By: Wendy Waldron

As we approach the busiest season of the year, it’s easy to get swept up in the constant hustle. From business deadlines to personal commitments, our to-do lists seem never-ending. In the midst of all this, how can we stay focused and make sound decisions? Enter the clarity break—a key concept in the Entrepreneurial Operating System® (EOS®) that can transform how we approach our busy lives. 

What Is a Clarity Break? 

A clarity break is a simple yet powerful tool emphasized in EOS. It’s the practice of stepping away from the daily grind to reflect, think, and refocus. In a world that values hustle, taking intentional pauses can feel counterintuitive, but EOS teaches us that these breaks are essential for strategic thinking and long-term success. 

Why Now? Because It’s Go Time!

The end of the year is racing toward us, and it’s crunch time! With everything ramping up, it’s easy to get lost in the chaos and miss the bigger picture. That’s where clarity breaks come in to save the day. They give you a chance to hit pause, refocus, and ask yourself: What really matters right now? Where should my energy be to make the biggest impact? EOS champions clarity breaks as the secret weapon for staying aligned with your vision, knocking out top priorities, and avoiding burnout—just when you need it most! 

Learn from EOS Expert Mark O’Donnell 

Mark O’Donnell, Visionary at EOS Worldwide, explains just how crucial clarity breaks are for leaders and business owners. In his video, he shares tips on maximizing the benefits of clarity breaks and how they have helped countless leaders maintain focus. Watch the full video, and learn more at the following link: https://www.youtube.com/watch?v=nn5s3GOXFJE. 

How to Take a Clarity Break 

1. Schedule it: Block time on your calendar, just like a meeting. Start with 30-60 minutes once a week. 

2. Find your space: A quiet place where you won’t be interrupted, whether it’s your office, a coffee shop, or a park. 

3. Disconnect: Turn off distractions. No phones, no emails—just you and your thoughts. 4. Reflect and Write: Use this time to reflect on your business, your personal goals, and challenges. Write down the insights that surface, following the EOS principle of documenting key ideas. 

Feel the Impact! 

Clarity breaks aren’t just a nice-to-have—they’re game-changers! By giving yourself the time and space to think clearly, you’ll sharpen your decision-making, stay ahead of the competition, and tackle the season with unstoppable momentum. You’ll be working on your business, not just in it, and that’s where the magic happens. So, buckle up and get ready to crush your goals with a clear mind, fresh ideas, and laser focus! 

By: Amanda Graves

Most people would agree there is a big difference between a house and a home. Someone may have an image of a structure that they would consider to be a nice house, but it’s the memories made inside, the stability it provides, and the comfort of having a place to return to every day that truly turns a house into a home. Habitat for Humanity of Northern Saratoga, Warren, and Washington Counties (HFH-NSWWC) is working tirelessly to provide that opportunity to families working toward home ownership. Currently, they are fundraising for a project in Hudson Falls that could open the door for multiple families to achieve that reality.

HFH-NSWWC already owns a parcel of land in Hudson Falls where they’re building a 3-bedroom, 1,245 sq. ft. home, using modern means of construction. What started as a plan for one home has expanded with exciting new opportunities. An adjacent lot has become available, offering the chance to build another home there, and another nearby lot is also on the market. Altogether, if HFH-NSWWC reaches their fundraising goal, they could provide four homes in the same neighborhood—giving four families a safe, stable home and lend to a neighborhood revitalization.

Fawn Montanye, Director of Development for HFH-NSWWC, explained, “We have a very direct vision of working with what we have. If we’re able to acquire more, we’ll be able to do more.” What began as a single home in Hudson Falls could soon become a small community of families. HFH-NSWWC has set a goal of raising $75,000 to make this vision a reality.

