Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for.
In this episode of ScaleUp Radio, host Kevin Brent is joined by entrepreneur Rachel Hill, whose journey takes us from building and selling a multi site childcare business to breathing new life into a closed model village and launching a new consumer brand almost by accident. Rachel started Hillside Childcare at just 26, converting a granny flat into a 16 place nursery as a way of helping to pay a new mortgage. That first nursery eventually became a four site operation looking after 299 children. What makes Rachel's story particularly interesting is not simply the growth. It is what she learnt about making a business repeatable, creating a strong culture, managing one of the largest costs in a people intensive business and, ultimately, building a company capable of operating without her. That last point became particularly important when Rachel decided to sell. After years of being the person everyone turned to when something went wrong, the pressures following COVID left her questioning whether she still wanted to be the one responsible for fixing every problem. The decision to sell came remarkably quickly. During a dog walk, Rachel decided it was time. Rather than formally taking the business to market, she approached an established buyer directly through LinkedIn. Five months later, the deal was complete. Rachel handled much of an intensive due diligence process herself because she wanted to protect her staff and families from unnecessary uncertainty. She also rejected the first offer, negotiated a price she was comfortable with and ultimately achieved a clean exit with a one off payment and no requirement to remain with the business. One of the standout lessons from the conversation is this: A business that can operate without its owner is not only easier to run. It can also be considerably more valuable when the time comes to sell. Rachel had developed systems, policies, procedures and a management structure that meant Hillside was not completely dependent upon her day to day involvement. That independence became an important asset during the sale. But selling Hillside did not mean Rachel stopped being entrepreneurial. While the sale was taking place, she bought Bondville Model Village, a closed and run down one acre attraction containing around 200 miniature buildings. Rachel saw the potential in an underdog. After months of renovation, Bondville reopened, but the first version of the business model was not right. Trying to operate throughout the year meant the winter numbers simply did not work. Rather than persist with the original plan, Rachel changed it. Bondville became a seasonal attraction, creating a business model better suited to customer behaviour and the economics of the site. That willingness to change direction appears again in Rachel's latest venture. Unable to find the right candles for Bondville's gift shop, she created her own. The result was 45 by Rachel Hill, a range of candles inspired by the model village, each incorporating a miniature keepsake and its own story. They repeatedly sold out, leading Rachel to explore how the range could grow beyond Bondville through a dedicated Shopify store. In this episode Kevin and Rachel discuss: • How a 16 place nursery became a four site childcare group serving 299 children • Why replication and strong operating systems were critical to growing Hillside • How Rachel maintained consistency as the business expanded across multiple locations • Why staffing became one of the toughest challenges in the business, particularly after COVID • The importance of culture and creating genuine buy in from the team • Why Rachel closely monitored staff wages as a percentage of turnover • The pressures that come when the founder remains the organisation's ultimate problem solver • What finally prompted Rachel to sell Hillside • Why she chose an off market approach rather than putting the business openly up for sale • How she approached a potential acquirer directly through LinkedIn • What five months of due diligence looked like from the seller's side • Why Rachel kept the sale confidential from the wider team during the process • How she valued the business using profit multiples and property values • Why being prepared to reject the first offer mattered • The value of building a company capable of running without its owner • Why Rachel bought a closed model village while simultaneously selling another business • How Bondville was renovated and relaunched • Why Rachel abandoned the original year round operating model • The importance of accepting quickly when the economics of an idea do not work • How a product created to solve a problem in Bondville's gift shop became a new business opportunity • Why Rachel believes entrepreneurs should benchmark themselves against the best rather than simply comparing themselves with local competitors • The value of hiring people who are stronger than you in the areas where you are weak The one key thing Build the business so that it does not need you. Rachel's experience with Hillside demonstrates why owner independence matters long before an exit is being considered. Systems, procedures, capable managers and a strong culture helped Rachel grow across multiple sites. They also meant that when she eventually decided to sell, the buyer was acquiring a functioning business rather than simply buying Rachel's job. For any owner manager thinking about ScaleUp, that creates an important question: If you disappeared from the business for three months tomorrow, what would stop working? The answers are likely to point directly towards the systems, people and responsibilities that need attention next. Rachel's ScaleUp philosophy Rachel describes her approach as "go big or go home." Rather than benchmarking yourself only against the businesses around you, she believes in looking at the organisations doing something exceptionally well and asking what can be learnt from them. Equally, founders do not have to be good at everything. Rachel recognises her own strengths as creative and entrepreneurial and brings in people who can handle areas where she is weaker, including technology. That allows the founder to spend more time doing the things where they can create the greatest value. Before you listen Most founders I speak to feel busy but frustrated. Plenty is happening, but they are frustrated that they are not moving forward at the rate they want to. Their success creates more options, pulling them and their teams in different directions. Here is what more than 500 interviews on ScaleUp Radio have taught me: The founders who scale choose less, and deliver all of it. That is what the G90 Summit is for. It is a structured half day where we cut through everything competing for your attention, agree the three to five things that must happen in the next 90 days and build the rhythm to make sure they do. From the frustration and chaos of more, through the discipline of less, to the rhythm of done. Quarterly. Virtual. £97 a seat. Visit Smart90.co.uk/summit Listen to the episode Listen to the full conversation with Rachel to hear the story behind Hillside Childcare, the realities of selling a business, the reinvention of Bondville and the entrepreneurial thinking behind 45 by Rachel Hill. Make sure you do not miss future episodes by subscribing to ScaleUp Radio wherever you listen to your podcasts. And if you know somebody with an interesting ScaleUp story, you can nominate them as a future guest for ScaleUp Radio. Intro recording script The required ScaleUp Radio opening, G90 Summit message and closing make this longer than a genuine 60 second read, so I've prioritised retaining the wording and message you specified rather than artificially rushing it. Hi there and welcome back to another edition of ScaleUp Radio, the podcast brought to you by Smart90, inspired by the Entrepreneurial ScaleUp System and designed to make navigating our ScaleUp journeys that little bit easier by learning from others' experiences. I'm Kevin Brent and in today's episode I'm joined by Rachel Hill. Rachel's entrepreneurial journey has taken her from starting a 16 place nursery at the age of 26 to building Hillside Childcare into a four site business looking after 299 children, before selling it in an off market deal completed in just five months. And there's a really important ScaleUp message in Rachel's story. One of the things that made Hillside valuable was that the business had been built to operate without Rachel. We talk about the systems and culture that made that possible, the reality of managing staffing in a people intensive business, what due diligence was really like and why Rachel was prepared to reject the first offer. We also hear what happened next, because while selling Hillside Rachel bought and revitalised Bondville Model Village, changed its business model when the original numbers did not work and has since created another venture, 45 by Rachel Hill. Rachel's philosophy is simple: go big or go home. Look beyond the competition immediately around you, learn from the best and hire people who are better than you in the areas where you are weak. Before we get into it, most founders I speak to feel busy but frustrated. Plenty happening, but frustrated that they are not moving forward at the rate they want to. This is because their success leads to more options, pulling them and their teams in different directions. Here's what more than 500 interviews on this show have taught me: the founders who scale choose less, and deliver all of it. That's what the G90 Summit is for. A structured half day where we cut through everything competing for your attention, agree the three to five things that must happen in the next 90 days, and build the rhythm to make sure they do. From the frustration and chaos of more, through the discipline of less, to the rhythm of done. Quarterly, virtual, £97 a seat. Smart90.co.uk/summit. Make sure you don't miss any future episodes by subscribing to ScaleUp Radio wherever you like to listen to your podcasts, and why not give us a follow. You can also nominate a guest for ScaleUp Radio if you know someone with an interesting ScaleUp story. You can find how in the shownotes. For now, continue listening for the full discussion with Rachel. Social media collateral Could your business still run properly if you disappeared for three months? That question sits at the heart of my latest ScaleUp Radio conversation with Rachel Hill. Rachel started Hillside Childcare at 26 with a 16 place nursery. She went on to build it into four sites supporting 299 children before selling the business in an off market deal completed in just five months. There are some strong lessons here for any SME owner manager thinking about Business Strategy, Leadership Development and building a company that is less dependent on its founder. A few that stood out: ✅ Build systems before you need them Policies, procedures and a capable management team allowed Rachel to replicate the Hillside model while protecting consistency across multiple locations. ✅ Founder dependency affects value One of Hillside's strongest assets at sale was its ability to operate without Rachel. If everything still comes back to you, you may have created a demanding job rather than a genuinely scalable business. ✅ Know the numbers and change course When Rachel discovered Bondville's year round model was not financially sustainable, she changed it rather than defending the original plan. Good Business Strategy sometimes means admitting the model needs to change. ✅ Hire around your weaknesses Rachel knows where she creates value and brings in people who are stronger in areas where she is not. That is a valuable Leadership Development lesson as a company grows. And perhaps the biggest takeaway: The founders who create the most valuable businesses gradually make themselves less essential to the everyday operation of them. There is plenty more in the episode, including the sale process, due diligence, staffing challenges, negotiation, Bondville Model Village and the creation of 45 by Rachel Hill. Listen to the full Rachel Hill episode of ScaleUp Radio here: [EPISODE LINK] #ScaleUpRadio #Smart90 #StopTheDrift #G90Summit #BusinessStrategy #LeadershipDevelopment #90DayPlanning #SMEGrowth ScaleUp Radio LinkedIn Business Page ScaleUp Radio's latest episode features entrepreneur Rachel Hill, founder of Hillside Childcare and the entrepreneur behind Bondville Model Village and 45 by Rachel Hill. The conversation covers scaling Hillside from a 16 place nursery to four sites serving 299 children, developing systems and teams, managing staffing challenges and preparing a business to operate without its owner. Rachel also discusses the five month off market sale of Hillside, the due diligence and negotiation process, and the lessons she has applied to her subsequent ventures. Listen to the episode and explore the ScaleUp Radio archive here: [ARCHIVE LINK] Single promotional message / key takeaway: The one key thing is to build a business that can run without you. The systems and people that reduce founder dependency today can become some of the most valuable assets in the business tomorrow. ScaleUp Radio Rachel Hill - September 01 VIEW RECORDING - 65 mins (No highlights) Meeting Purpose Interview Rachel Hill on her entrepreneurial journey and business sale. Key Takeaways Built & Exited Hillside Childcare: Grew a single 16-place nursery into a 4-site, 299-child operation, then sold it in a 5-month, off-market deal to protect staff and families. Acquired & Revitalized Bondville: Purchased a closed model village, transforming it into a profitable, nostalgic attraction by pivoting from a failed year-round model to a seasonal one. Launched "45 by Rachel Hill": Created a successful candle brand for the Bondville gift shop, inspired by the village and featuring miniature keepsakes, with plans for a Shopify store. Core Philosophy: "Go big or go home"—benchmark against global leaders, not local competitors, and hire for weaknesses (e.g., IT) to focus on creative strengths. Topics Hillside Childcare: Building & Scaling Origin: Started at age 26 by converting a granny flat into a 16-place nursery to pay a new mortgage. Growth Strategy: Replication: Applied a proven operational model to new sites. Acquisition: Bought out two failing nurseries, converting a 16-place operation into a 299-child business across four sites. Systems: Used robust policies and procedures to ensure brand consistency across all locations. Success Drivers: Passion: Deep personal care for staff and families. Efficiency: Maintained a 60–70% staff wage-to-turnover ratio, a key profit driver. Culture: Created a family-like environment with strong team buy-in. Key Challenge: Staffing was the hardest part, especially post-COVID, due to a decline in candidate quality. Exiting Hillside Childcare Motivation: Burnout from being the sole "problem solver" and a feeling of no longer being able to fix issues post-COVID. Sale Process: Decision: Impulsive; made on a dog walk and executed immediately. Method: Off-market; contacted a specific, established acquirer directly via LinkedIn. Timeline: 5 months from decision to completion. Due Diligence (DD): Challenge: Handled the intense DD process alone to protect staff and families from uncertainty. Tactic: Framed DD requests to managers as a "thorough health check." Negotiation & Terms: Valuation: Used industry formulas (e.g., 4x profit) and building values to set a price. Outcome: Rejected the first offer to secure a higher, satisfactory price. Structure: One-off payment, not staged. No stay-on requirement. Key Asset: The business's ability to run without the owner was a major value enhancer. Current Ventures: Bondville & "45 by Rachel Hill" Bondville Model Village: Acquisition: Purchased a closed, run-down model village (1 acre, 200 buildings) while selling Hillside. Revitalization: Saw the "underdog" potential and spent months on renovation before reopening. Lesson: Pivoted from a failed year-round model to a seasonal one after realizing winter revenue was unsustainable. "45 by Rachel Hill" (Candle Brand): Origin: Created candles for the Bondville gift shop after failing to find suitable products. Product: Three scents inspired by the village, each with a miniature keepsake and a story card. Performance: High demand; sold out repeatedly. Future: Launching a Shopify store to scale production and sales. Next Steps Rachel Hill: Launch the "45 by Rachel Hill" Shopify store. Scale candle production to meet high demand. Continue building the Bondville Model Village brand on social media. Additional Resources Websites and Social Media Rachel Hill's own account: Instagram - @Rachel_Merry_Hill Connect with Bondville Model Village Bondville Model Village (VisitBondville.com) Instagram - @BondvilleModelVillage_ Facebook – Bondville Model Village
In this episode of ScaleUp Radio, host Kevin Brent is joined by John Readman, founder of ASK BOSCO and Modo25, to explore what it really takes to turn a big idea into a focused, scalable business. John's journey offers a particularly useful lesson for founders: sometimes scaling isn't about doing more. It's about narrowing your focus. ASK BOSCO was created to tackle a problem familiar to many e-commerce businesses. Marketing teams can see return on ad spend, finance teams can see profitability, and platforms such as Google, Meta and TikTok all report their own versions of performance. But those numbers don't necessarily add up to a clear answer to the question that really matters: Where should we spend our next pound to generate the most profit? ASK BOSCO brings those disparate sources together, de-duplicates the data and helps businesses connect marketing activity with commercial performance. But the technology is only part of John's ScaleUp story. One of the standout moments in our conversation is John's account of being told that ASK BOSCO's original strategy was simply too broad. Rather than defending the original plan, the team listened, narrowed its focus and rebuilt the proposition around the Shopify ecosystem. That decision created a much clearer route to market and helped underpin a £4.1 million investment from Gresham House Ventures. The standout message Focus can be a growth strategy. The temptation when building an ambitious business is to serve more markets, add more features and pursue more opportunities. John's experience suggests the opposite can sometimes create far greater value: choose the market where you can win, remove friction and execute relentlessly. We also explore the people and culture behind the businesses. John talks about creating a high-performance environment based on trust, transparency and accountability. That includes a four-day working week on full-time pay, measuring people on outputs rather than hours, monthly visibility of KPIs and even creating a deliberate "not-to-do" list. There's an interesting influence from military discipline too: punctuality, clear processes, teamwork and people knowing what's expected of them. In this episode, we discuss: Why marketing ROAS and actual business profitability can tell very different stories How ASK BOSCO creates a clearer view of marketing performance Why linking product profitability to individual campaigns matters The decision to pivot from a broad analytics proposition to a Shopify-first strategy Why external advice can be invaluable when it challenges your assumptions Raising £4.1 million in venture capital and what investors bring beyond money Building a scalable SaaS model through the Shopify ecosystem Why human onboarding and support can be a competitive advantage in an increasingly AI-driven market Using a four-day week to focus on outputs rather than inputs Creating a "not-to-do" list to protect strategic focus Using a small number of annual "Big Rocks" to create alignment How transparency, discipline and trust shape company culture John's longer-term ambition for ASK BOSCO The one key thing... Scaling often means having the confidence to choose less. ASK BOSCO became more investable and potentially more scalable when the team stopped trying to solve the problem for everybody and committed to a clearly defined ecosystem. For founders facing dozens of apparently good opportunities, John's story is a reminder that the question isn't simply "What could we do?" It's "What should we deliberately choose not to do so we can execute the things that matter?" From more, to less, to done Most founders I speak to feel busy but frustrated. Plenty is happening, but they're not moving forward at the rate they want to. Often that's because success creates more options, pulling founders and their teams in different directions. More than 500 interviews on ScaleUp Radio have reinforced something important: the founders who scale choose less, and deliver all of it. That's what the G90 Summit is for. It's a structured half-day where we cut through everything competing for your attention, agree the three to five things that must happen in the next 90 days, and build the rhythm to make sure they do. From the frustration and chaos of more, through the discipline of less, to the rhythm of done. Quarterly. Virtual. £97 a seat. Smart90.co.uk/summit Listen to the full episode to hear John's ScaleUp journey and the lessons he's learned from building, focusing, funding and leading growing businesses. Intro Script Hi there and welcome back to another edition of ScaleUp Radio, the podcast brought to you by Smart90, inspired by the Entrepreneurial ScaleUp System and designed to make navigating our ScaleUp journeys that little bit easier by learning from others' experiences. I'm Kevin Brent and in today's episode I'm joined by John Readman, founder of ASK BOSCO and Modo25. There's a great lesson in John's story about the power of focus. ASK BOSCO started with a huge ambition, but it was narrowing the proposition to Shopify that helped unlock a scalable route to market and £4.1 million of investment. We also talk about linking marketing spend to actual profit, four-day working weeks, human support in an AI world, and why every growing business might need a "not-to-do" list. Before we get into it, most founders I speak to feel busy but frustrated. Plenty happening, but frustrated that they are not moving forward at the rate they want to. Success creates more options, pulling them and their teams in different directions. Here's what more than 500 interviews on this show have taught me: the founders who scale choose less, and deliver all of it. That's what the G90 Summit is for. A structured half-day where we cut through everything competing for your attention, agree the three to five things that must happen in the next 90 days, and build the rhythm to make sure they do. From the frustration and chaos of more, through the discipline of less, to the rhythm of done. Quarterly, virtual, £97 a seat. Smart90.co.uk/summit. Make sure you don't miss any future episodes by subscribing to ScaleUp Radio wherever you like to listen to your podcasts - and why not give us a follow. You can also nominate a guest for ScaleUp Radio if you know someone with an interesting ScaleUp story – you can find how in the shownotes. For now, continue listening for the full discussion with John. Main Episode Post – LinkedIn + Instagram Could doing less actually help your business scale faster? That's one of the big lessons from my latest ScaleUp Radio conversation with John Readman, founder of ASK BOSCO and Modo25. ASK BOSCO tackles a problem many e-commerce businesses will recognise: Google, Meta and other platforms give you plenty of marketing data, but can you confidently connect what you're spending to the profit you're actually making? John's ScaleUp journey goes much further than the technology. A few things stood out for me:
What makes your business genuinely different? And, more importantly, could your team explain it without you in the room? In this episode of ScaleUp Radio, Kevin Brent talks with Simon Bowen about the Models Method, the power of visual thinking, and why growing businesses need to codify the distinctive thinking that sits behind what they do. Simon argues that many founder-led businesses have something genuinely special, but much of it remains locked inside the founder's head. As the business grows, that thinking can become diluted internally. The result is that customers increasingly struggle to see the difference externally, leaving price as the easiest point of comparison. One of the standout messages from the conversation is: Internal dilution leads to external commoditisation. Simon describes a company's distinctive thinking as its source code. Marketing and sales may be the visible interface, and processes may determine how work gets delivered, but underneath them sits the way the business thinks about problems and creates value. The challenge for a scaling business is to capture that thinking so other people can understand, communicate and apply it consistently. In this episode, Kevin and Simon explore: Why founders often find it difficult to articulate how they think rather than simply what they do How failing to codify a company's genius can lead to internal dilution and ultimately commoditisation Why visual models can become a shared vocabulary across a growing organisation Simon's Iceberg Model, moving from the customer's known problem through the hidden problem to the deeper, often unarticulated, "ache" Why identifying that unknown problem can move a customer conversation away from price and towards value The three ingredients of an effective model: geometry, content and choreography How models can help leaders facilitate difficult conversations without making the discussion personal Simon's Conflict Resolution Matrix and the four positions of Prisoner, Sniper, Student and Volunteer The idea of a Genius Model as the source code for how a company thinks Simon's 20/80/20 framework: created thinking, curated solutions and the way they are uniquely integrated Why codifying founder knowledge matters increasingly as a company scales and more people become responsible for delivering its value The one key thing… If the thinking that makes your company special exists only in the founder's head, it becomes harder to scale without diluting it. Codify that genius so your team can understand it, communicate it and reproduce it. There's also a powerful lesson here about customers. What they initially ask you to solve may only be the tip of the iceberg. Businesses that can identify and articulate the deeper problem customers feel but cannot yet name become sense-makers, and that can fundamentally change the value conversation. A question for your next 90 days What part of the value your business creates still depends too heavily on knowledge or intuition sitting inside your head? Most founders I speak to feel busy but stuck. Plenty happening, but no real clarity on what matters most this quarter. Here's what more than 500 interviews on this show have taught me: the founders who scale choose less, and deliver all of it. That's what the G90 Summit is for. A structured half-day where we cut through everything competing for your attention, agree the three to five things that must happen in the next 90 days, and build the rhythm to make sure they do. Quarterly, virtual, £97 a seat. Smart90.co.uk/summit Make sure you don't miss future episodes by subscribing to ScaleUp Radio wherever you listen to your podcasts, and nominate a guest if you know someone with an interesting ScaleUp story. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Simon can be found here: https://www.modelsmethod.com/ simon@modelsmethod.com https://www.youtube.com/@TheWisdomOfShow_withSimonBowen
This episode of ScaleUp Radio is a little different. We're taking you inside one of our monthly ScaleUp Club sessions, where members get the opportunity to explore some of the challenges that come with building and scaling a business, share their experiences and put questions to our guest. This month, our main theme was Aligning Personal & Business Goals, and we welcomed back James West, co-founder of ONLE, for a Q&A about building a business that supports the life you actually want to lead. We also had an AI Pulse update from Tim Winstanley, looking at AI watermarking, the implications for businesses using AI-generated content, and why every business needs to start thinking seriously about its AI policy. When the business starts running your life For many founders, one of the original attractions of starting a business is freedom and control. Yet, as the business grows, it can produce exactly the opposite. James and his wife and co-founder Kelly created ONLE partly because they wanted greater control over their lives. Their personal circumstances, including caring for a daughter with severe special needs, meant that flexibility wasn't simply a nice-to-have. But as ONLE grew, James and Kelly found themselves personally hosting all the networking meetings. The business they had created to provide greater freedom was filling their calendars and making holidays and strategic thinking increasingly difficult. It is a challenge many founders will recognise. The discussion explored the importance of turning the usual planning process around: rather than deciding what the business needs and fitting your life around it, start by defining what you want your life to look like and then ask what the business needs to become to make that possible. Practical tools discussed included: A Balance Wheel, scoring different areas of your life from 1 to 10 each quarter and identifying where attention is needed. A Bucket List, bringing personal ambitions into annual and quarterly planning rather than putting them off until some undefined point in the future. Extending the same thinking to your team, understanding what individuals want to achieve and finding ways of connecting those aspirations with the goals of the business. Scaling ONLE beyond its founders James also shared how ONLE tackled one of the classic barriers to scale: too much of the customer experience depending on the founders. Their answer has been the Pod Owner model. Rather than James and Kelly personally nurturing every networking group, responsibility is delegated to local pod owners. An important distinction emerged from the conversation: running a meeting and nurturing a community are not necessarily the same skill. ONLE therefore looks for people who naturally make newcomers feel welcome and who want to build relationships within their communities. It is a useful example of a wider ScaleUp lesson: delegation isn't simply about giving somebody your tasks. It can mean designing a model where the right people take ownership of the things they are naturally better placed to do. AI Pulse: watermarking, trust and the value of expertise Tim Winstanley's AI Pulse brought a very different issue into the room: the developing world of AI watermarking and what greater transparency around AI-generated content could mean for businesses. The discussion explored the prospect of statistical fingerprints being embedded within AI-generated text, allowing content to be identified as AI-generated even after it has been copied and pasted. That raises an important question for businesses. If AI-generated content can increasingly be identified, how will customers interpret that label? The issue isn't necessarily whether the work is good or bad. It is about credibility, transparency and whether a business can demonstrate that appropriate human judgement has been applied. The discussion highlighted the importance of developing a clear AI policy, including approved tools, human review, disclosure and appropriate safeguards around business and client data. One member shared their experience of implementing a comprehensive AI policy, restricting use to an approved tool, training the team, adapting client terms and conditions and requiring third-party suppliers to follow appropriate policies. The one key thing… Start with the life you want to create, then build the business that can deliver it — rather than allowing the business to dictate the life you're able to have. James and Kelly's experience with ONLE is a good illustration. Scaling wasn't simply about growing the networking business. It was about redesigning it so that growth no longer required the founders to be present everywhere. And perhaps that's one of the most useful questions any founder can ask: Is the business you're scaling taking you closer to your definition of success, or further away from it? From busy to focused: the G90 Summit Most founders I speak to feel busy but stuck. Plenty happening, but no real clarity on what matters most this quarter. Here's what more than 500 interviews on this show have taught me: the founders who scale choose less, and deliver all of it. That's what the G90 Summit is for. It's a structured half-day where we cut through everything competing for your attention, agree the three to five things that must happen in the next 90 days, and build the rhythm to make sure they do. Quarterly, virtual, £97 a seat. Find out more at Smart90.co.uk/summit.
