The Business Development Podcast

In Episode 349 of The Business Development Podcast, Kelly Kennedy sits down with mindset expert, transformational coach, and entrepreneur Stacey Berger for a powerful conversation about why external success is never enough if it comes at the cost of fulfillment, purpose, and personal well-being. Stacey shares her journey from growing a corporate subsidiary from a million-dollar balance sheet to $60 million, to realizing that the career she once loved no longer aligned with the life she wanted to create.This episode explores burnout, leadership, work-life harmony, mindset, purpose, and the hidden beliefs that keep high achievers stuck. Stacey opens up about the hospital wake-up call that changed everything, the decision that helped her double her income while working half the hours, and why success begins by asking better questions. For entrepreneurs, executives, and ambitious leaders, this conversation is a reminder that you can never outperform your mindset, and that building a life you love starts with choosing a different way forward.Key Takeaways: You can never outperform your mindset. Your beliefs ultimately determine the actions you take, the opportunities you see, and the results you create.Success without fulfillment will eventually catch up to you. Titles, income, and achievements are not substitutes for purpose, alignment, and joy.Burnout often disguises itself as ambition. Many high performers don't realize they're burning out because they view exhaustion as a normal part of success.The quality of your life is determined by the quality of the questions you ask. Replacing "I can't" with "What if I could?" opens the door to new possibilities and solutions.Work-life balance is a myth. True success comes from creating harmony between the different areas of your life rather than trying to perfectly balance them.Your subconscious beliefs are driving most of your decisions. If you want different results, you must first identify and challenge the beliefs that are shaping your behavior.Purpose does not need to be complicated. Knowing what gives you life, energy, growth, freedom, and fulfillment is often enough to start moving in the right direction.Success is not about working longer, harder, and faster. Sustainable success comes from combining the right mindset with the right strategy rather than relying on hustle alone.If you are unhappy, waiting rarely changes anything. Transformation often begins with a decision to stop accepting the status quo and take responsibility for your own happiness.Life is too short to live someone else's version of success. The greatest regret is often not what we did, but what we failed to pursue because fear, comfort, or circumstances convinced us to stay where we were.Get in Touch with Stacey BergerConnect with Stacey Berger on LinkedIn:https://www.linkedin.com/in/stacey-berger/Learn more about Stacey's coaching, programs, and transformational work:www.staceyberger.caGet your tickets for Passion to Purpose Live, happening in October 2026:https://staceyberger.thrivecart.com/ppl-super-early-bird/

In Episode 348 of The Business Development Podcast, Colin Christensen returns for his fourth appearance on the show to explore one of the most fascinating and misunderstood industries in the world today. As CEO of Tidal Care Inc. and a mentor to more than 2,000 founders, Colin shares his journey into the mushroom industry, the differences between functional mushrooms and psilocybin, the emerging research surrounding mental health and wellness, and why entrepreneurs, researchers, and healthcare professionals are paying close attention to this rapidly evolving space.Throughout the conversation, Kelly and Colin discuss entrepreneurship, mentorship, human potential, innovation, and the future of mushroom-based therapies. From lion's mane and cordyceps to the commercialization of mushroom products and the challenges of building a business in an emerging industry, this episode offers an educational and thought-provoking look at a topic many people have heard about but few truly understand. Whether you're curious, skeptical, or simply interested in learning something new, this conversation will challenge assumptions and expand your perspective.Key Takeaways: Entrepreneurship rarely follows the plan you start with. The pieces appear as you keep moving.Mentorship matters because no founder can see every side of the problem alone.Wisdom is not about having the only right answer. It is about helping people see more clearly.Experienced leaders should not simply retire and disappear. Their knowledge needs to be passed on.Business is still deeply human. You cannot separate life, grief, family, purpose, and work completely.Impact matters more than ego. The real question is whether you made the world better.Mushrooms are far more complex than most people realize, ranging from culinary to functional to psychedelic.Functional mushrooms like lion's mane, cordyceps, and reishi are gaining attention for focus, energy, and wellness.Emerging industries require patience, education, regulation, and a real business model, not just hype.Human potential sits at the intersection of health, mindset, mentorship, entrepreneurship, and the courage to explore new ideas.Get in Touch with Colin ChristensenIf you enjoyed this conversation and would like to learn more about Colin's work in entrepreneurship, mentorship, startup growth, and the mushroom industry, you can connect with him here:

In Episode 347 of The Business Development Podcast, Kelly Kennedy sits down with Paul Riismandel, President of Signal Hill Insights and one of the leading voices in podcast audience research, to explore the future of podcasting, media, and audience attention. Drawing on more than two decades of experience in digital audio, podcasting, advertising, and audience measurement, Paul shares what creators, entrepreneurs, marketers, and business leaders need to understand about where the industry is headed and how audiences are consuming content in 2026 and beyond.From the myth that everyone skips podcast ads to the reality of audience growth, community building, content discovery, and the evolving relationship between audio and video, this conversation is packed with practical insights and thought-provoking perspectives. Paul challenges conventional wisdom around virality, explains why community matters more than most creators realize, and reveals what successful podcasters are doing differently to build loyal audiences in an increasingly competitive media landscape. Whether you're a podcaster, content creator, thought leader, marketer, or business owner, this episode offers a valuable look at the forces shaping the future of attention and influence.Key Takeaways: Audience quality matters more than audience quantity.One podcast listener is not the same as one passive TV or radio listener.A hundred downloads can represent a room full of people who chose to hear from you.Podcasting is a long game, not a viral lottery.You need to know who your audience is and why they should listen.Discovery starts by finding the audience, not just finding podcast listeners.Audio is not dead, but creators need to remind people how and when to listen.Short form content may be losing some of its hold as people want their attention back.Community is one of the strongest drivers of podcast growth and loyalty.Podcast ads work better than many people think because listeners do not skip them as much as they say they do.Want to learn more from Paul?Check out Signal Hill Insights and subscribe to Paul's newsletter. If you care about podcasting, media, audience growth, advertising, and the future of audio, it's one of the best sources of industry insights available.Signal Hill Insights Newsletter

In Episode 346 of The Business Development Podcast, Kelly Kennedy sits down with Rudy A. Zacharias and Terry Elkins of About That... to explore one of the most misunderstood topics in business: branding. Drawing on decades of experience helping organizations navigate growth and transformation, Rudy and Terry explain why a brand is far more than a logo. It is the sum total of what people think, feel, and experience when they interact with your company. Together, they unpack the warning signs that your business may have outgrown its brand, the importance of aligning perception with reality, and why successful companies often reach a point where evolution becomes necessary.The conversation also provides a behind-the-scenes look at About That...'s own transformation from G Squared to its new identity. Rudy and Terry share the intentional process behind the rebrand, the challenges of balancing existing brand equity with future growth, and the critical role of employee buy-in, change management, and communication throughout the journey. Whether you're considering a full rebrand, a brand refresh, or simply want to better understand how your organization is perceived, this episode offers practical insights into building a brand that reflects who you are today and where you want to go tomorrow.Key Takeaways: A brand is not your logo. Your brand is the sum total of what people think, feel, and experience when they interact with your company.The biggest reason companies rebrand is misalignment. When who you are as a business no longer matches how you are perceived in the market, a rebrand may be necessary.Growth often creates branding challenges. As companies evolve, expand into new markets, add services, or change leadership, their original brand may no longer accurately represent them.Living things grow and living things evolve. Businesses that remain exactly the same year after year risk becoming stagnant and losing relevance.Rebranding should never start with design. Before changing logos, websites, or visual identity, organizations must first understand their values, purpose, positioning, and stakeholder perceptions.Internal alignment comes before external messaging. Employees must understand and believe in the brand before the marketplace ever sees it. Your team becomes your most important group of brand ambassadors.The truth about your brand is often found through listening. Leadership's perception of the company can be very different from what employees, customers, vendors, and partners actually experience.A rebrand is not always the answer. Sometimes a refresh, updated messaging, service clarification, culture improvements, or operational changes can solve the real issue without a complete overhaul.Successful rebrands require change management and communication. If stakeholders do not understand why a change is happening, they will create their own narratives and assumptions.Values must be lived, not displayed. Trust is built when customers and employees can clearly see an organization's values reflected in its actions, decisions, and relationships every day.Connect with Rudy A. Zacharias & Terry Elkins

Episode 345 of The Business Development Podcast dives into a conversation that almost never gets talked about in entrepreneurship: what happens at the end. Kelly Kennedy sits down with Robert Welke, business growth strategist, Certified Exit Planning Advisor, entrepreneur, and Co-Founder of MExit Inc., to explore why so many business owners spend decades building companies only to discover they have nothing they can actually sell. Together, they unpack Canada's growing entrepreneurial challenges, the reality that more businesses are closing than opening, and why owner dependency may quietly be destroying business value long before owners ever think about exiting.Drawing from more than 35 years of entrepreneurial and leadership experience, Robert shares a practical framework for building businesses that are scalable, transferable, and capable of surviving beyond the founder. The conversation explores what makes a company truly sellable, why systems and leadership matter more than most owners realize, alternative exit strategies including employee ownership, and why building with the end in mind may be one of the most overlooked business disciplines today. Whether you plan to exit in three years, twenty years, or never at all, this episode will challenge the way you think about growth, legacy, and the future of entrepreneurship.Key Takeaways: If you want to sell your business, you have to build it to be sellable from the beginning.Owner dependency is one of the biggest threats to business value and transferability.Exit planning is not an event. It is a process that usually takes three to five years.A business that cannot run without the founder is much harder to sell successfully.Most business owners are experts at their craft, but not always experts at the business of business.Systems, processes, people, and leadership structure are what make a company scalable and transferable.Your employees may be a viable exit path, especially through employee ownership structures.Revenue alone does not determine business value. Readiness, attractiveness, profitability, and risk matter deeply.The future of Canadian entrepreneurship depends on helping more owners transition businesses instead of simply closing them.A great business should survive beyond the founder and continue creating value for employees, customers, and communities.Connect with Robert:Robert Welke on LinkedInMExit Inc.

