In this episode of Beyond The Deal, host Jill Yahnite sits down with attorney and entrepreneur Rocco Cozza, founder of the Cozza Law Group. Rocco shares his journey from the traditional corporate world to building a thriving firm grounded in authenticity, strategic growth, and empathy.
They dive deep into how business owners can step outside the frame — gaining clarity, aligning people and processes, and building real freedom as leaders. Rocco also opens up about the mindset shifts that helped him transform his career and guide clients through major pivots.

Guest Introduction:
Rocco Cozza is the founder of the Cozza Law Group and a strategic advisor helping founders build sustainable, scalable companies. With over 20 years of experience in corporate law and entrepreneurship, Rocco has counseled hundreds of business owners through growth, culture change, and leadership challenges. His “Step Outside the Frame” framework helps leaders gain clarity, align teams, and reclaim freedom in their businesses.

Key Takeaways:
• You can’t grow your business if you’re stuck inside the frame—clarity and alignment must come first.
• Most business problems boil down to people, process, and culture—not unique circumstances.
• Authenticity and direct honesty build deeper trust than polished sales tactics ever will.
• Social media, especially Instagram, can humanize professional brands when you lead with vulnerability.
• True leadership means creating freedom—for yourself and your team—by letting go of control.
• AI is a powerful tool, but it should enhance your skills, not replace them.

Chapter Markers:
0:00 Intro
0:11 Guest Introduction – Meet Rocco Cozza
2:40 Leaving Corporate and Starting Cozza Law Group
5:20 Identifying Opportunity and Redefining Legal Services
7:00 The Shift to Strategic Advising
10:20 Rocco’s “Step Outside the Frame” Process
13:40 Common Patterns in Business Owner Struggles
14:50 Finding Clients Ready for Change
15:30 How Instagram Became His Most Powerful Business Tool
18:30 Building Trust and Showing Authenticity Online
19:10 Leading with Empathy and Honest Communication
20:10 Training Teams and Creating Client-Centric Culture
22:00 Lessons Learned in Business Transformation
23:00 The Role (and Risk) of AI in Modern Business
24:30 Closing Thoughts and Takeaways

Keywords:
Jill Yahnite, Rocco Cozza, Beyond the Deal, Cozza Law Group, business transformation, leadership, entrepreneurship, legal services, business advising, adapting business strategy, strategic consulting, business growth, Instagram marketing, mindset shift, AI in business

• John’s mission is to fix the global epidemic of people not loving their jobs—HR pros can lead the charge by owning their role and thinking like strategic business leaders.
• His diverse path from ADP to running multiple businesses shows how a strong sales foundation fuels entrepreneurial success.
• Purpose is everything! John’s “Purpose is Paramount” talk teaches us to define a clear, concise purpose (four words or less!) to guide decisions and inspire teams.
• Small businesses, listen up: don’t just check HR boxes—use fractional resources to create a culture where employees thrive and tell their friends, “You gotta work here!”
• Align your business with a societal cause, like John’s work with Youth Opportunities Unlimited, to attract talent and customers who share your values.
• Employee engagement skyrockets when you foster relationships at work—think shared interests like golf or volunteering together at a Habitat for Humanity event.

• “John’s take on purpose hit home: ‘Get your team in a room, ask why your business exists, and boil it down to four words or less—it’s a game-changer!’”
• “I loved John’s insight: ‘If your employees feel connected to your company’s purpose, they’ll tell their friends, You gotta work here!’”

Hey everyone, it's Jill Yahnite here on Beyond the Deal, where we dive deep into the strategies that take businesses further. In this episode, I sit down with my longtime acquaintance Barbara Vankirk, founder of IQ Inc., a custom software development firm she's grown over 30 years. We chat about weathering economic storms from 9/11 to COVID, building lasting client relationships, fostering a flexible employee culture, and harnessing AI for smarter product development and skills tracking. Barbara shares how in-person connections still matter in sales, the differences in working with startups versus big corporations, and why failing fast with new tech is key. If you're a business owner navigating uncertainty or curious about AI's role in tech, this conversation is packed with practical wisdom. Don't forget to like, subscribe, and share your thoughts in the comments!

Guest Introduction: I've known Barbara Vankirk for nearly 20 years, and it's great to have her on the show. She's the founder and leader of IQ Inc., a powerhouse in custom software solutions for industries like medical devices, transportation, and energy. Starting with just a handful of employees, she's scaled it to a team of 50-70 full-timers, focusing on excellence and flexibility. Her insights on leading through economic ups and downs are spot on for any entrepreneur.

https://www.linkedin.com/in/barbaravankirk/

Key Takeaways: • Building strong relationships is crucial, especially in tough times—stay connected with clients even when they're not buying, and help them through personal challenges too. • Flexibility in work culture pays off; we talked about how allowing 'closet coders' to work their optimal hours helped IQ thrive, even pre-COVID. • With larger companies, adapt to their processes, but bring diverse ideas; for startups, offer more mentoring and best practices to guide their growth. • AI isn't a threat—it's a tool for identifying skill gaps in employees, speeding up product development, and even matching team skills to client needs quickly. • Face-to-face meetings still beat virtual for big-picture strategy, but screen time gets things moving faster in sales cycles. Follow-up is key in sales; don't let opportunities slip by not asking the right questions or collecting data for quick yes or no decisions.

Chapter Markers: 0:00 Intro 0:54 Guest Introduction 3:00 Company Growth and Overview 5:00 Economic Shifts Over the Years 6:00 Leading Clients Through Tough Times 9:00 Digging Deeper on AI and Delays 10:00 Employee Side: Conversations and Culture 13:00 Flexibility in Tech Work Pre- and Post-COVID 17:00 Building Trust and Recognition in Teams 18:00 Engaging Big Companies vs. Startups 21:00 Adapting to Processes and Trends 23:00 Face-to-Face vs. Virtual Meetings 25:00 Working with Global Clients 26:00 AI's Impact on Business and Development 29:00 Tools for Skills and RFPs 30:00 Closing and Golf Dreams

Keywords: Jill Yahnite, Barbara Vankirk, Beyond the Deal podcast, software development, economic shifts, client relationships, employee culture, AI in tech, custom software, IQ Inc, business flexibility, sales strategies, product development, COVID impact, startup consulting