Inside the Ecosystem with Claude & Kelly | EP172

In this behind-the-scenes conversation, B.O.O.S.T.® sound engineer, Claude, and Kelly connect for a candid look at the work she’s been doing across the entrepreneurship ecosystem from coaching founders in the Goldman Sachs 10,000 Small Businesses program to walking alongside AMBER Fellows through the Montgomery County Black Collective. Together, they unpack what these programs are, why they matter, and the deep sense of calling Kelly brings to serving entrepreneurs at every stage.

The conversation explores the real themes emerging in today’s small-business landscape: what’s holding founders back, the mindset shifts that unlock momentum, and the patterns Kelly sees across the entrepreneurs she advises. It’s equal parts reflection, strategy, and a window into the work happening behind the mic and inside the community.

Goldman Sachs 10,000 Small Businesses: https://10ksbapply.com/ 

Montgomery County Black Collective AMBER Program: https://www.mocoblackcollective.org/amber/ 

Let's Stay in Touch!

• LinkedIn (be sure to mention you heard the podcast ;-))
• Website - B.O.O.S.T.® Your Brilliance 

Transcript

Kelly Leonard 0:48

Take some time, whatever that time might be, whether it's a day, a week, two weeks, unplug, like completely unplug. You deserve it. You are worthy. Everything will still be where you put it, but just take some time to rest because health is wealth. I can't say it enough.

Claude Jennings 1:05

That's Kelly Leonard, host of the Boost Podcast. I'm Claude Jennings, filling in today for Kelly Leonard because she's the guest, and this is the Boost Podcast.

Announcer 1:18

Welcome to the Boost Podcast, the podcast created to ignite your business and career potential. In each episode, host Kelly Leonard and her guests dive into one aspect of Kelly's Signature Boost framework, ensuring you get practical, actionable insights, tips, and takeaways to build your brand, optimize relationships, obtain more leads, secure thought leadership space, and tap into new markets. And now, here's Kelly Leonard.

Claude Jennings 1:49

So, Kelly, every now and again you get to be the guest on your show. Welcome to the Boost Podcast.

Kelly Leonard 1:55

Yes, thank you for welcoming me back as a guest on the Boost Podcast, Claude, because I know you have very high standards, my friend. Right.

Claude Jennings 2:04

I don't let anyone in the room. I don't let everybody in the room, but you but you uh you you get in. Uh so welcome back as a guest, but also um as the host, we had a little kind of spring break there. Uh and by the way, shout out to all the listeners because even though we were on spring break, so many people were checking out past episodes.

Kelly Leonard 2:21

Oh my gosh.

Claude Jennings 2:23

The the the website, uh wherever you get your favorite podcast. And yeah, go back and listen to some of the episodes. The numbers of people listening to like past shows have been um, I think really rewarding because so many of the lessons that are in some of those episodes are evergreen. You can use them whatever. And if you're just finding the show, please go back, check out all those episodes. We keep keep them short intentionally, uh, because you don't have a lot of time to sit down and listen. And neither do we look, we don't have a whole lot of patience or time because it bite-size, you know, 15, 20 minutes, uh, you know, uh, and get that information. But Kelly, there's so much stuff we want to get to um with you today. Something that caught my eye that you're doing, uh you're going to New York uh pretty soon for this Goldman Sachs 10,000 Small Business uh situation. Explain what that is and your role with it and what's happening in New York.

Kelly Leonard 3:14

Yeah, so the Goldman Sachs 10,000 Small Businesses program is a program sponsored by Goldman Sachs, and I happen to serve as a business advisor inside of the program, and so it is a nationwide program that's really designed to support businesses, small business owners, entrepreneurs, and helping them to grow their business. So these are businesses typically at least two years of age, at least $75,000 in revenue, at least two employees. And so these are organizations that have sort of planted their flag, they've been doing the thing, they've been contributing to the national economy through job creation and revenue growth, and they want to take their businesses to the next level. And so we provide them with wraparound services through sort of gold standard, if you will, um training, consulting, business advisory services to really help them to realize additional growth, whether that looks like increased revenue and or creating more jobs in the marketplace.

Claude Jennings 4:19

You know, one of the things I love about this, and we'll get right back to it as far as um what the New York situation is going to be, um, is the fact that, you know, when you're new to starting a business, one of the things for me when I did that was I was just shocked at how supportive the small business circle is. You know, when someone else has a business and that and so there was some skepticism with it with me, like, are they really trying to help or are they just trying to get some business from me? Like, what is it about the entrepreneurial uh uh spirit that when you're doing this, you see something in someone else they're trying to and you you really want to help? There's a lot of help out there from our uh entrepreneur uh community.