In this episode of ScaleUp Radio, host Kevin Brent is joined by Suzie Siddall, CEO of Opus International Products, a Warwickshire-based precision engineering and manufacturing business working across automotive, aerospace, defence, industrial and medical sectors. Suzie's story is one of leadership through significant change. Having moved from Managing Director to CEO following the death of the company's founder in 2024, she has had to balance continuity with the need to reshape the business for its next stage of growth. Today, Opus has a team of around 33 people and significant UK manufacturing capability across CNC machining, injection moulding and vacuum casting. The business has grown from its original sourcing model into a sophisticated manufacturing operation supporting customers from prototype and engineering development through to production. But this conversation is about much more than manufacturing. It explores what happens when a leader has to move away from being involved in the day-to-day operation and start thinking differently about strategy, governance, risk and the future of the business. From operational leader to CEO One of Suzie's biggest challenges has been making the transition from Managing Director to CEO. Rather than simply taking on more operational responsibility, she recognised that the business needed her to spend more time looking ahead. An important part of that transition has been the creation of a formal Board of Directors, combining members of the internal leadership team with external experience and challenge. The board now meets monthly, focusing on strategy, business trajectory and the trends behind the numbers rather than simply reviewing operational activity. It is an interesting lesson for any growing owner-managed business: better governance is not about adding bureaucracy. Done well, it creates the space and challenge needed to make better strategic decisions. Diversification without abandoning what works Automotive has historically represented around 75–80% of Opus's revenue. That concentration has helped build the business, but it also creates risk when the automotive market becomes volatile. Suzie and the team have therefore set a clear strategic objective: bring automotive down to around 40% of total revenue. Crucially, the plan is not to shrink the automotive business. Instead, Opus intends to grow its work in sectors including MedTech, defence, marine, off-highway and aerospace so that the overall business becomes larger and more diversified. The team has approached diversification systematically, looking at where investment is expected over the next five years and identifying sectors where Opus's existing capabilities can transfer successfully. Its IATF 16949 automotive accreditation and experience of high-tolerance, quality-critical manufacturing provide a strong base, while further accreditation, including AS9100, forms part of opening additional opportunities. Don't diversify just because a market looks attractive A particularly useful lesson from Suzie is the importance of understanding what capabilities can genuinely transfer into a new sector. Moving into a new market is not simply a sales exercise. It requires understanding the standards, accreditations, buying processes, networks and expectations of that sector. Opus has therefore combined market analysis with networking and sector engagement, including involvement with Make UK Defence. That creates a useful principle for other scaling businesses: diversification works best when there is a strong overlap between an attractive market and something your business already does exceptionally well. Helping customers cross the "valley of death" One of the standout messages from the conversation is Suzie's description of the gap between designing something and being able to manufacture it successfully at scale. That is where Opus aims to become much more than a component supplier. The business works collaboratively with customers to solve manufacturing challenges, taking projects from concept and prototype towards repeatable production. For Suzie, those customer partnerships are an important differentiator. Rather than simply waiting for a drawing and producing a part, the team wants to understand the problem the customer is trying to solve and contribute its engineering and manufacturing expertise. Standout message: The strongest supplier relationships are built when you stop simply supplying what a customer asks for and start helping them solve the problem behind it. Hiring for attitude Suzie also talks about the people behind the business. Opus has deliberately built a mixture of experienced team members and younger people and apprentices coming into manufacturing. Her recruitment philosophy is straightforward: hire for attitude and willingness to learn, because technical skills can be taught. That philosophy is supported by an open culture where employees have access to senior leaders, lessons learned are shared and people can see the connection between the work they do and the finished products created for major brands. The use of external HR also gives employees access to an impartial source of support outside the management structure. Leadership through difficult circumstances Running throughout the conversation is the subject of resilience. Suzie's move into the CEO role came in exceptionally difficult circumstances, yet one of her priorities was maintaining stability for the team while continuing to move the company forward. External advice, openness with employees and the willingness to bring new perspectives into the business have all played an important role. Rather than believing that being CEO means having every answer, Suzie has deliberately surrounded herself with people who can challenge her thinking. For scaling leaders, that may be one of the most valuable lessons from the episode. The one key thing Growth is not just about winning more of the same work. Sustainable scale comes from deliberately reducing concentration risk, building leadership around you and creating the space to work on where the business needs to go next. In this episode, we discuss Suzie's transition from Managing Director to CEO Leading a business through significant personal and organisational change Why Opus introduced a formal Board of Directors Moving from operational management towards strategic leadership Why external challenge can improve decision making Reducing dependence on a single market Opus's strategy for moving from 75–80% automotive revenue towards 40% Identifying attractive new sectors without losing strategic focus Transferring manufacturing capabilities into MedTech, defence, marine and aerospace The importance of accreditation when entering new markets Building genuine partnerships with customers Helping clients bridge the gap between product design and production Hiring for attitude rather than skills alone Developing apprentices alongside experienced employees Transparency, communication and maintaining team stability Why resilience and outside support matter when leadership gets difficult About Suzie Siddall Suzie Siddall is CEO of Opus International Products, a UK precision engineering and manufacturing company based in Leamington Spa. Opus supports customers from engineering development and prototyping through to production, with capabilities including precision CNC machining, injection moulding and vacuum casting. The company has traditionally had a strong position within premium automotive manufacturing and is now deliberately expanding its presence across sectors including defence, medical, aerospace and industrial applications. Smart90 Most founders I speak to feel busy but stuck. Plenty happening, but no real clarity on what matters most this quarter. Here's what more than 500 interviews on this show have taught me: the founders who scale choose less, and deliver all of it. That's what the G90 Summit is for. A structured half-day where we cut through everything competing for your attention, agree the three to five things that must happen in the next 90 days, and build the rhythm to make sure they do. Quarterly. Virtual. £97 a seat. Find out more at Smart90.co.uk/summit. Don't miss future episodes Make sure you don't miss any future episodes by subscribing to ScaleUp Radio wherever you like to listen to your podcasts, and why not give us a follow. You can also nominate a guest for ScaleUp Radio if you know someone with an interesting ScaleUp story. Explore the full ScaleUp Radio archive and find details of future episodes through Smart90.co.uk/scaleup-radio. The description of Opus's current capabilities and diversification direction is also supported by the company's current site; its May 2026 announcement specifically describes the new board as supporting governance, strategic growth and sector diversification. Suzie can be found here: https://www.linkedin.com/in/suzie-siddall-2436ba47/ https://www.opusproducts.com/ https://www.instagram.com/suzie_opus/ Resources: How to Be Sad by Helen Russell - https://uk.bookshop.org/p/books/how-to-be-sad-the-key-to-a-happier-life-helen-russell/b4ab79ef582e4fe1?ean=9780008384593&bkshp-astro=t
What happens when you stop saying yes to everything and commit to the part of your business that customers really want? In this episode of ScaleUp Radio, host Kevin Brent talks to Janet Tanguay, founder of The Hammock Way of Life, about the journey from broad business consulting to building a scalable business around vision boarding, coach certification and a growing global community. Janet's story is a great example of how focus can unlock growth. The turning point came during and after the pandemic. Janet had been using vision boarding to help businesses think creatively about their future, and demand began to grow. Rather than treating that demand as just another service opportunity, she recognised the market signal and made a deliberate decision to niche. Importantly, that also meant saying no. Janet turned down a significant project that didn't fit the direction she had chosen. That decision gave her the space to commit properly to the vision boarding opportunity, and she believes it accelerated the subsequent growth of the business. But finding a niche created another challenge: how do you scale something that depends on your own expertise and delivery? Janet's answer has been certification. She developed a programme to train and certify other coaches in her methodology, with Module 1 accredited for CPD in the UK and Module 2 progressing through the process. The model combines online learning, live Q&A and curated resources, enabling Janet to build a global network of independent practitioners rather than relying on a traditional employee model. What is particularly interesting is that the real value isn't simply the certification. It's the community around it. Members share resources, learn from each other and collaborate when clients need expertise outside their own areas. The community continues to develop its knowledge too, including work around aphantasia and making vision boarding more accessible to visually impaired people. Rather than trying to protect the methodology through highly restrictive agreements, Janet's approach is to make the network valuable enough that people want to remain part of it. That creates an important lesson for any founder thinking about scaling through partners, licences, franchises or certification: Don't just create a method people can buy. Create an ecosystem they don't want to leave. Removing the founder bottleneck Janet is now tackling another familiar ScaleUp challenge: removing herself from the centre of the business. At one stage she found herself facing 18 meetings in a single day, a pretty clear indication that the founder had become a bottleneck. Her longer-term ambition is to exit the business within the next few years, but she wants an exit that protects the purpose, vision and values she has created. That means systemising now. She is looking at bringing in operational leadership and strengthening areas including CRM, IT and marketing so the business can operate successfully without depending on Janet for everyday delivery. There's a valuable distinction here. Building a business that generates income for its founder isn't necessarily the same thing as building a business that somebody else could own. Word of mouth isn't necessarily accidental We also discuss Janet's approach to marketing. Much of her growth comes through referrals and word of mouth, but Janet doesn't simply wait for recommendations to happen. She deliberately brings well-connected people into events and experiences, knowing that if they see the value first-hand they're likely to talk about it. It's a useful reminder that word of mouth can be cultivated. We also hear the story behind Janet's book, Hammock Way of Life: Leaping Toward Joy, including an unexpected appearance on a Times Square billboard and how that visibility itself created another potential business opportunity. The standout message Perhaps the strongest ScaleUp lesson from Janet's journey is: Growth accelerated when she became clearer about what the business was going to do and, just as importantly, what it wasn't going to do. Choosing a niche meant turning down work. Scaling the niche meant turning her knowledge into a repeatable methodology. And building something that can ultimately exist without her means deliberately removing herself as the bottleneck. Those are three very different stages of the same journey from founder-led business to scalable organisation. In this episode, we explore Why customer demand prompted Janet to pivot from general consulting into a specialist niche Why saying no to a large opportunity helped rather than hindered growth How certification can turn founder expertise into a scalable model Why community can become a competitive advantage How Janet is building an international network without creating a large employee base The importance of systems when you're trying to remove founder dependency Why Janet is thinking about her eventual exit years in advance How to cultivate word-of-mouth marketing rather than simply hoping for referrals What a Times Square billboard taught Janet about unexpected opportunities The one key thing Scaling often starts with choosing less. Janet's experience demonstrates that focus isn't simply about becoming more efficient. It means having the confidence to decide where the greatest opportunity lies and saying no to work that distracts from it. Once you've made that choice, the next question is how you build systems, people and a community that allow the idea to grow without everything continuing to depend on you. Feeling busy but stuck? Most founders I speak to feel busy but stuck. Plenty happening, but no real clarity on what matters most this quarter. Here's what more than 500 interviews on this show have taught me: the founders who scale choose less, and deliver all of it. That's what the G90 Summit is for. It's a structured half-day where we cut through everything competing for your attention, agree the three to five things that must happen in the next 90 days, and build the rhythm to make sure they do. Quarterly. Virtual. £97 a seat. Find out more at Smart90.co.uk/summit. And if you know somebody with an interesting ScaleUp story who would make a great guest for ScaleUp Radio, you can nominate them for a future episode. Recommended Resources BooksMade To Stick – Chip Heath & Dan Heath Good to Great – Jim Collins Let Them – Mel Robbins Tech Go High Level Quickbooks Suno Claude ChatGPT Contact LinkedIn: Janet TanguayWeb: The Hammock Way of LifeInsta: The Hammock Way of Life
What if one of the biggest constraints on your ability to scale is something you're not measuring at all? In this episode of ScaleUp Radio, Kevin Brent is joined by Rob McKenna for a fascinating discussion about trust: how to measure it, why founders frequently misjudge it, and why building trust isn't about creating a perfect culture. Rob introduces the WiLD Trust Index, a framework designed to turn trust from something intangible into something leaders can measure, understand and deliberately improve. For founders, there's a particularly important message here. Delegation and succession aren't simply transfers of responsibility. They're transfers of trust. And the ability of an organisation to maintain and repair trust without the founder could ultimately become an important part of the value of the business. Most business owners measure revenue, profit, cash, sales and productivity. But how many measure trust? That matters because people remain one of the biggest challenges facing growing businesses, yet Rob points out that only around 4% of KPIs are people based. So perhaps we're measuring the outputs while ignoring one of the things driving them. Rob's work challenges the idea that trust is simply a feeling. Through the WiLD Trust Index, trust can be examined across 33 drivers at three different levels: Personal: what is happening within us, including things such as vulnerability. Team: the patterns between people, including reliability and the way colleagues behave towards one another. Organisational: the conditions around people, including alignment with the organisation's mission. This produces a Net Trust Score, alongside insight into the individual factors affecting trust. Rob shares the example of one organisation whose score improved by 30 points in seven months after making trust an explicit KPI. But measuring trust is only part of the conversation. Trust is built through repair, not perfection One of the standout ideas from this episode is that high-trust organisations aren't organisations where things never go wrong. People disappoint each other. Commitments get missed. Leaders make mistakes. Difficult conversations happen. What matters is what happens next. Rob describes the importance of creating an infrastructure for repair, where grace, forgiveness and honest communication allow people to rebuild trust when it has been damaged. That creates an interesting distinction between vulnerability and transparency. Vulnerability is the openness to being hurt and therefore requires courage, while transparency is the openness to being seen. For founders trying to create stronger leadership teams, that difference matters. Do you know how much your team actually trusts you? Rob also introduces his Trust Quadrant, which looks at both team and organisational trust. Organisations can fall into four broad categories: Stronghold, where both are high; Islands of Trust, where team trust is high but organisational trust is low; Shell of Trust, where organisational trust is high but team trust is low; and Jungle, where both are low. One of the most striking findings Rob shares is that around 48% of individuals in the research are working in Jungle organisations. There is another uncomfortable finding for business leaders. CEOs in high-trust Stronghold organisations tend to have a reasonably accurate view of trust, or even underestimate it. CEOs in low-trust Jungle organisations are more likely to overestimate how much trust exists. In other words, the founders who most need to address trust may be the least likely to recognise the problem. Delegation is a trust transfer There's also a powerful connection here with one of the perennial ScaleUp challenges: getting the business less dependent on its founder. We often think of delegation as transferring tasks, decisions and accountability. Rob reframes it as a transfer of trust. The same applies to succession. Replacing a founder or senior leader isn't simply about finding somebody capable of performing the role. The organisation also needs to transfer the relationships and infrastructure that allow trust to survive and, crucially, to be repaired when something goes wrong. That potentially makes an organisation's trust infrastructure an asset in its own right, particularly when a founder starts thinking about succession, exit and valuation. In this episode, we explore: Why trust should be treated as a measurable business KPI The disconnect between people problems and the KPIs businesses actually track The 33 drivers behind the WiLD Trust Index Personal, team and organisational trust Why speed and cost can reveal the consequences of trust The difference between measuring trust outcomes and measuring the drivers themselves Why repair matters more than trying to create a perfect culture Vulnerability versus transparency The four types of organisation in Rob's Trust Quadrant Why CEOs can have a dangerously inaccurate picture of trust How delegation becomes a transfer of trust rather than simply a transfer of tasks The role trust plays in succession and reducing founder dependency Why an infrastructure of trust could ultimately contribute to business value The standout message Trust isn't built by never getting things wrong. It's built by creating the ability to repair things when you do. That changes the leadership challenge. Instead of asking, "How do we stop trust ever being damaged?", founders can ask, "Have we built a business that knows how to repair trust when something inevitably goes wrong?" The one key thing The one key thing from this conversation: if trust matters to the performance and value of your business, stop treating it as an invisible feeling. Measure it, understand what drives it, and build the mechanisms to repair it. Smart90 / G90 Summit Most founders I speak to feel busy but stuck. Plenty happening, but no real clarity on what matters most this quarter. Here's what more than 500 interviews on ScaleUp Radio have taught me: the founders who scale choose less, and deliver all of it. That's what the G90 Summit is for. A structured half-day where we cut through everything competing for your attention, agree the three to five things that must happen in the next 90 days, and build the rhythm to make sure they do. Quarterly. Virtual. £97 a seat. Smart90.co.uk/summit Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Rob can be found here: https://www.drrobmckenna.com/ https://www.wildleaders.org/ Resources: Whole Leaders, Wild Trust by Rob McKenna - https://uk.bookshop.org/p/books/whole-leaders-wild-trust-the-courageous-path-to-personal-relational-and-organizational-change-rob-mckenna/8668b708e4ebdd5a?ean=9781394379279&bkshp-astro=t The Speed of Trust by Stephen M R Covey - https://uk.bookshop.org/p/books/the-speed-of-trust-the-one-thing-that-changes-everything-stephen-m-r-covey/a4121f456343e740?ean=9780743295604&bkshp-astro=t The Fog of Work by Adam Tarnow - https://uk.bookshop.org/p/books/the-fog-of-work-a-simple-approach-to-navigating-the-complexity-of-middle-management-adam-tarnow/6e307d6740dd6cd0?ean=9781394368136&bkshp-astro=t
What would you do differently if you knew from day one that somebody else would eventually need to run your business? In this episode of ScaleUp Radio, I'm joined by Gavin Bell, entrepreneur and founder of Yatta, the paid media agency he deliberately built to be sellable before its acquisition by Velstar in 2024. Gavin's story is particularly interesting because selling Yatta wasn't something that simply happened after years of building the agency. It influenced how he designed the business from the outset. Inspired by Built to Sell, Gavin moved away from building a business around his own personal brand and expertise. Instead, he created packaged services, recurring revenues, repeatable systems and, crucially, a business capable of delivering without him. That meant progressively removing himself from sales and client delivery, bringing in people who could take over those responsibilities and resisting the temptation to maximise his own income at the expense of the value of the company. The result was a business attractive enough to be acquired by Velstar, with Gavin negotiating the original two-year earn-out down to nine months and ultimately leaving after eight. There's an important lesson here for any founder, whether or not you currently intend to sell. The one key thing: build a business that works without you before you need it to work without you. The disciplines that make a company sellable are often the same disciplines that make it scalable: recurring revenue, clear propositions, good people, repeatable systems, healthy profit and reduced dependency on the founder. Today, Gavin is applying some of those lessons to a very different venture. Talo is an online lifestyle pharmacy focused on treatments that people may be less comfortable discussing with their GP. Its longer-term ambition is much bigger: moving towards what Gavin describes as precision health, using diagnostics, personal data and AI to help create increasingly personalised and proactive healthcare. One of the interesting aspects of Talo's approach is that, in a market where technology is often being used to remove human interaction, Gavin is deliberately putting some of it back in. For its weight loss offering, Talo plans an upfront consultation followed by ongoing coaching. The intention is to improve outcomes, create greater trust and tackle the high customer churn seen in a market where customers can easily move between providers and introductory offers. We also explore how AI is changing Gavin's approach to building the business. Rather than spending heavily on developers to test every new idea, Gavin is using AI development tools to create prototypes before passing them to professional developers. That makes experimentation faster and considerably cheaper. But Gavin believes there is a much bigger strategic implication. If AI makes software increasingly quick and inexpensive to reproduce, simply owning proprietary code may become much less of a competitive advantage. The real value could increasingly sit elsewhere: in your customer relationships, proprietary data, distribution, marketing capability and, most importantly, your ability to demonstrate that what you do actually produces results. That is a significant question for founders thinking about where the long-term value of their businesses really lies. In this episode, we discuss: • Why Gavin deliberately designed Yatta to be sold from the beginning • What Built to Sell changed about his approach to entrepreneurship • Why recurring revenue and packaged services helped make Yatta attractive to an acquirer • How he progressively removed himself from sales and client delivery • Why optimising company profit can sometimes matter more than maximising founder income • The hiring constraint that ultimately limited Yatta's growth • How the Velstar acquisition came about • Why Gavin negotiated his earn-out from two years down to nine months • What starting again feels like after successfully exiting a business • Talo's approach to the online pharmacy and weight loss markets • Why adding human coaching can create differentiation in a technology-led market • How Gavin is using AI to dramatically reduce the cost and time involved in prototyping • Why customer data, marketing systems and proven outcomes could become more valuable than proprietary software • Gavin's vision for precision health and more proactive, personalised healthcare • Why Facebook advertising is outperforming Google for Talo • Why successful paid social requires large amounts of creative testing and patience • Why founders need to give marketing channels enough time to learn before deciding they do not work Standout message As technology becomes easier to build, the competitive advantage moves away from the technology itself and towards the customer, the data, the distribution and the outcomes you can prove. That makes this a fascinating conversation not only about selling a business, but about what makes a business valuable in the first place. Feeling busy but stuck? Most founders I speak to feel busy but stuck. Plenty happening, but no real clarity on what matters most this quarter. Here's what more than 500 interviews on this show have taught me: the founders who scale choose less, and deliver all of it. That's what the G90 Summit is for. It's a structured half-day where we cut through everything competing for your attention, agree the three to five things that must happen in the next 90 days, and build the rhythm to make sure they do. Quarterly, virtual, £97 a seat. Smart90.co.uk/summit And if you know somebody with an interesting ScaleUp story who would make a great guest for ScaleUp Radio, you can nominate them for a future episode. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Gavin can be found here: https://mrgavinbell.com/ https://jointalo.com/ Resources: Built To Sell by John Warrillow - https://uk.bookshop.org/p/books/built-to-sell-creating-a-business-that-can-thrive-without-you-john-warrillow/d0d51f969be59f14?ean=9798256105150&bkshp-astro=t The E-Myth by Michael E Gerber - https://uk.bookshop.org/p/books/the-e-myth-revisited-why-most-small-businesses-don-t-work-and-what-to-do-about-it-michael-e-gerber/dc9f0ce70842d643?ean=9780887307287&bkshp-astro=t Asana - https://asana.com/ Wispr Flow - https://wisprflow.ai/
What makes a business genuinely valuable? For many founders the answer isn't more customers, more turnover or even more profit. It's creating a business that can thrive without depending on them every single day. In this episode Kevin Brent is joined by entrepreneur, investor and business strategist Jake Young to explore why founder dependency is one of the biggest barriers to sustainable growth and successful exits. Jake shares the frameworks he uses with businesses ranging from ambitious SMEs through to organisations preparing for institutional investment and IPOs. From defining your end game through to building systems, governance and teams, this conversation is packed with practical advice for founders who want to scale with purpose. One standout message: You don't build a valuable business by making yourself indispensable. You build it by making the business work without you. In this episode we discuss Why founder liability destroys enterprise value Why you should define your end game before building your strategy The difference between founder led and systems led businesses Jake's Five Pillar "Four Walls" framework for building defensible businesses How the Delegation Matrix helps founders systematically let go Why focusing on outcomes beats micromanaging processes How governance becomes a competitive advantage as businesses grow Lessons from hospitality that apply to every growing business Key Takeaways Founder dependency is expensive If your business cannot operate without you, buyers see risk rather than value. Building systems rather than dependence increases both scalability and enterprise value. Start with the end in mind Whether your goal is an exit, legacy, acquisition or long term ownership, that destination should influence every major strategic decision. Build inside your Four Walls Jake explains his framework covering: Market Fit Brand Operating Model Profit Architecture Human Capital Together these create a business that competitors find difficult to copy. Delegate intelligently Use teachability versus business impact to decide what should leave your desk first. Delegation is not about lowering standards. It is about freeing founders to focus where they create the greatest value. About Jake Young Jake Young is an entrepreneur, investor and adviser with businesses spanning hospitality consultancy, governance, branding and consumer products. His portfolio includes: The FoodGuys Samari One of One Chaocello Across these ventures Jake focuses on helping organisations become scalable, investable and strategically valuable. Resources Find out more about Jake via LinkedIn. Discover more ScaleUp Radio episodes at smart90.co.uk. Most founders I speak to feel busy but stuck. Plenty happening, but no real clarity on what matters most this quarter. Here's what more than 500 interviews on this show have taught me: the founders who scale choose less, and deliver all of it. That's what the G90 Summit is for. A structured half day where we cut through everything competing for your attention, agree the three to five things that must happen in the next 90 days, and build the rhythm to make sure they do. Quarterly, virtual, £97 a seat. Visit Smart90.co.uk/summit. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Jake can be found here: jake@thefoodguys.co https://thefoodguys.co/ https://symari.com/ Resources: Diary of a CEO Podcast - https://stevenbartlett.com/doac/ Alex and Leila Hormozi - https://www.acquisition.com/ Jocko Willink - https://jocko.com/ The Agentic Enterprise by Martin Hofman - https://amzn.eu/d/0iI1unNO Novagentica - https://novagentica.com/
