In this episode of The Way To Value, we sit down with Michael D'Onofrio, founder of Tested HQ, to uncover how he scaled his startup from a one-man side hustle into a 12-person company working with Fortune 500s.

Michael shares his raw, behind-the-scenes experience of launching during the pandemic, hiring early team members, overcoming founder burnout, and the growing pains of managing people, processes, and purpose—all by design, not by chance.

👥 We also dive into:

-How to know when to leave your 9–5

-The importance of co-founders & team dynamics

-Hiring missteps and how assessments like DISC & Working Genius changed everything

-Building a strong culture while scaling fast

-Lessons learned from burnout and going “too wide, too fast”

🔧 If you're a founder, entrepreneur, or startup leader—this is a masterclass in scaling with intention.

—

🌐 Learn More About Exit Strategy & Leadership – https://www.bydesignadvisors.com/contact-us

🎧 Subscribe to By Design Podcast for more unfiltered leadership truth bombs

📘 Finding Significance by Marty Osborne – https://www.amazon.com/dp/B0DTQD79BH/?bestFormat=true&k=finding%20significance%20marty%20osborn&ref_=nb_sb_ss_w_scx-ent-pd-bk-d_de_k1_1_12&crid=37ZRISVQPV8P3&sprefix=marty%20osborn

🧠 Take the DISC Assessment – https://profiles.innermetrix.com/VO/b2a2eb33/en

Website: https://www.bydesignadvisors.com/

Dale's LinkedIn: https://www.linkedin.com/in/dalethrush/

Marty's LinkedIn: https://www.linkedin.com/in/marty-osborn-78ba9b5/

Tom's LinkedIn: https://www.linkedin.com/in/thomasrjoh

👉 Like this episode? Subscribe & turn on notifications so you don’t miss what’s next.

#StartupStory #EntrepreneurPodcast #TestedHQ #StartupFounders #ByDesignPodcast #HiringTips #WorkingGenius #DISCProfile #CultureBuilding #StartupLife

Most companies are terrible at marketing — and they don’t even know it.

In this no-fluff episode of the By Design Podcast, we sit down with marketing strategist Mary Selvaggio to unpack why your message isn't working, why your website is confusing, and why your marketing team is probably set up to fail.

From separating sales and marketing to using StoryBrand, drip marketing, and even ChatGPT the right way, Mary shares the brutal truths and fixes that most business owners desperately need to hear.

If you run a business, lead a team, or feel like you're "doing marketing" but nothing's clicking — this episode is a wake-up call.

---

💡 What You’ll Learn:

✔️ Why combining sales and marketing into one person is a massive mistake

✔️ How drip marketing creates consistent, predictable growth

✔️ What StoryBrand teaches about simplifying your message

✔️ The website design mistakes that confuse customers

✔️ How to hire (and structure) a real marketing engine

✔️ Why most founders aren't clear on their value proposition

✔️ How to use ChatGPT without sounding robotic

✔️ “The rent is due every day” — a mindset shift for marketers and leaders

---

📚 Mentioned in this Episode:

🌐 Learn More About Exit Strategy & Leadership – https://www.bydesignadvisors.com/contact-us

🎧 Subscribe to By Design Podcast for more unfiltered leadership truth bombs

📘 Finding Significance by Marty Osborne – https://www.amazon.com/dp/B0DTQD79BH/?bestFormat=true&k=finding%20significance%20marty%20osborn&ref_=nb_sb_ss_w_scx-ent-pd-bk-d_de_k1_1_12&crid=37ZRISVQPV8P3&sprefix=marty%20osborn

🧠 Take the DISC Assessment – https://profiles.innermetrix.com/VO/b2a2eb33/en

Website: https://www.bydesignadvisors.com/

Dale's LinkedIn: https://www.linkedin.com/in/dalethrush/

Marty's LinkedIn: https://www.linkedin.com/in/marty-osborn-78ba9b5/

Tom's LinkedIn: https://www.linkedin.com/in/thomasrjoh

---

💬 **Comment below:**

What’s *one* marketing mistake you've made — or still see companies making?

📺 Don’t forget to **LIKE, COMMENT & SUBSCRIBE** — new episodes weekly.