Kelly Leonard 4:57

Oh, absolutely. It is a community that in in its motivation is to help other businesses to really thrive. And I think so much of it goes back to sort of the the heart of the entrepreneur, knowing that so much of their success was because of someone either making an introduction or taking a chance on them, whether it be you know taking a chance by you know engaging them in their services or buying a product, something like that, whether it's family, neighbors, friends, or the larger community of strangers. But yeah, there is sort of this um this uh communal aspect of entrepreneurs where there is this desire to really help one another because you know it if I'm not winning, I want to make sure that someone else is winning. Like, what does it look like? You know, your win is my win, so we can all do this together. So all boats rise with the tide. Um, and and I will say that sadly that's not always the case in terms of folks just really opening up themselves. But I have found that especially now more than ever, there's a a larger number of people who are leaning into their vulnerability and their willingness to say, hey, I don't have this all together. And because of this, I want you to learn from my mistakes so that you can accelerate the time that it takes from you to get from zero to hero in in your work.

Claude Jennings 6:17

Yeah, I think I heard it from someone who was a guest on the show, um, man, might have been a few seasons ago, a couple of years ago, that said it's not about competition, it's about momentum. Like we're not competing in one. Let's let's get the momentum going. You know, we we're all kind of you know in this uh together. So what's what's actually happening in New York with Goldman Sachs uh 10,000 Small Business?

Kelly Leonard 6:36

So it's a celebration, it's the culmination of two cohorts. So we'll have a graduation, so it'll be an opportunity for these folks to pitch their um their growth opportunity, their growth plan, and get some feedback. So they'll be in the room with hundreds of other entrepreneurs who are doing the exact same thing. And so it's an opportunity to just celebrate because the program itself is about a four-month program. And so, needless to say, there's a lot of sweat sweat equity that goes into the completion of these growth opportunities and growth plans, as well as, you know, a lot of folks, it it's not easy for an entrepreneur to step away from their business the way that they need to in order to go through this program. But it's really just this celebration of them working in their business, working on their business so that that then their business can go to the next to new heights.

Claude Jennings 7:31

Well, 100%. And so before we uh move from this, what are some of the um major like kind of trends or common uh uh trends you see uh that kind of serves as a barrier for businesses to go to the next level uh uh um uh is as far as staying where they are, but then you know, they want to move, they want to move, but there are these barriers that maybe they don't see or they're scared to jump, they're scared to try it. What is like one or two common barriers? Yeah.

Kelly Leonard 7:59

One very common one is access to capital, because oftentimes in order to make money, you need money. And so whether it's buying a piece of equipment or increasing your, you know, the number of folks on your team, um, you know, they need that additional access to capital in order to take their business to the next level. So that can sometimes be a barrier. Sometimes they get in their own way, like they are there, or like no one can do it like they can. And so oftentimes they're very insular in terms of not wanting to delegate more of what they're doing. And so they hit this cap because, of course, you there's you can't reproduce more than 24 hours a day. For as great as AI is, and AI is great, it can't give us more than the 24 hours that we have. And so oftentimes we're getting you know, folks are getting in their own way in that they're not delegating tasks that can be done, certainly done differently than what they perhaps would do them. But you know, oh, no one can do it like I can do it. And so because of it, they're getting in their own ways and then they're capping themselves because of capacity. Um, so yeah, so those are if I had to name two things, um, it's yeah, the access to capital and their ability to scale.

Claude Jennings 9:09

Again, I wish I could remember the name of the guests, but you guys talked about this where someone, yeah, well, they can't do it the way that I can do it. Yeah, you know what? And you know what? You're 100% right. They can't do it as well as you can do it. But right now, you're needed to do something else, and you've got to get someone else who can do it. Even though it's not as good as you can, that's fine, but they need to do it so you can do something else and focus on growing that business. And so I want to move to the Montgomery County uh Black Collective. Now, I will say this though. When we talk about you know, small business, um, that's just you know, the definition of it is totally based on how many employees you have. Okay, so if you lost your own company and your own business, there's nothing small about your business, uh, it's it's a big business to me. And it's a big business to Kelly, and it should be a big business to business to you. It's not your little thing on the side of your little no, it's not it's nothing little or small about it. It's just by definition, if you have less than, I guess what is it, like five or five hundred employees or something like that.

Kelly Leonard 10:03

It depends you know what it's interesting, it depends on the industry, actually. And the federal government decides the small business administration decides what the definition is.

Claude Jennings 10:11

So yeah.

