miracle Mile Deli: All in the Family Three generations of tradition and ever-evolving relevance by Kassidy McDonald

LOVE AT THE DELI • Owners of Miracle Mile Deli, George and Jill Garcia, met at the deli when they were just 12 and 15 years old, respectively. • Vice-president Josh Garcia met his wife when she was a customer at Miracle Mile Deli 12 years ago. She came into the restaurant every Friday with her mom for a year, before Josh asked her out. • In fact, countless Miracle Mile Deli employees and guests have found their significant other at the restaurant.

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It’s rare to find a family-owned and -operated restaurant that has been around as long as Miracle Mile Deli. For 69 years, the Garcias have navigated the unique challenges that come with running a family-owned business, such as staying relevant and active within each new generation. Josh Garcia, vice-president of Miracle Mile Deli, works to maintain the balance as he strives to honor the visions his grandfather had for the Jewish deli back in 1949 while implementing his own new twist on the restaurant. He often sits down with his parents and current owners of Miracle Mile Deli, George and Jill Garcia, to discuss what has and hasn’t worked in the past when it comes to specials and new menu items. “I like to put my own twist on things to make our brand current and relevant,” says Josh. “Not only to the loyal Miracle Mile Deli patrons, but also for the millennials and new customers who don’t really know what Miracle Mile Deli is all about.” The deli has loyal customers, team members and family members who try out the potential new items before deciding on what works and what may not sell. The Garcias are true believers that everyone’s opinion matter, and the family takes all feedback to heart. The bottom line is, not everything will work. “When something isn’t working, the best thing you can do is put your ego aside and go back to the drawing board,” says Josh. “Be open-minded about finding something creative for the next opportunity.” The Garcias also discuss as a family how to keep the deli’s longtime customers coming back for more while implementing new ideas to attract younger consumers. Brainstorming led to ideas to grow their social media presence and bring bloggers into the restaurant. They also shifted their approach to include online ordering and third-party delivery services. The Garcia family agrees that a huge part of their success is treating everyone like family, both customers and employees. Miracle Mile Deli’s employees are an integral part of its success. The restaurant has head chefs who have been employees for 30 years and at least 15 employees who have been there 10 years or longer. In fact, the Garcias explain to each team member that the moment they become a part of the team,

In 1960, Miracle Mile Deli’s famous Straw sandwich was just 95 cents.

they aren’t just a person or a number. Says Josh, “They are a member of our family and they are extremely important to each and every other person on our team.” Josh also emphasizes that to expect someone to perform their job to the best of their abilities, it’s important to be empathetic to their personal life. It’s a family value instilled in him; the Garcias understand that their employees are all human and that family is important. “We get it if issues arise, and don’t put pressure on any of our employees to work if they are sick, or their child is sick and they need to take care of them. At the end of the day, this restaurant is a job, and family always comes first,” Josh explains. Staying connected to the community is another challenge the family works together to live up to. The Garcias consider Miracle Mile Deli to be a Valley institution, and strive to keep the food quality the same, no matter what. They also maintain a high level of customer service and satisfaction. This ensures that generations of families continue to come in and bring their kids, who, in turn, remain loyal customers. At Miracle Mile Deli, employee training is very hands-on and extremely detailed. Guidelines for great customer service and food quality set the bar high. To assure their employees understand what is expected of them and to help customers feel they are receiving the best possible service, the Garcias explain to managers and team members exactly what they would like customers to experience from the moment they walk in the door to the moment they leave. “Every team member is an important aspect of ensuring that those standards are exceeded. Our employees know what the clear expectations are so that they can meet and surpass them,” emphasizes Josh. “If the expectations aren’t given or explained, a subpar experience will be had by the customer.” A positive work environment that spills from the kitchen to the dining room is what keeps customers coming back generation after generation. Allowing their team to go above and beyond is the Garcias’ recipe to having a successful family restaurant for nearly seven decades. Miracle Mile Deli miraclemiledeli.com


WE VALUE WHAT WE OWN

Business Special Section:

Owners’

Legal Services

Guide

IN BUSINESS

CEOs

ns' corporatio our local think? What do leaders new business

POWER

BMW’s All-New X2

CEOS

Mobile Billing

Advantages

ities in Opportun Zones

Opportunity

Asthma” sures “Occupational Countermea $4.95 INBUSINESSPHX.COM

JUNE 2018 • INBUSINESSPHX.COM

This newest line by BMW was born out of the success other manufacturers are having with this small crossover class. The BMW X2 fills a void for BMW in that it is an economical and sporty option targeting those who are more active. The 2.0-liter BMW TwinPower Turbo inline 4-cylinder, 16-valve, 228-hp engine is tucked away to provide power and fuel economy. In a small-sized crossover, there is need for a bit of pull and power — which this model delivers. The ambient lighting includes door handle-area lighting, illuminated driver and front-passenger vanity mirrors, front footwell lights, front and rear reading lights, lighting for storage compartment in the center console and six predefined selectable interior light designs for mood lighting and trimstrip illumination. The interior is meant for business. Tight, yet spacious, this crossover hugs each passenger and will take them on a ride or allow for great comfort with ease. The HiFi Sound System has seven speakers and 205-watt digital amplifier for optimal sound, which may be Bluetoothconnected to your device to make for musical accompaniment

JUNE 2018

MAGAZINE

Power

THIS ISSUE

of Commerce Tempe Chamber Association Business Arizona Small

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Get a year of In Business Magazine Subscribe now at inbusinessphx.com

for whatever adventure is determined. The high-gloss black trim with Pearl Gloss Chrome highlight gives a modern “tech” appeal that will get noticed. A matte chrome exterior trim combines a sleek modern look with a sporty “off-road” kind of appeal that makes this model everything from ski-ready and forest-ready to errand-ready and carpool-ready. —Mike Hunter

X2 XDRIVE 28I City: 21 mpg Hwy: 31 mpg 0-60 mph: 6.3 sec. Trans: 8-speed automatic

BMW bmwusa.com

MSRP: $38,400

For a Breath of Fresher Air Plants are more than an esthetic reprieve for our eyes. Since NASA began researching ways to improve air quality for astronauts in closed environments in space, we’ve learned that they can counter some of the toxins our made environment surrounds us with — in addition, of course, to recycling our carbon-dioxide exhalations into the oxygen we need to breathe.

Photos courtesy BMW (top and left)

Areca Palm Like many palms, this

Golden Pothos

Madagascar Dragon Tree

is a general-purpose

This twining

One of the best at

toxin-fighter. Will

houseplant

ridding xylene and

eventually grow to

can clean the

trichloroethylene

six or seven feet tall,

air of carbon

from indoor air.

adding six to ten

monoxide, benzene and formaldehyde.

Does well in low light. Spiky leaves grow to

inches a year.

Toxic to pets if eaten.

a foot or more; the plant, up to six feet.

The E53 X5 was the first Sport Utility Vehicle that BMW produced. Unveiled at the 1999 Detroit Motor Show, it was a four-wheel-drive vehicle, with 62 percent of the torque transmitted to the rear wheels to give the familiar BMW feel of an RWD vehicle. The ride was smooth, and the X5 was marketed as a Sports Activity Vehicle (SAV) by BMW.

2018 35 JUNE INBUSINESSPHX.COM


MEALS THAT MATTER

BY RAEANNE MARSH

Farm & Craft: Community Eatery

VEGAN CEVICHE

Farm & Craft has a split personality — from the breakfast and lunch menu, it’s counter-order and table-delivery; off the dinner menu from 3 p.m. to closing, it’s table seating and waiter-order. What’s most important, however, shines through at all times — healthy food, locally sourced. “Local” is, in fact, so much a focus that the recently opened Phoenix location differs from the original one in Old Town Scottsdale in its particular neighborhood-friendly design and its menu, with one-of-a-kind menu items designed for the area and driven by local suppliers. Part of The Colony on 7th Street north of Missouri, the Phoenix location has a very open and airy farmhouse vibe. High ceilings — finished, rather than left open in the nowcommon industrial look — and uncrowded table-placement is presented in an overwhelmingly white décor. The sense of casual comfort is furthered by a mix of furniture styles. Helping set the mood, a bright neon sign declares, “All I want is food and affection.” There’s a covered patio at the front of the building, thoroughly shielded by umbrellas. And handicap access is from the patio, but the main entrance is the door on the side with “Welcome” above it. The menus are built around four healthy categories: antiinflammatory, probiotic, anti-oxidant and reducing overall

Golden beets, radishes, cherry tomatoes, avocado, lime, tomato chili sauce and cilantro, served with flax tortilla chips

stress, with seasonal and sustainable organic and hormonefree ingredients. The egg-white scramble is a generously portioned and colorful mix that includes all-natural chicken sausage, organic kale and sweet potatoes. Among the flatbread choices is a barbecue chicken with house-made pineapple jalapeño barbecue sauce, grilled chicken breast, mozzarella and parmesan cheeses, black beans, fresh cilantro and lime crema atop Farm & Craft’s distinctive flax and wholewheat dough. There’s a varied selection of bowls and salads, and of course no lunch menu would be complete without a hamburger — in this case, using grass-fed beef from Payson, with Havarti cheese, sun-dried tomato sriracha mayonnaise, avocado and mixed greens on a whole-wheat bun. Drinks range from specialty coffees to smoothies to freshpressed juices to Kombucha cocktails and even a fruit-juice cocktail served inside a grapefruit or watermelon. Sodas are on tap, all of them 100-percent cane-sweetened. For those whose day is extra hectic, Farm & Craft can take online orders and offers curbside pickup. Farm & Craft 5538 N. 7th St., Phoenix • (602) 875-5620 4302 N. Scottsdale Rd., Scottsdale • (480) 568-8980 ilovefarmandcraft.com

Served with glazed heirloom carrots, horseradish mushroom farrotto and cranberry honey

Resort to Lunch Summer is a good time for locals to take advantage of the multitude of exceptional resorts and hotels that, in the other seasons, draw crowds of out-of-towners. Here are In Business Magazine picks for some of the best on-property restaurants for getting-away for lunch.

Hearth ´61

Dust Cutter

T. Cook’s

In the modern contemporary architecture

Inside the Renaissance Hotel in the heart

In the lush Mediterranean setting of

of Mountain Shadows Resort for seasonal

of Downtown Phoenix, this restaurant

boutique Royal Palms Resort, the elegant T.

American fare, with a stunning exhibition

and lounge offers a creative Southwest-

Cook’s offers a menu that gastronomically

kitchen inside and view of Camelback

inspired menu.

complements its environment.

Mountain rising just outside the windows.

100 N. 1st St., Phoenix

5200 E. Camelback Rd., Phoenix

5445 E. Lincoln Dr., Paradise Valley

(602) 333-0000 • bit.ly/dust-cutter-phx

(602) 808-0766 • tcooksphoenix.com

(855) 485-1417 • mountainshadows.com

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Farm & Craft is a concept restaurant of Scottsdale-based Riot Hospitality Group, which is also responsible for El Hefe Super Macho Taqueria, Hand Cut Burgers & Chophouse and Dierks Bentley’s Whiskey Row. While giving each its own identity, Riot Hospitality emphasizes for all a focus on sourcing sustainable and locally grown products. riothg.com

Photos courtesy of Riot Hospitality Group (top and far left), Mountain Shadows Resort, Renaissance Hotel and Royal Palms Resort (bottom, l to r)

PAN ROASTED CHICKEN


TEMPE CHAMBER

ADVANTAGE Smmer 2O18 • tempechamber.org

Left to right: Darin Sender, Tracy Bullock, Melody Elkin

2018 Business Woman of the Year The Tempe Chamber of Commerce recognized three finalists and announced the winner of the 23rd annual Business Woman of the Year award at the recent 2018 Leadership Conference & Expo. The award recognizes an individual’s excellence in their chosen field and demonstrated leadership within the community. The award honors those who serve as a positive role model to others and are active in community and Tempe Chamber programs. The winner and the finalist for the 23rd annual Business Woman of the Year award are:

Business Woman of the Year 2018: Darin Sender Darin A. Sender is an AV-rated zoning attorney and president and founder of Sender Associates based in Tempe. She received her J.D. from DePaul University College of Law in Chicago and her bachelor’s degree from Arizona State University. In addition to her work as a zoning attorney, she also teaches zoning and land use law in the Master of Real Estate Development program at the W.P. Carey School of Business at ASU. Sender was awarded as the legal Leader of the Year in 2017 by the Phoenix Business Journal. She was a member of Tempe Leadership Class 15 and has served with the Downtown Tempe Community board and the City Planning Commission.

