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Buy the Numbers

Buy the Numbers

By: Mike Payne
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A deep dive into the financials of running a Manufacturing business.2024 Economics Management Management & Leadership
Episodes
  • Trust First, Numbers Second: The Leadership Playbook Manufacturing Shops Are Missing, Ep #43

    Trust First, Numbers Second: The Leadership Playbook Manufacturing Shops Are Missing, Ep #43
    Apr 2 2026
    What actually makes leadership work in a manufacturing environment? Is it KPIs, lean systems, and dashboards? Or is it something far more human? In this episode of Buy the Numbers, I sit down with Jason Woodard, COO of Geislinger Corporation and author of Manufacturing Leadership That Works, to unpack the leadership principles that drive real operational performance. While the conversation touches on KPIs, accountability, and operating cadence, the foundation is surprisingly simple: trust. Jason argues that before you can improve numbers, you have to earn credibility with your team through transparency, vulnerability, and consistency. The discussion explores the common traps leaders fall into, especially believing they're being kind by avoiding difficult conversations. In reality, that avoidance slowly erodes culture, drives away high performers, and lowers organizational standards. Jason shares practical examples of balancing empathy with accountability, and how clarity of expectations is the key to holding teams responsible without becoming the "jerk boss." From there, the conversation moves into operational discipline. Jason walks through the core KPIs every manufacturing business should track, why safety-quality-delivery-cost is the right order, and how leading indicators often reveal problems long before financials do. He also explains how daily, weekly, and monthly meeting cadence builds alignment and eliminates surprises. This episode blends leadership philosophy with actionable operational structure. Whether you're leading five people or five hundred, the takeaway is clear: strong culture drives strong numbers, and both require intentional leadership. You will want to hear this episode if you are interested in... (0:00) The overarching theme leaders should take away from Jason's book(2:00) Learn more about Jason Woodard and Geislinger Corporation(5:19) An overview of Jason's book Manufacturing Leadership That Works(10:17) Why trust is the foundation of leadership and business performance(14:58) An investment in ProShop ERP is an investment in your business (16:38) What is the biggest lie leaders tell themselves about performance issues?(21:23) How to balance empathy, grace, and accountability with employees(26:06) Why we created Hire MFG Leaders (and why you should use it)(26:37) Why clear expectations must come before accountability(32:03) What KPIs should manufacturing leaders track across the organization?(36:30) How KPIs should cascade from leadership to the shop floor(40:21) What does an effective daily production meeting look like?(45:14) How weekly pulse meetings and monthly reviews prevent surprises(46:45) Why leaders should "just start" building an operating cadence(48:50) Grow your top and bottom line with CliftonLarsonAllen (CLA)(49:30) What numbers quietly kill profitability if you don't track them(52:07) Where to find the book and how teams can use it for development Resources & People Mentioned An investment in ProShop ERP is an investment in your business Why we created Hire MFG Leaders (and why you should use it)Grow your top and bottom line with CliftonLarsonAllen (CLA)Datanomix Connect with Jason Woodard Manufacturing Leadership That WorksGeislinger CorporationBuy 10 or more copies for your team and get two 30 minute calls with Jason (reach out on LinkedIn) Connect With Buy the Numbers Follow on LinkedInConnect with Mike Payne on LinkedIn Subscribe to Buy the Numbers on Apple + Spotify
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    56 mins
  • CMMC Is Coming — What It Means for Your Shop, Your Costs, and Your Customers, Ep #42

