NEGOTIATION WORKSHOP

Stay Curious. Every conversation is a negotiation. By treating each interaction as an intentional negotiation, we create opportunities for connection, clarity, and influence.  Negotiation grounded in tactical empathy leads to a richer, more fulfilling life with stronger relationships, deeper trust, and more meaningful, lasting connections.  Key takeaways will include:

• Learn how to negotiate with every personality type
• Learn how to avoid being ghosted
• Learn to listen at a higher level

Jonathan Smith

Negotiation Coach & Trainer, Black Swan

Jonathan B. Smith, entrepreneur, author, and business strategist. As an Expert EOS Implementer® Jonathan has worked with 150+ high growth entrepreneurial companies in 1,500+ sessions to help them improve strategy, execution, and results. Since 2013, 50+ of his clients have successfully exited their businesses. His passion is helping others believe they can achieve what they once thought was impossible.

Jonathan is a Negotiations Trainer with the Black Swan Group and works closely with former FBI Hostage Negotiator, Chris Voss. He is an Advisory Board Member at the International Spy Museum. He is on the Investment Committee at TF Investors, a private equity fund that exclusively invests in EOS® run companies.

Jonathan was a member of the 2022 FBI Citizens Academy (New York Field Office) and the Joint Civilian Orientation Conference (JCOC 84). He was also a Delegate with the U.S. Department of State’s Global Entrepreneurship Program to Jakarta and Athens.

Jonathan is a Commercial Pilot, dog trainer, and avid offshore fisherman.

ZILKER MEDIA BRAND AUDITS

Brand Audit Description: In today’s environment, the first place most customers, journalists, investors, and employees will interact with you and your “brand” is not in person or over the phone—it’s online via your website or social media channels. Your entire first impression as the CEO and business now happens directly on page one of Google. Do you know what page one looks like on Google for a search on your name or business name? What that first impression says determines if you are positioned to accelerate trust for your company with stakeholders. In your personalized online brand audit consultation, you will be walked through a consultation of your online channels and the actions you can take to utilize your first impression online to accelerate business opportunities, speed of trust and impact.

Two leaders from Zilker Media are onsite to facilitate 1:1 brand audits. To learn more about Zilker Media visit: zilkermedia.com.

Paige Velasquez Budde

Partner & CEO of Zilker Media

Paige Velasquez Budde is a veteran marketer, entrepreneur, and keynote speaker. She is a co-founding partner and the CEO of Zilker Media, an Austin-based PR agency that builds trusted leaders and companies. During her tenure as CEO, the Austin Business Journal has named Zilker Media one of the city’s fastest-growing companies as well as one of its best places to work, two years in a row. Paige speaks to leaders about strategic business influence and people-driven marketing at many conferences and corporate events, including organizations such as Ernst & Young, TEDx, Harvard Medical School, The University of Texas, Camp Gladiator, Entrepreneurs Organization, and the Women Presidents Organization. Her approach to people-driven marketing has been featured in media outlets such as Inc., Texas CEO Magazine, Authority Magazine, Business News Daily, and Business.com.

Nichole Williamson

Chief Strategy Officer, Zilker Media

With a formidable track record of driving significant growth and strategic innovation, Nichole Williamson stands at the forefront of industry leadership as the Chief Strategy Officer at Zilker Media. Her strategic insight is highlighted by her pivotal role in propelling deposit growth for one of Texas’s fastest-growing regional banks and developing comprehensive campaigns to enhance customer engagement across various departments such as Treasury, Mortgage, Private Banking, and Digital Banking. Her leadership has guided multiple INC 5000 companies toward exponential growth. Her influential presence extends to speaking engagements at prestigious platforms, including the University of Texas at Austin Athletics, Entrepreneurs Organization, Womens Presidents Organization, Financial Women in Texas, and the National Association of Remodeling Industry. Nichole holds a Bachelor of Science in Communication Studies from The University of Texas at Austin, specializing in Corporate Communications.

PANEL: STRATEGIC OPTIONS FOR BUSINESS GROWTH: ACQUISITION, SUCCESSION, AND CAPITAL SOLUTIONS

This session will offer insights into the strategic options available for business growth, acquisition and succession planning. Our expert panelists will discuss how business leaders can prepare for both acquiring new business units to expand and positioning their own company for acquisition. They will also explore how to secure the necessary capital to fuel growth, whether through traditional financing options or more specialized solutions like ESOPs (Employee Stock Ownership Plans). The conversation will delve into key strategies and practical considerations for successfully navigating these growth pathways, helping you identify the best options for your business’s future.

David Barbee

Managing Director and Head of Business Development Capital & Advisory Solutions, JPMorganChase Commercial Banking

David Barbee is the Managing Director and business lead for Private Business Advisory Solutions at J.P. Morgan. David leads a national team of experts to guide corporate clients on succession planning, offer insights into private capital solutions to facilitate growth and ownership transition, and provide tailored access to J.P. Morgan’s leading relationship network with private equity and other capital sources.

