Episode Archive - ProcurementExpress.com

Shane Bender – Agency Finances Are BROKEN – 3 Blind Spots Killing Your Profits

In this episode, James Kennedy sits down with fractional CFO Shane Bender, founder of Bender CFO Services, to dig into the financial realities of running a marketing or digital agency. Using his love of weather models as a metaphor for forecasting, Shane explains why most agency owners are flying blind on margins, cash flow, and growth targets – and how better data, simple models, and discipline can turn chaos into clarity. From client-level profitability to weekly cash planning and “smarter” goals, this conversation is a practical roadmap for agencies that want to grow without blowing up their finances.

Elliott Gaspar – UK’s Secret Weapon Against Silicon Valley

In this episode, James Kennedy sits down with Elliott Gaspar, UK-based Fractional CFO and founder of a fast-growing finance practice, to unpack how the UK’s unique tax-advantaged investment schemes (SEIS/EIS) can accelerate early-stage growth – and how easily founders can lose their eligibility without realizing it.

Drawing on a career that started in Oxford University finance, scaled through private-equity-backed energy infrastructure, and evolved into advising high-growth, asset-heavy startups, Elliott explains why CFOs must be storytellers, how to build investor-ready financial models, and why UK entrepreneurs still underestimate the power of compliance-driven incentives.

Chris Gwinn – CFO Adds $1M EBITDA Without Timesheets

In this episode, James Kennedy sits down with Chris Gwinn, CFA and founder of Midwest CFO, to unpack how a fractional CFO helped a $7.5M digital agency boost gross margins from 26% to 48% and add $1M in EBITDA – without forcing creatives into traditional timesheets. Chris shares why he exited a successful process-improvement consultancy to build a more recurring, finance-driven practice, how he uses podcasts as a growth engine, and the simple pricing and cost-allocation shifts any B2B services firm can use to increase valuation.

Carolina Aponte – Venezuelan Immigrant’s Rise to Top CFO Success

In this episode, James Kennedy sits down with Carolina Aponte – fractional CFO, founder, and co-host of the Breaking Even Better podcast – to trace her journey from teen tour guide in Venezuela to award-winning North Carolina business owner. Carolina shares how she arrived in the U.S. at 20 without a high school diploma, juggled three jobs to survive, and used night classes plus on-the-job learning to climb from receptionist to controller and ultimately firm owner.

They unpack what a great controller actually does, how finance leaders can influence (but not control!) CEOs, and why relationships, resilience, and “improv” are just as important as debits and credits. Carolina also talks about helping more than 10 clients break the $1M revenue barrier and how her team-based model delivers 90%+ client retention.

Nick Bilotta – The Medieval Accounting Trick That Still Works Today

In this episode, James Kennedy sits down with Nick Bilotta, Founder of Bilotta & Co. CPAs, to explore two powerful concepts often misunderstood in the accounting world: fund accounting and financial storytelling. Nick shares why fund accounting – often dismissed as an “old-school” practice – is becoming more relevant than ever for nonprofits, contractors, and organizations that need transparency, donor confidence, and better decision-making. He also breaks down how great accountants don’t just report numbers – they translate financials into narratives that inspire trust, secure funding, and shape an organization’s future. From motorcycle technician to SEC reporting leader to firm owner, Nick’s unconventional journey gives him a unique perspective on the role of modern CPAs, fractional CFOs, and the importance of clarity in financial communication.

Andy Mellor – The Truth About Fractional CFOs

In this episode, James Kennedy sits down with UK-based portfolio CFO Andy Mellor, founder of Summit17, to tackle a controversial question: what actually makes a “real” fractional CFO? Drawing on Andy’s journey from big corporate finance to PE-backed gym chains and nursery groups, through to running his own packed portfolio practice, they unpack how to separate serious CFOs from title-only pretenders, why great financial models should drive day-to-day decisions (not gather dust in Excel), and how fractional CFOs can build real equity instead of just selling hours. Along the way, Andy shares a live MBO case study where a retiring partner was bought out without private equity and how smart forecasting and cash planning made it possible.

Darren Cherry – The Exit Planning Blueprint

In this episode, James Kennedy talks with Darren Cherry, Partner at FocusCFO and leader of the firm’s Exit Planning practice, about building a business that thrives without the owner. Darren explains the three reasons companies bring in a fractional CFO, why exits take 12-18 months (minimum), and how to grow value (not just income) by reducing owner dependency, tightening approvals, and installing metrics that drive behavior. He also shares a turnaround story from industrial manufacturing and the mindset entrepreneurs need to scale and sell.

Keith Wright – 90% of Businesses Leave Money on the Table

In this episode, James Kennedy sits down with Keith Wright – procurement leader, author, and founder of K Wright Consultancy – to unpack how professional procurement creates durable profit, not just cheaper prices. They explore Keith’s ACE method (Analyze → Create → Execute), why execution failures destroy value, and practical ways SMEs can uncover 5–6% cost-of-goods savings in weeks. Keith also lifts the lid on his “Profit Booster” scorecard, supplier consolidation tactics, and how to manage cost-price inflation without eroding margin.

Niall White – $10B in Deals: Post-Acquisition Reality Check

In this episode, James Kennedy sits down with Niall White, corporate finance expert and founder at Capstack, to unpack what really determines success after the deal closes. Drawing on a career spanning BDO (Dublin & London), Barclays Capital (funding marquee PE buyouts), and in-house M&A at an Irish PLC, Niall explains why most value is won – or lost – during integration, not at the signing ceremony. They cover how to prepare a founder-led company for sale, structure earn-outs that actually work, and the people/controls you must have in place before, during, and after a transaction.

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