Making decisions as a founder or leader is rarely about having perfect information. In this episode, Kevin Brent is joined by David Mansfield, strategist, board adviser and researcher into strategic decision making, to explore why so many intelligent leadership teams still make poor strategic choices and what business owners can do to dramatically improve the quality of their decisions. Drawing on doctoral research and decades of board experience, David explains why the process behind a decision matters far more than simply reaching an answer. He shares practical techniques that help leaders combine intuition with evidence, avoid common thinking traps and create greater buy in from their teams. One standout message from this episode is simple but powerful: Validate intuition with data, and validate data with intuition. In this episode you'll discover Why nearly half of strategic decisions fail despite being made by experienced leaders Why the way you make decisions is more important than the decision itself David's developing nine step framework for making better strategic decisions How to slow down decisions without slowing down your business Why founders often become victims of the qualities that made them successful The importance of challenging assumptions before committing to action Why communication can be the difference between success and failure at board level How to recruit advisers and non executives without creating long term governance problems Why every scaling business should invest in strategic finance earlier than they think The "Boat Rule" for keeping meetings focused on what really moves the business forward Why chasing every opportunity can become one of the biggest barriers to sustainable growth Key takeaways One of David's biggest lessons came from serving as a non executive director of Game Group, where concerns over cash flow were dismissed until the business eventually collapsed. Looking back, David realised that while the analysis was correct, the communication wasn't persuasive enough. That experience sparked years of research into how leaders actually make decisions under pressure. For founders, David highlights one recurring challenge. The resilience, determination and stubbornness needed to build a business can eventually become a weakness if it prevents leaders from listening to advice or recognising when circumstances have changed. He also makes a compelling case for building financial capability much earlier by progressing from bookkeeper, to fractional CFO, to full time finance director as the business grows. Clean financial information enables better decisions, stronger investor confidence and healthier growth. The one key thing Great strategic decisions aren't driven by instinct or data alone. The best leaders deliberately test each against the other before acting. About Smart90 Most founders I speak to feel busy but stuck. Plenty happening, but no real clarity on what matters most this quarter. Here's what more than 500 interviews on this show have taught me: the founders who scale choose less, and deliver all of it. That's what the G90 Summit is for. A structured half day where we cut through everything competing for your attention, agree the three to five things that must happen in the next 90 days, and build the rhythm to make sure they do. Quarterly, virtual, £97 a seat. smart90.co.uk/summit Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk David can be found here: https://www.linkedin.com/in/davidjmansfield/ https://davidjmansfield.com/ Resources: What They Don't Teach You at Harvard Business School by Mark McCormack - https://uk.bookshop.org/p/books/what-they-don-t-teach-you-at-harvard-business-school-mark-h-mccormack/e52571d3ef38f282?ean=9781781253397&bkshp-astro=t How to Win Friends and Influence People by Dale Carnegie - https://uk.bookshop.org/p/books/how-to-win-friends-and-influence-people-dale-carnegie/82760854e5e9eaa2?ean=9789373070667&bkshp-astro=t Never Split the Difference by Chris Voss - https://uk.bookshop.org/p/books/never-split-the-difference-negotiating-as-if-your-life-depended-on-it-chris-voss/14cac2e5f5322728?ean=9781847941497&bkshp-astro=t
Growing a business isn't just about strategy, systems or structure. As organisations grow, founders often discover that the biggest obstacle isn't the market. It's themselves. In this episode of ScaleUp Radio, Kevin Brent is joined by Peter Rimmer, founder of Tusk Consulting, to explore why scaling successfully requires founders to evolve alongside their businesses. Peter shares why organisation design should start with people rather than process, how founders can overcome the fear of letting go, and why creating a culture where both hiring and leaving are positive experiences is essential for long term growth. One standout message from the conversation: "The biggest barriers to growth are often the conversations leadership teams aren't having." In this episode we discuss: Why organisation design must combine strategy, operating model and human dynamics. The warning signs that your current business model has reached the end of its first growth curve. Why founders often struggle to let go of the approaches that originally made them successful. How to build the confidence to recruit for the business you want, not just the one you have today. The transition from being the person with all the answers to becoming a leader who enables others to think. How Nancy Klein's Thinking Environment helps leadership teams make better decisions together. Why culture should actively manage both successful recruitment and positive exits. How a clear Employee Value Proposition creates trust from day one. Why former employees can become some of your strongest ambassadors. Peter's own entrepreneurial journey from HR into organisation design consultancy. About Peter Rimmer Peter Rimmer is the founder of Tusk Consulting, a consultancy specialising in human first organisation design. Working primarily with charities, social enterprises and purpose led organisations ranging from around 50 to more than 5,000 employees, Peter helps leadership teams align strategy, structure and culture so organisations can grow sustainably. Rather than relying purely on data or process redesign, Peter focuses on the quality of leadership conversations and the human dynamics that ultimately determine whether strategy succeeds. The one key thing... Scaling doesn't require founders to have more control. It requires them to build the confidence to let go, develop others and create an organisation that can succeed without depending on them. Smart90 G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual and just £97 per seat. Find out more at Smart90.co.uk/summit. Connect If you enjoyed this episode, make sure you subscribe to ScaleUp Radio wherever you listen to podcasts. If you know someone with an inspiring ScaleUp story, we'd love to hear from them. You can nominate a future guest via the details in the ScaleUp Radio show notes. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Peter can be found here: https://tuskconsulting.co.uk/ peter.rimmer@tuskconsulting.co.uk Resources: Range by David Epstein - https://uk.bookshop.org/p/books/range-how-generalists-triumph-in-a-specialized-world-david-epstein/35c1839e592e618a?ean=9781035053049&bkshp-astro=t
Growing a business beyond founder-led sales is one of the biggest challenges many SMEs face. In this special ScaleUp Club edition of ScaleUp Radio, Kevin Brent is joined once again by returning guest Dhanushka Tennakoon from RE24 for an interactive Q&A session exploring one of the biggest questions facing growing businesses: How do you create a predictable flow of new opportunities instead of relying on referrals and hope? Alongside the discussion, Kevin also shares this month's AI Pulse update, covering one of the most talked about AI stories of recent weeks and what it means for business leaders. Whether you're approaching your first £1 million in turnover or looking to build a more scalable commercial engine, this session is packed with practical ideas you can implement immediately. In this episode AI Pulse: What happened when Anthropic's latest language model was reportedly withdrawn shortly after launch and what founders should take from the rapid pace of AI development. Why so many businesses become trapped by founder dependency. Understanding Aaron Ross's Seeds, Nets and Spears framework for predictable lead generation. Why referrals alone rarely create a scalable business. How targeted outreach can open entirely new markets. The importance of balancing new customer acquisition with growing existing client relationships. Why choosing the right niche can transform growth. How RE24 pivoted from multiple industries to becoming specialists in data centres. Practical advice for reducing reliance on founder-led sales. Live coaching with ScaleUp Club members on applying the framework to their own businesses. Key discussion points AI Pulse Kevin shares the latest developments from the AI world, including the reported security concerns surrounding Anthropic's latest model and what this tells us about the extraordinary pace of AI capability. Rather than simply chasing every new tool, founders should focus on understanding where AI can genuinely improve decision making, productivity and business performance. Seeds, Nets and Spears The central discussion explores Aaron Ross's well-known framework: Seeds High trust opportunities generated through referrals, introductions and existing relationships. Nets Scalable marketing activities including content, SEO, social media and broader awareness campaigns. Spears Highly targeted outreach aimed at carefully researched organisations where there is a strong strategic fit. The key message is that healthy businesses develop all three rather than relying on a single source of leads. Why niche matters Dhanushka shares RE24's journey from trying to serve multiple industries to focusing specifically on data centres. That decision created: a clearly defined customer profile faster buying decisions stronger market positioning more effective sales conversations predictable growth opportunities Rather than chasing every opportunity, focusing on one market allowed the business to build genuine expertise and competitive advantage. Live ScaleUp Club coaching A highlight of the session is the discussion with Paul Rhodes from Green Gorilla Automation. Like many growing businesses, sales currently depend heavily on the founder and warm introductions. Together, the group explores how carefully researched "Spears" could help create a more repeatable sales process while reducing founder dependency. Practical actions After listening, consider these three actions: Review where every lead has come from over the last six months. Categorise your activities into Seeds, Nets and Spears. Identify one repeatable activity within each category and commit to executing it consistently. One standout message Predictable growth doesn't come from doing more marketing. It comes from building a balanced system that consistently creates new opportunities. The one key thing If your pipeline depends mainly on referrals or the founder, your business isn't yet scalable. Creating a deliberate mix of Seeds, Nets and Spears is one of the fastest ways to build predictable growth. Smart90 Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Smart90.co.uk/summit
Choose Less. Scale Better. Three founders. Three wake up calls. One lesson every business owner needs to hear. What do an authority strategist, a sales leader and an AI entrepreneur have in common? Far more than you might think. In this special edition of ScaleUp Radio Shorts, Kevin Brent and Louise Blunt reflect on three recent conversations with Erica Holthausen, Gulliver Burns and Lee Nazari. Despite completely different industries and experiences, all three arrived at the same conclusion: sustainable growth doesn't come from doing more. It comes from choosing less, focusing better and building the systems and trust that allow businesses to scale. Along the way they discuss burnout, delegation, profit, purpose, AI, authority and why execution beats endless learning every time. In this episode Why revenue without profit is one of the biggest traps founders fall into The hidden cost of chasing "more" instead of focusing on what matters Why authority beats endless content marketing The difference between learning and implementation How burnout forced both Gulliver Burns and Lee Nazari to completely rethink success Why trust and delegation sit at the heart of every scalable business How AI should challenge your thinking rather than replace it The importance of execution rhythms, deep work and disciplined focus One standout message The founders who scale don't do more. They choose less, then execute brilliantly. Key takeaway The businesses that grow sustainably are built on clarity rather than complexity. Profit matters more than turnover. Delegation matters more than control. Focus matters more than activity. Featured Episodes Erica Holthausen — Building authority without the content treadmill Gulliver Burns — From burnout to better business foundations Lee Nazari — Using AI to make recruitment more human If you haven't already listened to the full interviews, they're well worth adding to your playlist. Smart90 Most founders I speak to feel busy but stuck. Plenty happening, but no real clarity on what matters most this quarter. Here's what more than 500 interviews on this show have taught me: the founders who scale choose less, and deliver all of it. That's what the G90 Summit is for. A structured half day where we cut through everything competing for your attention, agree the three to five priorities that matter over the next 90 days, and build the rhythm to make sure they actually happen. Quarterly • Virtual • £97 per seat Find out more at Smart90.co.uk/summit About ScaleUp Radio ScaleUp Radio is hosted by Kevin Brent and brought to you by Smart90, sharing practical conversations with entrepreneurs and business leaders who have successfully scaled their businesses. This episode was produced with the aid of AI, with editorial review by the ScaleUp Radio team.
What happens when you build multiple multi-million-pound businesses... but almost lose yourself in the process? In this episode of ScaleUp Radio, Kevin Brent is joined by entrepreneur Gulliver Burns, who has experienced both extraordinary growth and devastating setbacks. From building a call centre with over 200 employees before the age of 25 to creating a multi-million-pound automotive business, Gulliver has learned the hard way that scaling without strong foundations comes at a significant cost. Rather than another success story, this conversation is a refreshing look at how not to scale a business. Gulliver shares why chasing revenue instead of profit, tying your identity to your business and growing without financial discipline can ultimately lead to burnout, poor decisions and unnecessary risk. The discussion also explores leadership, developing people, creating resilient systems and why the greatest investment a founder can make is often in themselves. One standout message "Revenue is vanity. Profit, cash flow and freedom are what actually allow a business to scale sustainably." In this episode you'll discover Why rapid growth without financial foundations often creates bigger problems instead of bigger businesses. The dangerous trap of measuring success by turnover, employee numbers and external recognition. Why every founder should build cash reserves before chasing further growth. How paying yourself properly creates long-term wealth rather than simply owning an expensive job. The importance of separating your personal identity from your business. Why emotional decisions cost founders millions. How to create a team that genuinely believes in the vision. Practical leadership techniques for motivating people every day. Why every conversation with a team member is an opportunity for coaching and development. How simple daily systems create consistency even in high-pressure sales environments. The importance of building leaders who can run the business without constant founder involvement. About Gulliver Burns Gulliver Burns is an entrepreneur, business mentor and speaker who has built and exited multiple seven-figure businesses. His entrepreneurial journey has included building one of Australia's largest telecommunications call centres before creating a highly successful automotive business through innovative digital marketing. Today he openly shares both the successes and failures from those experiences, helping founders avoid the common mistakes of scaling too quickly, neglecting financial fundamentals and allowing business success to define personal identity. Key Takeaways ✅ Slow down before you speed up. Scaling weak systems simply magnifies existing problems. ✅ Revenue doesn't equal success. Profit, cash flow and financial resilience are the real scorecard. ✅ Pay yourself properly. Your business should create personal wealth, not just impressive turnover. ✅ Build cash reserves. Financial buffers give founders choices during difficult periods. ✅ Don't let your business become your identity. Objective decisions become much easier when your self-worth isn't attached to business performance. ✅ Leadership is development. Every interaction with your team should help someone become better. ✅ Great businesses run on systems. Consistency, accountability and strong leaders create sustainable performance. The one key thing... Don't build a business that looks successful. Build one that actually creates freedom. G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 per seat. www.smart90.co.uk/summit Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Gulliver can be found here: https://www.linkedin.com/in/gulliver-burns-a2306488/ https://gulliverburns.com/ Resources Claude - https://claude.ai/new Sabri Suby - https://www.youtube.com/@SabriSubyOfficial
Artificial Intelligence has made applying for jobs easier than ever. It has also made it much harder for employers to identify the best candidates. In this episode of ScaleUp Radio, Kevin Brent speaks with entrepreneur Lee Nazari, founder of Interviewa, a platform using conversational AI and on camera interviews to help recruiters, universities and job seekers cut through the growing noise created by AI generated CVs. Following a life changing personal tragedy, Lee chose to build something with genuine purpose. The result is Interviewa, a business focused on creating fairer, faster and more authentic recruitment and admissions processes while helping candidates prepare for interviews with confidence. One standout message from this conversation is: "The CV is becoming less valuable. The conversation is becoming more valuable." Lee explains why businesses need to rethink how they assess talent and why execution, partnerships and data are becoming the real competitive advantages in an AI powered world. In this episode we discuss: Why AI generated CVs are creating huge challenges for recruiters How Interviewa uses conversational AI to screen every candidate through video interviews The importance of follow up questions and authentic conversations How anti cheat technology helps maintain interview integrity Why transparency builds trust when candidates know they are speaking with AI How universities are using Interviewa to improve admissions and student employability The new AI Job Consultant helping people identify career opportunities they may never have considered How one recruitment agency achieved a 25 times return on investment using Interviewa Why execution is now a stronger competitive advantage than simply having a good idea Building defensibility through partnerships, proprietary data and compliance Lessons in leadership, delegation and trusting great people Why every business owner now needs AI literacy About Lee Nazari Lee Nazari is the Founder of Interviewa, an AI powered interview platform transforming recruitment, university admissions and interview preparation. Interviewa combines conversational AI, intelligent screening and personalised interview summaries to help organisations make better hiring decisions while giving candidates a fairer opportunity to demonstrate their potential. The one key thing The businesses that win with AI will not simply automate existing processes. They will redesign them around better conversations, faster decisions and stronger human outcomes. Smart90 Most founders I speak to feel busy but stuck. Plenty is happening but it is not always clear what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It is a structured half day virtual workshop where we work through everything competing for your attention, identify the three to five priorities that will have the biggest impact over the next 90 days, then build the system to make sure they actually happen. Quarterly, virtual and just £97 per seat. Find out more at Smart90.co.uk/summit. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Lee can be found here: https://www.interviewa.com/ lee@interviewa.com
Most business owners know they should be creating content. Yet many find themselves stuck on a relentless treadmill of blogs, social posts and newsletters that consume huge amounts of time without generating meaningful opportunities. In this episode of ScaleUp Radio, Kevin Brent is joined by Erica Holthausen, founder of Catchline Communications, to challenge one of the biggest assumptions in modern marketing: that more content equals more business. Erica argues that authority doesn't come from publishing more. It comes from having a clear point of view, writing with conviction and building a body of work that demonstrates genuine expertise. Drawing on her own journey from attorney to marketing strategist and writer, Erica explains why founders should stop chasing algorithms and instead create fewer, more valuable pieces of content that position them as the obvious expert in their field. Along the way they explore why narrowing your focus actually creates more opportunity, how founders can avoid hiding behind marketing instead of selling, and why AI should enhance your thinking rather than replace it. One standout message from this episode: Your perspective is your greatest competitive advantage. AI can imitate information, but it cannot replicate your lived experience, judgement or point of view. In this episode you'll discover Why the traditional content marketing model often fails founder-led businesses. The difference between content marketing and a genuinely content-driven business strategy. How creating less content can produce significantly better commercial results. Why your unique perspective builds authority faster than generic expertise. What Erica calls the "Credibility Chasm" and how founders can bridge it. Why narrowing your niche is often the fastest route to growth. How writing becomes a powerful business development tool rather than simply a marketing activity. Why many founders unconsciously use content creation to avoid having sales conversations. How to use AI intelligently without losing your authentic voice. The daily habits Erica uses to produce consistently high-quality work. Key Takeaways Stop running on the content treadmill Many founders have been taught that success comes from publishing constantly across multiple platforms. Erica believes this approach creates exhaustion rather than authority. Instead of producing endless content simply to stay visible, invest your time creating thoughtful pieces that demonstrate genuine expertise and create lasting value. Quality consistently beats quantity. Your perspective is your real differentiator Expertise alone is rarely enough. The businesses that stand out have a distinctive point of view on the problems they solve. By identifying the industry assumptions you disagree with and confidently presenting a better way, you create trust, memorability and stronger client relationships. This is something AI simply cannot manufacture. Cross the Credibility Chasm Many founders win their first clients through personal relationships and referrals. However, scaling beyond those early adopters requires a different level of authority. Erica explains how businesses often become trapped by taking work that isn't quite aligned with where they want to be, gradually building the wrong reputation. The solution is to become known for one thing exceptionally well. As Kevin shares from analysis of more than 300 ScaleUp Radio interviews, the most consistent theme among genuinely differentiated businesses is a willingness to narrow their focus. Writing should support business development Rather than publishing content simply to attract attention, use it to strengthen existing relationships and create meaningful conversations. A well-written article can: Demonstrate expertise. Nurture prospects. Give clients confidence. Open sales conversations. Reinforce your positioning. Content should support revenue generation, not become an end in itself. Action beats endless learning One of the biggest barriers to growth is confusing learning with progress. Founders often consume books, podcasts and courses while delaying the difficult work of speaking to prospects or implementing new ideas. Knowledge only creates value when it's applied. AI is an editor, not the author Erica isn't anti-AI. She simply believes it should support human thinking rather than replace it. Use AI to: Edit. Challenge assumptions. Improve clarity. Test ideas. Don't ask AI to generate your original thinking. Your insights and experience remain your biggest competitive advantage. Erica's ScaleUp Story Erica's career has taken an unusual path. Beginning as an attorney, she moved into nonprofit marketing before building a successful freelance writing business and eventually founding Catchline Communications. A pivotal project involved helping consultant Roger Dunn reposition his business from an implementation provider to a trusted strategic adviser. That experience fundamentally changed Erica's thinking about writing. She realised the real value wasn't producing content. It was helping experts change how the market perceived them. Today she works with founders, consultants and experts who want to become recognised authorities in their field. Books and Resources Mentioned Essentialism by Greg McKeown A practical guide to focusing on what matters most through the disciplined pursuit of less. Deep Work by Cal Newport The inspiration behind Erica's daily commitment to two hours of uninterrupted focused work. OnePageCRM A deliberately simple CRM that keeps business development focused on taking the next action. The One Key Thing Stop trying to be everywhere. Become known for something. Authority isn't built through volume. It's built through clarity, consistency and the confidence to share a distinctive point of view. About Erica Holthausen Erica Holthausen is the founder of Catchline Communications, where she helps consultants, founders and subject matter experts use strategic writing to build authority, differentiate themselves and attract higher-value opportunities. Her approach replaces high-volume content marketing with thoughtful, perspective-led writing that strengthens reputation and supports business growth. Smart90 Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. It's a structured half day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual and just £97 per seat. Find out more at Smart90.co.uk/summit. Don't miss future episodes If you enjoyed this conversation, subscribe to ScaleUp Radio wherever you get your podcasts. And if you know someone with an inspiring ScaleUp story, we'd love to hear from you. Details on how to nominate a future guest are available in the show notes. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Erica can be found here: https://catchlinecommunications.com/ https://www.linkedin.com/in/ericaholthausen/ Resources: Essentialism by Greg McKeown - https://uk.bookshop.org/p/books/essentialism-the-disciplined-pursuit-of-less-greg-mckeown/6b761bbdac7af91b?ean=9780753558690&bkshp-astro=t Deep Work by Cal Newport - https://uk.bookshop.org/p/books/deep-work-rules-for-focused-success-in-a-distracted-world-cal-newport/c94a5149c513d9c5?ean=9780349411903&bkshp-astro=t Steal Like An Artist by Austin Kleon - https://uk.bookshop.org/p/books/steal-like-an-artist-10-things-nobody-told-you-about-being-creative-austin-kleon/fef55113038120d8?ean=9780761169253&bkshp-astro=t OnePage CRM - https://www.onepagecrm.com/
What do artificial intelligence and cost optimisation have in common? At first glance, not much. But when Kevin Brent and Louise Blunt compare two recent ScaleUp Radio interviews, a clear theme emerges. Whether you're using AI to remove administration or reviewing supplier contracts to eliminate unnecessary costs, the goal is exactly the same: Freeing founders to spend more time doing what only they can do. In this ScaleUp Radio Shorts episode, Kevin and Louise explore the practical lessons from conversations with Julie Begbie, founder of the AI Confidence Club, and Ryan Olson from ERA Group, uncovering how better systems create more time, more profit and better businesses. In this episode you'll discover: Why most business owners still aren't getting the best from AI How to create an AI "Business Brain" that produces content in your own voice Why AI should replace admin, not the work you genuinely love doing How to identify your own Zone of Genius and spend more time there The million-dollar donut story and what it teaches about supplier relationships A simple three-step framework for finding hidden profit in your business Why delegation without monitoring quickly becomes abdication How unconscious bias affects recruitment and limits growth Why scaling successfully starts with recognising your own limitations One standout message Scaling isn't about doing more. It's about removing everything that stops you doing what matters most. Key takeaway The biggest opportunities to improve your business are often already there. AI can give you back valuable time, while reviewing operational costs can release cash that's already inside your business. Together, they allow founders to focus on the work that creates the greatest value. Resources mentioned AI Confidence Club Julie Begbie's AI Super Sheet ERA Group Gallup StrengthsFinder Greg McKeown's Essentialism About Smart90 Most founders I speak to feel busy but stuck. Plenty is happening, but it's not always clear what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. It's a structured half-day where we work through everything competing for your attention, identify the three to five priorities that matter over the next 90 days, then build the accountability and execution system to make sure they happen. Quarterly, virtual, £97 per seat. Visit Smart90.co.uk/summit to find out more. ScaleUp Radio Shorts is hosted by Kevin Brent and Louise Blunt and is brought to you by Smart90. This episode was produced with the aid of AI, with final editing and review by the ScaleUp Radio team.