Kelly Leonard 10:13

If you're out there doing your thing industry.

Claude Jennings 10:15

Yeah, if you're out there doing your thing and nothing small about it, okay? Amen. If it's big to you, then it's if it's big to you, it's big to me. If you like it, I love it. If you like it, I I love it. All right, so Montgomery County Black Collective. Talk a little bit about that.

Kelly Leonard 10:29

Yeah, yeah. So, oh my goodness, great organization, nonprofit based here in Montgomery County, Maryland. I happen to serve on the board of the Black Collective, so naturally I'm biased, but we do a lot to support typically historically marginalized, largely black and brown um businesses, so entrepreneurs who are either just getting there, so they're they're not quite as mature or as seasoned as the businesses that are coming through the um Goldman Sachs 10,000 Small Businesses programs. So these are typically startup or even pre-startu people who have an idea about a business, which is really, we see an increase there largely because of all of the federal cuts and how we have been impacted in terms of our demographic here in Montgomery and surrounding counties throughout the DC metro area. But so many people are because of their downsizing, are deciding, hey, let me hang my shingle. And so our resources through the Montgomery County Black Collective are a great way to sort of test your idea. And if your idea is something that it that can be um, you know, constructed in a in a business, if it can be operationalized, and it's like, okay, well, now let's provide you with some wraparound services to help you to start, grow, and sustain your business as well.

Claude Jennings 11:43

Yeah, and and so part of that uh I assume is um meeting, I don't know whether it's quarterly, monthly, weekly, like what's what's what's the situation like just kind of tangibly for the uh Montgomery County Black Collective?

Kelly Leonard 11:56

Yeah, and so it varies. So we do have a program called the Amber Program. So twice um year there's a cohort of small business owners that go through the Amber program. So it is a multi-month program as well, where these um scholars or entrepreneurs are going through this cohort together to get information around, you know, accounting, operations, their legal structure, certifications, all these things that are needed in order for them to develop their um their business plan. And so um, so it's a very similar program to the Goldman Sachs 10,000 Small Businesses program. It's just done at a hyper-local level and for more micro businesses, typically.

Claude Jennings 12:37

Great. And then we're gonna make sure we put links in for the Goldman Sachs 10,000 and the Montgomery County Black Collective in um the show notes. But um so summer's coming up. We got to talk about this. And you know, if you work a regular nine to five and things like that, it's easy to put some leave in, go on vacation, get a chance to breathe. But the entrepreneur and the business owner doesn't really have that luxury. Like you feel like you're always on the clock. Like you give up your nine to five to work 24 hours, essentially is what is what you is what you do. Um, but that time to get away, if you can find it, and um, and as business owners, we can find what we want to find. Um but if you can find it, it's really, really important. Talk a little bit about that uh summer and enjoying life and family balance for the entrepreneur.

Kelly Leonard 13:26

Yeah, absolutely. But you know what, okay, so one other thing though, too, there are plenty of folks who are using PTO, they've got full-time jobs using PTO, but they're still on the clock even when they go on vacation because they feel like they can't tap out either. And so, so yeah, so it is a delicate balance in terms of just so much of it revolves around planning, right? You know that summer's coming up, and so it's like, okay, how much time? I'm a big believer in, you know, you've got to give yourself some time to sort of refresh, regroup, reframe, just just give yourself that sabbatical, if you will, whether it's a summer sabbatical or just some time, because you know, health is wealth, right? We hear it all the time. And so if we are not taking care of our temple, it becomes really difficult for us to come up with the next big idea. It becomes really difficult for us to have the patience that we need in order to support our teams or our clients or our partners. And so, you know, I think so much of it is is revolves around planning and building beyond yourself. So I alluded to a moment ago in terms of, you know, capacity building and building beyond the entrepreneur and really identifying, well, what are those tasks? What are those operational aspects of my business that I can delegate to someone else so that I'm not holding the bag entirely? And so I think that's a really critical part of this equation as well, is it's like, well, what are those aspects of my business that I can outsource to someone else so that I can find times to just unplug? And that's another reason why it's also, you know, it's I mean, this is kind of a side note, why you never stop marketing also because if, you know, your marketing effort ceases when you're on vacation, then it's like, okay, well, then that's two, three, maybe four weeks that there the general pop population, your ideal buyer, is not seeing your message and they just sort of forget about you. And so that whole notion of always be selling. So how are you creating systems and structures and building capacity building so that there is this constant flow of business that's happening even in your absence?

