Your Next Move: Episode Summary - Recognizing a Gaping Need in the Marketplace

Podcast Information:

• Title: Your Next Move
• Host/Author: Inc. Magazine
• Description: Your Next Move features authentic and insightful conversations with some of today’s most innovative and exciting entrepreneurs and business leaders, produced in partnership with Capital One Business.
• Episode: Recognizing a Gaping Need in the Marketplace
• Release Date: April 8, 2025

In this illuminating episode of Your Next Move, Inc. Executive Editor Diana Ransom sits down with Anupam Sachishil, founder of Occam's Advisory. Ranked #1,804 on the 2024 Inc. 5000 list and marking their eighth appearance over nine years, Occam's Advisory stands out as a premier financial advisory firm dedicated to bringing Fortune 5000-level expertise to small and medium enterprises (SMEs).

1. Founding and Early Beginnings

Anupam opens the conversation by tracing the origins of Occam's Advisory. Having spent several years as an investment banker on Wall Street during a notably bullish period from 2005 to 2012, he witnessed firsthand the rapid market fluctuations and the onset of the financial crisis. This tumultuous environment prompted him to seek stability and purpose beyond the high-octane world of investment banking.

“When I started everything was bullish. Go, go, go. And very quickly you know what it became.” ([01:23])

Drawing inspiration from his father's experience running a small metal scrap business in India during the 1970s, Anupam recognized the challenges small businesses face without access to high-quality, integrated services. This realization planted the seeds for Occam's Advisory in 2012.

2. Integrated Service Model for SMEs

At the core of Occam's Advisory is an integrated service model tailored specifically for middle-market companies. Anupam explains that SMEs often juggle multiple service providers for accounting, legal, and financial needs, leading to fragmented and inefficient operations.

“Our approach is clients’ various aspects of business can be catered to in a unified manner versus like go to attorney for something, go to an accountant for something else.” ([01:37])

By consolidating these services, Occam's Advisory offers a one-stop-shop experience—rebranded as an integrated service model to better reflect its sophisticated approach. This model not only streamlines operations for clients but also enhances the overall quality and consistency of services provided.

3. Identifying Market Needs and Strategic Direction

Anupam emphasizes that the inception of Occam's Advisory was driven by a gaping need in the marketplace rather than a sudden moment of inspiration.

“No, it was a gaping need in the marketplace and we thought that probably we can make something out of it.” ([02:40])

This strategic focus allowed the company to carve out a niche in providing comprehensive financial advisory services to SMEs, bridging the gap between large corporate expertise and small business accessibility.

4. Achieving Consistent Growth: Inc. 5000 Success

Occam's Advisory's consistent inclusion in the Inc. 5000 list is a testament to its sustained growth and robust business model. Anupam attributes this success to the company's unwavering commitment to continuous learning and organizational adaptability.

“We put immense focus on people who are willing to unlearn, relearn and repeat the process over and over.” ([08:36])

This culture of perpetual learning ensures that the team remains agile and responsive to evolving market demands, fostering innovation and maintaining a competitive edge.

5. Fostering a Culture of Continuous Learning

A pivotal aspect of Occam's Advisory's growth strategy is its emphasis on employee development. The company allocates 3% of each employee's compensation towards a learning budget, enabling team members to pursue relevant certifications, programs, or other educational opportunities.

“We allocate 3% of people's compensation for their learning budget and they can choose whatever they want to do.” ([09:08])

Additionally, the quarterly book club initiative encourages intellectual engagement and creative expression. Employees present their insights through various mediums, such as videos or podcasts, with incentives like a $500 cash prize for the best presentation.

“They make either a video or a news tape or a podcast on the book. And then there's a reward for the best book club summary and it carries $500 of cash prize.” ([09:59])

Books like Good to Great by Jim Collins and Atomic Habits by James Clear are staples in the book club, reinforcing both professional and personal growth.

6. Learning from Early Mistakes

Anupam candidly discusses the company's early missteps, particularly in overextending their service offerings. Initially striving to be an all-encompassing service provider, Occam's Advisory ventured into areas like contract staffing and digital marketing, which did not align with their core competencies.

“We took the idea of being a one stop shop a bit too far. Some of the service lines we were in that we are not in anymore are contract staffing, digital marketing.” ([11:44])

These experiences underscored the importance of focusing on core strengths and avoiding dilution of their value proposition. Consequently, the company refocused on areas where they could deliver exceptional value, such as tax credits and financial advisory.

7. Strategic Emphasis on Tax Credits

A significant value-add offered by Occam's Advisory is their expertise in tax credits. Anupam highlights the substantial yet underutilized potential in this domain:

“About $100 billion, give or take, are available to small medium businesses in tax credit every year. And about 70% of it is not taken every year.” ([06:18])

By assisting clients in identifying and securing eligible tax credits, Occam's Advisory not only enhances their financial standing but also builds trust and long-term partnerships. This strategy ensures that clients perceive their services as invaluable, leading to sustained business relationships.

8. Embodied Company Values and Leadership

The ethos of Occam's Advisory is encapsulated in a set of core values derived from the company name, inspired by Occam's Razor. These values—Ownership, Clarity, Commitments, Standards, and Mindfulness—are integrated into every facet of the organization.

“We have the outcome, six letters. Like ownership, clarity, commitments.” ([15:39])

Regular leadership meetings reinforce these values by encouraging team members to reflect on their roles and contributions. This alignment ensures that the entire team operates with a unified vision and maintains high standards of excellence.

Notable Quotes:

• Anupam Sachishil: “Our approach is clients’ various aspects of business can be catered to in a unified manner versus like go to attorney for something, go to an accountant for something else.” ([01:37])

• Anupam Sachishil: “We put immense focus on people who are willing to unlearn, relearn and repeat the process over and over.” ([08:36])

• Anupam Sachishil: “About $100 billion, give or take, are available to small medium businesses in tax credit every year. And about 70% of it is not taken every year.” ([06:18])

• Anupam Sachishil: “We have the outcome, six letters. Like ownership, clarity, commitments.” ([15:39])

Conclusion

In this episode of Your Next Move, Anupam Sachishil provides deep insights into building a resilient and adaptive business tailored to the unique needs of SMEs. Through strategic focus, a commitment to continuous learning, and a strong foundational culture, Occam's Advisory successfully addresses critical gaps in the marketplace, ensuring sustained growth and value for their clients.

Whether you're an aspiring entrepreneur or an established business leader, Anupam's journey offers valuable lessons on recognizing market needs, refining business models, and fostering a culture that drives excellence.

For more insightful conversations with top entrepreneurs and business leaders, subscribe to Your Next Move on Apple Podcasts, Spotify, or your preferred podcast platform.