to Networking Unleashed, Building Profitable
Connections. I'm your host, Michael Foreman.
Today, we're exploring the powerful crossroads
of technology and trust. How small businesses
can leverage both to and not to just survive,
but thrive. My guest is a business process automation
expert who's helped the company's streamlined
operations, boost productivity, and turn chaos
into clarity. But what sets him apart is this.
He understands that the right systems and the
right relationships are the real power combo.
So if you're a business owner, entrepreneur,
or team leader wondering how to get more done,
stay competitive, and make better connections
in the digital age, this episode is built for
you. So we're talking practical automation, strategic
networking, and how to make technology work for
you, not replace you. So let's get into it. My
guest today is Sri Kalu, and I would like to
introduce him, have him give you a little bit
of his background, and just listen. Welcome to
the podcast, and tell us about yourself. Michael,
thank you very much for having me on this show.
I am honored. As you mentioned, my name is Sri
Kaluva. I was born and raised in India, came
to the United States as an IT consultant. I started
working for a large corporation, but I'm not
completing enterprise -level software systems.
But then in 2008, it bugged me and taught me
that my skill set doesn't make a dent for large
companies. make any more happiness to me at all.
And my passion and my joy is... So it's primarily
because my father... So my heart was with small
business. So I started Unique Solutions of Advanced
Technologies, which is an IT support and software
development company. And we were working with
a lot of small businesses all around the US,
Canada, everywhere. While I am working with them
for the last 15 years or so, then it gave me
a hint that they are a company, that they are
using custom IT systems. But at the same time,
my passion continued on without helping small
businesses on putting the IT systems together.
I'm not really following my passion. That gave
me to invent my work belt. My WorkMelt is a software
platform that one or maybe a team of 25 people,
30 people, they can write to it. It basically
acts as a business operating system, which has
multiple modules. This is the concept that came
from large corporations. So ever since, I am
continuing helping small businesses. My key to
success is the triple P formula, B. Positive,
be persistent, and certainly you can see the
results. Okay, that sounds great. Thank you for
giving me your background. Okay, so let's jump
right into the questions. You help small businesses
use automation to survive and grow. How can strategic
networking amplify that impact? So I would not
go that route. So I'm talking about purely business
networking, right? Now, when you are in the business
networking, when you go to a networking event
or when you are consistently going to a specific
event or go to one of the event for, or sometimes
you're going. fund -raising, whatnot. We'll be
making, and you will be creating a lot of contacts.
And there are two things that you have to observe.
The impacts pure that you are creating and developing
over the period of time is your power in growing
and thriving. Best you can use this. Just simply
draw an old -fashioned Rolodex, which I don't
believe anybody uses anymore. They don't mean
anything, right? So you have to make the advantage,
you have to take advantage of the technology,
how to harness the power of the network that
you are creating. And technology will help you
do it. And there are multiple tools that can
be applied in order to take advantage. But having
a right dialogue with your consultants or whoever
the IT or marketing support that you have, of
course, it comes together. And if you don't have
anybody, by all means, I'll be here to help anybody.
Good. What common bottlenecks do small businesses
face that automation can solve? And how can networking...
the right solutions or partners. See, in small
business network, small business community, I
noticed the primary bottleneck is the business
owner. It may be ouch, but that's the truth,
right? But what my experience says, Michael,
most of the business owners, they accept it,
which I'm actually very happily. when I hear
that from my community. But that comes in that
they don't take any action after they accepting
that they are the bottleneck. So in that case,
in order to leave from that bottleneck, your
business to grow and to survive and thrive is
that business owners have to have an open mind
to delegate what they are working on. Now, delegation
can be done. You can delegate a task to a person.
But the other hand is that you can delegate the
task, a technology, and have the technology take
over and do the task. That's where automation
comes in. A combination of human and technology.
which is even more powerful. So when you put
the systems and software and technology tools
together, that complements the dream, you're
actually elevating the confidence of the employees,
and you're actually helping them to be empowered.
Now they are going to work and produce the results
that are beyond your expectations, and that will
blow your mind. So something like for the growth
of any organization is truly with. Okay, great.