Can AI actually make your business happier? Many business owners hear about AI and immediately think about efficiency, automation or replacing people. Julie Begbie takes a very different view. Her philosophy is simple. AI should remove the work you don't enjoy so you can spend more time doing the work that gives you energy. That creates a happier founder, a better customer experience and ultimately a stronger business. In this episode Julie shares practical ways any SME owner can start using AI without becoming a technology expert, whilst also explaining how to build systems that genuinely support business growth. One standout message from our discussion: "AI isn't here to replace your people. It's here to free your people to do more human work." In this episode we discuss Why every business needs an AI "Super Sheet" before expecting good AI results How AI becomes another member of your team rather than just another piece of software The simple daily habits that consistently grow visibility and audiences Why founders should spend more time in their Zone of Genius Using AI to improve delegation and hiring decisions Building systems that support scale instead of creating more work The importance of giving AI context before expecting quality output Practical rules around confidentiality and protecting sensitive business information Common misconceptions that stop business owners getting started with AI The AI Super Sheet One of Julie's biggest recommendations is creating what she calls an AI Super Sheet. Rather than starting every prompt from scratch, the Super Sheet becomes the business brain behind every AI conversation. It includes: Your products and services Your ideal customer Your brand voice Your values Your unique difference Your offers Frequently asked questions Common customer problems Instead of repeatedly explaining your business, AI already understands how you work, who you serve and how you communicate. The result is dramatically better outputs, faster content creation and far more consistent messaging. AI as another team member Julie encourages business owners to think about AI exactly as they would a new employee. A new recruit cannot perform well without onboarding. Neither can AI. Once you've given it context, clear instructions and feedback, it becomes an incredibly scalable member of the team. It can: Draft marketing content Produce first drafts Help create systems Build job descriptions Assist with planning Support customer communication Leaving your human team free to focus on creativity, relationships and higher-value activities. Daily habits that compound Julie is a big believer in consistency over intensity. Rather than spending one afternoon every few weeks on marketing, she recommends simple daily habits. Her AI-generated weekly content framework includes: Monday Behind-the-scenes stories that build trust. Tuesday Questions that encourage audience engagement. Wednesday Short educational videos explaining what you do. Thursday Clear calls to action. Friday Testimonials and social proof. Combined with just 10 to 30 minutes of daily audience-building activity, these habits create consistent long-term growth. Scaling through delegation Julie also shared her "Skills for Scale" thinking. Many founders accidentally become the bottleneck because they continue doing work they have simply become good at rather than work only they can do. She recommends defining your true Zone of Genius before deciding: What AI should handle What should be delegated to people What only the founder should retain Interestingly, Julie follows exactly the same delegation process whether assigning work to AI or another employee. Responsible AI Julie also addressed two common concerns. Confidentiality Never upload anything you wouldn't be comfortable discussing on a public train. Where confidential material is involved, anonymise names and sensitive information before using AI. She also recommends turning off model training where AI platforms allow this. Environmental impact Julie explained that a typical AI prompt uses roughly similar electricity to boiling a kettle or watching around an hour of Netflix. While AI does consume energy, understanding the context helps business owners make informed decisions. The one key thing Treat AI like a team member, not a magic tool. Give it context, train it properly and it becomes one of the most scalable assets in your business. About Julie Begbie Julie Begbie helps small business owners confidently use AI to simplify marketing, automate repetitive work and build happier businesses through practical, accessible systems. Her AI Confidence Club provides ready-made AI tools, templates and coaching designed specifically for non-technical business owners. Smart90 Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Smart90.co.uk/summit Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Resources: Mel Robbins - "Let Them: The Let Them Theory" Streamyard - https://streamyard.com/ Zoom/Teams but with addition of an A.I. transcription service. Julie can be found d here JulieBegbie.com
What happens when a successful corporate executive decides he wants more control over his future? After 22 years at Intel, Ryan Olson had built an impressive career leading business development teams, managing global partnerships and helping create a billion-dollar pipeline. But two rounds of corporate layoffs became the catalyst for a very different path. In this episode of ScaleUp Radio, Ryan shares how he transitioned from corporate leadership into business ownership through the ERA Group franchise, helping mid-sized businesses uncover hidden costs, improve profitability and free up cash for growth. One of the strongest insights from this discussion is that many businesses focus relentlessly on generating more revenue while overlooking significant opportunities to improve profit through smarter cost management. Along the way, Ryan shares the memorable "million-dollar donut" story, explains why franchise ownership appealed more than launching a startup from scratch, and reveals some of the hidden expenses many businesses fail to spot. In this episode: Ryan's journey from Intel to entrepreneurship Spending 22 years building a successful corporate career at Intel Managing global teams and strategic partnerships Why two layoffs changed his perspective on career security Deciding to pursue entrepreneurship through a franchise model Lessons learned about building credibility outside a major global brand Why Ryan chose a franchise model The appeal of a proven system and established methodology Access to marketing support, technology and training Building a business while reducing startup risk The long-term value of creating a saleable asset Why the ERA Group mission resonated personally Understanding the ERA Group model Helping businesses optimise operational expenses Working primarily with companies between £8m and £250m turnover A contingent fee structure that aligns incentives Only getting paid when savings are successfully delivered Creating win-win outcomes for clients The power of specialist expertise Leveraging a network of over 1,000 consultants worldwide Accessing deep category specialists across multiple industries Collaborating rather than competing within the franchise network Delivering expertise beyond a single consultant's background Hidden costs that impact business growth The million-dollar donut freight story Why supplier relationships sometimes hide inefficiencies Insurance cost optimisation opportunities Technology subscriptions for employees who have already left Missed warranty reimbursement revenue The importance of regularly reviewing supplier contracts Ryan's practical 3-step approach to cost optimisation Know your spend Audit vendors, contracts and payment terms Understand exactly where money is going Focus on high-impact opportunities Prioritise one or two categories first Concentrate effort where returns are greatest Monitor and verify results Ensure negotiated savings are actually realised Build ongoing accountability into the process Key Takeaways Growth isn't always about increasing revenue; improving profitability often starts with understanding existing costs. Hidden expenses frequently exist in long-standing supplier relationships. External expertise can uncover opportunities internal teams simply don't have time to investigate. Franchise ownership can provide an attractive route into entrepreneurship through proven systems and support. Cost optimisation creates additional cash that can be reinvested into strategic growth initiatives. One Key Thing The quickest route to improved cash flow is often not finding more customers but uncovering the costs hiding in plain sight inside your existing business. About Ryan Olson Ryan Olson is a Cost Optimisation Consultant with ERA Group. Following a 22-year corporate career at Intel, he transitioned into entrepreneurship through the ERA Group franchise model. Ryan helps mid-sized businesses identify hidden costs, improve profitability and unlock cash that can be reinvested into growth. About ERA Group ERA Group helps organisations improve profitability through operational cost optimisation. Using a performance-based fee structure, the business works with clients to identify, validate and implement sustainable cost savings across a wide range of expenditure categories. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Resources Libby - What happens when a successful corporate executive decides he wants more control over his future? After 22 years at Intel, Ryan Olson had built an impressive career leading business development teams, managing global partnerships and helping create a billion-dollar pipeline. But two rounds of corporate layoffs became the catalyst for a very different path. In this episode of ScaleUp Radio, Ryan shares how he transitioned from corporate leadership into business ownership through the ERA Group franchise, helping mid-sized businesses uncover hidden costs, improve profitability and free up cash for growth. One of the strongest insights from this discussion is that many businesses focus relentlessly on generating more revenue while overlooking significant opportunities to improve profit through smarter cost management. Along the way, Ryan shares the memorable "million-dollar donut" story, explains why franchise ownership appealed more than launching a startup from scratch, and reveals some of the hidden expenses many businesses fail to spot. In this episode: Ryan's journey from Intel to entrepreneurship Spending 22 years building a successful corporate career at Intel Managing global teams and strategic partnerships Why two layoffs changed his perspective on career security Deciding to pursue entrepreneurship through a franchise model Lessons learned about building credibility outside a major global brand Why Ryan chose a franchise model The appeal of a proven system and established methodology Access to marketing support, technology and training Building a business while reducing startup risk The long-term value of creating a saleable asset Why the ERA Group mission resonated personally Understanding the ERA Group model Helping businesses optimise operational expenses Working primarily with companies between £8m and £250m turnover A contingent fee structure that aligns incentives Only getting paid when savings are successfully delivered Creating win-win outcomes for clients The power of specialist expertise Leveraging a network of over 1,000 consultants worldwide Accessing deep category specialists across multiple industries Collaborating rather than competing within the franchise network Delivering expertise beyond a single consultant's background Hidden costs that impact business growth The million-dollar donut freight story Why supplier relationships sometimes hide inefficiencies Insurance cost optimisation opportunities Technology subscriptions for employees who have already left Missed warranty reimbursement revenue The importance of regularly reviewing supplier contracts Ryan's practical 3-step approach to cost optimisation Know your spend Audit vendors, contracts and payment terms Understand exactly where money is going Focus on high-impact opportunities Prioritise one or two categories first Concentrate effort where returns are greatest Monitor and verify results Ensure negotiated savings are actually realised Build ongoing accountability into the process Key Takeaways Growth isn't always about increasing revenue; improving profitability often starts with understanding existing costs. Hidden expenses frequently exist in long-standing supplier relationships. External expertise can uncover opportunities internal teams simply don't have time to investigate. Franchise ownership can provide an attractive route into entrepreneurship through proven systems and support. Cost optimisation creates additional cash that can be reinvested into strategic growth initiatives. One Key Thing The quickest route to improved cash flow is often not finding more customers but uncovering the costs hiding in plain sight inside your existing business. About Ryan Olson Ryan Olson is a Cost Optimisation Consultant with ERA Group. Following a 22-year corporate career at Intel, he transitioned into entrepreneurship through the ERA Group franchise model. Ryan helps mid-sized businesses identify hidden costs, improve profitability and unlock cash that can be reinvested into growth. About ERA Group ERA Group helps organisations improve profitability through operational cost optimisation. Using a performance-based fee structure, the business works with clients to identify, validate and implement sustainable cost savings across a wide range of expenditure categories. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Resources Libby - What happens when a successful corporate executive decides he wants more control over his future? After 22 years at Intel, Ryan Olson had built an impressive career leading business development teams, managing global partnerships and helping create a billion-dollar pipeline. But two rounds of corporate layoffs became the catalyst for a very different path. In this episode of ScaleUp Radio, Ryan shares how he transitioned from corporate leadership into business ownership through the ERA Group franchise, helping mid-sized businesses uncover hidden costs, improve profitability and free up cash for growth. One of the strongest insights from this discussion is that many businesses focus relentlessly on generating more revenue while overlooking significant opportunities to improve profit through smarter cost management. Along the way, Ryan shares the memorable "million-dollar donut" story, explains why franchise ownership appealed more than launching a startup from scratch, and reveals some of the hidden expenses many businesses fail to spot. In this episode: Ryan's journey from Intel to entrepreneurship Spending 22 years building a successful corporate career at Intel Managing global teams and strategic partnerships Why two layoffs changed his perspective on career security Deciding to pursue entrepreneurship through a franchise model Lessons learned about building credibility outside a major global brand Why Ryan chose a franchise model The appeal of a proven system and established methodology Access to marketing support, technology and training Building a business while reducing startup risk The long-term value of creating a saleable asset Why the ERA Group mission resonated personally Understanding the ERA Group model Helping businesses optimise operational expenses Working primarily with companies between £8m and £250m turnover A contingent fee structure that aligns incentives Only getting paid when savings are successfully delivered Creating win-win outcomes for clients The power of specialist expertise Leveraging a network of over 1,000 consultants worldwide Accessing deep category specialists across multiple industries Collaborating rather than competing within the franchise network Delivering expertise beyond a single consultant's background Hidden costs that impact business growth The million-dollar donut freight story Why supplier relationships sometimes hide inefficiencies Insurance cost optimisation opportunities Technology subscriptions for employees who have already left Missed warranty reimbursement revenue The importance of regularly reviewing supplier contracts Ryan's practical 3-step approach to cost optimisation Know your spend Audit vendors, contracts and payment terms Understand exactly where money is going Focus on high-impact opportunities Prioritise one or two categories first Concentrate effort where returns are greatest Monitor and verify results Ensure negotiated savings are actually realised Build ongoing accountability into the process Key Takeaways Growth isn't always about increasing revenue; improving profitability often starts with understanding existing costs. Hidden expenses frequently exist in long-standing supplier relationships. External expertise can uncover opportunities internal teams simply don't have time to investigate. Franchise ownership can provide an attractive route into entrepreneurship through proven systems and support. Cost optimisation creates additional cash that can be reinvested into strategic growth initiatives. One Key Thing The quickest route to improved cash flow is often not finding more customers but uncovering the costs hiding in plain sight inside your existing business. About Ryan Olson Ryan Olson is a Cost Optimisation Consultant with ERA Group. Following a 22-year corporate career at Intel, he transitioned into entrepreneurship through the ERA Group franchise model. Ryan helps mid-sized businesses identify hidden costs, improve profitability and unlock cash that can be reinvested into growth. About ERA Group ERA Group helps organisations improve profitability through operational cost optimisation. Using a performance-based fee structure, the business works with clients to identify, validate and implement sustainable cost savings across a wide range of expenditure categories. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Resources Libby - https://libbyapp.com/interview/welcome#do-you-have-a-card Ryan can be found here Email: ROlson@EraGroup.com https://www.linkedin.com/in/ryankolson/
In this edition of ScaleUp Radio Shorts, Kevin Brent and Louise Blunt reflect on two fascinating conversations with leadership expert Melissa Thornley and social entrepreneur Vicki Ayton. Although their businesses couldn't be more different, both guests arrive at remarkably similar conclusions. Sustainable growth isn't driven by working harder or adopting the latest technology. It's built by developing better leaders, creating resilient teams, maintaining genuine human connection, and focusing attention on what matters most. From emotional intelligence and feedback cultures to AI, climate resilience and practical productivity systems, this episode explores what founders should really be investing in as they scale. In this episode You'll discover: Why trying to do everything yourself is one of the biggest barriers to scaling The importance of emotional intelligence alongside artificial intelligence Why managing your attention is far more important than managing your time How resilient businesses are built through resilient people Practical ways to build accountability without creating blame Why community, collaboration and purpose create stronger organisations How technology should support human judgement rather than replace it Why writing things down can still outperform another productivity app The role of kindness and self-compassion in high-performing teams One standout message "Wherever your AI skills are, your emotional intelligence needs to be at the same level." It's a simple reminder that as technology accelerates, the businesses that thrive will still be the ones that communicate well, build trust and genuinely understand people. The one key takeaway Technology may improve efficiency, but people create sustainable growth. Invest in leadership, relationships and focus first. About our guests Melissa Thornley is a leadership and emotional intelligence consultant who helps organisations develop resilient leaders, stronger communication and healthier workplace cultures across industries ranging from manufacturing to emergency services. Vicki Ayton is the founder of BizEd Projects, a Community Interest Company helping communities improve digital inclusion, employability, environmental resilience and local skills development. Resources mentioned Emotional Intelligence (EI) Artificial Intelligence tools including ChatGPT, Claude and Gemini Focused Space virtual co-working Smart90 G90 Summit Smart90 Most founders we speak to feel busy but stuck. Plenty is happening, but it's not always clear what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. It's a structured half-day session where we work through everything competing for your attention, identify the three to five priorities that will move your business forward over the next 90 days, then build the systems and accountability to make sure they actually happen. Quarterly, virtual and just £97 per seat. Find out more at Smart90.co.uk/summit. Produced with the aid of AI This episode of ScaleUp Radio Shorts was researched, structured and produced with the aid of artificial intelligence, with editorial review and final approval by the ScaleUp Radio team.