David has 20+ years of banking experience in various capacities, predominantly across corporate banking. Prior to his current role David led teams in business operations and strategy & business management functions, as well as managed complex client portfolios active in the capital markets. He started his career with BB&T until joining J.P. Morgan in 2006.

David holds a Bachelor of Business Administration from Mercer University’s Stetson School of Business & Economics and a Master of Business Administration from New York University’s Leonard N. Stern School of Business. He currently holds FINRA Series 79 and 63 licenses. David is a member of the leadership team for J.P. Morgan’s Community Impact Banking business to help drive the firm’s focus on serving diverse-owned businesses. He is also an alumnus of the Detroit Service Corps, a field consulting initiative aligned with J.P. Morgan’s financial commitment to the revitalization of the city of Detroit. Outside the firm, David currently serves on the Board of Directors at The Center for Anti-Violence Education in NYC.

Regina Carls

Managing Director and ESOP Advisory Group Head, J.P. Morgan Commercial & Investment Bank

Regina Carls is Managing Director of the ESOP (Employee Stock Ownership Plan) Advisory Group. She is dedicated to helping bankers and their privately held clients evaluate the benefits of selling stock to an ESOP and therefore creating liquidity for the owners in the transaction. Regina was responsible for the initial development of the ESOP Advisory Group. She quickly became a liaison with all areas of the firm assisting in the analysis and structuring of complex ESOP financing.

Regina has been with J.P. Morgan for 30 years. Prior to spearheading the ESOP Advisory Group, she was a division manager within Middle Market Banking. She has gained broad experience during her career within the firm.

Regina received a Bachelor of Business degree in Finance from the University of Iowa and holds a Master of Business Administration from DePaul University. She is licensed by FINRA with a Series 24, Series 63 and Series 79.

Regina is a recognized expert and frequent speaker in the ESOP Community. In 2014, Regina was appointed to the Advisory Committee of ESCA (Employee-Owned S Corporations of America). She is a member of the ESOP Association headquartered in Washington, D.C and serves on their Banking and Finance Committee. Additionally, Regina is an active member of the National Center for Employee Ownership and Ohio Employee Ownership Center.

Ajit George

Executive, J.P. Morgan Private Advisory

Ajit George is an Executive Director in Private Business Advisory in J.P. Morgan Private Bank’s Advice Lab. Ajit guides business owners across a range of strategic corporate decisions, including mergers and acquisitions, business valuation, pre-transaction planning and corporate governance of multi-generational businesses.

Prior to joining J.P. Morgan in 2023, Ajit was a senior member of the Corporate Advisory Group at Brown Brothers Harriman, where he advised privately held businesses on mergers and acquisitions, raising capital, corporate investments and other strategic transactions. Before that, he worked in investment banking at Bank of America Merrill Lynch, covering technology, media and telecommunications clients.

Ajit received a B.Sc. from the Stern School of Business at New York University. He also holds an M.A. from Columbia University and an M.B.A. from the Kellogg School of Management at Northwestern University

Moderator: Alex McKindra

Managing Director, Global Corporate Banking – Technology, J.P. Morgan Global Corporate Banking

Alex McKindra is a Managing Director within J.P. Morgan’s Technology Global Corporate Banking Group. He also serves as the Co-Head of Veteran Initiatives for JPMorganChase Commercial Banking. In these dual roles, Alex provides corporate banking coverage for West Coast based technology companies and leads efforts to provide resources and support to veteran business owners nationwide.

Alex joined J.P. Morgan in 1999 as an investment banking associate within the Consumer & Retail Industry Coverage Group. As an investment banking associate, Alex executed numerous mergers and acquisitions, equity capital markets and debt capital markets transactions. Prior to Alex’s tenure at J.P. Morgan, he was an associate within Barclays Capital’s Financial Sponsors Group. Alex’s primary focus was the execution and structuring of leveraged buyout transactions for mid-cap private equity firms. He also served as a junior member on Barclays Capital’s Principal Investment Committee where he modeled and structured co-equity investments with private equity clients.

Alex is a graduate of the United States Military Academy in West Point, New York and completed a tour of duty in the United States Air Force. Proudly descending from a long line of military veterans, Alex is committed to providing mentorship and “paying it forward” to support the next generation of veterans.

SCALING WITH PURPOSE: A FIRESIDE CHAT WITH PHEBE NOVAKOVIC, CEO OF GENERAL DYNAMICS

In this fireside chat, Phebe Novakovic, the CEO of General Dynamics, will share her insights on leadership, strategic decision-making, and navigating the complexities of growing a large organization. Moderated by Brian Lamb of JPMorganChase, this conversation will offer a unique perspective on what it takes to lead and scale a business with purpose and resilience.