Te m p e C h a m b e r. o r g

Finalist 2018: Tracy Bullock

Finalist 2018: Melody Elkin

Tracy Bullock is the president of Bullock Training and Development and brings 30 years of business development experience to her Sandler Training business, winning four awards of excellence for business performance. She builds and delivers programs for companies of all sizes in Tempe and across Arizona. Bullock is currently on the boards of the Tempe Chamber of Commerce, iCommand, and is the Chairman of the Board of Ubora, IT. She is the facilitator of the Coffee Connections Leads Group 1 and is an active member of the Chamber’s Women in Business Council. Bullock was noted as a Top 101 Industry Experts by Cambridge’s Worldwide Who’s Who for her work in Global Management Training Development.

Melody Elkin is the owner and founder of Sweetest Season Bakery Boutique. Elkin played basketball for ASU, where she celebrated a successful career from 2000– 2002. After a brief stint with the WNBA, she returned to Tempe in 2008 to begin a career in nonprofit leadership and later opened Sweetest Season Bakery from her decades of baking. She opened the brick-and-mortar bakery in December 2016 and has seen triple-digit growth since its opening. Elkin continues to be heavily involved in community engagement, including Tempe Leadership Class 28, serving as the executive director of the Arizona Coalition for Tomorrow, and being a board member of Friends of the Tempe Center of the Arts.

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New Faces at Tempe Chamber of Commerce

Ariyanna Norman Hired as Marketing and Event Coordinator The Tempe Chamber of Commerce has hired Ariyanna Norman, an Arizona State graduate and event enthusiast, to serve as the Marketing and Event Coordinator. Norman will use online platforms and graphic design to promote the organization’s initiatives and assist with the creation and execution of events. Norman graduated from the Walter Cronkite School of Journalism and Mass Communication in 2013. Since then, she has worked with several small businesses to establish and grow their online presence through creating content and managing websites and social media pages.

Most recently, her career has segued into the event planning and coordinating field. She is eager for the opportunity to unite these two interests. “We are very excited to welcome Ariyanna to the Tempe Chamber team. Her creative talent and diverse experience are a great addition to our marketing department,” said Anne Gill, Tempe Chamber president and CEO. This will not be her first experience working with a reputable nonprofit. Norman enjoys volunteering with the Miss Arizona Organization and the Valley of the Sun affiliate of the National Alliance on Mental Illness, which are two local 501(c) 3 organizations.

Karen Meyer Hired as Tempe Chamber Business Development Director The Tempe Chamber of Commerce has hired Karen Meyer, a Tempe native and former business owner, to serve as the Business Development Director. Meyer will lead the Chamber’s effort to recruit new businesses into the organization and enhance our ability to serve the Tempe business community. A major focus area of Meyer’s will be to ensure that Chamber membership packages are relevant, unique and valuable to members. “We are fortunate to be able excited to welcome Karen to our team,” said Anne Gill, Tempe Chamber president and CEO. “She has a great deal of

experience working with membership organizations to successfully grow their membership and will be a valuable asset as we continue to expand our programs and services.” Meyer spent the last nine years with Troon Golf, where she most recently she held the role of Director of Membership Development for Firerock Country Club. Meyer has been involved in chambers of commerce as a business owner, an ambassador and a board member. She holds a Bachelor of Arts from Arizona State University, is a fourth generation Arizonan and longtime resident of Tempe.

AC Hotel by Marriott Phoenix Tempe/ Downtown Wins Hotel of the Year Award AC Hotel by Marriott Phoenix Tempe/Downtown won the Hotel of the Year Award from the hotel management company Pacific Hospitality Group. AC Hotel Tempe opened its doors on Rio Salado Parkway on June 9, 2016. One of the highlights the hotel has shown success in 2017 was doing a fantastic job controlling expenses. Along with a strong flow-through, the hotel ended at 105.6% RevPar Index and at 115.3% RevPar Index on three months.  The hotel values its team members and thinks of each other as family members. AC Hotel Tempe scored a 4.43 out of 5 in its very first team-member survey. As Mr. Marriott has stated, “Treat your team members right and the rest will follow.” AC Hotel Tempe ranked fourth on Guest Service Scores for AC Hotels out of 14 hotels in 2017.  Last but not least, AC Hotel Tempe’s very own general manager, Patti Hunt, was recognized at the Marriott Conference as GM of the year for the AC brand! 

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2018 Business Excellence Award Finalists Announced The Tempe Chamber of Commerce is excited to reveal the finalists for the 2018 Business Excellence Awards! The awards honor one small business and one large business that serves as a positive role model to others and is active in the Tempe community. Each finalist has a strong business mission and an impressive history of giving back. The winner in each category will be announced at the Chamber’s Annual Luncheon on June 29 at the Doubletree by Hilton Phoenix Tempe!

The Small Business of the Year finalists: • Heidi’s Events & Catering, Inc. is an off-premise catering company that has been doing business for the past 26 years. They focus on being a cutting-edge leader in their industry, offering customer service fueled by creative passion and providing quality jobs for honest people. • MAC6 provides the collaborative space and culture-focused leadership programs that push conscious leaders to conquer the complexities and scale their business. They invest in people instead of ideas and exist to build better communities where people and businesses thrive. • Silverman Law Offices is a law firm that provides estate planning, trust administration, probate and business law services. Their vision is to have long-lasting relationships with clients that survive to subsequent generations as advisors and friends of their clients and families.

Te m p e C h a m b e r. o r g

The Large Business of the Year finalists: • Waste Management of Arizona provides collection, recycling, resource recovery and disposal services to residential, commercial, industrial and municipal customers. By maximizing resource value and minimizing environmental impact, their goal is to pass the planet on to the next generation in better shape than we inherited it. • AC Hotel by Marriott Phoenix Tempe/Downtown creates an exceptional experience for each guest by providing superior service and upholding the quality the Marriott name has represented for more than 90 years. They strive to enrich peoples’ lives by offering unique experiences and giving back to the community. • Davis Miles McGuire Gardner, PLLC is a full-service law firm that offers legal support for divorces, bankruptcy, tax settlement, forming a business or even complex mergers and acquisitions. Their focus is to ensure that any person or organization they interact with is better because of it.

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Autism Academy

Fairfield Inn

All About Golf

Human Bean

Social Hall

Yoga for Today


Tempe Chamber Members Support Sustainable Business The Pledge was developed to help businesses learn how to reduce waste, energy and water usage and to develop sustainable purchasing programs. With the launch of this program over a year ago, the goal of the Tempe Chamber of Commerce is to help make businesses and the communities in which they operate more resilient and sustainable. This comprehensive online resource and planning tool helps large and small businesses reduce their footprint. It is also a meaningful way to get additional exposure for your organization through online education, telling your story and appearing in the Pledge Member directory. Sign up for free at http://tempe.pledge.green. Pledge members are added to the online Pledge Directory and recognized throughout the year at events, newsletters and social media campaigns. Program Partners include the City of Tempe, Arizona State University, SRP, Waste Management, Southwest Airlines and APS, and, most recently, MAC6 has joined as a Silver Sponsor.

Ken Blanchard College of Business | College of Education | College of Nursing | College of Arts & Sciences | College of Fine Arts & Production

Campus • Evening • Online

A R I Z O N A’ S P R I VAT E U N I V E R S I T Y S I N C E 1 9 4 9 Get started today! 855.287.0174 | www.gcu.edu/inbusiness Grand Canyon University is regionally accredited by the Higher Learning Commission of the North Central Association of Colleges and Schools. (800-621-7440; http://www.ncahlc.org/ ).

Te m p e C h a m b e r. o r g

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New Brand for Tempe Chamber of Commerce The Tempe Chamber of Commerce is proud to announce the launch of their refreshed logo and updated mission statement as part of the evolution of the organization’s new brand. The Chamber has grown and evolved over the years, and most recently launched a new website and member management technology. Keeping in line with the forward momentum, they have refreshed their logo to signify who they are today while the mission statement “We serve as the voice of business, a catalyst for economic growth, and a champion for a strong community” reflects the three pillars upon which the Chamber is built. “As part of our strategic plan, the Tempe Chamber Board of Directors is excited about the new logo. We feel it is contemporary, yet classic,” said Board Chair Dawn Hocking. After careful consideration, and with assistance from the Creatitive Design Agency, the Tempe Chamber Board of Directors selected a logo that reflects a more businesslike tone. “The new logo and brand brings a more modern, simplistic and iconic look and feel to the

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New

Old

chamber, helping to identify with a larger audience of individuals and show connectivity throughout the organization,” says Zach Coleman, CEO of Creatitive Design. “The task in the upcoming weeks will be to update all our existing marketing materials and online channels,” says Sukki Jahnke, director of Marketing & Programs at the Tempe Chamber of Commerce. “The final stage of the launch will be implementation of the new logo and mission statement in this year’s Annual Report, which will be distributed at the 2018 Annual Luncheon on June 29th.”


Signature Events

Tempe Chamber Annual Luncheon June 29, 2018 — 11:30 AM – 1:30 PM Doubletree by Hilton Phoenix Tempe 2100 S. Priest Dr., Tempe, AZ 85282 Reflecting on the past year while looking forward to the future, we celebrate and share our vision for the Tempe Chamber and the business community at the Annual Luncheon. There will be an introduction of the incoming Board of Directors and Committee Chairs while honoring those who are moving on from their terms of service. Presentations by our leadership and an awards ceremony for our members add to the enjoyment of this plated luncheon. A highlight of the event is the video program and presentation of the 2018 Business Excellence Awards. Registration is open until June 22nd.

ASU Sun Devil Football Kickoff Luncheon August 24, 2018 — 12:00 PM – 2:30 PM Tempe Mission Palms Hotel 60 E. 5th St., Tempe, AZ 85281 A new head coach, a revamped stadium, and a talented roster — there’s so much to celebrate as we look forward to the 2018 football season. If you bleed maroon and gold, then you must attend the 18th Annual Sun Devil Football Kickoff Luncheon! “Voice of the Sun Devils” Tim Healey emcees this stellar event. You’ll also hear from Head Coach Herm Edwards, a few players and some very special guests. Sparky and the ASU Spirit Squad will also be there to pump up the excitement. Join other fans at a VIP table with a player or coach, or take advantage of singleseat opportunities. Registration is open until August 17th.

20th Annual State of the City Address with Mayor Mark Mitchell November 2, 2018 — 7:15 AM – 9:00 AM Phoenix Marriott Resort Tempe at The Buttes 2000 W. Westcourt Way, Tempe, AZ 85282 The Tempe Chamber of Commerce in conjunction with the City of Tempe is pleased to present Mayor Mark Mitchell’s State of the City Address on November 2, 2018. Members of the public are invited to attend. The mayor will be sharing his thoughts on the local social and economic climate along with his vision for the growth and future of Tempe and Arizona. This breakfast provides a valuable opportunity to engage with civic, business and political leaders of the Valley. Advance ticket purchase and sponsorships are available. To learn more about any of our Signature Events, please contact the Chamber offices.

Te m p e C h a m b e r. o r g

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Board of Directors Tempe Chamber Staff

Chairwoman of the Board: Dawn Hocking Chair-Elect: Jenna Rowell Treasurer: Bill Goodman Vice-Chairs: Peter Adams, Jennifer Ochoa Immediate Past Chair: Brian Wood

Anne Gill, President and CEO president@tempechamber.org

Directors: Chad Akin, David Bonkowski, Tracy Bullock, Jihan Cottrell, Marshall Hunt, Tina Lee, Lynda Santoro, Manny Tarango

Sukki Jahnke, Director of Marketing & Programs sukki@tempechamber.org

Ex-Officios: Andrew Ching, Robert Cox, Suzanne Durkin-Bighorn, Joe Hughes, Paul Mittman

Karen Meyer, Business Development Director karen@tempechamber.org Mark Tarabori, Membership Relations Specialist marktarabori@tempechamber.org

Committee Chairs: Margo Brown, Shana Ellis, Ted Greene, Gwen Gustafson, Glenn Hayward, Dawn Hocking, Ed Logan, Nancy Puffer Tempe Chamber of Commerce P.O. Box 28500 • Tempe, AZ 85285 (480) 967-7891 • www.tempechamber.org

Julie Flanigan, Director of Finance julieflanigan@tempechamber.org Ariyanna Norman, Marketing & Event Coordinator ariyanna@tempechamber.org

The Tempe Chamber of Commerce strengthens the local economy though networking, advocacy, professional development and influence. It regularly advocates for a favorable business climate through interactive public policy engagement and provides ongoing representation in government at local, state and federal levels.