Claude Jennings 15:29

Yeah, one of the best things I'd uh have done, I brought on uh four additional engineers and three additional editors uh to my media company, and it's meant the world to me. However, I still find myself, you know, kind of sneaking away sometimes to do some work on vacation. But I want to ask you this. So uh uh uh let's do a quick segment called Good Claude, Bad Claude. Okay, so you never even know whether it's good Claude or whether it's bad Claude. Um so um there are times like we'll get away on vacation, we'll go to the beach, and I will have some editing that I've got to do. Or like even recently, we we did a quick spring break trip. We just went down to Williamsburg, Virginia. Um, and and uh there's some editing editing I have to do, but I'll I will do it around there's always quick jobs, and I'll do it um in the morning while my family asleep. I'll just kind of sneak out, whether I'm in a corner of the hotel room or with the Airbnb, or I'm out in the lobby, I'll bring my headphones, I don't wake anybody up. It's it could be five in the morning, but I'll knock it out and it doesn't hurt the vacation, but I'm still up working. Is that good, Claude, or bad Claude?

Kelly Leonard 16:36

Oh, I feel like if you ask him and you know what it is. I think for purposes of your respite, it's bad, Claude. Okay. For your family, because you're not interrupting the family time, it's good, Claude. So it's a mix.

Claude Jennings 16:50

So it's a mix. Okay, okay, all right, all right.

Kelly Leonard 16:53

Crazy mixed up, Claude.

Claude Jennings 16:54

Yeah, crazy mixed up, Claude, which is which is actually the story of my life, to be honest with you. Okay, so uh on on vacation on vacation, um, I have this um this habit. Not even this habit, I just don't do it. Like, I don't give clients notice that I'm not available on these dates for anything. Here are people you can reach out to if you have any immediate needs. Now I will reach out to my team and say, hey, if something comes up, I'll forward it to you. You know, that's fine. But I don't let clients know. Like, service, get everything in before this date because I won't be available for a week. Is that good, Claude or bad Claude?

Kelly Leonard 17:30

Wait, so you don't tell them that you won't be available and then you just I don't.

Claude Jennings 17:35

Well, I'll I'll put this away. Clients that seem to be especially needy, I will. Like, hey, don't forget I'm gonna be out of town, so we need to get some, but like my regular ones who I know I can kind of farm off to some of the um contractors that I have.

Kelly Leonard 17:48

I want to- Even that feels contrary though, because okay, if they're real needy and you're letting them know, don't forget I'm gonna be gone. I feel like they might see that as an opportunity. Well, snap, let me hurry up and get all my needs met for, and now you're like you're being going into your vacation with stuff, and then it's like, okay, was I able to check, check, check, check, check all the things off of my needy client's list? And if you haven't, then you're coming into the vacation burdened by the needy client. Like I'm a big believer in I put an out in out of office indicator, I actually put it in my signature block the week before I leave in like bold red, please note that I will be out of town so that you know, if you're reading the signature block, you know that I'm gonna be out of town. So here's your forewarning. And then it's an out of office message. And part of the message is unless it's like, unless it's something like super urgent, first of all, I'm not saving lives. I mean, yes, I value our clients, and no one is going to like lose a life if I'm not available to answer their call right away.

Claude Jennings 18:54

So yeah, I will say this. Oftentimes when we're recording the show, um, my wife is around, she hears the content, you know, she loves the show. Uh, right now I'm looking at her as we're recording, she's taking notes, and so I'm pretty sure she's gonna bring this up for some of our vacation coming up. Like, well, don't forget Kelly said that you need to don't get up and because she's been saying this and I just I don't listen because oh, the business, I gotta make sure that it's I gotta make sure, I gotta make sure. Okay, well, no, you're right. No, absolutely. Okay.

Kelly Leonard 19:22

Well, that's that's bit Sierra then. Yeah, that's good.

Claude Jennings 19:24

That's good Sierra. So we got we've got two bad claws and one um good Sierra. So Kelly, you've been a wonderful guest to the show. You've got to come back at some point so we can get you back on. But um, if there's one thing you would um hope that your listeners and entrepreneurs and uh that that are connected to Boost uh would do for themselves and their business this summer, or what is it that you hope for them?

Kelly Leonard 19:49

That they would rest. Take a take some time, whatever that time might be, whether it's a day, a week, two weeks, unplug, like completely unplug. You deserve it. You are worthy. Everything will still be where you put it, but just take some time to rest because I, yeah, health is wealth. I can't say it enough. Um, but yeah, just take care of their temple and get some rest.

Claude Jennings 20:13

Kelly Leonard, thank you so much for joining the Boost Podcast.

Kelly Leonard 20:15

Thank you, sir.

Announcer 20:17

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