After launching CTK at just 24 years old in the middle of a global pandemic, Chris Vasiliou didn't wait for perfect timing, certainty, or permission. In this episode, Chris shares the realities of scaling a construction company in one of Canada's toughest industries, the lessons learned from growing from a handful of people to a national operation, and why entrepreneurship can't truly be taught, it has to be lived. From earning trust as a young founder to building credibility through responsiveness, authenticity, and consistency, this conversation is packed with practical insight for anyone trying to grow something meaningful.But this episode goes deeper than business growth. Kelly and Chris unpack the hidden side of entrepreneurship, including risk, cash flow pressure, sleepless nights, non payment challenges, and the responsibility that comes with leading people. They also tackle the future of construction in Canada, why contractors should be treated as partners instead of commodities, and how trust, transparency, and long term thinking can create stronger businesses and stronger communities. Whether you're building a company, leading a team, or standing on the edge of taking your first leap, this episode is a reminder that success rarely comes quickly, but it is built one decision at a time.Follow Chris: LinkedIn: https://www.linkedin.com/in/chris-vasiliou-a05752262/ CTK Website: https://ctksys.com/Key Takeaways: Entrepreneurship cannot really be taught, it has to be experienced.There is no perfect time to start, sometimes you have to put both feet into the fire.Starting young is an advantage because time, risk, and learning can compound.Credibility is built through consistency, responsiveness, and doing what you say you will do.Soft skills can become a major competitive advantage in established industries.Growth starts with small wins, strong relationships, and proving yourself over time.Authenticity and transparency are not just values, they are business development tools.Construction is brutally hard, and the hidden challenges are often cash flow, non payment, risk, and tight margins.The best contractors act like partners, not vendors chasing the lowest bid.Canada's next major opportunity will require builders, tradespeople, and contractors who are willing to step up and do good work.

In episode 343 of The Business Development Podcast, Kelly Kennedy breaks down the 10 must-have tools every business development professional should be using in 2026 and beyond. From timeless essentials like the phone, email, LinkedIn, notepads, Excel, and CRM systems to modern tools like ChatGPT, Apollo.io, Surfe, AI note takers, and Canva, this episode provides a practical look at the tools that can improve efficiency, consistency, prospecting, follow-up, meeting preparation, and overall BD performance.More importantly, Episode 343 reinforces that no tool can replace authentic human connection. Kelly explains why structure, consistency, personalization, and relationship-building remain the foundation of great business development, even as AI and automation continue to advance. The right tools can make you faster and more effective, but your humanity, voice, judgment, and ability to build trust are still your greatest competitive advantages.Key Takeaways:Your humanity is still your greatest business development advantage, even in the age of AI.The phone remains the most powerful business development tool for building rapport and booking meetings.Personalized emails consistently outperform automated AI outreach when it comes to real connection and trust.Consistency matters more than intensity in business development. Small actions repeated weekly create momentum.A CRM is only valuable if it is used consistently and structured in a simple, actionable way.Writing goals and tracking metrics physically improves accountability and increases the likelihood of success.LinkedIn is no longer optional for business developers. It is one of the most powerful prospecting tools ever created.AI should be used to refine and enhance your work, not replace your voice, ideas, or authenticity.Tracking your numbers weekly helps you understand your pipeline, improve performance, and stay accountable.The best business developers combine modern technology with authentic human relationship-building instead of relying entirely on automation.