As a nonprofit, the HFH-NSWWC depends on community involvement and fundraising to sustain their efforts. No donation is too small whether it be financial contributions or volunteering your time. “The biggest challenge is how do we serve an appropriate number of families to make an impact and be meaningful,” shared Fawn. With community support, this challenge can be overcome and allow the HFH-NSWWC to serve more people. “We’re really seeking to be collaborative with the community,” said Fawn. Habitat for Humanity is often misunderstood as an organization that simply provides homes to individuals based on hardship alone. In reality, they partner with diverse families who are working hard to achieve homeownership, meeting specific income qualifications, and demonstrating their ability to pay an affordable mortgage and contribute sweat equity. “These are workforce housing families. These are folks who are already pursuing mortgages and looking to have homes in their areas,” explained Fawn, “We supply an affordable decent housing inventory and at that same time, allow the opportunity for folks who are already working towards home ownership to achieve that goal, and that stability, and really look to break the cycle of intergenerational poverty and contribute to neighborhood revitalization.” 

The Hudson Falls project has the potential to give multiple families the security of knowing they can afford a safe home for their family. Fawn explained how rewarding it is, “To see the relief and just knowing how much less worry is involved, the lessening of stress on any given day, the ability to sleep better at night, to be able to look at your kids and say ‘we did this.’” As individuals, we have the power to make a difference for our communities and help those around us. This project is the perfect opportunity. In order to learn more about the HFH-NSWWC and donate today visit their website: https://glensfallshabitat.org/. 

By: Rosetta Annino

Staying ahead of the curve is not just an advantage – it’s a necessity. In the ever-evolving landscape of digital marketing, Account-Based Marketing stands out as a strategic powerhouse. Its emphasis on personalization, efficiency, alignment, data-driven decision-making, increased ROI, and enhanced customer retention make it a must-have for businesses looking to thrive in the modern marketplace.

Unlike broad marketing that tries to reach many people, ABM focuses on tailoring messages for individual accounts. It’s like having personalized conversations with the people or businesses you really want to connect with. If you haven’t already embraced ABM, now is the time to make it an integral part of your marketing playbook and unlock the full potential of your business.

Why ABM Matters

Personalization that Resonates:

ABM revolves around hyper-personalization. Instead of casting a wide net and hoping to catch leads, ABM targets specific high-value accounts. By tailoring your marketing efforts to the unique needs and pain points of these accounts, you’re not just reaching prospects – you’re connecting with them on a deeper level. This personalized approach fosters stronger relationships and increases the likelihood of conversion.

Efficient Resource Allocation:

In the world of marketing, resources are precious commodities. ABM allows you to allocate your resources strategically by focusing on accounts that matter most to your business. This means a more efficient use of time, budget, and manpower. Rather than spreading your efforts thin across a broad audience, you can direct them where they’re most likely to yield results.

Alignment of Sales and Marketing:

One of the perennial challenges in many organizations is the misalignment between sales and marketing teams. ABM bridges this gap by fostering collaboration and shared goals. When both teams are on the same page, the result is a seamless and coordinated approach to engaging target accounts. This alignment not only streamlines the sales process but also enhances the overall customer experience.

Data-Driven Decision Making:

ABM relies heavily on data and analytics. By leveraging insights into your target accounts, you can make informed decisions about your marketing strategy. This data-driven approach allows for continuous optimization, ensuring that your efforts are always aligned with the evolving needs and behaviors of your target audience.

Increased ROI and Revenue:

The ultimate goal of any marketing strategy is to drive revenue, and ABM excels in this aspect. By focusing on high-value accounts with a higher likelihood of conversion, ABM often results in a more significant return on investment (ROI). The precision targeting and personalized messaging lead to increased engagement and, ultimately, more closed deals.

Enhanced Customer Retention:

ABM doesn’t end when a lead becomes a customer. In fact, it’s just the beginning. The personalized approach that defines ABM continues throughout the customer lifecycle, fostering loyalty and encouraging repeat business. By consistently delivering value and understanding the evolving needs of your customers, you can build lasting relationships that go beyond the initial sale.

How ABM Works

Spotting Important Accounts:

ABM starts by figuring out which accounts are most important for your business. This involves working closely with both marketing and sales teams to pick out the accounts that are the best fit. This is also known as your Target Market.