From risk management to innovation, and from talent acquisition to crisis leadership, Phebe will share lessons learned from her experience leading one of the world’s most respected defense and aerospace companies. Growth-stage entrepreneurs will gain valuable takeaways on how to navigate periods of rapid growth, build high-performing teams, and develop a sustainable, long-term strategy for success.

Phebe N. Novakovic

Chairman and Chief Executive Officer, General Dynamics

Phebe N. Novakovic has been chairman and chief executive officer of General Dynamics since January 1, 2013.

Since joining General Dynamics in 2001, Novakovic has served in a variety of roles including president and chief operating officer, executive vice president for marine systems, senior vice president for planning and development, and vice president for strategic planning.

Prior to joining General Dynamics, Novakovic served as special assistant to the secretary and deputy secretary of defense from 1997 to 2001. She also worked for the Office of Management and Budget as deputy associate director and served in the Central Intelligence Agency.

Novakovic received her Master of Business Administration in 1988 from the Wharton School at the University of Pennsylvania. She completed her undergraduate studies at Smith College in 1979.

Novakovic was elected to the board of directors of JPMorganChase in 2020. She serves on the board of trustees of the Center for Strategic and International Studies and the board of advisors of the National Military Family Association. She serves as the chairman of the board of directors of the Association of the United States Army and chairman of the board of trustees of Ford’s Theatre.

Moderator: Brian Lamb

Managing Director, Northeast Segment Head for Middle Market Banking & Specialized Industries and Head of Community Impact Banking JPMorganChase Banking

Brian Lamb is a Managing Director and Northeast Segment Head for Middle Market Banking & Specialized Industries (MMBSI) for JPMorganChase Commercial Banking. He is responsible for leading the region’s banking teams who support local middle market companies’ financial needs across Delaware, New England, New Jersey, New York and Pennsylvania, and for growing the MMBSI business across the Northeast. Brian also leads the business’ efforts to support smaller and emerging midsize companies across the U.S. and Canada.

Additionally, Brian leads Commercial Banking’s community impact work, which strengthens local and diverse businesses, supports vital institutions, works to increase the supply of affordable housing and supports the companies that are decarbonizing the globe.

Previously serving for two years as the firm’s Global Head of Diversity, Equity & Inclusion, he collaborated across lines of business to build a world-class, business-led DEI organization. He also has been instrumental in propelling the firm’s $30 billion commitment to racial equity, including the Global Supplier Diversity Strategy and establishing the DEI Centers of Excellence.

Brian brings 14 years of extensive business experience from Fifth Third Bank, where he led Wealth and Asset Management, Retail Banking and Securities, Middle Market and Business Banking.

Brian serves as Chair of the Florida State University System Board of Governors and after serving as a Board Trustee, is now Chair of the National Urban League’s Audit Committee.

In 2023, Brian was honored as a Horatio Alger Award recipient and selected for membership in the prestigious organization due to his personal and professional successes, and continued commitment to education and charitable efforts. He’s also been recognized as a Business Insider DEI Trailblazer (2021), a Preserve Vision Florida Person of Vision (2020) and a Man of Honor in Cincinnati (2019). He was named to Savoy Magazine’s list of Top 100 Most Influential Blacks in Corporate America (2018) and the Tampa Bay Business Hall of Fame (2016).

Brian received his bachelor’s degree and MBA from the University of South Florida. He is also a graduate of the Stonier Graduate Banking School at the University of Pennsylvania.

He lives in New York with his wife Paulette and their three children

CALL SIGN HUDDLE FORMAT (90 MINUTES)

Important: This format is specific to Call Sign huddles, which focus on peer problem-solving. For cohort-wide Topic Dives and Industry Connects, your Call Sign will have brief check-ins before and after the main presentation or networking activity.

1. Welcome

Assign roles:

• • Timekeeper (sets phone alarms for transitions)
  • Facilitator (guides discussion)
  • Notetaker (captures key points in chat)

2. Check-ins (25 Min) Tag-team style, 3 min each:

• Personal best
• Business best
• Cohort shout out
• Last month’s commitment status
• Recent learning
• “If I’m honest…”
• “What I need today”

3. Critical Questions Exercise (40 Min) Submit Questions (5 min)

• Enter prepared questions in chat
• Group selects 2 questions

For Each Question (15 min):

• Present situation/question (2 min)
• Clarifying questions only (2 min)
• Group brainstorm – presenter turns around to listen (8 min)
• Presenter reaction and commitments (3 min)

4. Wrap-Up (12 Min)

• Next month’s commitments
• Rate meeting quality (1-10)
• Rate individual participation (1-10)
• Preview next session

Time Management: The Timekeeper will:

• Set alarms for each transition
• Give 1-minute warnings
• Signal transitions to keep Critical Questions Exercise on track

Note: Your facilitator will help maintain this structure, but the Timekeeper role (rotating among members) ensures we maximize our peer learning time together.