Episode 342 of The Business Development Podcast features the return of entrepreneur, speaker, author, and Foureva Media founder Jamar Jones for one of the most powerful conversations yet on reinvention, visibility, personal branding, and becoming the person your future requires. From opening for artists like Snoop Dogg, T.I., Common, and Bone Thugs-N-Harmony to losing his voice and rebuilding his entire life through entrepreneurship, Jamar shares the hard-earned lessons that transformed his mindset and ultimately led him to building one of the most respected personal branding agencies in the space.Together, Kelly Kennedy and Jamar dive deep into what it actually takes to build a brand people remember in 2026. They unpack why most people stay stuck, why visibility matters more than ever, how to position yourself for bigger opportunities, why your offer might not be converting, and the mindset shift required to stop waiting and start building momentum. This is not a surface-level branding conversation. It is a powerful discussion about identity, growth, purpose, and learning to put yourself out there before life forces you to reinvent yourself. If you are an entrepreneur, creator, leader, or someone trying to reach the next level, this episode will challenge the way you think about your brand, your future, and your potential.Key Takeaways: Don't tie your identity to one vehicle. Tie it to your mission and purpose.Reinvention is not optional. At some point, life will force you to evolve.Most people are not failing because they are incapable. They are failing because they have not started.Opportunities do not usually come to people who wait. They come to people who are actively looking.Your personal brand is how people talk about you in rooms you are not in.If people do not know what you do, they cannot help you, refer you, hire you, or advocate for you.More visibility creates more opportunity. In today's world, you need to put yourself out there consistently.Your offer should sell the transformation, not the features, details, or deliverables.Social proof matters. Capture testimonials, case studies, wins, and proof every chance you get.Do not let a proposal sell for you. Align on the offer, investment, and expectations before you send it.Follow Jamar, grab a copy of Change Your Circle, Change Your Life, and learn how to build a brand people actually remember with Foureva Media.

Episode 341 of The Business Development Podcast features an incredibly honest and inspiring conversation with Stephanie Gross, Founder & CEO of Bumby Wool, a Canadian wool clothing brand built from the ground up through resilience, creativity, and relentless determination. Stephanie shares her journey from working in oil and gas and raising a family to launching a sustainable manufacturing company that has grown from homemade cloth diapers into a recognized Canadian apparel brand focused on ethical production, innovation, and purpose-driven entrepreneurship.This episode dives deep into the realities of entrepreneurship, including burnout, tariffs, financial pressure, leadership, reinvention, and the emotional weight of nearly losing everything. Stephanie opens up about hitting a breaking point, rebuilding her mindset, rediscovering her purpose, and ultimately turning the business around by embracing community, visibility, partnerships, and a renewed vision for the future. It is a powerful conversation about resilience, Canadian manufacturing, and what happens when entrepreneurs refuse to quit.Follow Stephanie Gross and Bumby Wool Stephanie Gross: https://www.linkedin.com/in/stephanie-gross-bumbywool/Bumby Wool: www.bumbywool.comKey Takeaways:Entrepreneurship is rarely a straight line. Stephanie's journey moved through oil and gas, customer service, HR, safety, and motherhood before eventually becoming Bumby Wool.Sometimes the best businesses start by solving your own problem. Bumby Wool began because Stephanie simply could not find the cloth diapers she wanted for her son.Grassroots entrepreneurs succeed through resilience, not perfection. Stephanie built the business without major advertising, polished systems, or outside investment for most of its existence.Your “why” matters more than growth for growth's sake. For years, Stephanie intentionally structured the business around raising her children and supporting her family life.Big setbacks can become turning points. COVID, website failures, and tariffs pushed the business to its breaking point, but those moments forced Stephanie to rethink and rebuild the company.Entrepreneurs need to stop occasionally and recognize how far they've already come. One of Stephanie's biggest breakthroughs came when she paused and reflected on the impact she had already created.What gets you to one level may not get you to the next. Stephanie realized she had to change direction, build new systems, expand her network, and become more visible to move the company forward.Relationships and community matter deeply in entrepreneurship. From The Catalyst Club to Alberta Women Entrepreneurs and Trade Accelerator programs, Stephanie's turnaround accelerated once she leaned into community and collaboration.Young people need opportunities and mentorship. Stephanie now works closely with students, interns, and work-integrated learning programs to create real-world opportunities while also helping grow her company.Quitting is sometimes easier than continuing, but purpose changes everything. Stephanie repeatedly emphasizes that Bumby Wool became bigger than herself, and that realization gave her the strength to keep going during the hardest moments.

Episode 340 of The Business Development Podcast features a powerful conversation with Manja Horner, founder of Boost LD, on the hidden skilled trades crisis happening across North America. As experienced tradespeople retire, companies are losing decades of knowledge, systems, instincts, and expertise that were never properly documented or passed down. Kelly and Manja dive deep into workforce development, retention, onboarding, leadership, and why the future of the trades depends on capturing and transferring knowledge before it disappears forever.This episode also explores how AI is changing the future of workforce training and why companies need to rethink how they develop people. From building internal “YouTube style” knowledge systems to creating better onboarding and career development processes, Manja shares practical strategies that can dramatically improve retention, performance, and long-term growth. If you lead a company with people in the field, this episode will completely change the way you think about training and the future of business.Key Takeaways:Skilled trades companies are not just facing a labour shortage, they are facing a knowledge transfer crisis.When experienced tradespeople retire without documenting what they know, decades of wisdom can disappear forever.Training is not just information sharing, it requires practice, feedback, repetition, and measurable behaviour change.Companies need to stop relying on informal “watch and learn” systems if they want consistent performance.AI can help companies capture, organize, and retrieve internal knowledge faster than ever before.Every company should be building its own internal knowledge library so employees can learn how things are done properly.Retention starts with better onboarding, stronger culture, and real career conversations.Skilled workers need more than pay to stay, they need growth paths, leadership, recognition, and purpose.The future of workforce development will blend technology, live coaching, field-based learning, and structured practice.Companies that invest in training now will reduce risk, improve quality, retain better people, and build a stronger competitive advantage.Check Out Boost LD & Follow Manja HornerIf this conversation resonated with you, make sure to connect with Manja Horner and learn more about the incredible work happening at Boost LD.