CONNECT WITH THE TEMPE CHAMBER! JOIN US ON FACEBOOK /tempecc

FOLLOW US ON TWITTER @tempechamber

WATCH OUR VIDEOS /tempechamber

FOLLOW US ON INSTAGRAM @tempechamber

FOLLOW US ON LINKEDIN /company/tempe-chamber-of-commerce

Visit our NEW WEBSITE at www.tempechamber.org!

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About Us

The Mission of the Arizona Small Business Association is to foster and empower a thriving Arizona small business community by offering relevant, dynamic, and innovative resources and the highest level of advocacy as THE VOICE of small business in Arizona. ASBA fosters and empowers a thriving small business community by: • bringing relevant and dynamic education and mentoring opportunities • providing innovative and relevant tools business owners can utilize to grow and sustain their business • creating a variety of relevant and dynamic opportunities for members to meet potential clients • working diligently to advocate for legislation and regulation supporting a pro-business environment. Join ASBA. Be amAZed®

In This Issue

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Liability Insurance: What Is It and Who Needs It?

Why Is LinkedIn Such a Valuable Sales Tool for Prospecting Leads? by Ryan Reyes, MBA, Director of Strategic Partnerships & Initiatives, Arizona Small Business Association

Legislative Efforts Promote FinTech in Arizona

I have been sales prospecting for leads since I was knee-high to a duck. From an early age,

Will Skipping Sleep Cost You?

that had something to do with that!

Time for an HR Check-Up! Invest Time in Evaluating Your Technology Nice Girls Don’t Get the Corner Office – and Other Lies You’ve Been Told About Leadership Improved Hiring, Better Retention, Happier Healthier Employees … and You Just Saved Money

I was always networking, pitching, etc. I like to think it was my father’s influence in car sales It wasn’t a surprise when I began my own career in sales, but I wanted to be different. I wanted to do something that no one else in my industry was doing. Your standard sales tactics — door knocking, cold calls and referrals — had success, but were limited. I was internally motivated, and extremely competitive — seeking a solution to get me to the top! I had found it — LinkedIn. No more cold calls, random door knocking, walking up and down floors in an office building just to get to one person. I finally understood an old adage my father had once said: “Work smarter and not harder.“

Dead or Dying? Central Arizona 4600 E. Washington St., Suite 340 Phoenix, AZ 85034 • p. 602.306.4000

The biggest obstacle for a new salesperson, or “green pea,” is the phone call. As humans, we seek out interaction and engagement. However, new salespeople or some salespeople just hate the phone. Phone calls used to be a useful tool, but with the incorporation of

Southern Arizona 3444 N. Country Club Rd. Suite 118 Tucson, AZ 85716 • p. 520.327.0222

“gatekeepers” (AI software, screener voice prompts, etc.), you end up on a dead phone line or

© 2018 ASBA. A publication of the Arizona Small Business Association. For more information or to join ASBA, please contact us at www.asba.com. Section designed by the Arizona Small Business Association.

into a prospect’s office only to receive an “out to lunch” from the front office or the constant

leaving a voicemail that never gets returned. Door knocking is also a thing of the past. There’s nothing worse than unexpectedly walking “time checks” if you get past the secretary. So what’s the new way to sell?

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Social Media Prospecting = Success LinkedIn welcomed me prospecting digitally and to the 21st century.

• Company demographics — I could now strategically target my proposals and pitches to better align with a company’s goals and

Although I was at first hesitant about using it as a sales tactic, I

values.

discovered that it opened up a whole new approach for me. Using

• One location — I said goodbye to my days of hunting on multiple

LinkedIn as a prospecting tool made me an instant success overnight.

sites trying to find the most recent contact information.

Not only was I filling venues and closing multimillion-dollar deals, but

• Instant connectivity — I now had a way to instantly follow up and

I was having fun doing it! I could now get past the gatekeeper with

connect with clients for fast, easy communication.

ease, just by mentioning the prospect’s first name like I had known him or her for years. I found my prospecting was more efficient and

My advice: Use LinkedIn as a primary tool in your arsenal. Don’t be

strategic using LinkedIn; I even took it with me on the go. I was ready

hesitant to switch for the old way of thinking. No more lead lists, cold

to rock ‘n roll! I was meeting with key decision makers and reducing my

calls or door knocking to hopefully find the right person. With LinkedIn,

sales cycle time down to next to nothing. I found the holy grail of sales!

I learned to be tech-savvy, efficient and multiply my sales!

LinkedIn provided me tools I had never had access to before.

Are you ready to take your sales tactics to the next level? Join me

• Prospect contact information — I was able to find the right person

at ASBA’s Mindshare – The LinkedIn Social Media Connection to learn

immediately and not waste time trying to Google search who I

how you can best utilize the digital platform for your business. Register

thought might be the best contact.

at http://asba.com/events. For more information regarding ASBA, please visit www.ASBA.com.

Liability Insurance: What Is It and Who Needs It? by April E. Horned, CPCU, CIC, Client Executive, NFP Property & Casualty Insurance Services, Inc.

We have all heard the words “Insurance” and “Liability,” maybe even “Property and Casualty,” but what does it all mean to business owners? Investopedia says it well: “Liability Insurance is any insurance policy that protects an individual or business from the risk that they may be sued and held legally liable for something such as malpractice, injury, or negligence.” General Liability is the most common type of liability insurance and one of the most important coverage for any business owner. General Liability insurance provides property damage and bodily

It is extremely important to talk with a knowledgeable insurance

injury coverage to a third party. Within this coverage form, your entity

broker whom you trust. Be honest with your broker and they can help

will be protected for a multitude of occurrences. If someone slips and

protect your business. A knowledgeable broker knows what questions

falls on your premises, cuts their finger or bumps their head, you have

to ask and how to tailor an insurance program that fits your very

coverage. If your entity gets sued for your product failing and causing

specific business needs and budget. All businesses are unique and not

harm to a third party, you will be covered, unless it is specifically

quite the same as the guy down the street. Having a good broker/client

excluded. General liability insurance covers you in the event of a loss

relationship is key to any good insurance program.

but it also covers your defense costs. We all know that lawyers are expensive. When you purchase an insurance policy, you also get a

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team of lawyers who are on your side.

For more information, contact April E. Horned, Client Executive, NFP Property & Casualty Insurance Services, Inc.


Legislative Efforts Promote FinTech in Arizona by Steven G. Zylstra, President and CEO, Arizona Technology Council

BOARD OF DIRECTORS Mike Leeds | Chair Pro Sales Coaching, LLC

Jason Trujillo | Past Chair Woodbury Financial

Arizona’s leadership in financial technology (FinTech) is becoming increasingly apparent. In March, Arizona became the first state to enact a regulatory “sandbox” under HB2434 that allows emerging companies in FinTech, blockchain and cryptocurrency to grow their respective

Andrew Westle | Vice-Chair General Counsel Soaren Management, LLC

innovations without stringent regulations. This sandbox grants these types of businesses the opportunity to flourish for up to two years or gain up to 10,000 customers

David Bones | Treasurer The Kenrich Group Phoenix

before needing to apply for a formal license. Not only is this a major success for Arizona FinTech companies but it’s also another step toward fostering our state’s thriving business community.

Jennie King | Secretary Salt River Project

Lisa Hunt AETNA Jon Rosenberg LevRose Commercial Real Estate

Because Arizona is the first state to openly welcome the development of FinTech, we now have a competitive advantage within this space. This is important, as FinTech is among the fastest-growing and increasingly adopted technologies to date. According to PwC’s 2017 Global FinTech Report, 77 percent of financial service institutions expect to adopt blockchain and other FinTech applications by 2020, and such adoption is projected to result in a revenue increase of up to 20 percent. While other states continue to struggle in devising legislation to regulate FinTech companies, Arizona is already leading the way. Arizona’s sandbox is being regulated by the Office of the Attorney General, which sets limits on the size of transactions to protect consumers. To be eligible for the program, applicants must demonstrate sufficient

Daniel Schenk Clark Hill PLC

knowledge and plans to test, monitor and assess innovations to protect consumers against potential failure. The program also authorizes the attorney general to set an application fee to be deposited into the Consumer Protection-Consumer Fraud Revolving Fund to further protect consumers.

Otto Shill Jennings, Strouss & Salmon PLC

The regulatory sandbox program is just one of many ways Arizona is nurturing the FinTech industry. Blockchain is one of the primary technologies leading FinTech because of its potential to drastically improve the global economy. It’s highly effective because data isn’t centralized or even decentralized; it’s

Kerry Stratford The Caliber Group

Janice Washington Arizona Small Business Development Center Network

distributed across several individual computers. This means no one personally owns the system, and it’s incredibly difficult to take down. Also, anyone can use it or help run it. Blockchain is not only innovative by design but it also possesses hundreds if not thousands of potential applications. This technology enables supply chain, asset ledgers, financial transactions and social networks to run more efficiently, and can help improve property law, credit enforcement and crowdfunding agreements. Blockchain improves these areas by reducing fraud within traditional paper contracts. The recent amendment

Valerie Wynia Arizona Public Service

of the Arizona Electronic Transactions Act includes digital signatures encrypted in a blockchain, which further preserves the enforceability of contracts. The regulatory clarity surrounding the state’s blockchain sector is a primary reason why Arizona has become a leader in developing such applications. Because of Arizona’s pro-growth legislation, several other FinTech companies have been able to thrive and innovate here. A prime example is PayPal, which for more than 15 years has been the leader in FinTech. The company is worth more than $80 billion and, according to Forbes magazine, the 193rd biggest public company in the world. Other companies leading FinTech in the state include Dash, Nexus Earth, AmCheck, Infusionsoft and Base Commerce. While Arizona is already making strides in FinTech, the addition of the regulatory sandbox will promote even more growth and innovation. If legislative efforts surrounding FinTech continue to foster its development, the potential for companies in the sector to succeed will become practically limitless.

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Will Skipping Sleep Cost You? by Rick Murray, President and CEO, Arizona Chapter National Safety Council

Most of us first try skipping sleep in order to meet a deadline. “Pulling

incorporates data from peer-reviewed scientific literature, providing

an all-nighter” is a time-honored test of a teenager’s steely resolve

an instant cost estimate that factors in absenteeism, decreased

to procrastinate on studying for a test, finishing a research paper or

productivity and added healthcare costs.

writing a lab report. Sometimes it works, sometimes it doesn’t. One thing is for certain: A long nap ends up on the docket for the next day.

For example, an office- and administrative-focused organization in a Midwestern state with 325 employees might lose more than $422,000

For adults in the workday world, that’s generally not an option.

annually as a result of fatigue. For a larger organization, the costs can

Workplace nap rooms may be a boutique benefit at some

climb into the tens of millions of dollars. These dollars are being lost in

companies, but the typical American worker is expected to be alert

an environment where sleep — and the benefits that come with it — is

and productive for eight or more hours a day. Add up work hours,

too often sacrificed.

the demands of commuting, family, chores, plus a little “me time,”

Tens of billions of dollars are lost, according to one study, through

and adequate sleep can fall to the bottom of the must-do list. We’re

the role of fatigue in car crashes, decreased productivity, medical costs

a fatigued nation — and it’s affecting our safety, productivity and

and workplace injuries.

decision-making ability on the job. According to a recent NSC report,

There are solutions that contribute simultaneously to a company’s

43 percent of Americans say they don’t get enough sleep to handle

bottom line, the well-being of the employees and the safety of the

risks that can jeopardize their safety at work and while driving. The

workplace. By optimizing schedules, allowing napping where feasible,

workplace itself can contribute to fatigue in the following ways:

educating employees about the importance of sleep and creating a

• Shift work can mean working at night or rotating schedule

culture that promotes sleep health, a company can see a better-rested

frequently, making it difficult to keep a consistent sleep schedule.

workforce. In addition, individuals can take their own steps to become

• Task type can affect fatigue, such as mentally demanding work,

more consistent and more successful in getting the rest they need to

tedious or repetitive tasks, and too much time on one task.

function at their best.