ScaleUp Radio Show Notes Melissa Thornley: Why Resilience is the Missing Link in Accountability What if the reason accountability isn't sticking in your business has nothing to do with performance management and everything to do with resilience? In this episode of ScaleUp Radio, Kevin Brent is joined by Melissa Thornley, leadership coach, consultant and founder of Melissa Thornley Consulting. Melissa works with leaders operating in high-stakes environments including emergency services, government agencies, manufacturing, construction and technology businesses. Her mission is simple but powerful: helping people improve "how we human together". Drawing on more than 20 years in the film and advertising industry, including leading teams through significant organisational change, Melissa shares why resilience and accountability are inseparable, why self-compassion is an underrated leadership skill and how leaders can create stronger, more accountable teams through better conversations. In this episode: Why accountability and resilience are two sides of the same coin The shift from time management to attention management How self-awareness helps leaders make better decisions under pressure Why asking "What happened?" creates better accountability than asking "Why?" A simple framework for giving effective feedback The importance of assuming positive intent in your team Why self-compassion creates stronger leaders than self-confidence alone How emotional intelligence becomes even more important in the age of AI Practical techniques for managing energy, focus and resilience Lessons from leading through change and conflict Melissa's journey Melissa spent more than two decades working in film and advertising, including twelve years at an international editing company. At the age of 34, she found herself managing a business, navigating complex change and handling team conflict with little formal leadership training. Working with an executive coach transformed her approach. The frameworks and support she received became the catalyst for a complete career change. Since launching her consultancy in 2013, Melissa has built a thriving business almost entirely through referrals and community relationships. Practical leadership tools from Melissa Focus on attention, not time Rather than trying to manage every minute of the day, Melissa encourages leaders to manage their attention. Regularly checking in on your energy levels and identifying the next best use of your time creates better results than simply working harder. Assume good intent Most people come to work wanting to do a good job. Starting from this assumption changes the quality of conversations and reduces unnecessary conflict. Replace "Why?" with "What?" When something goes wrong, asking "Why did you do that?" often creates defensiveness. Instead ask: What happened? What was challenging? What got in the way? What support would have helped? These questions create learning rather than blame. Use the 1-2-3 feedback loop Melissa's simple review framework: What worked? What would we do differently? What should we stop doing? Used consistently, this creates continuous improvement without complexity. AI requires EI As artificial intelligence becomes more embedded in our organisations, Melissa believes emotional intelligence must develop alongside it. Empathy, resilience, communication, conflict resolution and assertiveness remain critical human capabilities. The more technology advances, the more valuable these distinctly human skills become. One key takeaway Resilience is not something you need after accountability fails. Resilience is what makes accountability possible in the first place. Standout quote "Self-compassion is a more useful foundation for growth than self-confidence because confidence is built through action, while self-compassion allows us to keep moving when things don't go to plan." Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. http://Smart90.co.uk/summit Melissa can be found here: https://www.linkedin.com/in/melissa-thornley/ https://www.melissathornley.com/ Bonus Download Page - https://www.melissathornley.com/bonus-download/ Resources: Permission To Feel by Marc Brackett - https://uk.bookshop.org/p/books/permission-to-feel-unlock-the-power-of-emotions-to-help-yourself-and-your-children-thrive-marc-brackett/c8887740cb495774?ean=9781787478817&bkshp-astro=t Ten Percent Happier Podcast - https://www.youtube.com/c/TenPercentHappier Focused Space - https://www.focused.space/
What happens when academic research, climate resilience, digital inclusion and community development all collide? In this episode of ScaleUp Radio, Kevin Brent is joined by Vicki Ayton, Founder of BizEd, a Community Interest Company (CIC) that exists to bridge the gap between research and real-world community impact. What started as a response to a local library closure has evolved into a growing community hub delivering digital inclusion support, climate resilience education, research projects and policy work across Shropshire and beyond. Vicki shares the realities of building a sustainable CIC, the challenges of balancing commercial income with social impact, and why digital skills are now fundamental to both business success and community resilience. In This Episode From Research to Real Impact Vicki explains how her background in climate and environmental research highlighted a common challenge: excellent research often fails to reach the people who need it most. BizEd was created to translate knowledge into practical support for communities and businesses. A pivotal moment came when the local council approached BizEd to replace services lost when a library closed due to RAAC concrete concerns. That request became the catalyst for creating a physical community hub. Why BizEd Chose a CIC Structure One of the most fascinating discussions centres around the decision to become a Community Interest Company rather than a charity. Vicki explains: Why financial resilience matters for community organisations How BizEd generates 60–70% of its income through trading activities The dangers of becoming overly reliant on grant funding How organisations can lose community trust when grant-funded projects disappear The CIC model provides greater flexibility to trade and generate sustainable income, helping create long-term impact rather than short-term projects. The CIC Catch-22 The conversation highlights a significant challenge faced by many social enterprises. While CICs are encouraged to trade and become self-sustaining, they are often excluded from support programmes available only to registered charities. Examples include: Free software licences Digital infrastructure grants Technology support programmes Meanwhile, charities often have access to these benefits but face restrictions on how much income they can generate through trading activities. It's a structural challenge that many social enterprises continue to face. Climate Resilience is a Business Issue Climate change is no longer a future concern. Vicki explains why businesses need to focus on resilience today, including: Managing disruption caused by extreme weather Protecting supply chains Supporting employee wellbeing during heatwaves Preparing for changing customer and community needs Rather than focusing solely on sustainability, businesses must also prepare for adaptation and resilience. Digital Skills are Now Essential A major theme throughout the conversation is the importance of digital capability at every level. Vicki breaks digital skills into three areas: Foundation Skills Email Online services Digital communication Accessing information safely Workplace Skills Productivity software Collaboration tools Digital workflows Data management Advanced Skills Artificial Intelligence AI risk management Data analysis Automation opportunities She also highlights the growing overlap between green jobs and digital capability, where data and technology skills are becoming increasingly valuable. Why Young People May Hold the AI Advantage For many small businesses, hiring experienced AI specialists isn't realistic. Vicki argues that younger people often bring natural AI fluency and experimentation skills that SMEs can benefit from immediately. For owner-managers looking to improve productivity, younger team members may already hold valuable expertise that businesses are overlooking. Building Community Hubs That Actually Work One of BizEd's biggest lessons is that community needs rarely exist in isolation. Someone seeking digital support may also need: Benefits advice Banking assistance Employment support Access to other local services Vicki shares her vision for integrated community hubs that bring multiple services together under one roof, making support more accessible and effective. Productivity Tools and Personal Effectiveness Despite operating in a highly digital world, Vicki's favourite productivity tool is surprisingly simple. Her trusted Busy Bee physical diary remains the cornerstone of her planning system. The discussion explores: Why writing things down improves thinking Managing the overlap between work and home life The importance of finding tools that suit your working style BizEd itself takes a tool-agnostic approach, using Trello, Notion, Planner and other platforms depending on team and client preferences. The focus is on removing barriers to collaboration rather than enforcing a single system. The One Key Thing Building sustainable impact requires balancing purpose with commercial reality. The organisations that create lasting change are the ones that develop the resilience to generate income while staying true to their mission. Standout Quote "Digital skills are no longer optional. They are the foundation of resilience for individuals, communities and businesses alike." About Vicki Ayton Vicki Ayton is the Founder of BizEd, a Community Interest Company focused on climate resilience, digital inclusion, research translation and community impact. Through education, community engagement and policy work, BizEd helps bridge the gap between knowledge and practical action. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. http://Smart90.co.uk/summit Vicki can be found here: https://www.linkedin.com/in/vickiayton/ https://www.bizedprojects.com/ https://www.instagram.com/bized_projects/ https://www.facebook.com/BizEdProjects Resources: The Good Growth Podcast - https://www.bgf.co.uk/good-growth-podcast/ David Gallagher on Substack - https://gallagherjdavid.substack.com/ Jenny Anderson on Substack - https://howtobebrave.substack.com/ BusyB Diaries - https://busyb.co.uk/ Trello - https://trello.com/ Notion - https://app.notion.com/ Monday - https://monday.com/ Google Meet - https://meet.google.com/landing
In this episode of ScaleUp Radio Shorts, Kevin Brent and Louise Blunt bring together three powerful conversations from recent ScaleUp Radio guests: Dan Glyde, Megan Robinson and Sam Eaton. Whilst their businesses are very different, they all arrived at remarkably similar conclusions about what it really takes to build a business that grows sustainably. From avoiding burnout to empowering your team and creating systems that scale, this episode is packed with practical ideas you can implement straight away. In this episode we discuss: Why founders should think of themselves as cognitive athletes How burnout often arrives long before we recognise it Why people pleasing damages both relationships and business performance Setting boundaries that improve focus and client expectations Megan Robinson's approach to taming the "Advice Monster" Why asking three questions is often better than giving one answer How empowering managers creates better leaders Sam Eaton's counterintuitive advice to build an unscalable business first Why simple systems outperform complicated ones How scorecards and ownership create accountability The leadership transitions every growing business must navigate Why treating employees as career partners builds stronger businesses Key Takeaways • Sustainable growth starts with looking after yourself before your business. • Great leaders ask more questions than they answer. • Boundaries aren't selfish. They create better service, better focus and better decisions. • The strongest businesses are often built on simple, repeatable systems rather than complexity. • As your business grows, your leadership style has to evolve with it. The One Key Thing... Scaling isn't about doing more. It's about creating the habits, systems and leadership that allow your business to grow without burning you or your team out. Mentioned in this episode Dan Glyde – Positive Masculinity Megan Robinson – eLeader Experience Sam Eaton – MindAbility Consultancy If you enjoyed these insights, make sure you also listen to each of the full-length interviews where we explore their stories in much greater depth. Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly • Virtual • £97 per seat Find out more at Smart90.co.uk/summit Know someone with an inspiring ScaleUp story? We'd love to hear from them. Visit ScaleUp Radio to nominate a future guest. This episode of ScaleUp Radio Shorts was produced with the aid of AI.
Why do so many talented managers struggle when they step into leadership roles? It's a challenge that affects businesses of every size. High performers are often promoted because they're brilliant at what they do, yet they're rarely given the skills, tools, or support needed to lead people effectively. In this episode of ScaleUp Radio, Kevin Brent speaks with Megan Robinson, Founder of eLeader Experience, about what she calls the "Leadership Expectation Gap" and why it is costing organisations far more than they realise. Megan shares how businesses can move leaders from being stuck in the weeds to becoming influential people developers who create stronger teams, better performance and higher retention. In this episode: Why leadership and management are not the same thing The hidden cost of promoting technical experts into leadership roles without support Why poor leadership can account for significant revenue loss How a coaching-first approach develops leaders rather than simply training them The importance of moving from giving answers to asking better questions Why influence is the true measure of leadership The practical habit that can instantly improve your leadership effectiveness Lessons from scaling a coaching business beyond founder capacity Why pricing for future growth matters from day one The Leadership Expectation Gap Many businesses promote their best salesperson, engineer or technical specialist into management. The problem? Success as an individual contributor requires a completely different skill set from success as a leader. Without support, managers often continue doing the work themselves rather than developing their people. They become trapped in day-to-day operations, limiting both team performance and business growth. Megan explains how this expectation gap contributes to employee turnover, disengagement and significant financial costs for organisations. Developing Leaders, Not Just Training Them Megan founded eLeader Experience with a mission to make leadership development accessible to everyone. Her approach combines the depth of executive coaching with the structure of leadership training through a flexible blend of workshops, group coaching and one-to-one support. The goal is simple: Develop leaders who can think, influence and empower others rather than simply complete tasks. Stop Feeding the Advice Monster One of the most practical insights from this conversation comes from Michael Bungay's concept of the "Advice Monster". Many leaders believe they add value by providing answers. The reality is often the opposite. By immediately offering solutions, leaders reduce accountability, limit team growth and miss opportunities to uncover the real issue. Megan shares a simple challenge: Ask at least three questions before giving advice. This creates better conversations, develops critical thinking and empowers people to take ownership of their own solutions. The One Key Thing The one key thing from this episode is that leadership is influence, not expertise. The moment leaders stop trying to have all the answers and start asking better questions is the moment their teams begin to grow. A Standout Quote "Leadership is influence. Nothing more, nothing less." This simple principle underpins Megan's entire approach and provides a powerful framework for anyone looking to become a more effective leader. Megan's ScaleUp Essentials Book Recommendation American Icon by Bryce G. Hoffman - https://uk.bookshop.org/p/books/american-icon-alan-mulally-and-the-fight-to-save-ford-motor-company-bryce-g-hoffman/a4846b61b5d9588d?ean=9780307886064&bkshp-astro=t Podcast Recommendation The Look and Sound of Leadership - https://essentialcomm.com/podcast/ Technology Recommendation HubSpot - https://www.hubspot.com/ Zapier - https://zapier.com/ Client Acquisition Strategy Relational networking and meaningful conversations. No magic formula. No shortcuts. Just building genuine relationships. About Megan Robinson Megan Robinson is the Founder of eLeader Experience, helping organisations develop leaders through a coaching-first approach that combines leadership training, executive coaching and practical development programmes. Megan can be found here https://www.linkedin.com/in/tritcak/ https://www.eleaderexperience.com/ Smart90 and the G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Smart90.co.uk/summit Connect To learn more about ScaleUp Radio, nominate a future guest or explore further resources, visit Smart90.co.uk. Make sure you subscribe to ScaleUp Radio wherever you listen to podcasts so you never miss an episode.
What happens when the very traits that helped you succeed become the ones that push you towards burnout? In this episode of ScaleUp Radio, Kevin Brent sits down with Daniel Glyde, founder of Positive Masculinity, to explore how business owners and leaders can build sustainable success by developing a healthier relationship with themselves first. Daniel shares his personal journey from BBC producer to coach, following a severe burnout and panic attack in 2018. His experience led him to challenge the traditional expectations many men place on themselves and ultimately build a business focused on helping men create authentic identities, stronger self-belief and healthier lives. The conversation explores why so many founders fall into people-pleasing, perfectionism and overwork, and how setting boundaries can actually improve performance, leadership and business growth. In this episode: Daniel's journey from burnout to business owner How years of emotional suppression and people-pleasing led to chronic anxiety and burnout The wake-up call that forced him to reassess his priorities Why putting yourself first is not selfish but essential Understanding Positive Masculinity Daniel's framework is built around three core principles: Know yourself Be yourself Love yourself Together these help men develop an authentic identity based on values rather than external validation. The hidden cost of people-pleasing Daniel explains the difference between: Being kind and supportive Saying yes when you really mean no He shares why many founders unintentionally create stress, resentment and poor performance by failing to establish healthy boundaries. Building a business through community Daniel has created a three-level business model: A free WhatsApp community with weekly accountability and support A paid mastermind programme focused on peak performance Premium one-to-one coaching helping clients overcome procrastination, perfectionism and self-doubt What leaders can learn from authenticity The discussion explores: Why vulnerability builds trust The power of saying "I don't know" How leaders can model healthier behaviours for their teams Creating cultures that support wellbeing without sacrificing performance Daniel's non-negotiables for peak performance 8+ hours sleep 30+ minutes meditation daily 30+ minutes walking daily 2+ hours of genuine rest every day Daniel can be found here https://www.linkedin.com/in/danglydecoach/?skipRedirect=true https://danglydecoach.co.uk/ Books that shaped Daniel's thinking Breaking the Habit of Being Yourself – Dr Joe Dispenza - https://uk.bookshop.org/p/books/breaking-the-habit-of-being-yourself-how-to-lose-your-mind-and-create-a-new-one-dr-joe-dispenza/6fd49b57c6281cf2?ean=9781848508569&bkshp-astro=t The Power of Now – Eckhart Tolle - https://uk.bookshop.org/p/books/the-power-of-now-the-global-phenomenon-a-guide-to-spiritual-enlightenment-eckhart-tolle/45ac3c2e9da05aa3?ean=9780340733509&bkshp-astro=t A Return to Love – Marianne Williamson - https://uk.bookshop.org/p/books/a-return-to-love-reflections-on-the-principles-of-a-course-in-miracles-marianne-williamson/c3694c5bdc882349?ean=9780722532997&bkshp-astro=t Conversations with God – Neale Donald Walsch - https://uk.bookshop.org/p/books/conversations-with-god-neale-donald-walsch/fd5674b3bef4bbd3?ean=9780340693254&bkshp-astro=t Technology helping Daniel scale Daniel uses Claude AI extensively for research, content creation and automating parts of his outreach process. - https://claude.ai/ The one key thing Many founders believe they need to sacrifice themselves to build a successful business. Daniel argues the opposite. Sustainable growth starts when you stop abandoning your own needs and begin leading from a place of authenticity, energy and self-respect. Standout Quote "Your business can only grow sustainably to the extent that you look after yourself." Smart90 Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Smart90.co.uk/summit
Why should founders start planning their exit years before they intend to leave? That was the theme of this month's ScaleUp Club, where members explored one of the most misunderstood areas of business growth: exit planning. Joining Kevin Brent was returning guest Helen Bower, former owner of Adder Bookkeeping, who successfully sold her business to Fresh Financials Group in 2025 after deliberately building it with a 10-year exit strategy in mind. Helen shared a refreshingly honest account of how she transformed a self-employed role into a scalable business, the systems she put in place, how the acquisition unfolded, and what life looks like after the sale. Alongside Helen's Q&A, members also received an AI Pulse update from Tim Wynn-Stanley of Resolve IT, covering one of the hottest developments in AI right now: Vibe Coding. The session explored why exit planning is not really about selling your business. Instead, it is about creating a stronger, more scalable and less founder-dependent company today. Key Takeaways: • Exit planning is growth planning in disguise • The same disciplines that increase business value also improve day-to-day performance • Most businesses are worth significantly less than owners expect because they remain too dependent on the founder • Systemisation is one of the biggest drivers of business value • Buyers look beyond profit and consider factors such as recurring revenue, client retention, staff retention, reputation and operational independence • Helen achieved a four-times EBITDA valuation after years of deliberate preparation • Strong processes allowed her business sale to complete in just six weeks • Remaining in the business after acquisition helped maintain client retention and protected earn-out payments • Brand reputation can significantly influence attractiveness to buyers • AI-generated software can be powerful but requires careful testing and governance AI Pulse: Vibe Coding and Hidden Risks Tim Wynn-Stanley shared insights into the rapidly growing world of Vibe Coding, where AI tools can create functioning software applications simply through conversation. While the speed and accessibility are impressive, Tim warned that many founders are unknowingly creating security and compliance risks. His practical checklist included: • Checking whether passwords or API keys are exposed • Ensuring databases are properly secured • Testing for unintended access points • Reviewing GDPR and compliance obligations • Running comprehensive security testing As Tim put it: "Just because it works doesn't mean it's safe." Helen's Exit Journey Helen began Adder Bookkeeping as a sole trader before intentionally building a team and creating a business capable of operating without her day-to-day involvement. Her preparation included: • Documenting every core process • Building detailed client onboarding systems • Implementing strong CRM workflows • Creating repeatable operational procedures • Developing a trusted second-in-command • Building a strong personal and business reputation within the bookkeeping sector When the opportunity arose to join Fresh Financials Group, the business was already highly systemised, enabling a remarkably fast acquisition process. The One Key Thing If your business cannot operate without you, you don't yet own a sellable asset. Every step you take to reduce founder dependency makes your business more valuable, more resilient and ultimately more enjoyable to run. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. http://Smart90.co.uk/summit Helen Bower can be found here: https://www.linkedin.com/in/helenbowerbookkeepingpractice/
Many founders dream of building a business that gives them freedom, impact and financial success. The challenge is that what gets a business to £1m rarely gets it to £4m and beyond. In this episode of ScaleUp Radio, Kevin Brent is joined by Sam Eaton, founder of MindAbility, a business that helps HR and talent entrepreneurs build successful businesses on their own terms. Sam shares lessons from scaling her own HR business from £650k to £4.3m, the systems that made growth possible, and why founders need to rethink leadership, culture and accountability as their organisations grow. From creating scorecards that drive performance to navigating the difficult £3m to £4m growth stage, this conversation is packed with practical advice for founders looking to scale sustainably. In this episode: Why every scalable business should start with an unscalable service How MindAbility evolved from one-to-one coaching into a scalable membership model The biggest mistakes HR professionals make when launching their own businesses Lessons learned from scaling an HR company from £650k to £4.3m Why weekly scorecards transform business performance The difference between lagging indicators and controllable metrics How to spot problems before they become business-threatening Why the £3m to £4m stage is one of the hardest phases of growth The leadership changes required as businesses become more complex How culture evolves and sometimes fractures as organisations scale Why founders need to transition from operator to CEO The growing strategic role HR can play in AI adoption How to align employee ambitions with business success The value of building an alumni network rather than simply managing staff turnover One standout message from Sam "What gets you from £1m to £2m won't get you from £3m to £4m." As organisations grow, founders must continually reinvent systems, leadership structures and ways of working. Growth requires evolution. The one key thing Scale by starting unscalably. Many founders try to automate and scale too early. Sam's experience shows that the fastest route to sustainable growth is often through delivering exceptional high-touch service first, proving the model, building credibility and understanding exactly what customers value before creating scalable systems around it. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. http://Smart90.co.uk/summit Sam can be found here: https://www.linkedin.com/in/samanthaeaton1450/ Resources: Loving What Is by Byron Katie - https://uk.bookshop.org/p/books/loving-what-is-four-questions-that-can-change-your-life-byron-katie/3753208?ean=9781846046971&next=t Alex Hormuz books - https://www.acquisition.com/books ChatGPT - https://chatgpt.com/ Claude - https://claude.ai/new
