The Quiet Work

Welcome to The Quiet Work — where I sit down with founders, operators, and quiet builders to explore what it really takes. Honest conversation about the work that matters.If you’re building something of your own, you’re in the right place.

The Quiet Work is a business podcast hosted by Matt Wis, with 52 episodes on record and a Required Pod Score of 80.

Matt Wis hosts The Quiet Work, a business show with 52 episodes published.

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  The Quiet Work

  EP. 103 | "I Don't Create the Culture. I Decide What's Tolerated." (Patrick Noonan, PLG)

  Sep 23, 202647 min

  https://www.linkedin.com/in/patrick-noonan-1a5aa831 https://plgwarehouse.com/ Patrick Noonan sold windows on straight commission for two years and hated every minute of it. Then a LinkedIn message pulled him into freight. He hated that too — for about six months. Then the CEO's nephew made an offhand comment that Patrick heard as a challenge. Something clicked. Fifteen years later he's the founder of PLG, a Nashville freight brokerage moving loads for manufacturers, consumer brands, and some of the biggest events in the country — the PGA Tour, Formula One, convention centers. We talk about why he'll never let his team blame the driver, how a small brokerage competes against multi-billion dollar behemoths, his real take on remote work, why he stopped doing refrigerated freight, and the line about culture that every founder should hear. Timestamps: 0:00 – Welcome + Patrick introduces PLG 0:44 – CPG, events, and temporary structures — what they actually move 1:31 – The PGA Tour, F1 races, and why their quiet time is during the event 2:45 – "We're one of ten. Probably more like fifty." 3:51 – Selling windows on straight commission — and hating it 4:21 – The LinkedIn message that got him into freight 5:15 – The nephew's comment that lit the fire 5:44 – Why logistics sits in the middle of everything 8:04 – How to sell something nobody wants to buy 9:28 – "All you get is my number when something goes wrong" 10:34 – The rule: never blame the driver, the dispatcher, or the customer 11:10 – 99 times out of 100, you could have done something differently 12:55 – Wake up and ask: how do I get better than yesterday? 13:45 – Why he left refrigerated freight behind 15:08 – Flatbed and open deck: fewer touches, lower margins, better control 16:00 – How a small brokerage competes with multi-billion dollar companies 18:17 – You don't need the answer. You need to identify, empathize, and solve. 19:46 – Can you scale lean? The AI experiment happening in real time 20:26 – Where AI fits and where people still win 22:22 – Mopping floors and making cold calls — leading by example 24:03 – Is he building to sell? His honest answer 25:35 – "The bigger the village, the more villains tend to come in" 26:29 – His real take on remote work — and why he feels bad for new grads 27:27 – What you learn sitting next to someone struggling through the same calls 29:36 – Is it hard to hire people who'll cold call? 30:14 – "That little black box turns into an ATM" 31:49 – Matt's friend who made 16,000 cold calls in a year 37:00 – Electric trucks and autonomous driving: great ideas, not there yet 39:24 – "This truck doesn't do cold calls. How is it finding freight?" 42:16 – Diesel at six bucks a gallon and what it does to the business 44:07 – What gives him the most fulfillment 45:06 – The guy who landed a customer nobody told him to chase 46:21 – The John D. Rockefeller letters 47:25 – Advice to younger Patrick: keep going 49:22 – Would he start the same company again? 50:19 – Closing thoughts

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  The Quiet Work

  EP. 102 | The Utility Isn't Your Enemy (Cody George, Blueprint Energy)