Getting to Know Each Account:

Once you’ve chosen your important accounts, it’s time to learn more about them. What are their needs, challenges, and goals? This information is key to creating messages and content that will speak directly to your client’s pain points.

Using Different Ways to Connect:

ABM uses a mix of methods to connect with chosen accounts. This might include personalized emails, social media messages, custom content, and even events designed just for those accounts. The idea is to make sure the experience is consistent and personal at every step.

Teamwork Between Sales and Marketing:

ABM is all about teamwork. Your sales and marketing teams work together closely to make sure everyone is on the same page. This teamwork ensures that marketing efforts line up with the sales strategy, making the approach more effective.

Learning and Adjusting as You Go:

ABM relies on data to make smart decisions. By regularly checking how well your campaigns are doing, you can make changes to make them even better. It’s like fine-tuning your strategy, based on what’s working and what isn’t.

In Conclusion 

As you dive into the world of Account-Based Marketing (ABM), think of Five Towers Media as your seasoned co-pilot. We’re not just another agency; we’re the GPS for your marketing journey. In the land of digital strategies, we’re the ones who know the shortcuts, the scenic routes, and how to dodge the occasional marketing pothole. ABM might sound like alphabet soup, but with us, it’s more like a secret code for unlocking success. So, why go solo in this marketing adventure when you can have Five Towers Media riding shotgun? Let us help you navigate. Success loves good company!

by Charles Amodio, CPA,CFF, MAFF, MBA
Partner at FAZ Forensics

Loss of earning capacity damages are typical damages in a personal injury claim involving severe injury. If an injury affects the Plaintiff’s future career advancement, they may seek loss of earning capacity damages. Due to the speculative nature of a lost earning capacity claim, the Plaintiff must prove the value of the damages with reasonable certainty in litigation. This burden of proof makes the services of forensic accounting experts vital. FAZ Forensics works with attorneys and litigation firms nationwide to provide calculations and expert witness testimony for damages such as loss of earning capacity.

What is Loss of Future Earning Capacity?

Lost earning capacity is a general damage category that compensates for the Plaintiff’s ability to earn money in the future. Lost earning capacity considers what a Plaintiff could have earned had their injury never occurred. A severe injury can drastically impact a Plaintiff’s lifetime earning potential. Severe injuries can alter a career, cause lost opportunities for pay raises, promotions, and new job offers.

The Difference Between Lost Earning Capacity and Lost Earnings

It’s important to clarify the distinction between “lost earning capacity” and “lost earnings” in the context of an economic damages assessment. Lost earning capacity is the reduction in a person’s ability to receive future earnings over their lifetime due to an injury or wrongful act. The concept is forward-looking and speculative, considering the potential future earnings that the individual could have made if not for the incident. The assessment involves analyzing the individual’s skills, education, experience, and the impact of the injury on their future work life. Factors such as potential promotions, career advancements, and inflation are also considered.

Lost earnings pertain to the actual lost income due to an injury or wrongful act. This is a historical calculation, focusing on the income the individual would have earned had the incident not occurred. Lost earnings are calculated from the time of the incident to the present and include wages, salaries, bonuses, and other forms of compensation that the individual would have received. This calculation is more concrete and is based on the individual’s past earnings history, without speculation about future potential income.

Formula for Calculating Loss of Earning Capacity

The speculative nature of lost earning capacity damages means they are not measurable in exact dollar figures. The court requires a plaintiff to provide evidence proving the reasonable value of their lost earning capacity.

A forensic accounting expert calculates this reasonable value using the claimant’s work-life expectancy, projected future earnings, cost of living, and other data. A vocational expert can then support these assumptions. They will offer professional opinions about the person’s ability to continue their career and other work they may or may not be able to perform.

Lost Earning Capacity Claim

Consider Nick, a 40-year-old human resources director earning $100,000 annually with a work-life expectancy of 25 more years. As a result of a severe injury, his earning capacity is diminished, and he is now expected to earn $60,000 annually. Inserting the lost annual income of $40,000 into the formula above, the expert forensic accountant hired by Nick’s personal injury attorney determines that his lost earning capacity due to the injury should permit him to recover past and future lost earnings worth $1,000,000.