#MarketingMistakes #StoryBrand #MarySelvaggio #MarketingStrategy #ByDesignPodcast #StartupLeadership #SmallBusinessTips #HiringMarketers #ChatGPTMarketing #MarketingVsSales #BusinessGrowthTips

🚨 Fun Fact: 80% of partnerships fail.

This one didn’t — and the reason why will surprise you.

In this episode of the #bydesignpodcast, Dale, Marty, & Paul break down how the power of three partnership model led to years of growth, a successful exit, and almost zero drama along the way. From how they handled exits, to avoiding toxic compensation issues, to why founders staying too involved kills valuation, this conversation is full of real, hard-earned lessons.

If you’re a business owner, founder, or partner in a growing company — this is required listening.

---

💡 What You'll Learn:

- The silent killer of most partnerships (and how they avoided it)

- Why equal pay structures reduce conflict

- The magic of “three” in leadership & decision-making

- How they scaled through a revenue plateau

- Why overly involved founders hurt company value

- The power of taking a “punt” every year (aka strategic risk)

- Why radical transparency builds long-term trust

---

📌 **Resources & Links:**

🌐 Learn More About Exit Strategy & Leadership – https://www.bydesignadvisors.com/contact-us

🎧 Subscribe to By Design Podcast for more unfiltered leadership truth bombs

📘 Finding Significance by Marty Osborne – https://www.amazon.com/dp/B0DTQD79BH/?bestFormat=true&k=finding%20significance%20marty%20osborn&ref_=nb_sb_ss_w_scx-ent-pd-bk-d_de_k1_1_12&crid=37ZRISVQPV8P3&sprefix=marty%20osborn

🧠 Take the DISC Assessment – https://profiles.innermetrix.com/VO/b2a2eb33/en

Website: https://www.bydesignadvisors.com/

Dale's LinkedIn: https://www.linkedin.com/in/dalethrush/

Marty's LinkedIn: https://www.linkedin.com/in/marty-osborn-78ba9b5/

Tom's LinkedIn: https://www.linkedin.com/in/thomasrjoh

📺 Don’t forget to **LIKE + SUBSCRIBE** for more unfiltered business leadership content.

💬 Comment below:

**What’s the biggest lesson you’ve learned about working with partners?**

#PartnershipSuccess #BusinessExitStrategy #LeadershipTeam #FounderMistakes #ByDesignPodcast #MartyOsborne #ScalingACompany #PEO #CultureByDesign #ExitPlanning #HowToSellACompany #AvoidPartnershipDrama

💥 Think your culture is fine? Think again!

In this raw and revealing episode of the By Design Podcast, we sit down with Steve Iverster and Chris McCord from Ideal HR to expose the real reasons company cultures fall apart — from bad hires, to toxic promotions, to leaders with zero self-awareness.

If you've ever wondered:

- “Why is my best talent leaving?”

- “Why does our culture feel off?”

- “Why do I hate going into my own business?”

…then this episode is for you.

---

💡 What You’ll Learn:

✔️ Why promoting high performers into leadership fails 90% of the time

✔️ The hidden cost of bad hiring and lazy onboarding

✔️ How DISC & assessments reveal the truth about your team

✔️ Why values on the wall mean nothing if your culture is toxic

✔️ When to fire a toxic top performer (yes, even if they’re making money)

✔️ How to build culture by design, not chance

✔️ The *real* ROI of partnering with a PEO

---

📌 Resources & Links:

🎧 Subscribe to By Design Podcast for more unfiltered leadership truth bombs

🌐 Ideal HR: idealhr.net

📘 Finding Significance by Marty Osborne – https://www.amazon.com/dp/B0DTQD79BH/?bestFormat=true&k=finding%20significance%20marty%20osborn&ref_=nb_sb_ss_w_scx-ent-pd-bk-d_de_k1_1_12&crid=37ZRISVQPV8P3&sprefix=marty%20osborn

🧠 Take the DISC Assessment – https://profiles.innermetrix.com/VO/b2a2eb33/en

📌 Want to fix your remote culture?

Book A Call: https://www.bydesignadvisors.com/contact-us

Website: https://www.bydesignadvisors.com/

Dale's LinkedIn: https://www.linkedin.com/in/dalethrush/

Marty's LinkedIn: https://www.linkedin.com/in/marty-osborn-78ba9b5/

Tom's LinkedIn: https://www.linkedin.com/in/thomasrjoh

💬 Drop a comment:

**Have you ever worked with a toxic manager? What did leadership do (or not do)?**

#CompanyCulture #ToxicWorkplace #BadHiring #LeadershipMistakes #PeopleStrategy #PEOExplained #ByDesignPodcast #IdealHR #BusinessLeadership #WhyEmployeesQuit #CultureByDesign

If you're still working in pajamas, you need to hear this.