  Sep 10, 202642 min

  https://www.linkedin.com/in/codygeorgepe/ https://www.blueprintenergy.com/ Cody George was a kid watching his grandfather work at a drafting table covered in blueprints — projects all over the world. The man rode motorcycles across continents, flew airplanes, ran ultramarathons. When Cody had to declare a major at 18, he thought: I'm good at math and science, and he lives a pretty fun life. Why don't I do that? Thirty-plus years later, he named his company Blueprint Energy. Cody helped build RavenVolt from concept to a $245M acquisition. Now he's starting over — designing and building microgrids, battery storage, solar, and EV charging for businesses that can't afford to lose power for even a second. We talk about what a microgrid actually is in plain terms, why he sees utilities as friends instead of enemies, the $500,000-per-hour math behind resilience projects, the mistake that made him think he'd be fired, and why he's photographing the mundane days of a young company. Timestamps: 0:00 – Welcome + Cody introduces Blueprint Energy 0:23 – The word "nationwide" and why it matters 0:39 – From Cal Poly to REC Solar: how his career started 1:17 – Still hands-on? Multi-state PE and engineer of record 2:23 – The grandfather story: a drafting table, a home office, and a life worth copying 3:30 – Why the company is called Blueprint Energy 4:25 – Leading by example — you never know who's watching 5:12 – When he actually started (and why not to launch a company in December) 6:17 – Why start a company in energy in 2026? 6:40 – "If I make it to 80 or 90, I'll regret not starting a company" 7:20 – Find your why before you start 8:28 – The phone call that changed everything: Coley Cook joins 9:40 – Hiring the best of the best — and never lowering that bar 11:21 – How you actually operate nationwide in energy 13:55 – Staying focused: why they don't cast a wide net 15:31 – The five-year roadmap and the North Star 17:35 – What is a microgrid? The simplest explanation you'll hear 19:10 – Batteries as shock absorbers for generators 20:34 – What "green" actually means (hint: it includes cash) 21:00 – The $500,000 hour: when downtime costs more than the system 22:19 – Demand charges and how to slash them 24:26 – Why engineering and sales have to respect each other 26:13 – The 2026 energy market: demand through the roof 27:20 – Why he sees the utility as a friend, not an enemy 30:05 – How they find projects (and the "secret sales techniques") 31:38 – Trade shows: he'll attend, but he won't exhibit 34:32 – Advice to younger Cody: ask people what they'd never do again 36:30 – Time is the commodity when you start a business 37:19 – What gives him the most fulfillment 38:23 – Seeing greatness in someone before they see it themselves 39:32 – The three days he wouldn't repeat 40:01 – The 12x material over-order and the boss who handled it perfectly 42:49 – "It's easy to be good when things are going good" 44:24 – What he's excited about — and the photos he's taking now 46:20 – Why the mundane moments are the ones that stick

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  The Quiet Work

  EP. 101 | "We're Not a Family. We're a Sports Team." (Edwin Fisher, AnA Sourcing)

  Sep 4, 202642 min

  https://www.linkedin.com/in/edwin-fisher-ana/ https://anasourcing.com/ Edwin Fisher started at his parents' company the day after he graduated high school. No college. He calls it Bernie University — named after his dad, who taught him sales from the ground up. He spent his first year at the bottom of the totem pole. Getting his teeth kicked in on the phone every day. Then something clicked, and he started treating it like a game. Today he's president of AnA Sourcing, a $30M distributor supplying industrial and MRO products to the Department of Defense, Department of Energy, and prime contractors across the country. We talk about why he refuses to call his company a family, the Vivid Vision framework that got them 11 out of 13 three-year goals, why the follow-up is the most underrated competitive edge in business, how AI works inside a government-facing company, and the intern with no experience who's now running a team. Timestamps: 0:00 – Welcome + Edwin introduces himself and AnA Sourcing 0:43 – How it started: 1990, a house in Collingswood, and a box of safety gloves 2:23 – Distribution, not manufacturing — how the model worked 3:16 – The candy business he ran in high school 3:57 – Matt's door-to-door days at 115 degrees 5:04 – Bernie University: why he skipped college entirely 6:34 – Treating sales like a game — the mindset shift that changed everything 7:06 – Bottom of the totem pole for a full year 7:10 – "Getting your teeth kicked in" every single day 9:00 – His father's cancer diagnosis and the moment everything changed 10:33 – Graduating from Bernie University the hard way 11:19 – The pivot: from commercial PPE to federal government contracts 13:03 – How you actually win government work 14:32 – Why relationships alone won't keep the business 16:14 – In-person vs. virtual: how they meet agencies 17:14 – Sales cycles: a week, a month, or a year 18:42 – Sourcing rules: made in USA, TAA compliance, and what agencies require 19:43 – A day in the life of the president 20:25 – Learning Spanish 30 minutes a day for his team 22:19 – The competitive edge nobody talks about: the follow-up 23:40 – The two-hour response rule 25:41 – How AI works when you serve the federal government 27:34 – How he actually grows the business: take care of the team first 28:16 – "We're not a family. We're a sports team." 29:39 – Uncle Joey, Terrell Owens, and why the analogy matters 32:05 – The Vivid Vision framework: $50M, 40 team members, three years out 33:50 – They hit 11 of 13 goals. Here's how they tracked it. 34:43 – Matt calls out his outdated LinkedIn bio 35:20 – What's next: the online catalog for government customers 37:36 – What gives Edwin the most fulfillment 38:20 – The intern with zero government experience who's now a manager 39:37 – Closing thoughts