This episode is created using AI What do a wine entrepreneur, a decision-science expert, and an occupational psychologist have in common? More than you might think. In this episode of ScaleUp Radio Shorts, Kevin Brent and Louise Blunt revisit three fascinating conversations with Jamie Smith of EcoSip, Dr Magda Du Preez of GetSense.net, and Tameron Chappell of athinka. Together, they uncover a common theme that sits at the heart of so many scaling challenges: founder psychology. From letting go of the superhero mindset to building decision-making guardrails and avoiding emotionally-driven mistakes, this episode explores the habits, behaviours and systems that allow founders to scale successfully without becoming the bottleneck. In This Episode Why founders must retire the superhero cape Tameron Chappell explains why no founder can continue doing everything as their business grows. Scaling requires self-awareness, delegation and recognising when someone else may be better suited to a role than you are. The dangers of hiring purely on experience A strong CV is not enough. Tameron shares why personality fit, team dynamics and behavioural understanding are often more important than technical expertise when building high-performing teams. Jamie Smith's journey from kitchen table startup to scaling manufacturer Jamie Smith shares how EcoSip evolved from hand-packing wine pouches at home to producing millions of units. Along the way, he learned the importance of bringing in specialist expertise and focusing on what he does best. How emotions distort business decisions Dr Magda Du Preez reveals how emotions influence decision-making in as little as eight milliseconds. Whether it's excitement, anger or sadness, every emotion creates predictable biases that can affect hiring, investment and growth decisions. Why excitement can be the most dangerous emotion for entrepreneurs While enthusiasm drives innovation, excessive excitement can lead to overconfidence, poor judgement and costly mistakes. Jamie's experience with handshake agreements and failed growth opportunities highlights the risks of making decisions without proper safeguards. Building decision-making guardrails Magda introduces the concept of decision rules. These simple, contextual guardrails help teams make decisions confidently while reducing the risk of emotional bias. Rather than constantly seeking founder approval, teams can move faster because they understand the boundaries. Practical tools to improve decision-making The discussion includes several practical frameworks founders can use immediately: The FIRE Method: Feel, Inspect, Respond, Don't React The 10-10-10 Framework: Consider consequences in 10 minutes, 10 months and 10 years Identifying whether a decision is reversible before acting Creating peer groups that challenge thinking and expose blind spots AI as a thinking partner, not a replacement Both Magda and Tameron discuss how AI can support founders as a thinking partner while warning against becoming overly dependent on automated outputs. The best leaders use AI to enhance their thinking rather than replace it. Key Takeaways Scaling requires founders to let go of the belief they must do everything themselves. Team fit matters as much as technical capability when hiring. Emotional biases influence business decisions more than most leaders realise. Decision rules create confidence, autonomy and consistency across teams. Peer groups provide critical external perspectives that reduce blind spots. AI is most valuable when it supports human judgement rather than replacing it. One Standout Message "Guardrails create freedom. When teams understand the boundaries, they can make better decisions without waiting for permission." The One Key Thing The founders who scale most successfully are not the ones who work harder or make faster decisions. They are the ones who build systems, guardrails and teams that allow good decisions to happen consistently without relying on themselves. About Smart90 Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Find out more at Smart90.co.uk/summit
What happens when a pandemic destroys your original business model? For Jamie Smith and his co-founder Alex, it became the catalyst for creating an entirely new category within the wine industry. Starting as a wine retailer and tasting club, they quickly discovered that shipping glass bottles was expensive, inefficient and environmentally problematic. Rather than accept the challenge, they spent three years developing a proprietary wine pouch capable of preserving and ageing wine in a way that mimics a traditional glass bottle and cork. Today, EcoSIP works with major brands including Naked Wines and The Wine Society, providing innovative sustainable packaging solutions that reduce cost, waste and environmental impact while maintaining wine quality. In this episode, Jamie shares the journey from startup retailer to specialist co-packer, the realities of bootstrapping deep product innovation, and their ambitious plans to make sustainable wine packaging a global standard. In this episode: A pandemic pivot that changed everything When lockdown disrupted their newly launched wine retail business, Jamie and Alex quickly shifted towards direct-to-consumer wine tasting experiences. The challenge soon became obvious. Shipping wine in glass bottles was expensive, heavy and fragile, often costing more than customers expected and creating significant environmental impact. The solution started with a prototype made using hair straighteners and a cereal box. That simple idea ultimately evolved into EcoSIP's proprietary wine pouch technology. Solving a problem others couldn't The team identified a major issue with existing alternatives. Cans prevent oxygen transfer completely, affecting wine development. Traditional bag-in-box solutions allow too much oxygen exposure, impacting quality. EcoSIP set out to create packaging that behaves more like a glass bottle with a cork. After three years of research and development, multiple material generations and constant reinvestment of profits, they developed a pouch capable of replicating the oxygen transfer characteristics needed for wine ageing. Building a defensible business One of the most fascinating aspects of the conversation is how Jamie and the team built genuine barriers to entry. Their competitive advantage now includes: • Proprietary pouch design • Trademark protection • Patent-pending processes • Specialist filling and preservation methods • Deep operational expertise developed through years of experimentation The result is a packaging solution that many competitors would struggle to replicate. Quality control at scale Protecting wine quality remains central to EcoSIP's proposition. Their process includes: • HEPA-filtered clean room environments • Individual bottle quality checks before decanting • CO₂ blanketing to minimise oxidation • Nitrogen purging to reduce oxygen levels before filling • Carefully engineered packaging materials designed for long-term wine preservation These systems allow clients to maintain product quality while benefiting from a more sustainable delivery model. Growing through reputation Unlike many startups, EcoSIP has achieved growth primarily through referrals and word of mouth. Satisfied customers have become advocates, creating a strong pipeline without significant marketing investment. This organic growth has helped the business scale while remaining fully self-funded. Funding growth without losing focus The company has been built using: • Trading profits • R&D tax credits • A Bounce Back Loan Every available resource has been reinvested into developing the technology and refining the process. Now, with the product proven and commercial demand growing, the next step is investment in sales and marketing capability. The global vision Jamie's ambition extends far beyond UK wine packaging. The long-term vision is to establish packaging hubs close to wine production regions around the world. Instead of shipping heavy glass bottles internationally, wine could be packaged near source and distributed more sustainably. Eventually, EcoSIP aims to transition from co-packing to licensing its technology directly to wineries globally. The One Key Thing Innovation becomes far more valuable when it solves a genuine customer problem. EcoSIP's success didn't come from creating new technology for its own sake. It came from relentlessly solving the challenges of cost, sustainability and quality in wine distribution until they created something genuinely difficult to copy. Standout Quote "We spent three years reinvesting everything back into the product until we had a solution that genuinely worked." About EcoSIP EcoSIP provides innovative sustainable wine packaging solutions through its proprietary pouch technology, helping wine brands reduce costs, improve sustainability and deliver high-quality products to consumers in a more flexible format. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. http://Smart90.co.uk/summit Jamie can be found here: https://www.ecosip.co.uk/ https://onlinewinetasting.club/ jamie@onlinewinetasting.club Resources: The Maker & The Merchant Podcast - https://open.spotify.com/show/51mYMnpuCR9UKxydI1OgXT?si=c75509dfa1f14124
How often do business owners make decisions they later regret? Whether it's hiring, investment, strategy, pricing or growth, most founders like to believe they make rational decisions. Yet the reality is that emotions influence almost every business decision we make. In this episode of ScaleUp Radio, Kevin Brent is joined by psychologist, researcher and entrepreneur Magda Du Preez, founder of GetSense.net. Following years of academic research into decision-making and cognitive bias, Magda has developed practical tools that help entrepreneurs and leaders make better decisions under pressure. The conversation explores why emotions are not the enemy of good decision-making, how confidence impacts business performance, and why creating clear decision rules can dramatically improve organisational effectiveness as businesses scale. In This Episode How one hiring decision nearly bankrupted a business Magda shares the story that sparked her research journey. A client faced intense investor pressure to make a senior hire quickly. The decision was driven more by emotion than evidence and almost resulted in the collapse of the business. That experience led Magda to investigate how emotions influence judgement and trigger cognitive biases, ultimately resulting in the creation of GetSense.net. Why emotions matter in business decisions Entrepreneurs rely on emotional energy to move quickly and seize opportunities. The challenge is not eliminating emotion but understanding how it affects thinking. Magda explains that when emotions go unchecked, they can distort judgement, increase bias and create blind spots. Learning to recognise and manage these emotional influences is a critical leadership skill. The FIRE framework for better decisions Magda introduces her practical four-step framework: F – Feel Recognise and acknowledge the emotion you are experiencing. I – Inspect Examine what is triggering the emotion and how it may be affecting your thinking. R – Respond Choose a deliberate response rather than reacting automatically. E – Evolve Learn from the experience and continually improve future decision-making. This process helps leaders create a pause between emotion and action, allowing better choices to emerge. The one key thing Appropriate confidence is the foundation of better decision-making. According to Magda, appropriate confidence is the ability to accurately distinguish between what you know and what you think you know. It acts as the gatekeeper to many other cognitive biases and can significantly influence business performance. Research highlighted in the discussion suggests that even modest improvements in appropriate confidence can correlate with substantial improvements in business growth. Four decision-making capabilities every founder should develop Magda identifies four critical areas: Appropriate Confidence Accurately assessing your own knowledge and certainty. Risk Appraisal Evaluating risk objectively rather than emotionally. Objectivity Seeing through framing effects and cognitive distortions. Decision Rules Creating clear guardrails that simplify and improve decisions. Decision rules: the scaling tool most leaders overlook One of the most practical discussions centres around decision rules. Unlike values, which remain relatively stable over time, decision rules are temporary and contextual. They create clarity around priorities and empower teams to make aligned decisions without constantly seeking approval. Examples include: No capital expenditure this quarter No hiring unless revenue targets are achieved Customer retention before customer acquisition Focus on recurring revenue opportunities only By creating clear decision rules, founders reduce decision bottlenecks and free themselves from becoming the centre of every choice. Practical tools you can use immediately Magda shares several simple but powerful techniques: The Reversibility Test Ask yourself: "Is this decision reversible?" If it is not, slow down and spend more time evaluating options. The 10-10-10 Method Consider the consequences: In 10 minutes In 10 months In 10 years This creates perspective and reduces emotional overreaction. Behavioural Circuit Breakers Create simple interruptions when emotions are running high: Take a sip of water Step outside the room Use visual reminders such as a FIRE note on your desk Small actions can create enough space for better thinking. AI as a thinking partner, not a replacement Magda also discusses the role of AI in decision-making. Rather than outsourcing thinking, leaders should use AI to challenge assumptions, surface blind spots and ask better questions. One particularly useful technique is asking AI to critique its own recommendations from the perspective of a recognised expert. This helps improve the quality of insights while keeping the human firmly in control of the final decision. Key Takeaways Emotions drive far more business decisions than most leaders realise. Appropriate confidence is a critical predictor of decision quality. Better decision-making can be learned and improved systematically. Decision rules help teams move faster while remaining aligned. AI works best as a thought partner rather than a decision-maker. Small behavioural interventions can dramatically improve judgement under pressure. About Magda Du Preez Magda Du Preez is a psychologist, researcher and entrepreneur. She is the founder of GetSense.net, a platform designed to help individuals and organisations improve decision-making through evidence-based frameworks, AI-assisted coaching and practical learning tools. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. http://Smart90.co.uk/summit Magda can be found here: https://getsense.net/contact - Don't forget to mention ScaleUp Radio to get a free trail! Resources: Noise by Daniel Kahneman - https://uk.bookshop.org/p/books/noise-daniel-kahneman/1584645?ean=9780008309039&next=t Hammock Way of Life by Janet Tanguay - https://hammockwayoflife.com/store/
Most business owners spend years building their company, yet very few spend any time building an exit strategy. In this month's ScaleUp Radio Shorts episode, Kevin Brent and Louise Blunt explore why exit planning isn't really about leaving your business. It's about creating a stronger, more valuable, and less owner-dependent company today. The reality is sobering. For many founders, their business is their most valuable asset after their home, yet the vast majority have no formal exit plan. Even fewer achieve the outcome they hoped for when they eventually sell. The good news? The same disciplines that increase business value are the very things that help you scale more effectively, improve profitability, and create greater freedom as an owner. In This Episode Why Exit Planning Is Really a Growth Strategy An exit plan should not be something you create a few years before retirement. Instead, it should become a framework for building a stronger business today. The systems, processes, leadership capability and recurring revenues that make a company attractive to buyers are exactly the same things that make a business easier to run and scale. Understanding What Your Business Is Really Worth Many founders significantly overestimate the value of their business. Kevin and Louise discuss: Typical valuation methods for SME businesses Profit multiples and how they influence value The difference between EBITDA and Seller's Discretionary Earnings (SDE) Why two businesses with similar profits can command very different valuations The Eight Drivers of Business Value The Entrepreneurial ScaleUp System identifies eight key drivers that influence valuation, including: Financial Performance Growth Potential Recurring Revenue Customer Satisfaction Monopoly Control Switzerland Structure Hub and Spoke Transferability and independence from the founder Improving these areas can significantly increase both the value and attractiveness of your business. The Most Important Driver: Hub and Spoke One of the biggest value destroyers is founder dependency. If every key decision, relationship and process relies on the owner, the business becomes difficult to sell and difficult to scale. Kevin and Louise discuss how founders can: Document key processes Develop leadership capability Delegate responsibilities Build systems that reduce reliance on the owner The ultimate goal is to create a business that continues to thrive without you. Finding the Right Buyer The discussion also explores: Strategic buyers versus financial buyers Why existing customers, suppliers and competitors are often the most likely acquirers How strategic buyers can pay significant premiums Why businesses roughly ten times your size may represent ideal acquisition targets Creating a Practical Exit Plan Your exit strategy does not need to be complicated. A simple two or three-page document can cover: Personal objectives Current business valuation Investment story Target buyers Improvement priorities across the value drivers 12 to 24-month action plans Key Standout Message "An exit plan is actually a growth plan in disguise." The actions that increase business value are the same actions that improve scalability, profitability and owner freedom. The One Key Thing Build a business that can thrive without you. The biggest factor influencing both valuation and scalability is reducing founder dependency. The sooner you start transferring knowledge, developing leaders and creating systems, the more options you'll create for your future. 90-Day Action Challenge Block out 90 minutes and: Score your business against the eight value drivers. Identify your three weakest areas. Map potential future buyers. Create your investment story. Commit to three actions for the next 90 days. Smart90 Feature Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Smart90.co.uk/summit This episode was created using AI
Why do so many businesses hit a ceiling at around 10 employees? Many founders start their business because they're brilliant at what they do. In the early days, decisions are fast, communication is simple, and the founder sits at the centre of everything. Then the business grows. Suddenly, what made the business successful starts to become the thing holding it back. In this episode of ScaleUp Radio, Kevin Brent speaks with Tameron Chappell, founder of Athinka, a business psychology consultancy that helps organisations build healthier, higher-performing teams using evidence-based psychology rather than management fads and airport business books. Tameron explains why the transition beyond 10 employees is one of the most challenging moments in a founder's journey, how personality dynamics influence team performance far more than technical capability, and why shared leadership is critical for sustainable growth. About Tameron Chappell Tameron is the founder of Athinka, a consultancy specialising in business psychology and team effectiveness. Working primarily with startups and scale-ups, Tameron combines psychodynamic and systemic approaches to help founders and leadership teams understand the hidden patterns, behaviours and relationships that influence performance. His work often begins when traditional consulting approaches have failed to deliver lasting results, helping organisations uncover the deeper causes of team dysfunction and leadership challenges. In this episode: Why businesses often stall at 10 employees Many founders unknowingly create a business model that relies entirely on them. As the team grows, this becomes unsustainable. The founder becomes the bottleneck for decisions, problem-solving and accountability. Tameron explains why the 10-person mark is a critical inflection point and why leaders must begin building shared ownership and leadership much earlier than they think. The uncomfortable reality of scaling leadership One of the biggest mindset shifts for founders is recognising that they may not always be the best person for their current role. Growth requires leaders to continually evolve and sometimes redefine their responsibilities. Tameron discusses why succession planning, delegation and leadership development should be part of the scaling conversation from day one. Why personality matters more than technical skills Recruitment often focuses heavily on experience, qualifications and technical competence. However, Tameron argues that personality fit, behavioural tendencies and stress responses are often far better predictors of long-term success. Past performance in one environment does not guarantee success in another. Understanding how individuals naturally operate under pressure can significantly improve hiring decisions and team performance. Understanding the psychology behind team dynamics Rather than viewing personality through simplistic labels and categories, Tameron describes personality as a complex mixing deck of traits that interact differently depending on circumstances. Helping team members understand their own preferences and those of colleagues can reduce conflict, improve communication and increase trust. Evidence-based business psychology Athinka's approach is grounded in established psychological theory and research. The consultancy combines: • Psychodynamic approaches to explore the relationship between an individual's inner world and workplace behaviour. • Systemic approaches to uncover hidden organisational patterns and group dynamics. The result is practical insight that helps teams function more effectively and leaders make better decisions. Standout Quote "Most businesses don't stop growing because of strategy. They stop growing because the founder's control model no longer works." Key Takeaways • The 10-employee mark is often the first major scaling challenge. • Founders must evolve their leadership style as the business grows. • Shared leadership creates stronger, more resilient organisations. • Personality and behavioural fit matter more than technical skills alone. • Team effectiveness improves when people understand how others naturally operate. Resources mentioned in the episode: Internal Family Systems - https://ifs-institute.com/ Lumina Splash App - https://luminalearning.com/our-products/lumina-splash-app Co-Pilot - Claude - From Tameron: If you're a founder and you're curious about the psychology underneath your business — the patterns, the dynamics, the parts of you that show up under pressure — here are some resources I often recommend: Edgar Schein's work on Humble Leadership for the fundamental shift from 'expert' to open-minded curiosity which is the foundation of all relational leadership. Mike Hohnen's practical interpretation of Dave Snowden's Cynefin model, especially for founders navigating complexity, pace and ambiguity. Mike makes complexity human and usable. Richard Schwartz's Internal Family Systems (IFS) for understanding your inner architecture, your triggers, and how to lead yourself with more clarity and compassion. His book No Bad Parts is a great entry point. Systemic thinking for teams and organisations = anything that helps you uncover the hidden patterns around you. John Whittington's blogs (start with his views on Founders and their Origin Story https://www.linkedin.com/posts/johntkwhittington_systemiccoaching-founders-theoriginstory-activity-7452030365994569728-s7wJ?utm_source=share&utm_medium=member_desktop&rcm=ACoAAAC1NiYBYHjcV1QthjsMa96N6IIja61N-Mo ), Jan Jacob Stam's Systemic Leadership, and Tess Cope's Harness and Your Team Is Not The Issue are excellent. Trait‑based personality models such as Lumina Spark, Hogan, or NEO Primary Colours. These help you understand behaviour under pressure and in context. (N.B. Not Type tools like MBTI, DISC, Insights or Strengths, they're fun and ubiquitous, but they don't stand up to psychological scrutiny. If you want something highly practical, David Marquet's intent‑based leadership work (Turn the Ship Around, Leadership is Language) and his short Leadership Nudges videos on YouTube are brilliant for everyday behavioural shifts. And of course… if you've got humans in your business and don't fancy reading all these theories and ideas come and find me - I'm always curious about your world, your successes and challenges. Find me on LinkedIn or at Tameron.Chappell@athinka.com and if you mention you came across me via Kevin's podcast I can offer you a no-strings-attached Diagnostic Conversation where we can focus on your situation, leadership, team and organisation.