Factors Involved in Calculating Earning Capacity

A forensic accounting expert must consider several influencing factors that affect earning capacity. These considerations include:

• Profession & Career
• Current wages
• Market value
• Historical career performance
• Skills, Talents, & Abilities
• Education, Licenses, Certifications
• Work history
• Location

Profession & Career

Understanding the claimant’s profession and career is essential as each profession has a unique growth curve with specific compensation levels. Additionally, the forensic accountant must consider the projected industry performance over the claimant’s work-life.  For Nick, his profession as a human resource director has a moderate growth curve with potential for increased earnings. 

Current Wages

Current wages include any actual earnings the claimant was receiving before the accident. These are the same figures used to calculate lost wages, including the plaintiff’s salary and benefits.  Nick’s current wages of $100,000 are the baseline for calculating his lost earnings and factor significantly into the lost earning capacity. The $40,000 annual difference in earnings post-injury directly impacts the loss of earning capacity calculation.

Market Value

Forensic accountants must also consider the market value of the profession which includes future income and benefits throughout the plaintiff’s work life. The forensic accountant will determine the market value of the claimant’s career using The Department of Labor’s Bureau of Labor Statistics. The market value of a human resource director like Nick is expected to increase over time. 

Historic Career Performance

Evaluating historic career performance is crucial. The expert forensic can use past raises, bonuses, and promotions data to accurately predict future lost earnings. If Nick had a history of receiving a 5% annual raise or annual bonuses, this would be factored into the calculation.    

Skills, Talents, Abilities

The claimant’s skills, talents, and abilities significantly influence their future earning capacity. The more skills, talent, and abilities a claimant has, the more likely they will have a successful career. That success correlates to a higher potential future earning capacity. Nick’s skills and talents in human resource management increase his potential for higher future earnings. 

Education, Licenses, Certifications

A claimant’s education and professional qualifications also play an essential role. Education, professional training, and opportunities for career growth all share a strong correlation. Therefore, the expert forensic must consider these when calculating lost earning capacity damages.  Nick’s advanced degree and certifications in human resources further enhance his earning capacity. 

Work History

The consistency of the claimant’s work history is vital for understanding their future earning potential. Higher levels of consistency correlate to higher earning potential. The number of past jobs, the time gaps between them, and the amount of time in their current position are critical indicators of consistency.  Nick’s stable work history, with long tenures at each job, supports a higher future earning capacity.

Location

The claimant’s geographical location also plays a significant role in the calculations. If the claimant lives in an urban location with a booming economy, they have a high opportunity cost. Conversely, their exposure to opportunities is much lower if they live in a rural area or an area with less economic opportunities. On top of that, specific industries perform better in one location compared to another. 

Loss of Earning Capacity for a Self-Employed Person

Proving lost earning capacity for a self-employed claimant can be difficult. The primary determining factor is the age and earnings of the claimant’s business. Suppose they provide financial records to prove a history of steady revenues. In that case, a vocational expert can evaluate the claimant’s reduced earning capacity after the injury. With that information, the forensic accountant can calculate lost earning capacity. If the company is new or revenues are inconsistent, proving lost income and loss of earning capacity becomes more complex. However, that does not mean lost earning capacity cannot be proven.

Loss of Earning Capacity for a Person with No Work History

The fact that a plaintiff has no work history doesn’t stop them from claiming lost earning capacity damages. This scenario is common in children and people under the age of 20. Working with a vocational expert, economic experts can survey the labor market to determine the employment opportunities available to the injured claimant. They can compare this data to the claimant’s pre-injury education and career aspirations. This allows them to determine a reasonable figure for loss of earning capacity damages.

Hire a Forensic Accountant to Calculate Loss of Earnings Capacity

When determining a reasonable value for loss of earning capacity damages, the services provided by forensic accountants are crucial. FAZ Forensics has provided forensic accounting, valuation and litigation support services to attorneys for more than 25 years. In addition, we have provided expert witness testimony in multiple state and federal courtrooms.