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  The Quiet Work

  EP. 100 | He Was on Shark Tank. Then AI Happened. (Kevin Williams, AscendAI)

  Aug 12, 202654 min

  https://www.linkedin.com/in/kevin-williams-ascendai/ https://ascendlabs.ai/ Kevin Williams was building consumer brands, buying patents, selling in 50 countries, spending close to eight figures on Facebook ads — and then Apple's privacy changes nearly killed the whole operation. So he leaned into machine learning to solve the attribution problem. Sold the brands to private equity. And launched AscendAI literally one week after ChatGPT dropped. Episode 100 of The Quiet Work Podcast. We talk about Shark Tank, Chinese factories copying his product within weeks of the episode airing, how to actually govern AI inside a company (not just talk about it), the AI Ambassador Program, why most AI ROI goes to side quests instead of the real problem, and the difference between plugging AI into your company vs. rebuilding for it. Timestamps: 0:00 – Welcome to EP. 100 + Kevin introduces AscendAI 1:48 – He was in AI before AI was cool — how it really started 2:10 – Buying patents and testing them with $500 Facebook campaigns 3:31 – One week: Costco, Walmart, AND Shark Tank called 3:57 – Getting yelled at by Mr. Wonderful — and what happened after 4:03 – Chinese factories were watching too 4:38 – Spending eight figures on Facebook when Apple killed tracking 5:45 – Selling to PE five minutes before ChatGPT dropped — then launching AscendAI 6:35 – The exit that wasn't quite a beach retirement 8:47 – How he found patent deals in Washington DC 10:07 – The mini MVP: testing ideas for $500 before spending real money 12:48 – AI governance: what it actually means inside a company 17:00 – The AI Ambassador Program — what it is and how it works 22:00 – Build vs. Buy vs. Wait: the framework for every AI decision 26:00 – The electricity factory analogy — why plugging in AI isn't the answer 30:00 – Side quests vs. leverage points: where AI ROI actually goes 35:14 – Email is flooded — what great marketing looks like now 39:01 – Who Kevin likes working with most (it's about leadership, not industry) 41:31 – What he'd tell 30-year-old Kevin: find peace with the non-highlighted path 44:53 – Ikigai: things you like, things you're good at, things people pay you for 49:11 – TEDx talk coming: why speaking is natural but typing is learned 49:49 – He's dictated over 2 million words in 6 months 52:00 – New program: AI governance for citizen development teams 53:23 – "Here's to episode 200"

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  The Quiet Work

  EP. 99 | They Call Him Mr. Strategic

  Jun 22, 202650 min

  https://www.linkedin.com/in/richerich/ https://richerich.com/ Richard Richardson runs five businesses at once. Brand strategy, logistics, 3PL, distribution, and hospitality. He's been doing it for over 20 years and the nickname that stuck — Mr. Strategic — wasn't something he invented. His clients gave it to him. We talk about how he learned to sell by fitting into his customer's plan instead of pushing them into his, why he never calls for orders, how he divides his time across multiple businesses, what the "tour of love" actually costs you, and why he'd change nothing about the road he's traveled. Timestamps: 0:00 – Welcome + Richard introduces himself and RicheRich LLC 0:43 – Serial entrepreneur, logistics, distribution, hospitality — all at once 1:49 – How "Mr. Strategic" was born (his clients named him) 3:41 – Corporate world lesson: fit into your customer's plan, not yours 5:07 – Why he never called for orders — and always hit his number by month 5 8:04 – The "tour of love" — what clients show you vs. what's really happening 9:53 – Why knowing the bad stuff matters before you market anything 12:05 – How he divides his time across five businesses 14:47 – 100 hours in your own business vs. 100 hours for someone else's 17:00 – Supply chain as a strategic truth-teller 20:00 – How logistics reveals what's actually wrong in a business 25:00 – What brand equity actually means (and why most companies get it wrong) 30:00 – The lean machine: why he doesn't keep every expert on staff 38:00 – Bringing in collaborators when they're better suited — and not hoarding business 43:18 – "We become part of the team, so they gotta win" 43:43 – What he'd tell younger Richard: change nothing 45:31 – The filing cabinet in his head — and what's useful vs. bar talk 45:54 – Nietzsche, the Knicks, and closing thoughts

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