In this special edition of ScaleUp Radio Shorts, Kevin Brent and Louise Blunt revisit three standout conversations from recent ScaleUp Radio episodes to uncover a common thread running through them all. At first glance, these guests appear to operate in completely different worlds. Maritsa Inglessis specialises in people and HR. Peter Juhasz helps businesses generate growth through AI-powered revenue systems. Simon Bird works with founders on strategy, creativity and mindset. Yet all three are helping business owners solve the same challenge: escaping the founder trap. Whether you're struggling with people issues, feeling overwhelmed by growth challenges, or finding yourself stuck in the day-to-day running of the business, this episode offers practical insights to help you regain control and create a business that works for you, rather than because of you. In this episode: Why founders often become the biggest bottleneck in their own business Simon Bird explores the psychological challenges many founders face after years of building their companies. What starts as passion and excitement can gradually become pressure, responsibility and a sense of being trapped by the very business they created. The power of "Permission to Pause" Maritsa Inglessis introduces a powerful concept: giving yourself permission to stop, reflect and assess what your business actually needs before adding more people, processes or complexity. How poor onboarding and founder dependency drive employee turnover Learn how one business transformed from 100% staff turnover to retaining every employee for two years by improving onboarding, communication and delegation. Why drawing your business can reveal more than months of meetings Simon shares a fascinating exercise where founders visually represent their business challenges, uncovering hidden operational issues and alignment problems that traditional discussions often miss. Why most AI and growth initiatives fail Peter Juhasz explains why overcomplicating growth through multiple agencies and disconnected tactics often leads to frustration and burnout, and why combining AI with human expertise is critical for success. The role fear plays in leadership From difficult conversations with employees to making strategic decisions, all three guests highlight how fear can prevent founders from taking the actions their businesses need most. Key lessons from the discussion Stop trying to solve every problem yourself. Build systems rather than relying on heroics. Invest in proper onboarding and people development. Create space for strategic thinking. Don't confuse activity with progress. Use AI as an amplifier, not a replacement for expertise. Seek outside perspectives through coaches, advisors and trusted partners. Focus on building a business that can operate successfully without constant founder intervention. Standout Quote "Get the problem out of the founder's head and onto the table." About Smart90 Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 per seat. Find out more at Smart90.co.uk/summit. Listen to the full interviews If you enjoyed these insights, make sure you also listen to the full conversations with: Maritsa Inglessis Peter Juhasz Simon Bird Each episode explores these topics in far greater depth and provides practical advice you can apply immediately within your own business. Production Note This episode of ScaleUp Radio was produced with the aid of artificial intelligence to support content preparation, editing and production workflows. ScaleUp Radio is brought to you by Smart90 and inspired by the Entrepreneurial ScaleUp System, helping ambitious business owners scale with greater clarity, focus and confidence. LinkedIn & Instagram Post Have you accidentally become the biggest bottleneck in your own business? In this latest ScaleUp Radio Shorts episode, Louise Blunt and I reflect on three brilliant conversations with Maritsa Inglessis, Peter Juhasz and Simon Bird. They each approach business growth from a completely different angle: People and HR. AI and lead generation. Strategy and founder mindset. Yet they all uncovered the same challenge. The Founder Trap. The point where the business starts depending on you for everything, leaving you busy, overwhelmed and struggling to focus on what really matters. A few key lessons from the discussion: ✔️ Give yourself permission to pause before adding more people, processes or complexity ✔️ Great onboarding and clear expectations reduce turnover and increase performance ✔️ AI works best when combined with human expertise and accountability ✔️ The best leaders don't carry every problem themselves If you're trying to scale while feeling stuck in the day-to-day, this episode is packed with practical insights. Listen here: [Insert Episode Link] #ScaleUpRadio #Smart90 #StopTheDrift #G90Summit #BusinessStrategy #LeadershipDevelopment #FounderMindset #NinetyDayPlanning BizSmart Comment A brilliant ScaleUp Radio Shorts episode that brings together three very different perspectives on one challenge most founders face. Well worth a listen if you're trying to create a business that scales without depending on you for everything. Smart90 Comment Most business owners don't need another tactic. They need clarity on what matters most next. This ScaleUp Radio Shorts episode is full of practical insights to help founders step back, refocus and build a business that can grow sustainably. :::
In this episode of ScaleUp Radio, Kevin Brent is joined by Maritsa, founder of The People Keeper, to explore one of the biggest challenges facing growing businesses: keeping great people. Maritsa shares how her business evolved from offering a single employee retention service into a comprehensive framework that helps companies with between 2 and 50 employees build the people foundations needed for sustainable growth. Together they discuss why staff turnover is rarely a recruitment problem, how founders can overcome the fear of delegation, and why strong people systems create the stability every growing business needs. In this episode: Why The People Keeper completely restructured its service offering to better support growing SMEs The Three-Legged Stool Framework for building a stable people foundation The hidden costs of employee turnover and why prevention is significantly cheaper than replacement How outdated processes and founder dependency create retention problems The role of leadership development in successful delegation Practical ways founders can overcome the fear of letting go How effective onboarding accelerates performance and retention Why retention is an outcome of good systems rather than a standalone objective The Three-Legged Stool Framework Maritsa explains that every business needs three critical foundations in place: 1. Legal and Operational Basics Contracts, policies, procedures and templates that provide clarity and consistency. 2. Day-to-Day Operations Effective hiring, onboarding, management capability and communication systems. 3. Future-Facing Strategy Aligning people plans with business objectives, whether that's growth, acquisition, succession or exit planning. When all three legs are working together, businesses create the stability that naturally improves retention. Case Study: Solving 100% Annual Staff Turnover One recruitment agency approached Maritsa with a serious challenge. Despite employing only four people, the business was experiencing 100% annual staff turnover. After investigating, three core issues emerged: Processes had not adapted to a fully remote working environment following Covid The founder was heavily involved in every decision, creating bottlenecks and dependency New hires were expected to learn through an overwhelming two-week virtual shadowing process Rather than focusing solely on recruitment, Maritsa addressed the underlying systems. A promising team member was developed into an Office Manager role, receiving training in leadership, performance management and conducting effective one-to-ones. The onboarding process was redesigned with clear success measures and structured milestones. The founder was supported in stepping back and delegating responsibility more effectively. The result? Staff turnover fell from 100% to 0% and has remained there for more than two years, saving the business an estimated £150,000 or more in replacement costs. Founder Delegation: The Real Barrier A key theme throughout the conversation is that delegation is rarely a capability issue. More often it is a psychological one. Many founders worry: What if someone makes a mistake? What if standards drop? What if customers are affected? Maritsa encourages founders to explore those fears openly. By asking, "What's the worst that could happen?" founders can identify realistic risks and put mitigation plans in place. The solution is not simply handing work over. It is about creating the conditions for success through training, authority, accountability and clarity. One Key Takeaway High turnover is usually a symptom, not the problem itself. When founders build strong systems, develop capable managers and create clear expectations, retention improves naturally. Great people stay where they can succeed. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It's a structured half-day session where we help founders identify the three to five priorities that genuinely matter over the next 90 days and build the systems to deliver them. Quarterly, virtual, and £97 a seat. You can find out more at http://Smart90.co.uk/summit . Maritsa can be found here: https://thepeoplekeeper.com/ https://thepeoplekeeper.com/resources https://www.linkedin.com/in/maritsai/ Resources: PX Espresso with Luke O'Mahoney - https://open.spotify.com/show/1M3SBzxJpogaR5aG6JL0eN Claude - https://claude.ai/
What happens when founders get fed up with fragmented agencies, disconnected marketing tactics, and expensive growth projects that fail to deliver? In this episode of ScaleUp Radio, Kevin Brent sits down with Peter Juhasz, co-founder of Syrvi.ai, to explore how they are reinventing go-to-market support for SMEs through what they call "Service as Software". Peter shares the scaling journey behind Syrvi.ai, from bootstrapping a tech platform with no previous software experience to building a 12-person team supporting around 30 active clients across the UK and beyond. The discussion dives into why traditional agency models often fail scaling businesses, how AI is changing the way SMEs approach growth, and why guarantees and trust are central to Syrvi.ai's model. A standout message from this episode: "Most SMEs don't need more agencies. They need one joined-up revenue system." In This Episode Why SMEs Struggle to Scale Peter explains the challenge many growing businesses face between: Trying to learn and implement AI internally Hiring multiple specialist agencies that rarely work cohesively together The result is often: High costs Conflicting strategies Founder burnout Poor ROI Fragmented accountability Peter references research suggesting over 95% of growth projects fail because businesses focus on isolated tactics instead of integrated systems. The "Service as Software" Model Syrvi.ai combines: Human expertise AI automation Proprietary software Integrated go-to-market execution Their Revenue Engine platform supports: Multi-channel outreach campaigns LinkedIn and email pipeline generation AI-assisted thought leadership SEO and content creation Generative AI Engine Optimisation (GAIO) Rather than replacing humans with AI, Peter explains how AI enables SMEs to execute more consistently and strategically without needing multiple suppliers. Earning Trust Through Guarantees One of the most interesting parts of the conversation is how Syrvi.ai reduces client risk. Their process includes: A free 45-minute strategy session A bespoke 25-page go-to-market plan A 90-day pilot programme Guaranteed qualified opportunities If targets are missed: They continue working free of charge until achieved Or refund the client Peter explains why demonstrating value before asking for long-term commitment has been critical to their growth and retention. Building a Tech Company Without a Tech Background Peter openly shares the challenges of: Bootstrapping the business Building software from scratch Recruiting the right CTO Learning AI and technology fundamentals as non-technical founders The company has invested hundreds of thousands of pounds into developing their platform while staying founder-funded. Today: The business has 12 team members Supports around 30 active clients Is approaching break-even Leadership Lessons and Founder Advice Peter shares lessons he would give his younger self: Take balanced risks Learn business management earlier Understand M&A sooner Invest time learning technology and AI fundamentals He also discusses: Founder mindset Sustainable scaling Managing growth pressure Long-term vision Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It's a structured half-day session where we help founders identify the three to five priorities that genuinely matter over the next 90 days and build the systems to deliver them. Quarterly, virtual, and £97 a seat. You can find out more at http://Smart90.co.uk/summit . Peter can be found here: https://syrvi.ai/ Resources: Think & Grow Rich by Napoleon Hill - https://uk.bookshop.org/p/books/think-and-grow-rich-the-original-classic-hill/2073500?ean=9781906465599&next=t Good To Great by Jim Collins - https://uk.bookshop.org/p/books/good-to-great-collins-jim/5255326?ean=9780712676090&next=t Claude AI - https://claude.ai/
What happens when the business you built to create freedom starts feeling more like a trap? In this episode of ScaleUp Radio, Kevin Brent speaks with Simon Bird, founder of SEON, about one of the most common but least discussed challenges facing growing SME owners: the "Owner's Trap". Simon shares practical frameworks and diagnostic approaches designed to help founders step back, regain clarity, and reconnect with the purpose and direction of their business. Drawing on more than 25 years in global marketing leadership and seven years advising business owners through SEON, Simon explains why many leaders become overwhelmed as their businesses grow, and how structured thinking, visual frameworks, and better conversations can unlock progress. This conversation is packed with practical guidance for founders who feel busy, stretched, and stuck in operational complexity. In this episode: Why successful founders often become disconnected from the part of the business they originally loved The warning signs that operational pressure is beginning to affect performance and motivation Why trying to "solve" problems too quickly often creates more confusion How a "thinking partner" can help founders gain clarity and make better decisions The power of visual frameworks and metaphor to expose hidden business issues Why alignment problems inside leadership teams are often invisible until surfaced properly The importance of stepping back before jumping into strategy or restructuring How productising advisory services creates clearer value for clients Practical lessons Simon learned from building SEON from scratch Why consistent business development habits still matter, even for experienced advisers A standout insight from the episode One of the most powerful moments in the discussion is Simon's example of a husband-and-wife leadership team drawing their business as a car. One leader saw a polished, high-performing vehicle. The other saw it sitting in the garage with three wheels missing. That single exercise exposed a major operational disconnect that traditional meetings and reports had failed to uncover. It is a reminder that many business problems are not purely strategic or financial. Often, leaders are operating from completely different realities. The one key thing If your business feels harder to run than it should, resist the temptation to immediately fix symptoms. Pause first, diagnose properly, and create the space for honest thinking before choosing solutions. Simon can be found here: https://www.seongrowth.com/ simon@seongrowth.com Resources: The Long Game by Dorie Clark - https://uk.bookshop.org/p/books/the-long-game-how-to-be-a-long-term-thinker-in-a-short-term-world-dorie-clark/6104653?ean=9781647820572&next=t
In this special ScaleUp Radio episode, recorded live at our monthly ScaleUp Club Q&A session, Kevin Brent is joined once again by returning ScaleUp Radio guest Jennifer Appleton to explore one of the most powerful strategic concepts for growing businesses: the Hedgehog Concept from Jim Collins' Good to Great. Alongside the main discussion, members also heard an AI Pulse update from Paul at Green Gorilla Automation, showcasing how agentic AI tools like Claude can move from generic chatbot responses to genuinely useful strategic analysis when given the right business context. The conversation explores how founder-led businesses can avoid becoming "busy fools", stay focused on what truly drives profit, and use AI to enhance capability without losing the human insight that creates value. One standout theme throughout the session was this: "AI without context gives generic answers. AI with business context becomes a strategic thinking partner." In this episode The Hedgehog Concept explained We break down the three circles behind the Hedgehog Concept and why it matters for scaling businesses: What you are deeply passionate about What you can genuinely become best at What drives your economic engine The discussion highlights why businesses often lose momentum by saying "yes" to too many opportunities and how the Hedgehog acts as a practical filter for strategic decisions. ISO QSL's real-world Hedgehog Jennifer shares how ISO QSL defines its own Hedgehog: Passion: helping SMEs implement ISO systems Best at: implementing management systems for SMEs Economic engine: a recurring monthly retainer model She also explains how the business adapted after a major Google algorithm change impacted lead generation, including: Building a stronger referral strategy Exploring Generative Engine Optimisation (GEO) Protecting focus by avoiding distracting projects outside the core offer AI Pulse update – finding your Hedgehog with Claude Paul from Green Gorilla Automation demonstrated a live AI experiment comparing two Claude projects: One with no business context One connected to real company data including P&L, client lists and strategy documents The difference was dramatic. The context-rich AI project produced: Evidence-based strategic analysis SWOT recommendations Notion tasks Automated review scheduling A working hypothesis for the company's Hedgehog The session also introduced the practical "10/80/10" principle: 10% setup and context 80% AI execution 10% human review and refinement AI and the future of ISO auditing Jennifer also shared how ISO QSL is exploring AI-assisted auditing. Rather than replacing auditors, AI may: Pre-scan documents Identify gaps and trends Reduce low-value admin Allow auditors to focus on higher-value insight and improvement work The outcome: Increased capacity Better client experience Improved profitability without increasing fees Key Takeaways Strategic focus is often about deciding what not to do AI is only as valuable as the context you provide it Founder distraction is one of the biggest blockers to scale Recurring revenue models create stability and scalability AI works best as an enhancer of expertise, not a replacement for it The One Key Thing The businesses that scale most effectively are the ones disciplined enough to focus relentlessly on the few things they can genuinely become exceptional at. About ScaleUp Club ScaleUp Club is our monthly peer-to-peer session for ambitious business owners looking to scale with more clarity, structure and accountability. Each session combines: Strategic learning Practical workshops Peer discussion Expert guests AI and leadership updates Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It's a structured half-day session where we help founders identify the three to five priorities that genuinely matter over the next 90 days and build the systems to deliver them. Quarterly, virtual, and £97 a seat. You can find out more at http://Smart90.co.uk/summit . Jennifer can be found here: https://www.linkedin.com/in/iso-certification-iso9001/ https://www.isoqsltd.com/ https://oakhouseworkspace.co.uk/
What happens when you put a brand strategist and a leadership development expert side by side? In this episode of ScaleUp Radio Shorts, Kevin Brent and Louise Blunt reflect on two recent ScaleUp Radio conversations with Giles Etherington, founder of Brand Satellite, and Meredith Bell, co-founder of Grow Strong Leaders. At first glance, branding and leadership may seem like very different disciplines. But both guests shared remarkably similar lessons about feedback, self-awareness, founder blind spots and the importance of gaining an outside perspective. The central theme running through both discussions is simple: When you're inside the jar, you can't read the label. Whether it's understanding how customers perceive your brand or recognising the impact your leadership style has on your team, scaling successfully requires the humility to seek honest feedback and the willingness to act on it. In this episode: Why founders struggle to see their own blind spots Giles shared a powerful analogy that many business owners will recognise. We become so immersed in our businesses that we often lose sight of how customers actually experience them. Similarly, Meredith explained how leaders frequently remain unaware of the signals they send to their teams and the unintended consequences those behaviours create. The value of independent feedback Both guests emphasised the importance of creating systems that reveal the truth. Giles uses independent customer interviews to uncover the emotional drivers behind buying decisions. Meredith uses 360-degree feedback tools to help leaders understand how their behaviour impacts those around them. Both approaches provide insights that founders simply cannot generate on their own. Why emotion matters more than features One of Giles' key messages was that customers rarely buy based on rational arguments alone. Businesses that focus only on services and features often end up competing on price. The strongest brands understand the emotional challenges their customers face and communicate how they help solve them. Hiring for fit, not just capability Meredith reflected on lessons learned during periods of rapid growth. Technical expertise alone does not guarantee success. Hiring decisions must consider culture, values and long-term fit. Structured onboarding, clear expectations and regular conversations create a much stronger foundation for success. Branding versus brand Many founders assume their logo is their brand. Giles challenged this thinking by explaining that logos, colours and visual identity are simply branding. Your brand is what people think and feel about your business once they experience it. Without a clear strategy behind it, even the most attractive branding becomes little more than decoration. Why values need systems Meredith highlighted how many organisations invest heavily in defining mission statements and values, only for them to become forgotten words on a wall. The difference comes when leaders intentionally build systems and behaviours that bring those values to life every day. Developing leaders instead of creating dependency As businesses grow, founders must move beyond solving every problem themselves. Rather than providing answers, Meredith encourages leaders to coach their teams by asking better questions and helping people develop their own judgement. This creates stronger leaders throughout the organisation and reduces dependency on the founder. AI is a tool, not a shortcut Both guests discussed the growing role of Artificial Intelligence in their work. Giles uses AI daily but warns that it cannot replace genuine customer understanding and emotional insight. Meredith uses AI as a coaching and reflection tool, helping her identify leadership habits and areas for improvement. In both cases, AI enhances expertise rather than replacing it. The One Key Thing The businesses that scale fastest are led by founders who actively seek perspectives beyond their own. Whether it's customer feedback, team feedback, leadership coaching or AI-assisted reflection, growth begins when we stop assuming we already know the answer. Key Quote "When you're inside the jar, you can't read the label." Resources Mentioned Brand Satellite Grow Strong Leaders 360 Degree Feedback Smart90 G90 Summit About Smart90 Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 per seat. Find out more at Smart90.co.uk/summit Production Note This episode of ScaleUp Radio Shorts was produced with the aid of Artificial Intelligence to help analyse themes, identify key insights and support the creation of episode summaries and content.
What happens when the founder becomes the bottleneck in their own business? In this episode of ScaleUp Radio, Kevin Brent speaks with leadership expert and co-founder of Grow Strong Leaders, Meredith Bell, about why leadership is often the hidden constraint preventing businesses from scaling. Meredith shares how founders unintentionally create dependency cultures by solving every problem themselves and explains the mindset shift required to build confident, high-performing teams that can operate independently. She also reveals how Grow Strong Leaders evolved from a consulting business into a SaaS platform long before software subscriptions became mainstream, and how AI is now accelerating leadership development through continuous self-coaching and reflection. In this episode: Why leadership is the number one reason employees leave businesses How founders unknowingly become the scaling bottleneck The power of asking better questions instead of giving answers Why self-awareness is critical for effective leadership How 360° feedback exposes blind spots leaders cannot see themselves The habit-building system behind sustainable leadership development Lessons from pivoting from consulting into software in the 1990s Why vulnerability builds trust and stronger cultures A practical framework for giving constructive feedback How to hire for character and culture fit, not just capability Why 90-day trial periods protect both employer and employee How Meredith uses AI tools like ChatGPT and Claude for personal coaching and development Key Insights from Meredith Bell Leadership is the real scaling constraint Many founders hit a growth ceiling because the business depends too heavily on them. Meredith explains that scaling requires leaders to stop being the person with all the answers and instead become someone who develops the capability of others. Rather than immediately solving problems, leaders should ask: What options have you considered? What are the pros and cons? What would you recommend? This shift creates ownership, confidence and accountability across the team. Feedback only works when it becomes a system Most organisations treat feedback as occasional and uncomfortable. Meredith believes feedback should become part of everyday culture. Her recommended framework for constructive feedback: Describe the behaviour Explain the impact Clarify the desired behaviour Gain commitment moving forward Positive feedback is equally important. Specific appreciation helps employees feel valued and increases the likelihood of repeating productive behaviours. The strongest leaders are willing to be vulnerable Meredith shares how leaders who openly admit mistakes create psychological safety for their teams. When people feel safe acknowledging problems quickly, businesses solve issues faster and avoid blame cultures. AI is changing leadership development One of the most fascinating parts of the conversation explores how Meredith uses AI tools to analyse sales conversations and podcast interviews. By reviewing transcripts with AI, she identified: A tendency to avoid being direct in sales conversations Missed opportunities to ask deeper follow-up questions Areas where communication clarity could improve This continuous, unbiased feedback loop is helping accelerate personal growth in a way previously unavailable to most leaders. The One Key Thing "The moment founders stop being the answer to every problem is the moment their business becomes capable of truly scaling." A standout quote from Meredith Bell "Self-awareness is impossible to achieve alone. We all have blind spots." Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It's a structured half-day session where we help founders identify the three to five priorities that genuinely matter over the next 90 days and build the systems to deliver them. Quarterly, virtual, and £97 a seat. You can find out more at http://Smart90.co.uk/summit . Meredith can be found here: Meredith@GrowStrongLeaders.com (757) 656-4765 (office) (804) 824-4958 (mobile) Website: https://growstrongleaders.com/ Books: Connect with Your Team: Mastering the Top 10 Communication Skills https://amzn.to/3jL0pEI Peer Coaching Made Simple https://amzn.to/37iq3MP Social Website: https://growstrongleaders.com/ LinkedIn: https://www.linkedin.com/in/meredithmbell Facebook: https://www.facebook.com/MeredithMBell Instagram: https://www.instagram.com/meredithmbell/ Twitter: https://twitter.com/meredithmbell Blue Sky: https://bsky.app/profile/meredithbell.bsky.social Grow Strong Leaders Podcast: https://growstrongleaders.com/podcasts/ https://www.youtube.com/channel/UC1Yqt-i8ehRSj5pEb1VEgSA Resources: "The Power of Systems" - Steve Chandler & Trevor Timbeck PODCAST - "Caffeine for the Soul"
What actually makes customers choose your business over a cheaper competitor? For many SMEs, the answer is unclear because their messaging sounds exactly the same as everyone else in the market. In this episode of ScaleUp Radio, Kevin Brent is joined by brand strategist Giles Etherington to unpack why so many businesses fall into the trap of competing on rational features and services instead of emotional connection and customer transformation. Drawing on experience from global agencies including JWT, Giles shares a practical framework for building a brand strategy that helps scaleup businesses stand out, increase trust, and avoid the race to the bottom on price. This conversation is packed with actionable advice for founders and leadership teams who want their brand to become a strategic growth asset rather than simply a logo or visual identity. In this episode: Why competing on services alone pushes SMEs into price wars The difference between "brand" and "branding" and why it matters How emotional positioning influences customer buying decisions The role trust plays in high consideration purchases Why most values workshops fail to create a meaningful brand The step by step process Giles uses to uncover a company's Brand DNA How customer interviews reveal emotional drivers founders often miss Why AI currently creates "average" brands rather than distinctive ones How expert-led positioning creates clearer messaging and stronger differentiation The importance of understanding customer transformation, not just customer problems Key Takeaways Brand is emotional, not rational Most SMEs describe themselves through services, products, or technical capability. The challenge is that competitors often say exactly the same thing. Giles explains why customers make decisions emotionally first and rationally second, and how founders can position their business around trust, transformation, and emotional outcomes. Branding is not the same as brand A logo, colour palette, and website are branding assets. A brand is the emotional perception customers hold about your business. Without strategic clarity first, visual branding alone rarely creates differentiation. Customer insight should drive strategy Instead of relying on internal assumptions, Giles advocates direct customer research and interviews to uncover the emotional concerns and aspirations driving buying behaviour. AI supports expertise but does not replace strategy AI can speed up execution and support ideation, but it lacks the nuance, emotional understanding, and strategic judgement needed to build distinctive positioning. Giles Etherington's Brand Strategy Framework Giles shares the structured process he uses to help SMEs clarify and strengthen their market position: Deep strategic questionnaire Independent customer research and interviews Collaborative workshop to challenge assumptions Development of a Brand DNA Blueprint Messaging aligned to customer emotion and transformation Branding execution built on strategic foundations One standout message from the episode "Businesses that compete on rational services alone end up in a race to the bottom. The brands that scale are the ones customers emotionally connect with." The one key thing The one key thing scaleup leaders should take away from this episode is this: Customers rarely buy purely because of what you do. They buy because of how you make them feel, the confidence you create, and the transformation they believe you can deliver. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It's a structured half-day session where we help founders identify the three to five priorities that genuinely matter over the next 90 days and build the systems to deliver them. Quarterly, virtual, and £97 a seat. You can find out more at http://Smart90.co.uk/summit . Giles can be found here: https://www.linkedin.com/in/gilesetherington/ Resources: MEDIA Simon Sinnick Ted Talk "Find Your Why" https://youtube.com/watch?v=iFkCMeEhs0Y APPS Otter Chat GPT
In this episode of ScaleUp Radio Shorts, Kevin Brent and Louise Blunt reflect on two fascinating conversations from the main ScaleUp Radio podcast. One with entrepreneur Lucy Robins, founder of Amp Wellbeing, and the other with leadership expert Mike Mair. At first glance, their worlds seem completely different. Lucy built a premium fitness equipment brand from scratch using her own savings, navigating supply chain chaos, inventory pressures, and the realities of scaling a product-based business. Mike spent years developing leaders inside major organisations before launching his own consultancy focused on strategic leadership and culture. Yet despite their different paths, both conversations point to the same core truth: sustainable scale comes from focus, consistency, and building people around you who can carry the business forward. In this episode: Why founders become the bottleneck Lucy Robins openly shares how every stage of growth required her to let go of another operational responsibility. From packing orders in her garage to outsourcing logistics and hiring specialist support, she realised that growth only happened when she stopped trying to do everything herself. The danger of "shiny object" scaling Lucy also reflects on expensive lessons around marketing spend, product range expansion, and trying to be everything to everyone. Instead, she found growth by narrowing focus, simplifying product lines, and concentrating on what customers valued most. Why accidental managers hold businesses back Mike Mair shares the striking statistic that 82% of managers are "accidental leaders" — promoted for technical skill rather than leadership capability. As businesses scale, this becomes a major challenge for founders trying to build sustainable teams. Creating a culture of feedback and trust Mike explains why feedback should become part of everyday culture rather than something reserved for annual reviews. He explores the importance of psychological safety, consistent communication, and helping teams feel safe enough to improve openly. Consistency versus intensity One of the standout lessons from the discussion is the idea that long-term success comes from consistency rather than occasional bursts of intensity. Whether in leadership, fitness, culture, or strategy execution, small repeatable actions create lasting momentum. Key Takeaway The one key thing: Scaling a business is not about doing more yourself. It is about building the systems, culture, and leadership capability that allow the business to grow beyond the founder. Standout Quote "Every stage of growth comes when I've realised that I'm now the next bottleneck." — Lucy Robins Another Powerful Insight Mike Mair shared a simple but powerful equation: The effectiveness of any strategy = the quality of the solution × the acceptance of the people. A brilliant strategy with poor team buy-in will almost always fail. Strong leadership and engagement matter just as much as the strategy itself. Smart90 Mention Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Smart90.co.uk/summit. About ScaleUp Radio ScaleUp Radio is the podcast for ambitious business owners looking to grow with clarity, confidence, and fewer costly mistakes. Hosted by Kevin Brent and brought to you by Smart90. This episode was produced with the aid of AI to support content preparation and production efficiency.