• Poor indoor air quality and lighting can add to fatigue.

Reducing fatigue, simply by getting an extra hour or two of sleep a day, can enrich our personal and professional lives. When we’re alert,

The just-released NSC Fatigue Cost Calculator allows companies to figure out how fatigue affects their workforce based on location, industry, size and shift work. The calculator uses an algorithm that

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mentally engaged and energetic, we’re able to work more safely and productively, and engage with others more meaningfully.


Time for an HR Check-Up! Invest Time in Evaluating Your Technology by Kristin Munson, Communications Director, Payday HCM

According to a 2016 Global Human Resources Information Services study by Mercer, HR departments’ human resource information systems (HRIS) are antiquated, disparate and redundant — something the human resources professionals in your business have probably been trying to tell you. So how do HR professionals choose and implement newer and better systems to do the work of the digital age? Whether yours is a company with one location or one with multiple geographies or business units, a top-tier solution brings together the essential functions of Human Resources by simplifying the process of managing your company’s most important asset: your people. Modern Human Capital Management (HCM) is specifically designed to streamline the collection and use of the data required for the megalithic projects of payroll, benefits, ACA, recruitment and hiring, Having a single system of record for HR data can save hundreds of hours for a busy department and go a long way toward increasing data accuracy and operational productivity. Reliable and consistent reporting is also key for meeting a company’s compliance and legal obligations. One of the key advantages of a next-generation platform is, it can interface with virtually any accounting system, eliminating double

Most modern data systems follow the SaaS (Software as a Service)

entry and allowing for more sophisticated reports. Plus, new custom

model, which means the software is licensed on a subscription

general ledger reporting is a snap. This helps clients easily figure out

basis and is centrally hosted. When shopping for a new system, one

the labor burden of any job. In fact, it gives the burden by hour for

of your requisites should be that the provider maintain formal and

each employee — including their hourly wage, workers’ compensation,

comprehensive security programs. A key indicator of those programs

employer taxes, Medicare, Social Security, unemployment (federal and

would be certified third-party audits looking at the security of customer

state), union dues, health insurance and 401K contributions.

data, protection against security threats and the prevention of

“This kind of robust data helps our clients easily see and analyze the cost of doing business from a labor standpoint — which is almost

unauthorized access. Better technology and software is the key to better administration,

always their largest expense,” says Andy Siegel, CEO and founder of

especially when legacy systems are no longer meeting the

Payday HCM. “With this system, you will be able to see and manage

organization’s needs. By investing in HR technology, you’ll give

cash flow and job costing in your own customized system.”

your Human Resources staff the support they need to move their

A current HCM/HRIS system can also help HR professionals work

focus away from process-driven and data-crunching responsibilities.

through the emerging trends of coaching and training managers

Releasing the HR team from the time wasted with redundant or

in employee development, effectively using workforce analytics,

isolated systems pays dividends by allowing them to do their true jobs:

employee engagement, rewriting policies to address the issues

championing human productivity and supporting your business goals

of employees both globally and locally, and meeting the changing

through the nurturing of employees. The true value of a modern HCM

expectations of baby boomers and millennials in the workplace, such

system is, you can give the HR Department back their seat at the table

as employee self-service to make updates to their demographics

to work on the human-centric issues that impact every company’s

information. Updated technologies are also scalable, so features can

bottom line. Whether your business is five employees, 5,000, or more,

be added as a company grows.

chances are that now is the time to make a change for the better!

Established in 1985, Payday HCM offers nearly 1500 businesses support in the human resources administration of more than 40,000 client employees. Our clients are nationwide, with local offices in Albuquerque, N.M., Phoenix, Ariz., and Denver, Colo.. Payday HCM is a partner in the iSolved Network, the revolutionary single-source platform for Payroll, HR, Time and Benefits and more. Visit our website at PaydayHCM.com for information about our extensive suite of services.

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Nice Girls Don’t Get the Corner Office – and Other Lies You’ve Been Told About Leadership by Kristen Merrifield, CAE, CNAP, Chief Executive Officer, Alliance of Arizona Nonprofits

As a young professional who worked diligently to quickly move up

person in charge whom everyone fears and dares not to cross … and

the ranks, I learned much about leadership with the fast-forward

being the leader they are choosing to follow.

button firmly pressed. I often say that while experience is life’s hardest

A quote I heard many years ago has always stuck with me: People

teacher, it is definitely the most effective. When I reflect upon some of

follow managers because they have to, but they follow leaders

the advice and life lessons I collected along the way, I realize that there

because they want to. Don’t feel like you have to become someone

are a quite a few lies we are told, or tell ourselves, about leadership.

you’re not in order to achieve your career goals. Your unique

This is where experience once again becomes our greatest opportunity

personality and your “likability” have much to do with what type of

to learn what it really takes to be a good leader, even if it means a few

leader you will become. Being nice isn’t a sign of weakness; it means

bumps and bruises along the way.

you care enough about others to treat them with respect and kindness. A great leader can do that without ever sacrificing results.

Nice Girls Don’t Get the Corner Office As a “nice girl” currently sitting in my version of the corner office, I couldn’t disagree more. I have always been an introvert when left to

We all work way too hard not to have fun while doing it. The amount

my own devices, quiet to a fault, but also someone who can get along

of stress, burnout, difficult conversations, deadlines and mistakes that

with most everyone. I don’t subscribe to drama, and I believe that we

we encounter day after day are enough to put anyone in a permanent

truly can “all get along” if we try hard enough. As much as I planned to

bad mood. And the higher you go up the leadership ladder, the more

stay away from “playing politics” in my career, I soon learned that it was

these things are compounded. All the more reason we should infuse

unavoidable. But it was up to me how I played the game.

laughter and lightheartedness into the workplace whenever possible.

Can you make it to the top by not being a nice girl or a nice guy? Sure you can. You can bully your way through the ranks, not

6

Leave Your Sense Of Humor at the Door

After all, all work and no play makes Jack a dull boy, right? One of my favorite things in the world to do is laugh and make

concerned about whom you might step on as you stomp your way up

others laugh. I have a witty sense of humor, and I often call on it to

the ladder. But there’s a big difference between being the big boss, the

lighten stressful situations. I think developing fun memories with work


colleagues is a great way to build a positive work culture. But not

I get it — no one wants to admit they need help, that we can’t balance everything on our own, that we are hanging on by a thread,

everyone shares that view. I can remember times in my career when I was given feedback and

especially when we’re supposed to be leading the charge. I operated

led to believe that I actually had to stop all of that and be serious all the

that way for a while when I first became a CEO. Admitting I didn’t know

time in order to be a good manager. And I bought into that for a while,

it all and didn’t have all the answers was terrifying. To me, that meant

because I so desperately wanted to learn to be a leader. What a dismal

I was somehow failing as a leader. I was worried that admitting this

time that was! It made me think I had to change who I was in order to

somehow meant I wasn’t qualified to do the job.

be taken seriously. It wasn’t until several years later that I realized how

But I quickly learned that I was only failing when I couldn’t find a way to get past my own ego and ask for help. I was holding my organization

wrong that was. My sense of humor, my fondness for laughter and my ability to

back by not being willing to consult those who knew more, hiring those

make others not take themselves and situations so seriously were all

who were better than me, and reaching out beyond the four walls of my

parts of what made me a good leader. These were some of my unique

office for perspective and guidance.

strengths that I brought to my role. Is there a time to be serious? You

Do relationships change when you’re the leader? You bet they do.

bet. But there should never be a time that we change who we are to fit

That’s what can make it feel really lonely at times. But, if you are willing

someone else’s mold.

to open yourself up to them, new relationships will come along that will

It’s Supposed to Be Lonely at the Top Yes, it is indeed. It’s often leaders who are sitting in their offices after

help you to be the best leader you can be. Don’t allow stereotypes, misguided advice or excruciating life

everyone else has gone home, worried about making payroll, or trying

lessons keep you from being the leader you are meant to be. Own your

to figure out how to scale without overextending, or trying to figure out

unique strengths and use them to your advantage, and never be afraid

how to stay competitive. I’ve even heard some say that it’s lonely at

to be who you are. Surround yourself with people who will challenge

the top for a reason. But that reason shouldn’t be because you feel you

you and keep you accountable, but don’t allow anyone to make you

have now reached the top and no longer need anyone else’s support,

think you have to fit their mold to be successful. Be the leader you

input or guidance. It doesn’t mean that you can’t, or shouldn’t, reach

would choose to follow.

out to your colleagues when you need it most.

DONATE. VOLUNTEER. CHANGE A LIFE. HELP A CHILD BUILD CONFIDENCE & REALIZE THEIR POTENTIAL

BBBSAZ.ORG (602) 264-9254

7


Improved Hiring, Better Retention, Happier Healthier Employees … and You Just Saved Money by Paul G. Flatley, DO, FACEP, Direct2MD

ASBA STAFF LIST & TITLES Jess Roman Interim Chief Executive Officer Debbie Hann, Chief Operating Officer Angelia Hill VP, Marketing & Business Solutions Robin Duncan

“The doctor can see you now.” These words have

Sr. Director,

taken on a significant change in meaning with

Business Development

the advent of telemedicine. While telemedicine has been present for more than 20 years in some

Ryan Reyes

capacity, it has only been in the last five years that

Director, Strategic

telemedicine has gained attention on the healthcare

Partnerships & Initiatives

delivery stage. Jeanne Quinn Lowing

For those of you who have experienced

Business Relationship

telemedicine as a patient, the advantages over

Manager

traditional office-based appointments may be obvious. No travel time, no long wait times, no additional germ

Ashley Vizzerra

exposures, and the convenience of doing this from

Member Services Manager

your personal smart phone or computer, no matter Genesis Garcia

where you are. Often missed in the excitement over this new platform to receive healthcare are the benefits

employer subsidizing this benefit? The financial

directly to the small-business owner. Many

benefits can be huge and can have a significant

telemedicine plans are now offered directly to

impact on a business owner’s bottom line. First and

the employer as an employee-sponsored benefit.

foremost, simply offering a benefit of telemedicine

Typically, for a per-member, per-month (PMPM) price

can and does improve both hiring and retention.

structure, employers can now offer a healthcare

Business owners experience increased productivity

benefit directly to their employees. When offered

and decreased absenteeism as their employees are

to employees that do not have health coverage in

not required to miss work for minor medical needs

any other capacity, the savings can be tremendous.

like minor illness, medication refills, or simply to

Until now, the only option for that patient would

have a consultation. There can be huge savings for

be an urgent care or emergency department visit.

companies depending on the type of insurance plan

With ED visit costs averaging $2,700 per visit, this

they offer. Self-insured companies can often avoid

can be, and often is, financially devastating. While

the enormous emergency department costs, again

ED visits cannot always be avoided, I can tell you

at around $2,700 on average, when their employees

from having worked 20 years in the emergency

use telemedicine, which is more affordable and far

department as a physician, as many as 40 percent

more convenient.

of these visits could have been handled via

8

So, what does a telemedicine platform do for the

While telemedicine is new to some and the idea of

telemedicine. For those patients fortunate enough to

“seeing” your physician on your smart phone might

have comprehensive medical coverage, the benefits

feel, at the very least, unconventional, it is here to

of having a telemedicine option are still significant.

stay. More and more companies are adding this level

Administrative & Design Coordinator

ASBA LOCATIONS: Central Arizona Office 4600 E. Washington Street, Suite 340 Phoenix, AZ 85034 p. 602.306.4000

Southern Arizona Office 3444 N. Country Club Rd. Suite 118

Medical insurance may relieve a significant amount

of healthcare benefit to attract and retain quality

Tucson, AZ 85716

of the financial burden of healthcare, provided the

employees. Employees enjoy convenient access

p. 520.327.0222

deductible is met; however, it does nothing to relieve

to affordable care, employers celebrate happier

the other inconveniences of making an appointment,

and healthier employees, and with great adoption,

such as driving times, wait times and exposures.

telemedicine any questions.


A BUSINESS OWNER’S RESOURCE TO LEGAL SERVICES

2018

A comprehensive guide to local firms & their areas of specialty for business FEATURING

Engelman Berger Fennemore Craig Gallagher & Kennedy Jennings Haug Cunningham Quarles & Brady Radix Law Snell & Wilmer See more online inbusinessmag.com/legalguide

Wilenchik & Bartness


Gallagher & Kennedy The prime location for attorneys who know real estate law and how to get deals done.