Episode 339 of The Business Development Podcast breaks down The Ten Follow Up Rule, Kelly Kennedy's personal standard for building real pipeline through consistent, disciplined business development. Kelly shares why most sales and BD professionals stop far too early, how fear of rejection and lack of structure kill opportunities, and why every qualified prospect deserves at least ten follow-ups before being disqualified.Through real stories, including the time it took thirty follow-ups to book a major mining meeting, Kelly shows that success in business development is rarely about talent alone. It comes from weekly execution, CRM discipline, clear next steps, performance tracking, and the willingness to keep showing up long after most people quit.Key Takeaways: Most salespeople quit the follow-up process far too early to ever see real results.Consistent weekly follow-up is one of the biggest separators between average and exceptional business development professionals.Fear of rejection causes more lost opportunities than lack of skill.Buyers are usually overwhelmed and distracted, not intentionally ignoring you.A CRM is not just a contact database. It is your business development execution engine.If there is no defined next step, there is no real opportunity.Strong follow-up comes from clarity and structure, not confidence alone.Emotional avoidance often disguises itself as “being busy” with lower-value work.Tracking outreach, meetings, opportunities, and new contacts weekly creates accountability and long-term improvement.The professionals who stay in the game through follow-up number ten consistently create more opportunities than the people who stop after one or two attempts.Sponsor MentionsA huge thank you to Colin Harms and Jamie Crozier for their steadfast support of The Business Development Podcast.The Business Development Podcast is proudly supported by Hypervac Technologies, Hyperfab, Thunder Bay Hydraulics Inc., and Atlas Elite Lifts.Hypervac TechnologiesNorth America's leader in vacuum truck manufacturing, building high-performance hydrovac and industrial vacuum trucks for the toughest field conditions.www.hypervac.comHyperfabThe custom fabrication division of Hypervac, delivering engineered solutions and specialized builds for demanding industrial applications.www.hyperfab.caThunder Bay Hydraulics Inc.A trusted provider of hydraulic cylinder repair and manufacturing, supporting mining, forestry, construction, and industrial operations with reliable, high-quality service.www.thunderbayhydraulics.comAtlas Elite LiftsA premium supplier of automotive lift systems focused on performance, safety, and long-term reliability for shops and garages.www.atlaselitelifts.comJoin The Catalyst Club CommunityIf you are serious about growth, leadership, and surrounding yourself with high-level thinkers, The Catalyst Club is where you need to be.Join us here: www.kellykennedyofficial.com/thecatalystclubStatistics referenced in this episode were sourced from the following article by MarketsandMarkets:“Why Sales Reps Stop Following Up and How to Fix It”https://www.marketsandmarkets.com/AI-sales/why-sales-reps-stop-following-up-how-to-fix-itMentioned in this episode:Hypervac - Revolution Vacuums

In Episode 338 of The Business Development Podcast, Kelly Kennedy sits down with Charlotte Lloyd to break down one of the biggest misconceptions in modern business development: that content alone will bring you clients. With over 20 years in B2B sales and millions in closed revenue, Charlotte shares how LinkedIn is often misunderstood as a content platform when in reality, it's a conversation platform. She explains why most entrepreneurs struggle to convert attention into revenue, and how the real opportunity lies in starting meaningful, intentional conversations with the people already engaging with your brand.This episode dives deep into practical client acquisition strategies, including how to structure your LinkedIn profile for conversion, how to identify warm prospects, and how to use direct messaging without sounding salesy. Charlotte introduces her SPICE framework for building authentic, high-converting conversations and emphasizes the importance of prioritizing sales activity over perfectionism. If you've been posting consistently but not seeing results, this conversation will shift your perspective and give you a clear path to turning visibility into real business growth.Connect with Charlotte Lloyd on LinkedIn:https://www.linkedin.com/in/charlottelloydsales/If you're ready to take action on what you heard in this episode, check out the Client Acquisition Club:https://www.thecharlottelloyd.com/clientacquisitionclubKey Takeaways: Content builds awareness, but conversations are what actually turn attention into paying clients.Most entrepreneurs don't have a content problem, they have a lack of consistent, intentional outreach.The people most likely to buy are already watching you, they're just not engaging publicly.Rejection is part of the game, and learning to handle it is a requirement for building a real business.Your LinkedIn profile should clearly show who you help, how you help them, and the outcome they can expect.You don't need a website to start, you need clients first, because clients define your real business.Generic, copy and paste messaging kills trust, while personalized conversations create real opportunities.You only need a small number of high quality conversations each day to consistently win new business.Most business owners ignore the warmest opportunities sitting in their existing network.Sales is not about pressure, it's about understanding the problem, guiding the conversation, and helping the right people move forward.