All right. Let me ask you a question. How does
relationship building play a role in implementing
technology or selling automation services? create
automation process in your organization. The
relationship that building these networking activities
do play a key role. How do I say that? See, when
you want to delete a certain task, that skill
set needed within the organization may not be
available. two or 20 or so, but you need a specific
skill set in order to open the door for you,
in order to have a growth in your organization,
or in order to create a brand new service or
a product together, or in order for you to do
some research. That skill set may not be available
within the organization, but the relationship
that you're creating will have that skill set,
most likely, unless you will not create that
relationship. advantage of the relationship and
couple with the IT system that you're in place
and create a completely new avenue for the growth
of your organization or to relieve the organization
from the party. Is that right? That's right.
And very well said, I might tell you. Have you
seen any networking strategies that's helped
a small business break through the Tech overwhelm
and adopt smart systems? The adopting smart technology
overwhelming is certainly overwhelming for some
people. And some people may shy away from the
technology. And some people may embrace it. Depends
on the... open mind that they have for any change
in the organization. And at the same time, you
don't have to. I mean, we all know that. How
do you eat an elephant? You just take one bite
at a time. And you don't have to make your organization
into a technology -driven organization overnight.
Fundamentally, business owners, they have to
do, what is my business process? Draw that into
a flow diagram or just a bunch of blocks or gears,
right? Where is a prospect coming in? Who is
attending that prospect? How is the sales process
going? And once the closing is done, how is that
handed over to the operations or then project
management, whoever? And how is that project
management or operation team is delivering it?
And who is supervising all that? So put these
all into your proper blocks. And now you pick
one of those manually intensified work and look
for a technology solution that can complement
the person who is doing that. Now, once you succeed
in one element of your business, then you're
automatically going to put it into the other
elements of your business. Once you're comfortable.
So that's how you do it. But don't try to do
everything at once. Just like anything else.
Just like anything else. Okay. Someone is tech
savvy, but not people savvy. How can they improve
their communication to collaborate better? Oh,
that's a wonderful question. Wonderful question,
Michael. That actually brings my past into my
core front of the memory. See, when I started
business back in 2006 and 2007, 2008 meltdown
and all that, I was a technician turned business
owner, and I quickly realized I am the best in
one thing and the worst in a dozen other things,
right? There are so many technology -turned -business
owners are in the market. It's not uncommon at
all. And the most important part for me is that
at that time, I have to accept the fact that
my communication is more into a technical jargon
and less of a human language. Once I accepted
it, once I observed it, and it changed, it made
a world of difference. Because now I can learn
how to change my dialogue, how to suppress some
of the technical terms coming out of my mouth.
And it's a completely different language, right?
Although it's all in English, but you're speaking
in a completely different language. with the
business people that you're interfacing with.
So the first thing is you have to observe how
is the other people are reacting to your dialogue.
Are they going quiet all of a sudden? Are they
smiling, nodding, but no response? That means
they're not understanding. Now you can ask them
a feedback. Hey, did you understand what I'm
saying? Or are you able to follow me? Some sort
of a simple words that will say, hey, I get it,
I get it. But really, do they? No. That just
simply some surface level question doesn't give
you enough feedback. But you can be diplomatic
enough to ask more questions and have a clarity
whether they really understand you or not. That's
the foundation for making a change. That's so
true because people would either nod or just
say yes. Do you understand? Oh, sure. Yes. Yes,
I do. They really don't. And in everything you're
saying to them, it falls on deaf ears because
they weren't listening to you. They were thinking
about something else because they don't understand
what you're saying. So why not think about something
else? So that's very good. Another part is also,
Michael, the technical people, they generally
don't have a direct eye contact. Not that they're
bad people or anything. It's just lack of those.
When you are communicating with somebody, have
a direct eye contact with them. What does it
do? It really creates a bond. And that bond of
clear communication paves the path for clarity
in the dialogue. And that also makes the other
person comfortable to say, hey, tell me one more
time. I don't understand what you're talking
about. That's so true because that's one of the
things that I speak about. It's the eye contact.
You know, when you go up and you shake somebody's
hand, you don't shake it like a dead fish, right?