DEALS WE DO Complex to routine transactions, including land use & zoning, litigation, construction, secured lending, leasing, acquisitions, sales, eminent domain/condemnation, valuation, distressed assets, refinancing, sale-leasebacks, permanent loans, tax planning, liquor licensing and land banking

FOR YOU Developers, home builders, contractors, lenders, landlords, tenants, investors, syndicators, owners, buyers, sellers and individuals

Lawyers. When Results Matter.

AND YOUR PROJECTS Mixed use developments, master planned developments, commercial, office projects, sports facilities, shopping centers, retail, industrial, multi-family, mini-storage and master sign plans

54 2575JUNE East2018 Camelback Road | Phoenix, Arizona 85016-9225 | P: 602-530-8000 | www.gknet.com

INBUSINESSPHX.COM


Legal Services Guide HOW TO CHOOSE A LAWYER • The State Bar Association of Arizona’s website offers these valuable tips: • Get recommendations from friends and family members who have had positive experiences with lawyers.

Counsel for Business

Specialized legal expertise serves our business community by RaeAnne Marsh

Doing things right at the outset can save time and money down the road. This truism is especially relevant in business. Working with an attorney to ensure a business is on the right track, in compliance and negotiating with protection in mind is why working with an attorney is so beneficial. It is also why In Business Magazine has compiled this Legal Guide to showcase local firms who strongly support the business community and offer their specialized practice areas, to help business owners make decisions on what firm to use locally. There are many ways a business could get off on the wrong foot without proper advice. A common problem, alluded to in many of the monthly “Legal” articles in In Business Magazine, is businesses taking a DIY approach thinking it will save them money. This often backfires, making things more complicated — and, thus, more costly — when they later do get an attorney involved. It’s not just a matter of knowing how to deal with certain matters; there may be requirements or implications of which the business owner is unaware. As the saying goes, “Most new business owners don’t know what they don’t know.” In the case of protecting a company’s intellectual property, if the ongoing business owner has created something — such as a trademark for a business, a product or even for a piece of machinery — but not appropriately protected it, establishing ownership rights over someone else at a later date is much harder and may require costly litigation. And business owners tend to underestimate their IP in the first place, says Lee Fraley, a partner in the Phoenix office of law firm Snell & Wilmer who specializes in IP and works with many emerging A BUSINESS

RESOURCE OWNER’S

TO LEGAL

SERVICES

About This Section

2018

businesses in acquisitions and related transactions. “They tend to think IP only includes patents, but it’s much more than that — it’s almost anything that gives a company a competitive advantage.” Or perhaps the business has been approached by another regarding a transaction. The owner may try to reach agreement on the business terms before getting an attorney involved, and then just ask the attorney to write it up. Law relies heavily on precedent, and there may be implications and ramifications to certain terms the business owner may be unaware of — this on top of the potential for missed opportunities for the business. When exiting a business, as well, there are many factors to be considered that an owner may not have dealt with. These include tax ramifications, transfer of intellectual property rights, and how to structure proceeds to be most beneficial for future income. And there may be regulatory requirements such as getting permission from the Federal Trade Commission if the sale exceeds a certain threshold; if the company is in breach or violation of that law, the transaction could be revoked — or fines and penalties could be assessed. What an attorney brings to businesses, then, is a view to avoid both pitfalls and missed opportunity. This In Business Magazine 2014 Legal Guide has been created to help businesses connect with the appropriate resources for their needs and to be a reference should a specific expertise be needed. Snell & Wilmer swlaw.com State Bar of Arizona azbar.org

• Search for lawyers by practice area or location at the State Bar’s online Find a Lawyer feature on its homepage. • Visit the lawyer’s website; see if they will answer some basic questions before you commit to meeting with them. Ask about their experience in handling your particular issues, and their availability to take client phone calls and respond to emails. Some lawyers insist that clients make appointments and will not answer client calls and emails. You will want someone who is accessible when you need them. • Consult a list of Certified Legal Specialists. The State Bar can provide a list of specialists in the areas of Bankruptcy, Criminal, Estate and Trust, Family Law, Injury and Wrongful Death, Real Estate, Tax and Workers’ Compensation. There are also lawyer referral services, which, for a small fee, will help in finding a lawyer. State Bar of Arizona azbar.org

In Business Magazine is proud to connect the legal community with businesses throughout the Valley with this annual Legal Guide. The sive A comprehen al guide to loc ir areas firms & the for of specialty business FEATURING

Berger Engelman Craig Fennemore & Kennedy Gallagher Cunningham Jennings Haug Brady Quarles & Radix Law

law firms included in this guide are firms that are familiar to In Business Magazine, have reputable practice areas specific to business and support the business community in several ways. We have included profiles of our supporting firms, providing even more information of their services and top attorneys. Please visit inbusinessphx.com/legalguide to get a more detailed list of attorneys with these firms and to search by practice areas.

Snell & Wilmer s & Bartnes

Wilenchik

online e See more .com/legalguid inbusinessmag

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55


Legal Services Guide Ballard Spahr L.L.P.

Buchalter Nemer

One E. Washington St., Suite 2300 Phoenix, AZ 85004 (602) 798-5400 ballardspahr.com Business & Finance, Intellectual Property, Litigation, Public Finance, Real Estate

16435 N. Scottsdale Rd., Suite 440 Scottsdale, AZ 85254 (480) 383-1800 buchalter.com Real Estate, Litigation, Corporate, Tax & Estate Planning, Labor & Employment, Bank & Finance, Healthcare.

Bowman and Brooke L.L.P. 2901 N. Central Ave., Suite 1600 Phoenix, AZ 85012 (602) 643-2300 bowmanandbrooke.com Product Liability, Commercial Litigation, Healthcare & Nursing Home Negligence, Alternative Dispute Resolution, Class Actions

Bryan Cave L.L.P. One Renaissance Square Two N. Central Ave., Suite 2100 Phoenix, AZ 85004 (602) 364-7000 bryancave.com Bankruptcy, Business & Commercial Litigation, IP, International Trade, Real Estate, Labor

Burch & Cracchiolo, P.A. 702 E. Osborn Rd., Suite 200 Phoenix, AZ 85014 (602) 274-7611 bcattorneys.com Asset Protection, Business & Corporate Law, Commercial Litigation, Construction, Creditors’ Rights, Bankruptcy & Reorganization, Equine Law, Estate & Wealth Preservation Planning, Family Law, Government, Indian Law, Labor & Employment, Real Estate, Real Estate Investment, Succession Planning for Business, Taxation & Tax Controversy

Carpenter, Hazlewood, Delgado & Bolen P.L.C. 1400 E. Southern Ave., Suite 400 Tempe, AZ 85282 (480) 427-2800 • carpenterhazlewood.com Community Association Representation, Construction Defect Litigation, Insurance Defense, Churches & Nonprofits, Business, Employment Law, Bankruptcy & Reorganization, Landlord/Tenant, Real Estate, Civil Litigation, Criminal Defense

The Cavanagh Law Firm 1850 N. Central Ave., Suite 2400 Phoenix, AZ 85004 (602) 322-4000 • cavanaghlaw.com Litigation, Family, Real Estate, Insurance Defense, Bankruptcy & Creditors’ Rights, Healthcare, Corporate

Clark Hill 14850 N. Scottsdale Rd., Suite 500 Scottsdale, AZ 85254 (480) 684-1100 • clarkhill.com Litigation, Corporate, Healthcare, Real Estate, Creditors’ Rights, Bank & Finance, Family, Immigration

»

Engelman Berger, PC Engelman Berger is comprised of experienced lawyers who are well recognized for their expertise and committed to resolve commercial disputes and assist clients in preventing legal problems through proper planning. Our clients are national and local lenders, borrowers, lessors, tenants, family-owned businesses, developers, franchise owners, municipalities and investors. We provide creative and focused representation in all federal and state courts, bankruptcy court, arbitrations, mediations and settlement negotiations. We facilitate business and real estate transactions through counsel and negotiations. We are problem solvers and focused on client goals. Industries served include lending, credit unions, construction, restaurant, hospitality, medical, retail, wholesale, agricultural and real estate, among others. We regard the clients’ goals as the foremost motivation in providing our services, and listen to ensure success. Our lawyers are recognized in Martindale Hubbell AV ratings, Southwest SuperLawyers, and U.S. News & World Report’s Best Lawyers in America, among other ratings. We are locally owned and our lawyers take an active role in community activities.

At-a-Glance Patrick A. Clisham

PHONE: (602) 271-9090 WEBSITE: www.eblawyers.com OFFICES IN METRO PHOENIX: 1 Steven N. Berger

NATIONALLY HEADQUARTERED: Phoenix MANAGING PARTNERS/YEARS WITH FIRM: Patrick A. Clisham, Managing Partner – 9 years Steven N. Berger, Executive Committee – 19 years Kevin M. Judiscak, Executive Committee – 17 years YEAR ESTABLISHED LOCALLY: 1999

At the top Patrick A. Clisham • Steven N. Berger • Kevin M. Judiscak

MAIN LOCAL OFFICE: 3636 N. Central Ave., Suite 700 Phoenix, AZ 85012

Kevin M. Judiscak

PRACTICES: Business Disputes, Real Estate Disputes, Bankruptcy, Reorganization, Creditors’ Rights, Business Transactions, Real Estate Transactions, Water Law, Loan Workouts, Mediation, Public Finance, Bonds, Employment

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Legal Services Guide Coppersmith Brockelman P.L.C.

Dickinson Wright P.L.L.C.

Gallagher & Kennedy P.A.

2800 N. Central Ave., Suite 1900 Phoenix, AZ 85004 (602) 224-0999 cblawyers.com Healthcare, Employment, Litigation, Corporate & Real Estate, Governmental Investigations

1850 N. Central Ave., Suite 1400 Phoenix, AZ 85004 (602) 285-5000 • dickinson-wright.com Alternative Dispute Resolution, Bankruptcy, Commercial Litigation, Employment, Family Law, Tax, International

2575 E. Camelback Rd., Suite 1100 Phoenix, AZ 85016 (602) 530-8000 gknet.com Business Law & Transactions, Litigation, Real Estate, Tax Law, Environmental, Insurance, Healthcare, Sports Law

DLA Piper

Engelman Berger P.C.

2525 E. Camelback Rd., Suite 1000 Phoenix, AZ 85016 (480) 606-5100 dlapiper.com Corporate, Employment, Tax, Litigation, International Arbitration, Real Estate

3636 N. Central Ave., Suite 700 Phoenix, AZ 85012 (602) 271-9090 • eblawyers.com Business Disputes, Real Estate Disputes, Bankruptcy, Reorganization, Creditors’ Rights, Business Transactions, Real Estate Transactions, Water Law, Loan Workouts, Mediation, Public Finance, Bonds, Employment

Gammage & Burnham P.L.C.

Fennemore Craig P.C.