Episode 337 of The Business Development Podcast features a powerful and timely conversation with Brianna Solberg of the Canadian Federation of Independent Business, diving deep into what is now being called Canada's “Entrepreneurial Drought.” Backed by real data, the episode uncovers a troubling reality: more businesses are closing than opening in Canada for six consecutive quarters, marking the worst startup activity outside of the pandemic. Together, Kelly and Brianna break down the mounting pressures facing small and medium-sized businesses, including rising costs, labor shortages, declining consumer demand, and a growing sense that entrepreneurship in Canada is becoming increasingly unsustainable.But this conversation goes far beyond economics. Kelly and Brianna explore the deeper, long-term implications of this trend, highlighting how the decline of small business threatens the very fabric of Canadian communities. From lost local jobs and reduced economic circulation to the erosion of vibrant main streets and community identity, the impact is far-reaching. The episode also outlines potential solutions, including reducing the cost of doing business, cutting regulatory red tape, and addressing labor market challenges, while calling for greater awareness, advocacy, and action from both business owners and policymakers.Key Takeaways: Canada is facing an entrepreneurial drought, with more businesses closing than opening for six consecutive quarters.Small and medium-sized businesses are not a side issue in Canada. They make up 99% of all businesses and employ around 60% of private sector workers.When small businesses struggle, communities struggle with them.The decline of entrepreneurship is not just an economic problem. It affects jobs, local identity, opportunity, and community vibrancy.Many business owners are working harder than ever just to survive, not thrive.Rising costs, payroll burdens, taxes, insurance, rent, and utilities are making it harder for businesses to grow.Labour shortages remain a major barrier, especially for small businesses that cannot easily absorb hiring challenges.Red tape takes time, money, and energy away from actually running and growing a business.Internal trade barriers are holding Canada back from becoming a true national economic union.Business owners need to speak up, get involved, and add their voices to organizations advocating for real change.Connect with Brianna SolbergConnect with Brianna on LinkedIn:https://www.linkedin.com/in/brianna-solberg/Join the Canadian Federation of Independent BusinessIf you are a business owner in Canada, your voice matters now more than ever.The CFIB represents over 100,000 small and medium-sized businesses across the country, advocating for better policy, lower costs, and a stronger future for entrepreneurs.Join here:https://www.cfib-fcei.ca/en/membership-benefitsSponsor Mentions

In episode 336 of The Business Development Podcast, Kelly sits down with Andrew Z. Brown, a leading authority in B2B referral marketing, strategic alliances, and sales acceleration, to unpack a powerful truth most businesses overlook. Your biggest deals are not coming from cold outreach, ads, or chasing leads. They are coming from referrals. Andrew explains how a well timed and well informed referral can move a prospect from the top of the funnel to the bottom, often eliminating competitors entirely from the conversation.Together, they break down why most companies treat referrals like luck instead of building a system around them, and how that mindset is costing them their most valuable opportunities. From the dangers of the “hope and dream” approach to the structure of a managed referral program, this episode shows how to turn referrals into a predictable, intentional, and scalable growth strategy that drives real results.Key Takeaways: Your biggest deals often come from referrals, but most businesses leave them completely unmanaged.Referrals are not luck. They can be built into a predictable, intentional revenue system.A strong referral can move a prospect from the top of the funnel to the bottom faster than almost any other strategy.Hope is not a referral strategy. Waiting for people to send business is not the same as managing referrals.A referral source needs three things to be effective: skill, opportunity, and willingness.Your current customers are not always your best referral sources. Professional colleagues, former clients, suppliers, and strategic partners may be stronger.Referral sources are putting their reputation on the line, so they need to trust you deeply before referring you.The “half-assed” referral approach can damage relationships when people are used without context, support, or respect.Fewer high-quality referral sources can outperform a large, unfocused channel program.Managed referrals work best when you support your referral sources, make them feel valued, and help them succeed.Connect with Andrew Z. Brown:LinkedIn: https://www.linkedin.com/in/andrewzbrown/Email: andrewb@getreferred.bizAndrew has also generously offered 10 free copies of his book, Get Referred, to listeners of The Business Development Podcast. Just DM Kelly Kennedy on LinkedIn and he will pass your name and address along to Andrew.Free resource:Andrew also offered access to his Get Referral Ready webinar, designed to help you understand whether your business is ready to build a managed referral program.Watch it here: https://www.getreferred.biz/get-referral-ready-registrationGet the book:If this episode opened your eyes to the power of referrals, Andrew's book Get Referred is the next step. It breaks down how to turn referrals from random opportunities into a structured, intentional, and predictable business development system.Get the book here: https://www.getreferred.biz/get-referred-the-book