You shake your hand firmly. And when you talk
to them, you're not talking to them with your
body as like a skew with them. You have to be
dead on with them and look them in the eye, talk
to them, but more than not, enunciate and speak
slow enough, not too slow because they'll think
you're a little slow, but speak slow enough.
where you'll have a conversation. Yeah, don't
just tell them in a whole paragraph. Just stop.
Say, okay, how about this? So that's very important.
The eye contact is the beginning of everything
else. Yeah, so you're so right. Thank you. Can
you share an example of a time when a strong
business connection directly led you to a successful
automation project or breakthrough? Oh, that's
actually very common in my life, actually, because
I do a lot of business networking. And when I
did the business networking, you interface with
business owners and then you turn it into a problem
discussion. And once you identify, OK, this is
the problem, then it is easy to put an automation
together. One of my customers, like my good friend,
Shari. And she is the vice president of a local
beverage distributing firm. And when we were
having just a friendly dialogue and thinking,
hey, how is your business going? What's going
on? And she said, Sri, we are sending our trucks
to distribute our product, but we really don't
know how effective and how efficient it is. And
there is always room for improvement in any.
operation but unless you measure it you don't
have a clue where you can improve it upon so
we understood we took the data of the distributing
activities that they are going through and then
we immediately realized they are using telematics
and the telematics is giving you the data how
is the distribution is going on and then we put
the automation together to make it effective
and efficient in this Boom. Within three months
of a period after we implemented it, 30 % of
their time back into their pocket. Instead of
going three times a week, you only go two times
a week to distribute your product. Now one trip
to that customer is back into your product. Once
it's back into your pocket, you have room for
increasing your business. So with the same equipment,
same number of people. Now they are able to add
30 % more business. So that is the growth that
is already in your hands. That's the power of
automation. All right. And I can see it. And
there are many people that are in logistics and
everything else that this AI or the platform
that you're bringing forth brings it all together.
And you can very easily find out, where they're
making money, where they're spilling out money,
and where they can save. So after you're finished
with them, with the customer, you can actually
streamline their product so that if they use
the same amount of, in this case, the trucks
and everything else, using the same information,
they can expend on it without having to pay for
anything. Exactly. That 30 % increase in their
business is pure profit. That's incredible. Because
if you told a business owner, listen, I can increase
your profits by 30 % without you spending any
money, he would jump in. Okay. So that's what
your service is so invaluable. Thank you. Yes.
What advice would you give to a small business
owner who is hesitant to digitize their business
because of cost, complexity, or even trust? That's
a great question. This is very common. This challenge
is very common. But my suggestion to those business
users, those business owners, look at their personal
life. And if they have moved from flip phone
to a smartphone in their life, they have already
made a huge leap of faith on technology. And
if they have continued on using the smartphone
opposed to the old flip phones, it means they
already embraced the technology and they've already
accepted the advantages that technology is bringing
into their personal life. Now, then they can
just simply ask the question back themselves
standing in front of the mirror. Why can't I
do the same thing in my business and embrace
the technology? Now, at the same time, we go
back to the previous point. Changing the entire
business into a digital transformation overnight
is going to be a very huge risk. However, consistently
take one task at a time or one step of the business
at a time and turn that into an automation or
apply information technology systems will help
them to grow. Furthermore, and importantly, you
also have to recognize that if you're wanting
to exit and if your business is a dinosaur, do
you think anybody will buy it? First of all,
you did not make your business a desirable business.
Second of all, even if somebody takes it, they
will know. They can implement the technology
and they can embrace the technology and take
it into the new heights. But are they going to
pay you dollar to dollar? They're going to show
that disadvantage as a risk and they're going
to ask for a 50 cents. So you're losing a lot
of money on the table. Yes, you are. Yes, you
are. Very well put. Thank you. Okay. How can
networking help business owners? Choose the right
automation tools and avoid being sold the wrong
ones. When you are doing the networking, you
are building the relationship. And what does
that mean? You are developing a trusted advisory
board. You may not be calling that as a trusted
advisory board, but these are all your trusted
people, right? Now, when you ask somebody, demonstrate
a problem, and they will bring certain solution.