Gordon & Rees

2394 E. Camelback Rd., Suite 600 Phoenix, AZ 85016 (602) 916-5000 • fennemorecraig.com Blockchain & Cryptocurrency, Business & Finance, Business Litigation, Emerging Businesses & Technologies, Intellectual Property & IP Litigati on, Real Estate, Renewable Energy & Clean Tech, Mining and Environmental, Energy & Natural Resources

111 W. Monroe St., Suite 1600 Phoenix, AZ 85003 (602) 794-2460 gordonrees.com Civil Appeals, Commercial Litigation, Construction, Employment, Insurance Defense, Privacy & Data Security, Real Estate

Davis Miles McGuire Gardner P.L.L.C. 40 E. Rio Salado Pkwy., Suite 425 Tempe, AZ 85281 (480) 733-6800 davismiles.com Commercial Litigation, Real Estate, Tax, Corporate, Mergers & Acquisitions, Corporate Bankruptcy

Two N. Central Ave., 15th Floor Phoenix, AZ 85004 (602) 256-0566 gblaw.com Business Organizations & Commercial Transactions, Collections & Bankruptcy, Health Care, Litigation, Real Estate, Zoning & Land Use

Fennemore Craig For longer than Arizona’s been a state, Fennemore Craig has been helping to build the American West by strategically partnering with the region’s high-profile businesses, as well as its innovative entrepreneurs. This legacy of client-first thinking helps the firm empower its clients to grow their businesses and build their communities. Now ranked by The National Law Journal among the nation’s 250 largest law firms, with offices in Phoenix, Tucson, Nogales, Denver, Las Vegas and Reno. Fennemore Craig is a full-service business law firm and our litigation and transaction capabilities mirror the diverse and dynamic nature of the Mountain West. With a commitment to technological innovation and diversity, Fennemore Craig is one of the

At the top

TOP REPRESENTATIVE ATTORNEYS

Stephen A. Good • James Goodnow • Jay S. Kramer • Sarah A. Strunk • Susan Wissink

At-a-Glance MAIN LOCAL OFFICE: 2394 E. Camelback Rd., Suite 600 Phoenix, AZ 85016

first firms in the country to roll out the ROSS Artificial Intelligence program, which is designed to streamline preliminary legal research and get clients better results, faster and more costeffective than ever before. Ours is a culture where attorneys of diverse and varied backgrounds feel at home and Fennemore Craig never rests on its laurels. The firm offers a Venture Accelerator program where strong startups with big potential get the counsel they need. It also offers expanded alternative fee arrangements. These are just two of our offerings for clients who understand that their interests aren’t well-served by cookie-cutter solutions.

PHONE: (602) 916-5000 WEBSITE: www.fennemorecraig.com OFFICES IN METRO PHOENIX: 1 NATIONALLY HEADQUARTERED: Phoenix MANAGING PARTNER: James Goodnow NO. OF YEARS WITH FIRM: 18 years YEAR ESTABLISHED LOCALLY: 1885 PRACTICES: Blockchain & Cryptocurrency, Business & Finance, Business Litigation, Emerging Businesses & Technologies, Intellectual Property & IP Litigation, Real Estate, Renewable Energy & Clean Tech, Mining and Environmental, Energy & Natural Resources

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Legal Services Guide Greenberg Traurig L.L.P.

Jaburg Wilk

2375 E. Camelback Rd., Suite 700 Phoenix, AZ 85016 (602) 445-8000 gtlaw.com Litigation, Tax, Labor, Construction, Corporate, Securities, Intellectual Property

3200 N. Central Ave., Suite 2000 Phoenix, AZ 85012 (602) 248-1000 jaburgwilk.com Administrative Law, Appellate, Bankruptcy, Business/Corporate, Business Divorce, Collections, Construction, Defamation, Employment, Estate Planning, Family Law, Foreclosure, Healthcare, Insurance Law, Intellectual Property, Internet Law, Litigation, Probate Litigation, Real Estate

Gust Rosenfeld P.L.C. One E. Washington St., Suite 1600 Phoenix, AZ 85004 (602) 257-7422 gustlaw.com Franchise, IP, Bankruptcy, Construction, Corporate, Creditors’ Rights, Employment, Real Estate

Hymson Goldstein & Pantiliat P.L.L.C. 16427 N. Scottsdale Rd., Suite 300 Scottsdale, AZ 85254 (480) 991-9077 scottsdale-lawyer.com General Practice, Litigation, Family Law, Real Estate, Bankruptcy

Jackson White Senior Law 40 N. Center St., Suite 200 Mesa, AZ 85201 (480) 464-1111 jacksonwhitelaw.com Commercial Litigation, Construction Law, Criminal Defense, Disability Law, Elder Law, Intellectual Property Law, Labor & Employment Law, Real Estate Law, Tax Law

Jennings, Haug & Cunningham, L.L.P. 2800 N. Central Ave., Suite 1800 Phoenix, AZ 85004 (602) 234-7800 jhc.law Appellate, Business Bankruptcy, Business Law, Commercial Real Estate & Finance, Construction Law, Creditors’ Rights, Employment Law, Environmental Law, Estate Planning, Trusts & Probate, Insurance Defense & Coverage, Litigation, Mediation & Arbitration, Medical Malpractice, Municipal Law, Professional Liability & Lawyer Discipline, Professional Malpractice, Surety & Fidelity Law

»

For a more detailed listing of our recommended firms and a complete list of their attorneys and Areas of Practice, please visit inbusinessmag.com/legalguide.

Versatile. Responsive. Experienced. For 80 years, we’ve been delivering effective solutions for our clients. Founded in 1937 in Arizona, Jennings Haug Cunningham is a mid-size litigation law firm with extensive transactional, trial, litigation management, dispute resolution and complex litigation experience. Our 25 attorneys are noted for providing exceptional quality of service and consistent follow-through by our clients. We adapt our approach to suit the needs of each client, because we recognize that a legal strategy used in one case may not necessarily be effective in the next. We also recognize that the best legal

At-a-Glance MAIN LOCAL OFFICE: 2800 N. Central Ave., Suite 1800 Phoenix, AZ 85004 PHONE: (602) 234-7800

strategies, compliance programs and remediation plans are worthless if our client lacks the resources, staff or time to implement them. This is why our lawyers take into account each client’s resources, operational requirements and future needs when developing a solution.

WEBSITE: jhc.law OFFICES IN METRO PHOENIX: 1 NATIONALLY HEADQUARTERED: Phoenix MANAGING PARTNER: John Sinodis NO. OF YEARS WITH FIRM: 25 YEAR ESTABLISHED LOCALLY: 1937

Areas of Practice include: Appellate, Business Bankruptcy, Business Law, Commercial Real Estate & Finance, Construction Law, Creditors’ Rights, Employment Law, Environmental Law, Estate Planning, Trusts & Probate, Insurance Defense & Coverage, Litigation, Mediation & Arbitration, Medical Malpractice, Municipal Law, Professional Liability & Lawyer Discipline, Professional Malpractice, Surety & Fidelity Law

PRACTICES: Surety & Fidelity • Construction Law • Creditors’ Rights • Environmental Law & Litigation • Commercial Lending & Finance

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Legal Services Guide Partners Heather Buchta, Jacque Westling and Brad Vynalek (l to r)

At the top

PARTNERS

Heather Buchta, IP & Data Privacy & Security Isaac Gabriel, Bankruptcy & Creditors’ Rights Leonardo Loo, Business Law Roger Morris, Health & Life Sciences John O’Neal, Litigation & Dispute Resolution Stephanie Quincy, Labor & Employment Nicole Stanton, Professional Liability Ryan Patterson, Products Liability Jason Wood, Real Estate Dawn Gabel, Tax

Quarles & Brady LLP For 125 years, Quarles & Brady LLP has provided quality legal services to a wide range of industries on a national stage. Quarles & Brady is a multidisciplinary AmLaw 200 legal services provider with about 500 attorneys practicing at the top of the profession in Phoenix, Scottsdale, Tucson, Chicago, Indianapolis, Madison, Milwaukee, Naples, Tampa and Washington, D.C. Our national presence allows us to draw upon a group of highly skilled attorneys from all across the country to ensure the right people are working on our clients’ matters. We have extensive experience working with the full industrial gamut, from cutting-edge technology to traditional manufacturing. With the broad network of relationships we have developed with international legal counsel around the world, we are able to effectively handle important

matters for our clients on a global scale. Our clients include major national and multinational corporations, technology companies, educational and research institutions, municipalities and government agencies, charitable organizations, industry executives, and high-net-worth individuals. They are industry leaders in technology, energy, financial services, healthcare, insurance, pharmaceuticals, real estate and manufacturing, among others. Quarles & Brady is proud of our heritage in Arizona, merging with Streich Lang in 2000. We are especially proud of the recognition we have received nationally for diversity and as a top law firm for women. Many of our attorneys are consistently recognized for excellence by the top legal ratings organizations, including Best Lawyers in America, Chambers USA, Southwest

Super Lawyers and Martindale Hubbell. Last year, our attorney team donated more than 23,000 hours of pro bono services, a clear demonstration of the commitment we have to positively impacting the communities we serve across the country. We work to help our clients succeed in many arenas, and hold the highest regard for the trust clients place in our team. We strive to learn our clients’ businesses to see the horizons through their eyes. We don’t just counsel, but invest in the success of each client, partnering with them to achieve their business goals. This dedication and investment is what sets Quarles & Brady apart: We provide a true partnership, in every sense of the word.

At-a-Glance MAIN LOCAL OFFICE ADDRESS:

NATIONALLY HEADQUARTERED:

PRACTICES: Business Law; Litigation; Labor &

One Renaissance Square

Milwaukee, WI

Employment; Health Law; Intellectual Property;

Two N. Central Ave., Phoenix AZ 85004 PHONE: (602) 229-5200 WEBSITE: www.quarles.com

MANAGING PARTNER: Nicole Stanton

Real Estate; Data Privacy & Security; Bankruptcy & Creditor’s Rights; Franchise & Distribution;

NO. OF YEARS WITH FIRM: 19

Energy, Environment & Natural Resources; Product

YEAR ESTABLISHED LOCALLY: 2000

Liability, Public Finance; Tax; Estates & Trusts, Tax-exempt Organizations; Research Institutions &

OFFICES IN METRO PHOENIX: 2

Higher Education

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Legal Services Guide Jennings Strouss & Salmon

Jones, Skelton & Hochuli P.L.C.

One E. Washington St., Suite 1900 Phoenix, AZ 85004 (602) 262-5911 jsslaw.com Alternative Dispute Resolution, Antitrust, Appellate, Bankruptcy, Reorganization & Creditors’ Rights, Commercial Litigation, Corporate & Business, Eminent Domain, Energy, Estate Planning & Probate, Executive & Employee Compensation, Fidelity, Government Relations & Public Affairs, Intellectual Property, Labor & Employment, Medical & Professional Liability Defense, Mergers & Acquisitions, Products Liability, Real Estate, Securities & Finance, Securities Litigation & Regulatory Compliance, Surety, Tax, Tort & Insurance

40 N. Central Ave., Suite 2700 Phoenix, AZ 85004 (602) 263-1700 jshfirm.com Insurance Defense, General Civil Litigation, Appeals, Alternative Dispute Resolution, Transportation, Criminal Defense, Medical Malpractice

For a more detailed listing of our recommended firms and a complete list of their attorneys and Areas of Practice, please visit inbusinessmag.com/legalguide.

Lewis Brisbois Bisgaard & Smith L.L.P. 2929 N. Central Ave., Suite 1700 Phoenix, AZ 85012 (602) 385-1040 lewisbrisbois.com Medical Malpractice, Construction Defect Litigation, Products Liability, General Liability, Professional Liability

Koeller, Nebeker, Carlson, Haluck, L.L.P.

Lewis Roca Rothgerber Christie, L.L.P.

1 E. Washington St., Suite 400 Phoenix, AZ 85004 (602) 256-0000 knchlaw.com Business Litigation, Construction Claims, Construction Litigation, E-discovery & Data Management, Employment Litigation, Environmental, General Legal Defense, Government Tort Liability, Professional Malpractice, Insurance Coverage/Bad Faith Litigation, Workers Compensation, Commercial Trucking & Transportation Defense Litigation

201 E. Washington St., Suite 1200 Phoenix, AZ 85004 (602) 262-5311 • lrrc.com IP, Bankruptcy, Corporate & Securities, Commercial litigation, Labor & Employment, Real Estate, Regulatory Affairs, Healthcare

Littler 2425 E. Camelback Rd., Suite 900 Phoenix, AZ 85016 (602) 474-3600 • littler.com Management-side Employment Advice & Counsel, Labor & Management Relations, Employment Litigation, Immigrations & Global Migration, Business & Human Rights, e-Discovery, International Employment & Labor

Radix Law In 2008, attorney Jonathan Frutkin founded the firm with a goal of providing top-notch legal representation to business, family and individual clients throughout Arizona. As a third-generation lawyer, Frutkin and his family have worked closely with business owners and their families for nearly 100 years. In 2017, the firm changed its name from The Frutkin Law Firm to Radix Law. The word “Radix” is Latin in origin and stands for the concept of roots: the root of a tree, the root of knowledge, the root of a number. The name reflects the firm’s values: a business law

At the top

TOP REPRESENTATIVE ATTORNEYS PARTNER ATTORNEYS

Principal, Jonathan Frutkin Partners: Carolyn Tatkin, Adam Buck and Ben Himmelstein

At-a-Glance MAIN LOCAL OFFICE: 15205 N. Kierland Blvd., Suite 200 Scottsdale, AZ 85254 PHONE: (602) 606-9300 WEBSITE: radixlaw.com OFFICES IN METRO PHOENIX: 1

firm that knows how the law helps clients pursue opportunities and deal with challenges. The firm and its team of 12 attorneys considers itself to be rooted in Arizona with its office located at Kierland Commons in Scottsdale. Radix Law helps businesses, individuals and families with their business law, bankruptcy, taxation, asset protection, real estate law, wills, trusts and estates, and litigation needs.