Episode 335 of The Business Development Podcast features Rochelle Carrington, a former seven-figure sales leader who now helps high performers break through the invisible barriers holding them back. In this conversation, Rochelle introduces the concept of “performance drag,” the accumulated emotional pressure in the nervous system that quietly slows decision-making, clouds clarity, and makes growth feel harder than it should. She challenges the traditional belief that success starts with mindset, revealing instead that emotions drive thought, not the other way around, and that many high performers are stuck not because they lack skill or strategy, but because their internal systems are working against them.Together, we unpack why burnout is often misdiagnosed, why pushing harder eventually stops working, and how unresolved emotional patterns can limit execution, revenue, and momentum over time. Rochelle shares how her Emotional Blueprinting methodology helps entrepreneurs, CEOs, and leaders remove these hidden constraints without reliving past experiences, allowing them to regain clarity, energy, and performance quickly. This episode is a powerful reframe for anyone who feels like they're doing everything right but not moving the way they should, and offers a new path forward rooted in alignment, awareness, and emotional mastery.

Episode 334 with Ally Stone is a powerful journey through leadership, resilience, and what it truly means to put people first when everything is on the line. From building and scaling a multi-million-dollar restaurant group to leading through one of the most emotionally intense moments in business during COVID, Ally shares how real leadership shows up in action, not words. Her decision to feed hundreds of employees when the business shut down, instead of protecting margins, is a defining moment that reflects the culture she built and the values she stands for.But this episode goes far deeper than business. Ally opens up about the life-altering moment in Tokyo that changed everything for her and her husband, leading to a complete shift in identity, priorities, and purpose. What follows is a raw and honest conversation about burnout, pressure, and rebuilding from the ground up, not just as a leader, but as a human being. This is an episode about becoming, about learning to lead yourself before you lead others, and about finding strength in the moments that break you.Connect with Ally Stone

Some moments in life don't make sense… but they stay with you forever. In Episode 333 of The Business Development Podcast, Kelly Kennedy sits down with Mike Schoenberger, CEO of Sunco Communications, for a conversation that goes far beyond business strategy. Together, they explore two deeply personal experiences they've never fully been able to explain, moments where they both knew something had happened before they were ever told. What unfolds is a powerful discussion on human connection, intuition, and the unseen forces that shape how we lead, think, and show up in the world.This episode also dives into Mike's journey building a $20M company rooted in people, culture, and authenticity, and why the leaders who win today are the ones willing to be vulnerable, present, and real. From leading with love versus fear to embracing the uncomfortable moments that drive growth, this is a conversation that challenges traditional thinking and reminds us that business is built on something much deeper than strategy alone.Key Takeaways: The leaders who win are the ones who are willing to be real, vulnerable, and fully seen by their teams.Human connection is the foundation of business, not strategy, systems, or processes.The most powerful growth often comes from moments you cannot explain but choose to learn from.Leading from love creates trust and performance, while leading from fear creates tension and limitation.Failure is not the opposite of success, quitting is, and every setback is an opportunity to grow.Initiative is everything, don't wait to be told what to do, just start and adjust as you go.The strongest cultures are built when people feel safe to be vulnerable and make mistakes.Real leadership requires slowing down, becoming aware, and making intentional decisions instead of reacting.The more connected you are to yourself, the more effectively you can connect with others.Success is not just built on what you know, but on how you show up for people every single day.

In Episode 332 of The Business Development Podcast, Jeroen Kraaijenbrink challenges one of the most common misconceptions in business today: that strategy belongs to leadership. With over 20 years of experience across academia and consulting, Jeroen breaks down why traditional, top-down strategy approaches consistently fail and what it really takes to build strategies that stick. His human-centered approach reframes strategy as a shared capability, not a static plan, and introduces the idea that everyone in an organization should be thinking and acting strategically.This conversation dives into the shift from strategy as a one-time exercise to strategy as a daily practice. Jeroen explains how organizations can build strategic competence across teams, why adaptability is the most critical skill in today's environment, and how leaders can move from control to empowerment to drive real execution. If you've ever built a plan that didn't translate into results, this episode will challenge your thinking and give you a new way to approach strategy that actually works.Key Takeaways: Strategy should not belong only to leadership. It needs to become a capability built across the entire organization.Strategy works best as a daily practice, not a once-a-year planning exercise. Real execution happens when it becomes part of normal operations.Strategic thinking is not enough on its own. People also need the ability to act, align others, and execute.Most strategy failures happen because the human side gets ignored. If people do not believe in it, they will not carry it forward.Adaptability is one of the most valuable strategic skills a person can build. The people who adapt best tend to have stronger long-term success.A plan still matters, even if it changes. It gives you direction and helps you recognize the right opportunities when they show up.Tools do not make strategy work on their own. Frameworks only help when the people and processes behind them are strong.Everyone in a company should spend some time thinking strategically. That habit cannot sit only with executives.Big strategic change can start small. A single team or department can prove a better way before the whole company adopts it.The best strategy leaders stay open-minded. They listen, learn, and stay willing to challenge their own assumptions.