And take a second opinion. Not that you are mistrusting
the trusted advisor you have, but taking a second
opinion will open the mind to have a different
perspective about that solution. And then you
go back to the same person who is suggesting
a solution, and, hey, how about this? What do
you think of this perspective? And allow them
to explain it because you trust them. If you
trust them, it means you'll be able to have a
direct, open, honest communication. If you're
not making the direct, open, honest communication,
it means you're not trusting them. So you might
as well not do business with them. There is a
mantra for networking. If they know you, if they
like you and trust you, they'll do business with
you. Now, know you, well, everybody's going to
know you're a nice guy. Now, know you, like you,
that kind of narrows down the field just a little
bit because everybody isn't going to like you.
But trust you, that's the crucial factor. Once
you gain somebody's trust, that's gold because
nobody's going to buy from you if they don't
trust you. That's correct. You always have to
remember, people love to buy, but they hate to
be sold to. You always have to remember that.
Okay. All right. So let's see. What are some
underrated ways business owners can use technology
to build relationships, not just automate tasks?
Building relationships is, as you just mentioned,
How do you trust somebody? You trust somebody
when somebody gives you or demonstrate a selfless
act, right? Now, you may say that, okay, I may
be giving them a book or I may be giving them
an advice or I may be doing something. But one
of the simple techniques that I have used is
creating a valuable content. No marketing. No
sales, no fluff. Pure, valuable content. An example,
in my work belt, we created business tips. And
each week, we send a business tip to our circle
of friends. When they read those tips, they will
be clearly... articulated in a way that the reader
can take advantage of it and apply it in their
business. Not necessarily that, hey, we are selling
you this and you use it at the end. No. It's
a purely educational media. Now, many people,
they embrace it. Why? There is no selling. But
that improves the trust. Because you're not trying
to push them around to give you a dollar. You
are purely trying to educate them. And some of
those, they may use it, they may not use it,
but you have to be okay with it. And you are
coming with a pure heart for educating the other
person, which naturally builds trust. That is
one technique that I use, right? But it can be
many. If you wanted to build trust with somebody,
you can give them... value -added advices to
them. Or you can invite them for having a one
-on -one meetings with you. And then most importantly,
be aware who they are, what they are, where they
come from, and what is their family, and what
is their interest beyond giving you a dollar
as a business transaction. And now you're creating
a trusted relationship with them. And that happens
automatically. You're speaking... like a successful
business owner. So we must have come through
all the years. What was your biggest mistake
you made and how did you overcome it? The biggest
mistake in the business, early on in the business
I made, is committing something without clarity.
So what I mean by that? is when you agree to
do something or when you agree to deliver something,
you should not be quick to commit. You have to
ask meaningful questions and you have to define
the set expectations. A simple example, Michael,
you and I, we talked previously and we both agreed
that we are going to meet on so -and -so date.
and time and we're going to get onto the zoom
call we're going to record this right now if
we didn't have a clarity on that communication
what is the date what is the time and on what
platform we are meeting we will have failed to
do what we are doing today right now once we
have the clarity then deliverable becomes easy
and there is no misunderstanding And the experience
on both parties will become more memorable than
anything else. And early on, when I started the
business, I didn't have an understanding of clear
expectations, setting up a clear expectations
between both parties. And I made mistakes. And
once I made mistakes and I learned, I actually
went back to the customer. I said, hey, where
did I mess it up? I didn't have any intention.
give you something wrong, but then the feedback
that I've gathered is that it's not that I did
something wrong, it's the fact that I did not
know what I was committing for, or the other
party did not know what I'm delivering. The clarity
is missing. So from there on is that have a clear
expectations set between both parties. before
you say you are going to deliver. Fantastic.
And you're really talking about under -promising,
but over -delivering, right? So whatever you're
promising, you want to deliver just that much
more. Be clear in all of the expectations, but
you always want to give that much more. And that
will always say... You think that different way,
Michael. You don't need to over -deliver. Nobody
expects you to over -deliver. No, nobody does.
It's a business environment. When you over -deliver
it, you're actually creating a wow factor, which
is great for your business. But certainly, what
you're committing needs to be clear. At least
you deliver what you're committing with the clarity.