    CMMC Is Coming — What It Means for Your Shop, Your Costs, and Your Customers, Ep #42
    Mar 19 2026
    CMMC is no longer something manufacturers can afford to ignore. If you're doing work in the defense supply chain—or even thinking about it—this is quickly becoming a requirement, not a "nice to have." And what makes it challenging is that it's not just about passing an audit. It's about how your entire business handles data, systems, and security. In this episode of Buy the Numbers, we break down what CMMC actually means for manufacturers in practical terms. What does it require? What does it cost? And how do you even begin to approach something that touches everything from your ERP to who can access your building? We walk through the full scope of compliance—from documentation and system requirements to concepts like FedRAMP, POAMs, and shared responsibility across your vendor network. We also dig into the financial side, including how to think about ROI, the real cost and timeline, and why this could become a barrier to entry for some shops. If you're unsure whether CMMC applies to you—or how serious you need to take it yet—this episode will give you a clear, practical starting point. You will want to hear this episode if you are interested in... (0:00) CMMC requirements and what manufacturers need to know(3:30) Why compliance is becoming a real financial consideration(8:52) The process of CMMC: systems, documentation, and process changes(16:51) A discussion about FedRAMP compliance(19:35) User access, building control, and security considerations(22:57) Get a free report of sales opportunities in your area at FacturMFG.com/chips (24:01) Get advice from a Registered Practitioner Organizations (RPOs) (25:01) How ProShop helps you reach CMMC compliance(31:26) The real cost of compliance and how to think about ROI(33:51) POAM: Plan of Actions and Milestones (35:40) CMMC compliance may be a barrier to entry for some shops—but not all(41:47) The vendors you use must also protect CUI(45:40) Grow your top and bottom line with CLA(46:51) Cost and timeline for CMMC compliance(50:04) Do your due diligence on any consultant you may use(51:40) Ask your supplier for a "Shared Responsibility Matrix"(54:46) Why we love SMW Autoblok for workholding(55:30) Who is currently FedRamp compliant?(59:41) The opportunities that will be available if you're CMMC compliant (1:04:31) Does the math make sense for your shop to become compliant? (1:09:10) Assess your readiness and build systems around it Resources & People Mentioned CMMC Acronym Cheat Sheet for ManufacturersNIST SP 800-0171 DocumentGet a free report of sales opportunities in your area at FacturMFG.com/chips Grow your top and bottom line with CLAWhy we love SMW Autoblok for workholdingAsk your supplier for a "Shared Responsibility Matrix"GroundControlHighQA Connect with Paul Van Metre ProShop ERPProShop's CMMC Starter GuideConnect with Paul on LinkedIn Connect With Buy the Numbers Follow on LinkedInConnect with Mike Payne on LinkedIn Subscribe to Buy the Numbers on Apple + Spotify Audio Production and Show Notes by - PODCAST FAST TRACK
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    1 hr and 12 mins
  • The Overlooked Expense: How Utility Assessments Can Unlock Hidden Savings, Ep #41

    The Overlooked Expense: How Utility Assessments Can Unlock Hidden Savings, Ep #41
    Mar 5 2026
    Most of the time on Buy the Numbers, we focus on revenue growth, margin improvement, cash flow strategy, or capital investments. But in this episode, we turn our attention to something many manufacturers rarely question: utility expenses. Electricity. Gas. Water. Sewer. Waste. For most of us, these bills show up, we pay them, and we move on. They're viewed as fixed costs of doing business. But what if they're not as fixed as we think? In this episode, I'm joined by Lori Demeyer and Leticia Lawson from CliftonLarsonAllen to talk about utility assessments — what they are, how they work, and where manufacturers may be leaving real money on the table. We discuss exemption certificates, rate classifications, time-of-use billing, meter configurations, and why businesses in certain states may have more opportunity than they realize. Most importantly, we walk through the process and risk profile so owners can decide if it's worth exploring. If you've ever assumed your utility bills are simply "the cost of doing business," this conversation may change how you think about one of the most overlooked lines on your P&L. You will want to hear this episode if you are interested in... (0:00) Nearly $1M in utility savings: what's possible over multiple years(1:10) Introducing Lori Demeyer and Leticia Lawson from CLA(3:55) What a utility assessment actually is and how it works(7:37) Manufacturing exemptions and how they apply to utilities(9:59) Grow your top and bottom line with CliftonLarsonAllen (CLA)(10:40) Common billing errors, expired exemptions, and missed documentation(13:53) Rate classifications, multiple meters, and usage breakdowns(18:18) Incentives, business riders, and time-of-use rate opportunities(22:39) Get a free report of sales opportunities in your industry from facturmfg.com/chips(23:45) Who should consider a utility review and ideal spend profiles(26:36) State-by-state complexity and why California and the Northeast stand out(31:39) What the review process looks like (30–45 days, minimal client lift)(36:19) What happens if savings are identified and how implementation works(38:41) Real-world savings examples: six-figure and seven-figure impact(42:13) Why utility assessments are typically low-risk and contingency-based(45:00) How ProShop can help you achieve on-time delivery Resources & People Mentioned Grow your top and bottom line with CliftonLarsonAllen (CLA)Get a free report of sales opportunities in your industry from facturmfg.com/chipsHow ProShop can help you achieve on-time delivery Connect with Lori and Leticia CliftonLarsonAllen (CLA)Connect with Lori Demeyer on LinkedInConnect with Leticia Lawson on LinkedIn Connect With Buy the Numbers Follow on LinkedInConnect with Mike Payne on LinkedIn Subscribe to Buy the Numbers on Apple + Spotify Audio Production and Show Notes by - PODCAST FAST TRACK
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    48 mins
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