NATIONALLY HEADQUARTERED: Scottsdale MANAGING PARTNER: Jonathan Frutkin NO. OF YEARS WITH FIRM: 11 YEAR ESTABLISHED LOCALLY: 2008 PRACTICES: Corporate & Business Law, Bankruptcy, Taxation, Trust & Estate Planning, Real Estate, Asset Protection, Litigation

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Legal Services Guide

At the top

TOP REPRESENTATIVE PHOENIX SHAREHOLDERS ATTORNEYS

Matthew P. Feeney • John J. Bouma • Barbara J. Dawson • Michael M. Donahey • Barry D. Halpern • Thomas R. Hoecker • Terry Roman

Snell & Wilmer Founded in 1938, Snell & Wilmer is a fullservice business law firm with more than 400 attorneys practicing in 11 locations throughout the western United States and in Mexico, including Phoenix and Tucson, Arizona; Los Angeles and Orange County, California; Denver, Colorado; Las Vegas and Reno, Nevada; Albuquerque, New Mexico; Salt Lake City, Utah; Washington, D.C. and Los Cabos, Mexico. The firm represents clients ranging from regional, national and international large, publicly traded corporations to small businesses, individuals and entrepreneurs. Clients include major national and multinational corporations, educational and research institutions, municipalities and government agencies, nonprofits, charitable organizations, industry executives and high-networth individuals.

WHAT SETS US APART External Focus: At Snell & Wilmer, we recognize one straightforward fact — our clients care less about our internal workings and more about the degree to which we understand their business, their industry, and the trends and challenges that can affect their ability to minimize risk and maximize success. This strong external focus and the diverse experience of more than 400 attorneys enable us to help clients solve problems, achieve opportunities and deal efficiently and effectively with an ever-changing economic, business and legal landscape. Expansive Legal Experience; Flexible Approach: Snell & Wilmer is organized into more than five dozen practice areas, so that clients have easy access to attorney skills and knowledge specific to a particular business and industry. Yet

many businesses face legal issues that require crosspractice experience. We have the resources to build teams of attorneys from different practice areas and locations who can work together seamlessly to solve the most complex legal challenges. Earned Client Trust: Central to any business is the desire to decrease expense and drive revenue. When dealing with legal matters that involve proprietary business information, trust between the client and our firm is paramount. Snell & Wilmer provides creative yet practical client-specific solutions. Professional integrity and fast response to client needs guide our interactions. In short, we work with clients in ways that are both personal and professional — ways that engender mutual trust and pave the way for successful outcomes.

Matthew P. Feeney

At-a-Glance MAIN LOCAL OFFICE ADDRESS: 400 E. Van Buren St., Suite 1900 Phoenix, AZ 85004-2202 PHONE: (602) 382-6000 WEBSITE: www.swlaw.com

NATIONALLY HEADQUARTERED: Phoenix MANAGING SHAREHOLDER: Matthew P. Feeney

& Data Protection, Education, Employee Benefits & Executive Compensation, Environmental & Natural

NO. OF YEARS WITH FIRM: 35

Resources, Healthcare, Immigration, Intellectual Property,

YEAR ESTABLISHED LOCALLY: 1938

Internal Investigations, Insurance, International, Labor & Employment, Life Sciences, Litigation, Political Law &

OFFICES IN METRO PHOENIX: 1 ADVERTISING PROFILE

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PRACTICES: Bankruptcy, Commercial Finance, Construction, Corporate & Securities, Cybersecurity

Government Relations, Real Estate, Tax & Nonprofit

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Legal Services Guide May Potenza Baran & Gillespie

Radix Law

Salmon, Lewis & Weldon P.L.C.

201 N. Central Ave., Suite 2210 Phoenix, AZ 85004 (602) 252-1900 • maypotenza.com Administrative Adjudications, Alternative Dispute Resolution, Appeals, Bankruptcy Reorganization, Commercial Creditors & Debtor’s Rights, Employment & Labor 

15205 N. Kierland Blvd., Suite 200 Scottsdale, AZ 85254 (602) 606-9300 radixlaw.com Business Law, Real Estate Law, Commercial Litigation, Bankruptcy Law, Estate Planning

2850 E. Camelback Rd., Suite 200 Phoenix, AZ 85016 (602) 801–9060 • slwplc.com Business & Finance, Commercial Litigation, Commercial Law, Corporate Real Estate, Electric Power & Utilities, Environmental Law

Renaud Cook Drury Mesaros P.A.

Sanders & Parks, P.C.

One N. Central Ave., Suite 900 Phoenix, AZ 85004 (602) 307-9900 rcdmlaw.com Wrongful Death, Medical Malpractice, Product Liability, Insurance Coverage, Appeals, Business & Real Estate

3030 N. 3rd St., Suite 1300 Phoenix, AZ 85012 (602) 532-5600 • sandersandparks.com Civil Litigation, Corporate, Professional Liability Litigation, Insurance Defense, Public Entity/Municipal Defense, Intellectual Property

Rose Law Group P.C.

Schneider & Onofry P.C.

7144 E. Stetson Dr., Suite 300 Scottsdale, AZ 85251 (480) 505-3936 roselawgroup.com Real Estate, Land Use & Zoning, Tax, Family, Estate Planning

365 E. Coronado Rd. Phoenix, AZ 85004 (602) 230-8857 • soarizonalaw.com Administrative, Business, Employment, Alternative Dispute Resolution, Civil & Commercial, Construction Litigation, Civil Rights, Family

Ogletree, Deakins, Nash, Smoak & Stewart P.C. 2415 E. Camelback Rd., Suite 800 Phoenix, AZ 85016 (602) 778-3700 • ogletree.com Employment, Traditional Labor Relations, Litigation, Unfair Competition & Trade Secrets, Immigration

Osborn Maledon P.A. 2929 N. Central Ave., 21st Floor Phoenix, AZ 85012-2793 (602) 640-9000 • omlaw.com Commercial Litigation, Corporate & Securities, IP, Technology, Real Estate, Criminal, Bankruptcy

Ryley Carlock & Applewhite Perkins Coie L.L.P. 2901 N. Central Ave., Suite 2000 Phoenix, AZ 85012 (602) 351-8000 • perkinscoie.com Business Litigation, Patent & IP, Business & Licensing, Real Estate, Criminal Defense

Polsinelli One E. Washington St., Suite 1200 Phoenix, AZ 85004 (602) 650-2000 polsinelli.com Business Litigation, Corporate, Financial Services, Health Care, Real Estate, Life Sciences & Technology, Immigration, Tax

Quarles & Brady L.L.P. One Renaissance Square Two N. Central Ave., Suite 3 Phoenix, AZ 85004 (602) 229-5200 quarles.com Commercial Bankruptcy & Restructuring, Business Law, Environmental, Franchise, Healthcare

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One N. Central Ave., Suite 1200 Phoenix, AZ 85004 (602) 440-4800 rcalaw.com Energy & Environment, Real Estate & Development, Creditors’ Rights & Banking, Estate Planning & Probate, Corporate & Securities, Litigation, Document Control & e-Discovery

Sacks Tierney P.A. 4250 N. Drinkwater Blvd., Fourth Floor Scottsdale, AZ 85251 (480) 425-2600 • sackstierney.com Appeals, Banking, Bankruptcy & Restructuring, Beneficiary Representation, Business & Corporate, Civil Litigation, Commercial & Public Finance, Construction, Dispute Resolution, Employment, Equity & Debt Finance, Estate Planning, Family Law, Guardianship & Conservatorship, Healthcare, Homeowner Association, Indian Law & Tribal Relations, Intellectual Property, Loan Workouts & Problem Asset Resolution, Marijuana Business, Private & Public School, Probate & Trust Administration, Real Estate, Trust & Estate Litigation, Uniform Commercial Code, Water, Environmental & Natural Resources

Sherman & Howard L.L.C. 201 E. Washington St., Suite 800 Phoenix, AZ 85004 (602) 240-3000 • shermanhoward.com Real Estate, Labor & Employment, Estate Planning, Bankruptcy, Mergers & Acquisitions, Litigation, Banking & Finance, Immigration, Tax

Snell & Wilmer, L.L.P. One Arizona Center 400 E. Van Buren St., Suite 1900 Phoenix, AZ 85004 (602) 382-6000 • swlaw.com Banking & Finance, Litigation, Corporate & Securities, Intellectual Property, Labor Employment & Benefits, Natural Resources, Environmental & Energy, Real Estate & Tax

Squire Patton Boggs 1 E. Washington St., Suite 2700 Phoenix, AZ 85004 (602) 528-4000 • squirepattonboggs.com Corporate, Environmental, IP, Litigation, Public Finance, Restructuring, Real Estate

INBUSINESSPHX.COM


Legal Services Guide Steptoe & Johnson L.L.P.

Tiffany & Bosco P.A.

Withey Morris P.L.C.

201 E. Washington St., Suite 1600 Phoenix, AZ 85004 (602) 257-5200 steptoe.com Commercial Litigation, Insurance Coverage & Bad Faith, Labor & Employment, Media & Communications, IP Protection & Litigation, Tax

2525 E. Camelback Rd., Suite 700 Phoenix, AZ 85016 (602) 255-6000 • tblaw.com Banking, Employment, IP, Tax, Real Estate, Commercial Litigation, Construction

2525 E. Arizona Biltmore Circle, Suite 212 Phoenix, AZ 85016 (602) 230-0600 • witheymorris.com Master Plan Developments, Comprehensive Plan Amendments, General Plan Amendments, Zone Changes, Development Agreements, Use Permits, Variances, Building Permits & Entitlements, Abandonments, Easements, Design Reviews, Annexations, Stipulation Modifications, Waivers, Subdivision & Plat Maps, Entitlement & Opinion Letters, Interpretation Issues, Code Enforcement & Property Violations, Zoning Ordinance Text Amendments, Due Diligence, Referendums

Stinson Leonard Street L.L.P. 1850 N. Central Ave., Suite 2100 Phoenix, AZ 85004 (602) 279-1600 stinson.com Commercial & Class Action Litigation, Bankruptcy & Creditors’ Rights, Corporate Counseling, Banking & Financial Services, Real Estate

Warner Angle Hallam Jackson & Formanek P.L.C. 2555 E. Camelback Rd., Suite 800 Phoenix AZ 85016 (602) 264-7101 • warnerangle.com Commercial & Business Law, Construction, Real Estate, Commercial Loans, Divorce & Family, Trusts & Estates, Probate

Wilenchik & Bartness P.C. 2810 N. 3rd St. Phoenix, AZ 85004 (602) 606-2810 • wb-law.com Complex Business Disputes, Real Estate Civil Litigation & Appeals, including White Collar Criminal & Construction Litigation & Disputes of All Kinds

For a more detailed listing of our recommended firms and a complete list of their attorneys and Areas of Practice, please visit inbusinessmag.com/legalguide.

Wilenchik & Bartness The law firm of Wilenchik & Bartness provides high-level litigation services to a select group of clients. With its many highly skilled attorneys and paralegals, the firm also provides commercial arbitration and mediation services and works closely with businesses to manage their legal needs. It has represented many high-profile individuals in the state and county, including county attorneys, judges, a senator’s son, the state treasurer, the secretary of state, and former and current attorneys general. The firm was founded in 1991 by Dennis I. Wilenchik, who left a senior partnership at the international firm of Squire Patton Boggs to form a smaller, more personalized practice while retaining a big-firm quality of practice. Still in active practice with his son, Jack — who was selected a “super lawyer” in business litigation this year by Thomson Reuters — he was recently named Best Trial Lawyer in the Valley for the fourth straight year by Foothills Magazine, and one of the Top 100 business lawyers in Arizona by a Business Magazine.

