After decades in equipment finance, Craig Ault chose reinvention over routine. In this candid Q&A with Monitor’s Editor in Chief Rita E. Garwood, he shares how he made the leap, reshaped his personal brand, and landed in a fulfilling new role at Aquis—proving it’s never too late to evolve your career.

Rita Garwood: Craig, let’s start with your roots in equipment leasing. What drew you into this space, and how did your journey begin?

Craig Ault: I got my start at Computer Sales International—now CSI Leasing—where I was hired by one of the founders. I was fortunate early in my career to work under Al Smith, who became a mentor and really helped shape my professional foundation. Over time, CSI was acquired by Tokyo Century Leasing, where I had the privilege of working with Toshio Kitamura. That was a turning point—I learned a lot about acquisitions and leadership through that transition.

From there, I went to Wintrust during COVID, where I worked under another strong leader, Kirk Phillips. Despite the challenges of the pandemic, the experience added to my development. Across all these roles, the common thread has been mentors who believed in me and challenged me to grow.

Making the Leap: Why Ault Decided to Pivot

Garwood: After years in the same industry, what made you want to pivot into something new?

Ault: It wasn’t a single defining moment—it was a gradual realization. Over time, I found my goals evolving. I started asking myself whether I was still stretching or just settling into what was comfortable. I wish I had been more open to change earlier, honestly. My hope is that by sharing my experience, others might consider stepping out of their comfort zones a little sooner.

Garwood: You stayed within the broader equipment finance ecosystem but moved into a different segment. What was that decision like?

Ault: It really came down to challenging myself. I knew my background—sales, leadership, business development—could add value elsewhere. I had to believe that my skills were transferable, even if I didn’t fit the traditional mold for a new industry. That shift in mindset was crucial.

Why Aquis? Choosing the Right Next Step

Garwood: You mentioned you had several offers. What made Aquis stand out?

Ault: The people and the culture. Aquis Insurance had a strong reputation, solid leadership, and a performance-based yet respectful culture. That combination was powerful for me. Also, the company is part of NSM Insurance and backed by The Carlyle Group, which added stability and scale. It was clear that the leadership team—people like Nick Leader and James—were open to bringing in someone from outside the insurance world. That openness to nontraditional backgrounds made all the difference.

Rebranding for a Career Shift

Garwood: Let’s talk about personal branding. How did you start rebranding yourself to open up new opportunities?

Ault: I began with a personal SWOT analysis—strengths, weaknesses, opportunities, threats. I had to be honest about what I was good at and where I needed support. From there, I realized that my talents had broader applications. The challenge was how to communicate that in a way others could see.

That’s where outside help came in. I hired resume and branding professionals who helped me frame my experience more effectively. They didn’t change the truth, but they helped me find better language to describe what I had done—language that resonated with hiring managers.

Garwood: Any early mistakes or lessons learned during that rebranding process?

Ault: Absolutely. Early on, I was too focused on how I saw myself. I didn’t think enough about how others might see or understand my value. The shift came when I started asking, “How can I be valuable to someone else?” That was a game-changer. Also, I wish I had set more concrete timelines. Without deadlines, you risk letting things drag or staying in analysis paralysis.

Networking with Purpose

Garwood: Networking is often the key to unlocking new roles. How did you approach it?

Ault: If you’re employed while looking, your current job still comes first. So I treated networking like a second job—something I did after hours, like taking a night class. If you’re unemployed, then networking is your full-time job.

Regardless of your status, lead with generosity. Give freely—insights, connections, encouragement. I found that when I gave without expecting anything in return, it came back to me in meaningful ways. It’s about being part of a community, not just pushing your résumé out there.

Garwood: How did you build visibility in the insurance space while coming from leasing?

Ault: I immersed myself in the sector years before I made the switch. I followed the companies, set up alerts, watched trends, and read what I could. I also paid close attention to company values and missions. Were they aligned with mine? Did they give back to the community? That alignment matters. Once I saw that Aquis and I were a good match, I was ready—and they were ready for someone like me.

Building Connections in New Sectors

Garwood: For someone wanting to build relationships in a new industry, where should they start?

Ault: Start with the people you already know. Tell them what you’re trying to do. You’d be surprised how many will offer to help or know someone who can. There’s real power in letting others know your story. Be honest, be open, and don’t be afraid to ask for support. People are good—and if you’ve been good to others, they’ll return the favor.

Branding vs. Networking: What Matters Most?

Garwood: Between personal branding and networking, which is more important?

Ault: You can’t separate them—they work together. Your brand helps people understand you. Your network helps people find you. The real key is curiosity. Be open to learning, listen to feedback, and stay humble. People will often see strengths in you that you’ve overlooked.

Advice for Professionals Feeling Stuck

Garwood: What would you say to someone who wants to make a change but feels stuck?

Ault: Be bold. Be confident. You don’t have to be an extrovert to believe in yourself. Your experience and value mean something—own that. And don’t wait for the perfect moment. It rarely comes.

Branding While Employed

Garwood: Should professionals care about personal branding even if they’re not job hunting?

Ault: Definitely. A strong personal brand doesn’t just benefit you—it benefits your employer. It increases visibility and shows leadership potential. Just be sure your branding reflects your employer’s culture and mission. It’s about enhancing your credibility and theirs.

Three Actions to Take Today

Garwood: For someone ready to start exploring a shift, what are three things they can do right now?

Ault:

1. Self-critique. Be honest about your strengths and weaknesses.
2. Know what you want. Set a clear direction.
3. Set a plan—with deadlines. Define your steps and hold yourself accountable. Treat this like a business initiative, with timelines and KPIs.

The Most Fulfilling Part of the Shift

Garwood: What’s been the most rewarding part of your transition to Aquis?

Ault: The culture. The people. The opportunity to serve lessors in a way I never could before. Having been one, I know what they need—and now I get to provide that support. It’s incredibly fulfilling to be in a role that allows me to give back to the community that shaped me.

Looking Ahead: The Future of Equipment Finance Careers

Garwood: Where do you see career mobility heading in the equipment finance industry?

Ault: I think it’s bright. This industry is full of entrepreneurs—people who adapt, pivot, and find opportunities. With tools like AI coming into play, I believe we’ll see even more innovation. The key is to stay curious, keep learning, and never stop building.

Craig Ault’s story is a blueprint for anyone feeling stuck or uncertain about their next move. Through clarity, courage, and generosity, he redefined his career on his own terms—and found purpose in the process.