In this episode of "Wouldn't You Like to Know", Marty and Dale break down one of the most important topics in business right now: Why remote work may be quietly killing your career. From promotion stats, to culture breakdowns, to the real ROI of showing up, we’re exposing why you can’t lead from behind a Zoom screen.

💼 Whether you’re a business owner, team leader, or employee—this conversation will change how you think about returning to the office, building trust, and developing your team.

---

🔥 **What You’ll Learn:**

✔️ Why you're 50% less likely to get promoted working remotely full-time

✔️ The hidden costs of remote work (spoiler: it's not rent)

✔️ How in-person collaboration builds culture and commitment

✔️ The myth of remote productivity

✔️ Why real growth happens outside of your comfort zone

✔️ The “spin-the-chair” method of leadership development

✔️ Why buyers care about your team structure in exit planning

---

📌 Want to fix your remote culture?

Book A Call: https://www.bydesignadvisors.com/contact-us

📘 Get the Book: Finding Significance: Five Keys to Becoming the Leader People Are Happy to See – https://www.amazon.com/dp/B0DTQD79BH/?bestFormat=true&k=finding%20significance%20marty%20osborn&ref_=nb_sb_ss_w_scx-ent-pd-bk-d_de_k1_1_12&crid=37ZRISVQPV8P3&sprefix=marty%20osborn

🧠 Take the Free DISC Profile Assessment:

https://profiles.innermetrix.com/VO/b2a2eb33/en

Website: https://www.bydesignadvisors.com/

Dale's LinkedIn: https://www.linkedin.com/in/dalethrush/

Marty's LinkedIn: https://www.linkedin.com/in/marty-osborn-78ba9b5/

Tom's LinkedIn: https://www.linkedin.com/in/thomasrjoh

---

💬 Drop a comment:

**Do you believe remote workers should be promoted as fast as in-office workers?**

#RemoteWork #ReturnToOffice #CareerDevelopment #LeadershipTips #WorkCulture #ByDesignPodcast #WouldntYouLikeToKnow #WorkingInPajamas #PromotionStats #TeamBuilding2024

In this explosive episode of the #bydesignpodcast M&A attorney Chris Edwards reveals the biggest mistakes sellers make, why bad LOI's (letters of intent) can ruin deals, how messy cap tables scare investors away, and what hidden legal traps you MUST watch for when selling your company.

From avoiding toxic buyers to making sure your deal actually closes, this episode is a must-listen for any founder, entrepreneur, or business owner thinking about selling in 2024.

---

💥 **What You’ll Learn:**

✔️ The hidden dangers lurking inside LOIs (letters of intent)

✔️ Red flags buyers throw into contracts (and how to spot them)

✔️ Why 80% of businesses NEVER sell

✔️ How a messy cap table can destroy your exit

✔️ Green flags: what great buyers do differently

✔️ M&A deal structures: strategic vs private equity vs family sales

✔️ Why exit planning 2 years before selling is critical

✔️ How AI is changing the future of M&A deals

---

📌 Resources & Links:

Connect With Chris: https://www.reitlerlaw.com/

📘 Get the Book: Finding Significance: Five Keys to Becoming the Leader People Are Happy to See – https://www.amazon.com/dp/B0DTQD79BH/?bestFormat=true&k=finding%20significance%20marty%20osborn&ref_=nb_sb_ss_w_scx-ent-pd-bk-d_de_k1_1_12&crid=37ZRISVQPV8P3&sprefix=marty%20osborn

🧠 Take the Free DISC Profile Assessment:

https://profiles.innermetrix.com/VO/b2a2eb33/en

Website: https://www.bydesignadvisors.com/

Book A Call: https://www.bydesignadvisors.com/contact-us

Dale's LinkedIn: https://www.linkedin.com/in/dalethrush/

Marty's LinkedIn: https://www.linkedin.com/in/marty-osborn-78ba9b5/

Tom's LinkedIn: https://www.linkedin.com/in/thomasrjohnson/

📺 Subscribe for more real, raw business exit advice!