At the top Dennis I. Wilenchik • Becky A. Bartness

At-a-Glance Dennis I. Wilenchik

Dennis Wilenchik is rated Martindale-Hubbell AV®-Preeminent™, the highest rating available under the Martindale-Hubbell rating system, and he is listed in the national Bar Register of Preeminent Lawyers. Wilenchik has been a nationally certified civil trial advocate by the National Board of Trial Advocacy for more than 15 years. He is an Arizona Bar Foundation Fellow and was elected a Fellow to the American Board of Professional Liability Attorneys. Wilenchik has served as a civil judge pro tem of the Superior Court; president of Maricopa County Bar Association Young Lawyers Division; board member of the Arizona Bar Journal; chairman and secretary of the Civil Trial Practice Committee; member of the Superior Court Civil Study Committee of the State Bar; and member of the Department of Real Estate Advisory Board, appointed by the governor. Becky Bartness is now based out of Virginia, principally handling mediation matters.

MAIN LOCAL OFFICE: 2810 N. Third St. Phoenix, AZ 85004 PHONE: (602) 606-2810 WEBSITE: wb-law.com OFFICES IN METRO PHOENIX: 2 NATIONALLY HEADQUARTERED: Phoenix MANAGING PARTNER: Dennis I. Wilenchik NO. OF YEARS WITH FIRM: 26 YEAR ESTABLISHED LOCALLY: 1991 PRACTICES: Complex Business Disputes, Real Estate Civil Litigation & Appeals, including White Collar Criminal & Construction Litigation & Disputes of All Kinds

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Because no two clients are ever the same. TM

Understanding what makes you unique.® www.swlaw.com

JAMES P. MELENDRES | 602.382.6555 | JMELENDRES@SWLAW.COM SNELL & WILMER | ONE ARIZONA CENTER | 400 EAST VAN BUREN STREET | SUITE 1900 | PHOENIX, AZ 85004 DENVER | LAS VEGAS | LOS ANGELES | LOS CABOS | ORANGE COUNTY | PHOENIX | RENO | SALT LAKE CITY | TUCSON


Anderson, Grant, 31

Feeney, Matthew P., 61

Jafari, Omeed, 31

Phelps, Corey, 29

Barton, Drew, 66

Flatley, Paul G., 52

Judiscak, Kevin M., 56

Pollack, Ken, 10

Beckert, Cammie Hancock, 14

Fleming, Stephen, 31

Kehaly, Pam, 22

Rodriguez, Alex, 31

Berger, Steven N., 56

Forese, Tom, 9

Kilroy, Ed, 14

Schmittlein, Marc, 22

Bishop, Noreen, 22

Fraley, Lee, 55

LaPorte, Todd, 22

Schultz, Marc, 20

Bullock, Tracy, 37

Frutkin, Jonathan, 60

Levin, Adam, 12

Sender, Darin, A., 37

Cantrell, Jim, 31

Garcia, Josh, 34

Lutes, Joy, 13

Sibony, Olivier, 29

Chan, Tony, 10

Garrette, Bernard, 29

Merrifield, Kristen, 50

Sinodis, John, 58

Clisham, Patrick A., 56

Gillespie, Tarleton, 29

Meyer, Karen, 38

Stanton, Nicole, 59

Corbin, David, 11

Giuliano, Neil, 22

Munson, Kristin, 49

Thorsvik, Josh, 10

Crommett, Allan, 12

Goodnow, James, 57

Murray, Rick, 48

Tollefson, Richard, 30

Crommett, Colleen, 12

Graham, Dawn Marie, 29

Norman, Ariyanna, 38

Tyra, Michal, 30

Duvenhage, Fanie, 18

Horned, April E., 46

Papanicolaou, Mia, 28

Wilenchik, Dennis I., 63

Elkin, Melody, 37

Hummel, Mike, 22

Pearson, Don, 22

Zylstra, Steven G., 47

1st Bank, 6

CyberScout, 12

Keep It Cut, 10

Southern Web, 66

AC Hotel by Marriott Phoenix Tempe/ Downtown, 38, 39

Davis Miles McGuire Gardner, PLLC, 39

Lee & Associates Arizona, 14

State Bar of Arizona, 55

Digitech Systems, 11

LP Insurance Services, 15

Stratus Building Solutions, 16

Direct2MD, 52

Luna Azul, 14

Striata, 28

APS, 19

Discovery Triangle Development Corporation, 16

MAC6, 39

Summed, 11

Aqua-Tots Swim Schools, 12

Dust Cutter, 36

MedAvail Technologies, 16

Surprise Regional Chamber of Commerce, 32

Arizona Commerce Authority, 31

Engelman Berger, PC, 56

Arizona Corporation Commission, 9

Enterprise Bank & Trust, 8

Arizona Diamondbacks, 7

eWomen Network Phoenix/Scottsdale, 32

Alliance Bank of Arizona, 2 Alliance of Arizona Nonprofits, 50

Arizona Small Business Association, 32, 45

Facebook, 31

Mesa Chamber of Commerce, 33 Microchip Technology, 18 Miracle Mile Deli, 34 MRA Associates, 12 National Association of Women Business Owners – Phoenix, 32

Arizona Technology Council, 31, 33, 47

Farm & Craft, 36

ASSA ABLOY, 11

Fennemore Craig, 57

National Association of Women Business Owners, 13

Association for Corporate Growth – Arizona, 32

Fleep, 11

National Safety Council, 48

fsboTECH, 12

Networking for Professionals, 32

Gallagher & Kennedy, 54

NFP Property & Casualty Insurance Services, Inc., 46

Babbo Italian Eatery, 10 Bank of Arizona, 15 Banner Health, 16 Barrington Oaks, 31 Big Brothers Big Sisters of Central Arizona, 51 Blue Cross Blue Shield of Arizona, 16, 22, 68 BMO Harris Bank, 21 BMW, 35 Bullock Training and Development, 37 Camelot Homes, 14 Chandler Chamber of Commerce, 32, 33 Colliers International Group, Inc., 14 CopperPoint Insurance Companies, 12, 22

Gilbert Chamber of Commerce, 33 Glendale Chamber of Commerce, 33 Grand Canyon University, 41 Greater Phoenix Chamber of Commerce, 32 Greater Phoenix Leadership, 22 Hearth ´61, 36 Heidi’s Events & Catering, Inc., 39 HonorHealth, 22 J.P. Morgan Private Bank, 22 Jennings Haug Cunningham, 58 Jive, 6 Judge Business School, University of Cambridge, 18

T. Cook’s, 36 Tempe Chamber of Commerce, 33, 37 UnitedHealthcare, 5 University of Arizona, 31 USI Insurance Services, 12 Vector, 31 Virtual Crypto Technologies Ltd., 18 Waste Management of Arizona, 39 Wells Fargo & Company, 22 Wilenchik & Bartness, 63

Paragon space Development Corporation, 31 Payday HCM, 49 Phoenix Philanthropy Group, The, 30 Pinnacle Bank, 67 Quarles & Brady LLP, 3, 59 Radix Law, 60 RevAZ, 31 Salt River Project, 22 Sender Associates, 37 Silverman Law Offices, 39

JLL, 14, 17

In each issue of In Business Magazine, we list both companies and indivuduals for quick reference. See the stories for links to more.

ON Semiconductor, 12

Sweetest Season Bakery Boutique, 37

Snell & Wilmer, 20, 55, 61., 64

OUR PODCAST: Join us for interesting, informative and inspiring conversations with top local businesspeople in the Greater Phoenix area. Listen now at inbusinessphx.com.

Snoh Ice Shavery, 10

Bold listings are advertisers supporting this issue of In Business Magazine.

2018 65 JUNE INBUSINESSPHX.COM


A CANDID FORUM

BY

Snaring the Right Web Designer 5 red flags to watch out for when hiring a Web designer by Drew Barton

The Web designer you ultimately choose will play a critical role in the digital success of your business, which is why you need to be able to ask the right questions and identify obvious red flags during the interview process. Recognizing and avoiding red flags can be the key to protecting yourself against a bad business deal. When it comes to hiring a Web designer or digital agency, there are a few bright-red flags that you should never ignore. While not every red flag will be an automatic deal breaker, they should at least prompt you to dig a bit deeper and ask more questions. If the designer or agency can’t assuage your concerns after you bring up one of these red flags, it’s time to walk away.

1. THEY GIVE YOU VAGUE ANSWERS TO YOUR QUESTIONS. When you ask a digital agency a question — whether it’s about process, timelines or communication — the agency should be able to give a clear, detailed answer. For example, if you ask an agency, “If my website goes down, who do I contact and how long before I can expect a response?” they should be able to answer those questions without missing a beat. If you are met, instead, with something like, “Well, you shouldn’t run into any trouble, but if you do, call us up and we’ll figure it out for you,” then you have reason to worry.

2. THEY DON’T HAVE A CLEAR PROCESS OR TIMELINE FOR YOUR PROJECT.

Drew Barton is the former webmaster for CNN.com and the founder and president of Southern Web, an award-winning digital agency specializing in Web development and digital marketing solutions. He is the author of The Buyer’s Guide to Websites: What You Need to Know to Get the Website of Your Dreams. southernweb.com

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A reputable digital agency will have a tried-and-true step-by-step process to build and launch your website, and they should be ready to walk you through what those steps entail. Likewise, every website project should have a definitive timeline assigned to it, along with a set of agreed-upon milestones at various points on the timeline. An agency that can’t provide concrete details regarding your project’s process and timeline is not an agency you want to work with. Why? Because the lack of accountability puts you in a vulnerable position. You’ll have no idea what’s going on with your website until the agency deigns to release those details to you.

3. THEY DON’T PUSH BACK WHEN THE SCOPE BEGINS TO CREEP.

Making changes to a project after signing a contract and establishing a statement of work is known as scope creep. This could mean adding a few extra pages, implementing a new ecommerce element or requesting copywriting services that were originally not planned for. When not handled appropriately, scope creep can add up to additional time and cost, causing friction in the process. A good agency will call out on scope creep when it happens. A bad one won’t. If you’re sending out-of-scope changes

to your digital agency and they don’t point out that those changes aren’t included in the terms of the agreement, that’s actually a sign of an unhealthy company. When the agency isn’t strong enough to tell you no, that means they don’t have healthy boundaries.

4. THEY DON’T HAVE A CLEAR CANCELLATION POLICY.

It can be uncomfortable talking about when things will end, especially when your relationship is just beginning. But, in reality, every relationship ends. That’s why both parties in a business relationship should agree on terms of cancellation. If your digital agency is uncomfortable even broaching the subject, that’s a red flag. If they jokingly laugh off the question with a “Why would you ever want to leave us?” spiel, then be prepared for a messy breakup down the road. If they make inflated promises about how they’ll ensure you never want to leave and bend over backward to keep you, chances are you’re not dealing with a reputable agency.

5. THEY SIMPLY RUB YOU THE WRONG WAY.

If the behavior exhibited by the agency rubs you the wrong way during the initial interview, you’re seeing only the tip of the iceberg. While it’s important to keep an open mind, you should still listen to your gut. It’s like feeling a pebble in your shoe. It bothers you only a little at first, but if you don’t take off your shoe and remove the pebble, it’s going to feel excruciating after about a half mile of walking. If something annoys you or makes you uncomfortable at the beginning, you’ll be even more uncomfortable the longer you let it go. By keeping these red flags in mind as you interview prospective Web designers, you will be well-equipped to evaluate your choices, narrow down your top candidates and, ultimately, select the designer that makes the most sense for your project.

As of Q1 2017, there were more than 330.6 million registered domain names. And as of August 2017, there were 1.24 billion websites in the world. hostingfacts.com/internet-facts-stats-2016


Come home to local banking.

It’s been 10 years. And we’ve made local banking something worth coming home to. This anniversary isn’t about us, it’s about you: Arizonans who wanted a better banking experience. After all, you’re not just clients. You’re our neighbors, our friends and the businesses that power our local economy. And with the accolades we’ve received—#1 Community Bank, Top 200 Healthiest Bank, 5-Star Superior Rating—it’s clear we’ve earned your trust with our easier, more personalized, local banking service. Here’s to 10 years as your hometown bank. Bank local. Bank Pinnacle.

Creating an exceptional experience!

Scottsdale 480.609.0055

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Phoenix 602.995.6565

Member FDIC | Equal Housing Lender. Copyright © 2014 Pinnacle Bank, All rights reserved

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June 2018 issue of In Business Magazine  
June 2018 issue of In Business Magazine