In this episode of ScaleUp Radio, Kevin Brent sits down with Lucy Robins to explore how she has built a premium wellness and fitness brand from scratch with a £50,000 personal investment and a clear mission: making movement part of everyday life. Lucy shares the realities of bootstrapping a product business in today's market, from managing long lead times and cash flow pressures to building a brand that sits comfortably between wellness interiors and fitness. With Amp Wellbeing growing rapidly across both direct-to-consumer and studio partnerships, this conversation is packed with practical lessons for founders navigating operational complexity while scaling sustainably. One standout message from the episode: "You have to keep identifying your own bottlenecks as a founder and systematically remove them if you want the business to grow." In this episode, you'll learn: Why Amp Wellbeing deliberately positioned itself between fitness and interior wellness How Lucy validated the concept before launch through instructor feedback and market testing The realities of bootstrapping a physical products business Why inventory management becomes critical when scaling B2B alongside D2C How outsourcing operational bottlenecks accelerated growth The importance of staying focused on core products and avoiding dead stock How partnerships, ambassadors and community marketing fuel brand awareness Why B2B partnerships with studios, retreats and hospitality brands represent the next stage of growth About Amp Wellbeing Founded 3.5 years ago, Amp Wellbeing creates premium, design-led fitness equipment designed to integrate seamlessly into home and studio spaces. The business currently operates with a 75% D2C and 25% B2B revenue split, with ambitions to grow the B2B side significantly over the next five years. Amp Wellbeing's products are manufactured in China and India, with a curated range focused heavily on Pilates equipment and neutral aesthetics designed to encourage sustainable movement habits. Key Takeaways Scaling often means letting go of tasks rather than holding onto them Inventory can become the biggest growth constraint in product-based businesses Niche focus can create operational simplicity and stronger profitability Community-led marketing can outperform large advertising budgets Cash flow discipline matters even more than revenue growth during scale-up The One Key Thing The one key thing from this discussion is that growth often stalls not because of lack of demand, but because founders become the operational bottleneck. Sustainable scaling requires systematically removing yourself from the areas slowing the business down. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It's a structured half-day session where we help founders identify the three to five priorities that genuinely matter over the next 90 days and build the systems to deliver them. Quarterly, virtual, and £97 a seat. You can find out more at http://Smart90.co.uk/summit . Lucy can be found here: https://www.linkedin.com/in/lucy-robins-ampwellbeing/ https://www.instagram.com/ampwellbeing/ Resources: PODCASTS Founder Stories Working Hard/Hardly Working Ladies Who Launch BOOKS Shoedog - Phil Knight This Is Marketing - Seth Godin Finance Intelligence - Karen Berman, Joe Knight APPS/TECH Claude.ai Notion
What if the real reason your business isn't scaling isn't strategy, systems, or sales… but the way you develop your people? In this episode of ScaleUp Radio, Kevin Brent is joined by leadership and strategic L&D expert Mike Mair to unpack one of the most overlooked drivers of sustainable growth: building engaged, high-performing teams through intentional leadership and culture development. Mike shares practical frameworks and real-world advice for SME leaders who want to create stronger cultures, develop future leaders, improve accountability, and unlock better performance across their teams. The conversation challenges the common perception of learning and development as a "nice to have" cost centre and instead positions people development as a core strategic growth lever. This episode is packed with practical guidance for founders, directors, and leadership teams navigating growth, culture challenges, and leadership complexity. In this episode, you'll discover: Why proactive people development is cheaper and more effective than reactive firefighting The "Permission to Pause" framework and how leaders can use it to make better strategic decisions Why culture is always a reflection of leadership The difference between high performers and high-potential future leaders How engaged employees create innovation, accountability, and sustainable productivity A simple but powerful formula for improving team effectiveness Practical ways to handle poor performance without damaging morale How to deliver feedback that encourages ownership instead of defensiveness Why onboarding is one of the most important cultural touchpoints in your business The role self-care and energy management play in effective leadership Key Insight from Mike Mair "A good strategy people believe in will outperform a brilliant strategy nobody buys into." Mike explains that leadership effectiveness is not just about having the best ideas. Sustainable results happen when people understand, accept, and engage with the direction of the business. One of the standout concepts discussed is: Quality of Solution × People's Acceptance = Effectiveness A strategy with moderate quality but strong team buy-in often creates significantly better outcomes than a technically perfect strategy with low engagement. For scaleup leaders, that means culture, communication, and leadership capability are not soft skills. They are commercial growth drivers. Practical Frameworks Discussed The "Permission to Pause" Framework Leaders often stay trapped in operational firefighting. Mike shares why stepping back to assess data, team capability, and culture is essential for making strategic decisions that support sustainable scaling. Building a Leadership Pipeline Instead of promoting only the strongest technical performers, Mike explains how businesses should proactively identify and nurture future leaders with the right mindset, behaviours, and potential. Creating a Strong Culture Mike outlines a simple three-step approach: Define the culture you want Assess the current reality honestly Build consistent incremental actions that bridge the gap Feedback as a Gift One of the most actionable leadership tools shared in the episode is replacing immediate criticism with the question: "How do you think that went?" This simple shift encourages reflection, ownership, accountability, and more productive conversations. The One Key Thing If you want better business performance, stop treating people development as an expense and start treating it as a strategic growth investment. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It's a structured half-day session where we help founders identify the three to five priorities that genuinely matter over the next 90 days and build the systems to deliver them. Quarterly, virtual, and £97 a seat. You can find out more at http://Smart90.co.uk/summit . Mike can be found here: https://www.linkedin.com/in/mike-mair/ https://www.mairdevelopment.co.uk/ Resources: The Truly Strategic L&D Leader bt Mike Mair SUMO - Paul McGee Daydreaming - Simon Clarkson Blue Ocean
In this episode of ScaleUp Radio Shorts, Kevin Brent and Louise Blunt unpack the powerful overlap between mindset and operational scale-up challenges through insights from two exceptional guests: Jacqueline Wales and Jules Herd. While Jules Herd brings practical expertise from the world of strategic communications and scaling technology businesses, Jacqueline Wales explores the deeper psychological patterns that often hold founders back. Together, their lessons reveal a critical truth: many operational bottlenecks are actually rooted in fear, control, and limiting beliefs. This episode explores: Why founders struggle to delegate effectively The difference between building a scalable business and creating a stressful job How fear of loss and fear of inadequacy affect leadership decisions Why "calculated risk" is essential for sustainable growth The dangers of promoting loyalty over capability Creating psychological safety within leadership teams Why clarity of audience and positioning matters more than ever The hidden link between mindset and operational execution One standout message from the discussion: "What got you here won't get you there." Kevin and Louise also discuss: Jules Herd's decision to move manufacturing from China to the UK to protect quality and supply chain resilience Jacqueline Wales' FEAR framework: Face it, Explore it, Act, and Rise The importance of hiring true experts as businesses scale Why founders must challenge their own assumptions and comfort zones The role of communication, trust, and self-awareness in building high-performing teams Key Takeaway The one key thing: Many scale-up problems that look operational on the surface are actually psychological underneath. Better strategy starts with better self-awareness. About the Guests Jacqueline Wales is an internationally recognised coach, speaker, and author specialising in Fear Intelligence and leadership transformation. Jules Herd is the founder of strategic communications agency Five in a Boat and host of On the Edge. She advises scaling businesses on communications, positioning, and operational growth strategy. Smart90 Mention Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Smart90 Summit Production Note This episode of ScaleUp Radio Shorts was produced with the aid of AI to support research, structure, and content development. Listen to the full episodes featuring Jacqueline Wales and Jules Herd on ScaleUp Radio wherever you get your podcasts.
In this episode of ScaleUp Radio, Kevin Brent is joined by expert advisor Jacqueline Wales, a leading authority on Fear Intelligence. This conversation reframes one of the most misunderstood forces in business, fear, and turns it into a practical leadership tool. Rather than trying to eliminate fear, Jacqueline explains how scaleup leaders can use it as valuable data to make better decisions, build stronger teams, and unlock growth. If you are navigating uncertainty, leading through change, or feeling stuck at a plateau, this episode offers clear frameworks and actionable insights to help you move forward with confidence. The One Key Thing The one key thing is this: fear is not the enemy of growth, it is the signal that tells you where growth needs to happen. Key Insights & Practical Frameworks 1. Fear is Data, Not Danger Jacqueline introduces the concept of Fear Intelligence – the ability to recognise fear as information rather than a threat. Fear is a natural neurological response, not a weakness It often hijacks decision-making by bypassing rational thinking The goal is not to be fearless, but to respond intelligently For scaleup leaders: If you ignore fear, it drives behaviour unconsciously. If you understand it, you can use it strategically. 2. The Four Core Fears Limiting Growth Most leadership hesitation and stalled growth can be traced back to four universal fears: Inadequacy – "Am I good enough?" Rejection – "What will others think?" Uncertainty – "What if this goes wrong?" Loss – "What might I lose if I try?" These fears quietly influence hiring, pricing, strategy, and decision-making. Practical application: Identify which fear is driving hesitation in your current business decisions. 3. The FEAR Framework: A Practical Tool for Leaders Jacqueline shares a simple but powerful framework to manage fear in real time: F – Face it Challenge the belief. Ask: Is this actually true? E – Explore the story Reframe your internal narrative. Move from doubt to possibility. A – Act differently Take action aligned with the new, more empowering belief. R – Rise with courage Lean into discomfort and treat challenges as growth signals. This is not theory, it is a repeatable process leaders can use daily. 4. Leadership Requires Strategic Vulnerability High-performing teams are built on trust, and trust starts with leadership behaviour. Admit when you do not know Encourage open dialogue Replace criticism with constructive "feed forward" Create psychological safety so people speak up Strong leaders do not project certainty at all times. They create environments where better thinking can emerge. 5. The Hidden Cost of Fear in Business Fear is not just emotional, it is financial. Jacqueline highlights how tools like the Fear Cost Calculator reveal millions in lost revenue caused by: Delayed decisions Avoided risks Missed opportunities Resistance to change The biggest risk in scaling is often staying comfortable. 6. Navigating Fear in the Age of AI A growing concern for leaders and teams is relevance in a rapidly evolving AI landscape. Fear of being replaced is widespread Leaders must separate hype from practical tools Upskilling and clarity are essential The role of leadership is to guide teams through change, not avoid it. Standout Message "Fear does not mean stop. It means pay attention." Practical Takeaways for ScaleUp Leaders Treat fear as a diagnostic tool, not a blocker Use the FEAR framework in decision-making moments Identify which of the four fears is influencing your leadership Build psychological safety through openness and trust Address fear proactively to unlock performance and growth About Smart90 If you're tired of ending the week busy but no further forward, I run a quarterly planning session called the G90 Summit, a structured half-day where founders and leadership teams get clear on the three to five things that must happen in the next 90 days, and commit to them. I run them quarterly. Find out more and reserve your place at Smart90.co.uk/summit. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It's a structured half-day session where we help founders identify the three to five priorities that genuinely matter over the next 90 days and build the systems to deliver them. Quarterly, virtual, and £97 a seat. You can find out more at http://Smart90.co.uk/summit . Jacqueline can be found here: https://www.linkedin.com/in/jacquelinewales/ https://fearintelligence.co/ jacqueline@jacquelinewales.com Resources: Fear Intelligence by Jacqueline Wales - https://books.google.co.uk/books/about/Fear_Intelligence.html?id=-Mij0QEACAAJ&redir_esc=y An Everyone Culture by Lisa Laskow Lahey- https://uk.bookshop.org/p/books/an-everyone-culture-robert-kegan/717142?ean=9781625278623&next=t Claude - https://claude.ai/ Gamma - https://gamma.app/ Notebook LM - https://notebooklm.google/
In this episode of ScaleUp Radio, Kevin Brent sits down with Jules Herd, founder of Five in a Boat, to unpack the real reasons scale-ups stall and what founders must do differently to grow sustainably. Jules shares hard-earned insights from working with Series A to C tech businesses, revealing why marketing often isn't the real problem and what actually needs fixing underneath. Key Takeaway The one key thing: Growth stalls when founders try to scale without upgrading their thinking, their team, and their focus. Standout Message "Marketing doesn't fail because marketing is broken. It fails because the business behind it isn't ready." The Problem: Founder Mistakes That Stall Growth Many scale-ups hit a ceiling not because of market conditions, but because of internal decisions: Treating the business like a job Founder dependency limits scalability and prevents the business from operating independently. Lack of audience focus Trying to target everyone results in wasted time, budget, and diluted messaging. Promoting loyalty over capability Early team members are elevated beyond their skillset, creating gaps at senior level. Avoiding calculated risk Founders hesitate to invest in key roles or decisions, ignoring the bigger cost of inaction. The Solution: What Founders Must Do Jules outlines practical steps to unlock growth: 1. Bring in Experience Secure mentors and non-execs Gain external perspective to challenge assumptions 2. Take Calculated Risks Assess upside vs downside properly Make informed decisions rather than avoiding them 3. Invest for Resilience Example: UK manufacturing shift to reduce supply chain risk Focus on long-term stability, not short-term savings 4. Build a Scalable Team Hire specialists (CFO, CMO, Ops leaders) Delegate effectively Balance scrappy startup mindset with professional expertise The Pivot: Five in a Boat's 360° Model Jules explains how Five in a Boat evolved: Clients paused comms work due to deeper business issues The business pivoted to a 360° advisory model Built a flexible structure combining core team + specialists Positioned as a practical, accessible alternative to large consultancies What makes it different: Integrated approach across growth challenges Deep operator experience Radical honesty with clients Passion Project: On the Edge Outside of her advisory work, Jules hosts On the Edge: Focused on resilience and defining life moments Explores when people chose to jump, were pushed, or stayed Aims to turn stories into a wider podcast platform Personal Motivation Jules is driven by a powerful legacy goal: To show her daughter the importance of ambition, resilience, and learning through failure. Smart90 Recommendation If you're tired of ending the week busy but no further forward, I run a quarterly planning session called the G90 Summit, a structured half-day where founders and leadership teams get clear on the three to five things that must happen in the next 90 days, and commit to them. I run them quarterly. Find out more and reserve your place at Smart90.co.uk/summit. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It's a structured half-day session where we help founders identify the three to five priorities that genuinely matter over the next 90 days and build the systems to deliver them. Quarterly, virtual, and £97 a seat. You can find out more at http://Smart90.co.uk/summit . Jules can be found here: https://www.linkedin.com/in/juliaherd/ https://www.fiveinaboat.com/ Resources: Traction by Gino Wickman - https://uk.bookshop.org/p/books/traction-get-a-grip-on-your-business-gino-wickman/3561744?ean=9781936661831&next=t Crossing The Chasm by Geoffrey A Moore - https://uk.bookshop.org/p/books/crossing-the-chasm-ga-moore/1986221?ean=9781841120638&next=t
This week on ScaleUp Radio Shorts, Kevin Brent and Louise Blunt unpack two fascinating conversations with founders operating in completely different worlds — yet connected by one powerful idea: Business success still comes down to people. On one side is Bob Ferguson — city councilman, long-standing business owner, and leader of what he calls an "all-volunteer army" through his network marketing organisation in Fairfield, Iowa. On the other is Priyanka Rao — immigrant tech founder and creator of MicroInterns, an innovative platform connecting students with startups through short-term, skills-based micro-internships. Together, their stories reveal extraordinary lessons around: AI and the future of hiring Leadership without ego Mental fitness and resilience Building ecosystems that scale Why culture matters more than credentials The importance of asking for help Interdependence in business growth Key Talking Points AI is changing recruitment — but not necessarily for the better Priyanka explains how businesses are increasingly using AI to write job descriptions while candidates use AI to create CVs — leaving "bots talking to bots". Her solution? Creating "tamper-proof micro-skill passports" through real-world startup projects that prove capability beyond keyword matching. Leadership is about making people want to be there Bob Ferguson shares why traditional command-and-control leadership simply doesn't work when leading independent teams and volunteers. He explores: Adam Grant's concept of "other-ish givers" Jim Collins' "Level 5 leadership" The importance of creating workplaces where people feel valued and included Resilience forged through adversity Priyanka shares the deeply personal story behind launching MicroInterns — including the Christmas period where she had just £5.45 left in her bank account while struggling to find work after university. From that experience came her powerful S.A.F.E framework: Start before you're ready Ask for help Fail fast Experiment Why ecosystems matter Both guests highlight the importance of surrounding yourself with the right people, partnerships and communities. Whether it's: Scottish startup support networks University partnerships Civic ecosystems Peer collaboration Arts and entrepreneurial communities …neither founder believes success happens in isolation. Memorable Quotes From The Episode "You can't have bots talking to bots and expect to truly understand people." "Make your workplace somewhere people want to be — not somewhere they have to be." "The only thing that is certain is change." "If you want something, ask for it. The worst they can say is no." Resources & Mentions Give and Take — Adam Grant Level 5 Leadership — Jim Collins Stephen Covey's concept of interdependence Transcendental Meditation (TM) MicroInterns Smart90® G90 Summit About ScaleUp Radio ScaleUp Radio brings together founders, entrepreneurs and scale-up leaders to share practical insights, honest experiences and lessons from building ambitious businesses. Produced with the aid of AI This episode and its supporting content were produced with the aid of Artificial Intelligence tools, alongside human research, editing and creative direction.
Hi there and welcome back to another edition of ScaleUp Radio, the podcast brought to you by Smart90, inspired by the Entrepreneurial ScaleUp System and designed to make navigating our ScaleUp journeys that little bit easier by learning from others' experiences. I'm Kevin Brent and in today's episode I'm joined by Priyanka Rao, founder of MicroInterns. Now if you've ever struggled with hiring or wondered whether CVs really tell the full story anymore, this one's for you. With AI now writing CVs and even running interviews, there's a growing question around trust in the hiring process. Priyanka is tackling that head on by connecting students with startups through short micro-internships, and creating something called a Micro-Skill Passport – a way to actually prove skills, not just claim them. What I really liked in this conversation was her mindset. From hitting a low point with just £5.45 in the bank, to building a platform that's already led to multiple full-time hires, all guided by her SAFE framework – Start, Ask, Fail Fast and Experiment. If you're tired of ending the week busy but no further forward, I run a quarterly planning session called the G90 Summit, a structured half-day where founders and the leadership teams get clear on the three to five things that must happen in the next 90 days, and commit to them. I run them quarterly. Find out more and reserve your place at Smart90.co.uk/summit. Make sure you don't miss any future episodes by subscribing to ScaleUp Radio wherever you like to listen to your podcasts - and why not give us a follow. For now, continue listening for the full discussion with Priyanka. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Kevin's Book Is Here! Drawing on BizSmart's own research and experiences of working with hundreds of owner-managers, Kevin Brent explores the key reasons why most organisations do not scale and how the challenges change as they reach different milestones on the ScaleUp Journey. He then details a practical step by step guide to successfully navigate between the milestones in the form of ESUS - a proven system for entrepreneurs to scale up. More on the Book HERE - https://www.esusgroup.co.uk/ Priyanka can be found here: https://microinterns.co.uk/ https://www.linkedin.com/in/priyankaraor/ Resources: Steal Like An Artist by Austin Kleon - https://uk.bookshop.org/p/books/steal-like-an-artist-10-things-nobody-told-you-about-being-creative-austin-kleon/566510?ean=9780761169253&next=t Mel Robbins Podcast - https://www.melrobbins.com/podcast/
Hi there and welcome back to another edition of ScaleUp Radio, the podcast brought to you by Smart90, inspired by the Entrepreneurial ScaleUp System and designed to make navigating our ScaleUp journeys that little bit easier by learning from others' experiences. I'm Kevin Brent and in today's episode I'm joined by Bob Ferguson. Bob brings a fascinating perspective on leadership - combining decades of experience in business, community building, and global networks - and at the heart of it all is one powerful idea: mental fitness. We explore why your effectiveness as a leader is shaped less by what you know, and more by your internal state - your ability to stay calm, open, and in control, especially under pressure. One standout message that really stayed with me was this: "In leadership, the state of the knower is just as important as the knowledge itself." We also talk about what it really takes to lead an "all-volunteer army," why inspiring people beats managing them, and how a small city of under 10,000 people became one of the most recognised intelligent communities in the world. If you're tired of ending the week busy but no further forward, I run a quarterly planning session called the G90 Summit, a structured half-day where founders and the leadership teams get clear on the three to five things that must happen in the next 90 days, and commit to them. I run them quarterly. Find out more and reserve your place at Smart90.co.uk/summit. Make sure you don't miss any future episodes by subscribing to ScaleUp Radio wherever you like to listen to your podcasts - and why not give us a follow. For now, continue listening for the full discussion with Bob. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Kevin's Book Is Here! Drawing on BizSmart's own research and experiences of working with hundreds of owner-managers, Kevin Brent explores the key reasons why most organisations do not scale and how the challenges change as they reach different milestones on the ScaleUp Journey. He then details a practical step by step guide to successfully navigate between the milestones in the form of ESUS - a proven system for entrepreneurs to scale up. More on the Book HERE - https://www.esusgroup.co.uk/ Bob cab be found here: https://www.linkedin.com/in/bobferguson/ https://appliedintelligencecoaching.com/ bob@fergleads.com 913-208-6357 Resources: Civic Intelligence Hub - https://civicintelligencehub.com/ Lifestyle Intelligence Hub - https://www.lifestyleintelligencehub.com/
This episode is created with the use of AI In this ScaleUp Radio Shorts episode, Kevin Brent and Louise Blunt unpack two recent interviews with very different leaders operating in very different sectors, yet facing strikingly similar scaling challenges. On one side, Paul Patras, a deep-tech founder translating complex AI into commercial value. On the other, Greg Baldwin, scaling a fast-growing operational business through practical, data-led leadership. This episode focuses on the practical shifts in thinking, communication, and leadership that enable businesses to move from complexity and instinct to clarity and scalable performance.
Hi there and welcome back to another edition of ScaleUp Radio, the podcast brought to you by Smart90, inspired by the Entrepreneurial ScaleUp System and designed to make navigating our ScaleUp journeys that little bit easier by learning from others' experiences. I'm Kevin Brent and in today's episode I'm joined by Greg Baldwin, Managing Director of Highway Traffic Management. Now this is a special one; because we're revisiting Greg's journey five years on to see what's actually happened since our last conversation. And it's a fascinating look at what real scaling looks like in practice. From rapid 65% growth to deliberately slowing things down, Greg shares why choosing control over speed has been critical to building a stronger, more sustainable business. One standout message really hit home for me: "We realised growth was putting too much pressure on the business and the people; so we chose control over speed." We also talk about leadership through personal loss, how to protect culture as you scale, and why starting simple with data beats jumping straight into technology. If you're tired of ending the week busy but no further forward, Smart90 might be for you. It's a simple 90-day execution rhythm with an AI alignment check that keeps your daily focus tied to what actually matters. Try it free at Smart90.co.uk. Make sure you don't miss any future episodes by subscribing to ScaleUp Radio wherever you like to listen to your podcasts - and why not give us a follow. For now, continue listening for the full discussion with Greg. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Kevin's Book Is Here! Drawing on BizSmart's own research and experiences of working with hundreds of owner-managers, Kevin Brent explores the key reasons why most organisations do not scale and how the challenges change as they reach different milestones on the ScaleUp Journey. He then details a practical step by step guide to successfully navigate between the milestones in the form of ESUS - a proven system for entrepreneurs to scale up. More on the Book HERE - https://www.esusgroup.co.uk/ Greg can be found here: linkedin.com/in/greg-baldwin-75497990 https://htmltd.co.uk/ greg.baldwin@htmltd.co.uk Resources: The Miracle Morning by Hal Elrod - https://uk.bookshop.org/p/books/the-miracle-morning-updated-and-expanded-edition-the-6-habits-that-will-transform-your-life-before-8am-hal-elrod/7737402?ean=9781399816052&next=t
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