---

💬 Comment below:

**What’s your biggest fear about selling your company?**

(We might feature your question in a future episode!)

🎙️ In this episode of the #bydesignpodcast, we sit down with Matt Gabriel, founder of Tech Wheelhouse, to explore how startups can win with people from day one. We break down how DISC and Working Genius assessments are used before hiring, how to build the right team in early-stage companies, and why knowing your people is your true competitive advantage.

From team building to sales strategy, this episode is a playbook for startup founders who want to scale the right way—with #intentionality.

-

💡 What You'll Learn:

✔️ Why most hiring mistakes start before day one

✔️ How DISC & Working Genius shape roles and hiring

✔️ Why founder partnerships need opposite strengths

✔️ What happens when you skip assessments in early hires

✔️ How personality frameworks improve communication

✔️ Startup sales strategies using DISC theory

✔️ How to spot (and fill) gaps in your team’s makeup

✔️ Using assessments at home for better relationships

---

📌 Resources & Links:

🔗 Connect with Matt at Tech Wheelhouse - https://www.tech-wheelhouse.com/

📘 Get the Book: Finding Significance: Five Keys to Becoming the Leader People Are Happy to See – https://www.amazon.com/dp/B0DTQD79BH/?bestFormat=true&k=finding%20significance%20marty%20osborn&ref_=nb_sb_ss_w_scx-ent-pd-bk-d_de_k1_1_12&crid=37ZRISVQPV8P3&sprefix=marty%20osborn

🧠 Take the Free DISC Profile Assessment:

https://profiles.innermetrix.com/VO/b2a2eb33/en

Website: https://www.bydesignadvisors.com/

Book A Call: https://www.bydesignadvisors.com/contact-us

Dale's LinkedIn: https://www.linkedin.com/in/dalethrush/

Marty's LinkedIn: https://www.linkedin.com/in/marty-osborn-78ba9b5/

Tom's LinkedIn: https://www.linkedin.com/in/thomasrjohnson/

📺 **Subscribe for more leadership, hiring & startup strategy episodes!**

---

💬 **Have you taken DISC or Working Genius? Drop your profile in the comments!**

#StartupHiring #WorkingGenius #DISCAssessment #ByDesignPodcast #FounderTips #StartupCulture #HiringStrategy #PersonalityAssessment #LeadershipDevelopment #TechWheelhouse #MattGabriel

🎙️ In this episode of the #bydesignpodcast we sit down with #JoeMancini of Front Porch Venture Partners to uncover how #vcs really evaluate #startups, what makes a founder investable, and the #mistakes that kill deals before they start.

From real talk about #valuations, hiring mistakes, and #foundermindset, to practical tips on building investor trust and aligning your team — this episode is a masterclass in how to get your business VC-ready.

We also break down the power of tools like #disc & #workinggenius, how early-stage hiring mistakes can sink startups, and why the best founders are both micro and macro managers.

---

💡 **What You'll Learn:**

✔️ -How VCs actually evaluate startups

✔️ -Founder-market fit & why it matters

✔️ -Red flags investors look for

✔️ -The #1 founder mistake in fundraising

✔️ -Why communication is everything

✔️ -The reality of startup valuations & cap tables

✔️ -Why bad hiring can cost a startup a full year

✔️ -How to build a board that actually helps

📌 Resources & Links:

👉 Connect with Joe Mancini & Front Porch Ventures: https://www.linkedin.com/in/jpmancini/

👉 Take Your Free DISC Personality Assessment: https://profiles.innermetrix.com/VO/b2a2eb33/en

Website: https://www.bydesignadvisors.com/

Book A Call: https://www.bydesignadvisors.com/contact-us

Dale's LinkedIn: https://www.linkedin.com/in/dalethrush/

Marty's LinkedIn: https://www.linkedin.com/in/marty-osborn-78ba9b5/

Tom's LinkedIn: https://www.linkedin.com/in/thomasrjohnson/

🔔 Don’t forget to LIKE, COMMENT & SUBSCRIBE for more expert insights on startups, leadership, and venture capital! 🚀

#StartupFunding #VentureCapital #Entrepreneurship #StartupSuccess #BusinessGrowth #Fundraising #HowToRaiseCapital #InvestorMindset #ByDesignPodcast #JoeMancini