In this episode of Behavioral Profit, Debbie Longo speaks with Jack Siney about business pivots, market feedback, change management, and the willingness to change direction when an idea is not producing the expected results.

Jack shares the story of GovSpend, a company he co-founded to help government agencies purchase more efficiently. The original concept aggregated government purchasing data so agencies could compare vendors, pricing, and purchases. After investing significant time, money, and effort into the technology, Jack and his partner took the idea directly to government purchasing professionals—and the response was overwhelmingly negative.

Rather than abandoning the technology, they examined the value of the data and began asking who else could benefit from it. That process led to a complete business-model pivot. Instead of selling the database to government agencies, they offered it to government contractors that wanted insight into what agencies were purchasing, who they were buying from, and what they were paying.

The change required far more than a new sales pitch. Jack explains that they changed their marketing, website, CRM, contacts, processes, and target customer. The new market responded positively, the product took off, and the company operated successfully for more than 12 years before being sold to private equity.

Debbie and Jack discuss the behavioral side of making major business changes. Entrepreneurs can become emotionally attached to an idea because of the time, money, and energy already invested. Moving forward sometimes requires accepting that the original plan is not working, listening to feedback, changing your mindset, and being willing to take a completely different approach.

Jack explains that the market will tell business owners what works if they are willing to listen. At the same time, he cautions against changing direction because of one person's opinion. His approach was to pay close attention when the same feedback appeared three or four times because repeated feedback often signals a real issue that needs to be addressed.

The pivot ultimately helped GovSpend grow to a nine-figure valuation, demonstrating how a business that begins in the wrong direction can achieve significant success when its leaders remain open to change.

This episode explores business pivots, entrepreneurship, market feedback, change management, leadership behavior, adaptability, business growth, decision-making, resilience, and taking action when something is no longer working.

Contact Debbie Longo, Executive Behavioral Coach, Founder and CEO Life In Bloom NY

Behavioral Profit

Website: https://www.debbielongo.com/

Email: debbie@lifeinbloomny.net

LinkedIn: https://www.linkedin.com/in/debbie-longo-life-in-bloom-ny/

Facebook: https://www.facebook.com/debbie.longo.2025

Instagram: https://www.instagram.com/debbie.life.in.bloom.ny/?hl=en

Contact Jack Siney

Jack Siney, Co-Founder + Chief Revenue Officer at FrontRace

Email: jack@frontrace.com

Web: www.frontrace.com

In this episode of Behavioral Profit, Debbie Longo speaks with Sameer Narkar, founder and CEO of Konnect Insights, about entrepreneurship, leadership, business growth, adaptability, customer experience, and the behaviors that drive long-term success.

Sameer shares how he transitioned from software engineering to building Konnect Insights into an international customer experience platform serving businesses around the world. He explains how his original business idea evolved after listening to customers and responding to changing market needs.

Debbie and Sameer discuss why entrepreneurs often need to change direction rather than remain attached to their original vision. Customer feedback, new opportunities, technology, and market conditions all require founders to stay flexible while remaining committed to their long-term goals.

Sameer explains that building a successful company required learning far beyond software development. As the business grew, he had to develop skills in sales, marketing, finance, hiring, partnerships, operations, and leadership while continuing to innovate.

The conversation explores leadership, workplace culture, delegation, employee development, artificial intelligence, customer experience, and strategic partnerships. Sameer shares how growing a company eventually requires trusting others, empowering talented employees, and creating systems that allow the business to scale.

They also discuss the importance of continuous learning, remaining open to change, and breaking large goals into consistent daily actions. Sameer explains that success is rarely the result of one major decision but instead comes from making better decisions every day.

Debbie emphasizes that business growth begins with behavioral growth. The way leaders think, communicate, solve problems, and respond to challenges directly influences employee performance, customer relationships, innovation, and profitability.

Together they explain that successful businesses are built by leaders who remain adaptable, invest in people, embrace change, and continue learning as their organizations grow.

This episode explores entrepreneurship, leadership behavior, business growth, adaptability, customer experience, artificial intelligence, workplace culture, innovation, strategic partnerships, and building a profitable business for long-term success.

Contact Debbie Longo, Executive Behavioral Coach, Founder and CEO Life In Bloom NY

Behavioral Profit

Website: https://www.debbielongo.com/

Email: debbie@lifeinbloomny.net

LinkedIn: https://www.linkedin.com/in/debbie-longo-life-in-bloom-ny/

Facebook: https://www.facebook.com/debbie.longo.2025

Instagram: https://www.instagram.com/debbie.life.in.bloom.ny/?hl=en

Contact Sameer Narkar, Founder & CEO, Konnect Insights

Website: https://konnectinsights.com/

In this episode of Behavioral Profit, Debbie Longo speaks with Muriel Touati, founder of Exit 3D Studio and author of The Valuation Gap, about founder dependency, business valuation, delegation, and the behaviors that determine whether a business can scale or be sold.

Drawing on her experience evaluating business acquisitions, Muriel explains why many companies appear valuable on paper but lose value because they rely too heavily on the founder. She shares examples where sales, client relationships, operations, or lead generation could not function without the owner’s direct involvement.

Debbie and Muriel discuss why entrepreneurs struggle to delegate. Fear of losing control, perfectionism, lack of documentation, and difficulty trusting others often prevent founders from building businesses that operate independently. These behaviors may seem productive, but they limit growth and reduce long-term value.

Muriel explains that buyers evaluate far more than financial statements. They examine recurring revenue, customer concentration, leadership structure, documented systems, acquisition channels, and whether the company can continue operating if the founder steps away.

The conversation also explores SOPs, automation, mindset, trust, rejection, control, leadership development, and how entrepreneurship often becomes a personal growth journey. Muriel shares practical ways to reduce founder dependency, including documenting repeatable processes, building systems others can follow, creating lead generation beyond the founder’s personal network, and stepping away long enough to see what breaks.

Debbie emphasizes that leadership behavior directly impacts employee performance, communication, workplace culture, customer experience, sales, and profitability. Together they explain that businesses become more valuable when they develop people, build repeatable systems, and reduce dependence on one individual.

This episode explores leadership behavior, delegation, business valuation, founder dependency, recurring revenue, workplace culture, business systems, entrepreneurship, organizational growth, and building a company that creates lasting value beyond its founder.

Contact Debbie Longo, Executive Behavioral Coach, Founder and CEO Life In Bloom NY

Behavioral Profit

Website: https://www.debbielongo.com/

Email: debbie@lifeinbloomny.net

LinkedIn: https://www.linkedin.com/in/debbie-longo-life-in-bloom-ny/

Facebook: https://www.facebook.com/debbie.longo.2025

Instagram: https://www.instagram.com/debbie.life.in.bloom.ny/?hl=en

Contact Muriel Touati, Founder & CEO Exit 3D Studio

Exit 3D Studio: exit3dstudio.com

LinkedIn: linkedin.com/in/murieltouati

YouTube: youtube.com/@exit3dinsights

Free first chapter of The Valuation Gap: exit3dstudio.com/the-valuation-gap