Now, if you go one mile more, great. But there
are times that we may not be able to go a mile
more. Absolutely. Nothing wrong with it. No,
no, but that's... I have seen some of the business
owners, they kill themselves because they couldn't
go a mile more. You have to forgive yourself.
Right? Not necessarily going a mile more will
be practical all the time. Okay. Understood,
understood. But I always try to do that, go that
extra mile. I always try to over -deliver because
in my business, I always do more than what they
ask me. Always, just without even thinking. I'm
not dismissing that. I'm not discouraging anybody
to do it. But be aware in doing so, don't lose
your shirt. Absolutely. Absolutely. Okay, let's
bring this podcast full circle. And looking ahead,
how do you see the intersection of human connection?
and automation evolving in small businesses over
the next five to 10 years? Oh, this is going
to be a beautiful era for interconnection between
human beings and technology. We are in the infancy
stage of artificial intelligence. I know it's
a buzzword these days in the market. But trust
me, being in the information technology industry
for over 20 years, nearly 25 years, I've seen,
done, been there, done that. Only part that I'm
concerned is some of the small businesses, they
have inertia in embracing the change coming in.
Now, if the business owners, if they are... I
hope I'm not coming across as a discriminatory,
but younger generation, they are born with the
technology in their hand and they are comfortable
with it. But those who are one generation before
that have a kind of a shyness or kind of a challenge
to accept delegating their tasks to the technology.
And those who embrace that. And using the technology
will shine and thrive. Next five years is going
to be a very joyful ride. And if any small business
owners are not looking into that, I would highly
recommend them to look into it. And we are actually,
interestingly, we are actually developing a software
product for one of our customers right now. It's
called AI Receptionist. Sure. So the artificial
intelligence will pick up your call, and it will
speak in your voice, and the other party don't
feel bad I'm talking to a machine or anything.
So your voice is mimicked in the artificial intelligence
system. And when they pick up the call, hey,
I wanted to talk to Michael in artificial intelligence.
Okay, thank you very much, and let me put you
to Michael. Simple. And then the call will be
forwarded to Michael. They will pick up and talk
to whatever the way you want. Just simply you
are removing that human interface, but replacing
that with technology, it gives you a great deal
of advantage. Now you have a 24 by 7 receptionist
opposed to receptionist only 9 to 5. Think about
how advantageous is it. I'm just giving that
as a one simple example, but there is numerous
business cases out there. that small businesses
need to be open -minded to embrace the technology
coming into the market. They do. And Sri, I've
got to tell you, we can probably go on for two
more hours talking about this. Okay, but time
constraints. Listen, if somebody would like to
contact you, how could they do it? Either to
be coached by your platform or what have you,
how can they get hold of you? The simple thing
that they can do is go into myworkbelt .com and
we have all the information to contact me. There's
an email address, there's a phone number, and
they can fill up the contact form anywhere. And
if they can look for Sri Kaluva or Sridhar Kaluva
on LinkedIn, they will find me everywhere. So
I'm not hiding in the bushes. As long as they
know my name, it's very easy for them to reach
me. And I'm more than happy to mentor them. I'm
more than happy to give them my expert advice
that they can take it. I expect no business in
return. And I sincerely mean it. And I'm happy
to help them. I quit corporate job to help the
small businesses. Great. That's great. Sreej,
thank you so much for coming on the podcast.
You made this a great podcast. Michael, I'm so
glad to be on this. And thank you very much for
giving me opportunity to share my thoughts with
your community. And it's been a pleasure experience.
Great. All right. Bye -bye. Bye -bye, Michael.
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-U -P -K -I -D -S .org. Well, that's a wrap,
folks. A huge thank you to our special guests
for sharing such incredible insights today. And
of course, a big shout out to you, our amazing
listeners, for tuning in and spending your time
with us. Remember, networking isn't about being
perfect. It's about being present. So take what
you've learned today, get out there, and make
some meaningful connections. If you enjoyed this
episode, don't forget to subscribe, leave us
a review, and share it with someone who could
use a little networking inspiration. Let's keep
the conversation going. You can find me on Apple,
Spotify, YouTube, or my website, Michael. Remember.
Until next time, keep practicing, keep connecting,
and keep building those relationships. This is
Michael signing off. Take care and happy networking.