In this episode of The Business Development Podcast, Kelly Kennedy breaks down the real difference between people who build something meaningful and those who never get started. Drawing from the rapid launch of his new show and years of entrepreneurial experience, he challenges the idea of failure, reframing it as iteration, evolution, and intentional pivots. This is a powerful reminder that success is not about perfection, it is about momentum, action, and staying in the game long enough to win.Kelly dives into the 10 most common pitfalls that stop new ideas in their tracks, from overthinking and imposter syndrome to slow execution and poor resource allocation. He emphasizes moving fast, taking imperfect action, and building relentless momentum while others hesitate. If you are sitting on an idea, questioning your next move, or struggling to gain traction, this episode will give you the clarity and push you need to take that first step and keep moving forward.Key Takeaways: Ideas without action die quickly, and the people who win are the ones who move first while others are still thinking.Momentum is one of the most powerful forces in business, and small consistent actions will always outperform waiting for the perfect move.Failure is not the end, it is either a lesson or a pivot that creates space for something better.Nobody sees your vision the way you do, so you cannot rely on others to validate what you already feel is right.Good enough executed today will always beat perfect that never gets launched.Imposter syndrome disappears when you keep showing up and proving to yourself that you belong.The biggest risk is not starting, because hesitation kills more opportunities than failure ever will.Everything meaningful will take longer and cost more than expected, so staying in the game is the real advantage.Revenue and profitability must come early, because businesses cannot survive on effort alone.If you stick with anything long enough, keep evolving, and continue moving forward, success becomes inevitable.The Business Development Podcast is proudly supported by Hypervac Technologies, Hyperfab, Thunder Bay Hydraulics, and Atlas Elite Lifts.

In Episode 330 of The Business Development Podcast, Kelly Kennedy sits down with Jordan Labelle, entrepreneur, strategist, and founder of Evergreen Growth Collective, to break down what actually drives long-term success in business. Jordan shares his journey through corporate, startup, and solopreneur life, revealing how each step wasn't failure, but refinement. Together, they challenge the traditional “hustle harder” mindset and unpack why most founders burn out trying to do everything instead of focusing on what truly matters.This conversation dives deep into redefining failure, building a business around your strengths, and the importance of staying in the game long enough to reach clarity. Jordan explains why growth doesn't come from doing more, but from doing the right things with the right people, and how the breakthrough most entrepreneurs are searching for only comes through iteration, awareness, and persistence. If you've ever questioned your path, your business model, or whether it's all going to work, this episode will bring clarity, reassurance, and a powerful reminder to keep going.Follow Jordan Labelle on LinkedIn: https://www.linkedin.com/in/jordan-labelle/Check out Evergreen Growth Collective: https://www.evergreengrowthcollective.com/Email Jordan Labelle: jordan@evergreengrowthcollective.comKey Takeaways:Failure isn't missing the result, it's failing to learn and repeating the same mistakes.Every step in your journey is refinement, not failure, if you're paying attention and adjusting.Most entrepreneurs burn out because they try to do everything instead of focusing on what actually matters.The breakthrough you're looking for doesn't come from planning, it comes from staying in the game long enough to find it.You should build your business around what you're best at and what you enjoy, not what you think you “should” be doing.The things you're best at are often invisible to you but obvious to everyone else, so ask for outside perspective.Growth isn't always about scaling bigger, sometimes it's about staying intentionally small and building smarter.Hiring should be based on trust, proactiveness, and willingness to learn, not just current skill level.You don't need to solve every problem yourself, leveraging partners and specialists can create better outcomes with less effort.The people who succeed aren't the smartest, they're the ones who keep refining and don't quit when things get hard.The Business Development Podcast is Proudly supported by Hypervac Technologies, Hyperfab, Thunder Bay Hydraulics, and Atlas Elite Lifts.

In Episode 329 of The Business Development Podcast, Kelly Kennedy sits down with Nausheen I. Chen, 3x TEDx speaker and Fortune 500 communication coach, to unpack why so many capable leaders struggle when it's time to speak. From the fight, flight, or freeze response to the pressure of being seen and judged, Nausheen explains what's really happening in your brain when you feel nervous, lose your words, or freeze under pressure. This episode breaks down the psychology behind communication and why even highly successful professionals can sound flat, robotic, or disconnected when it matters most.More importantly, Nausheen reveals the shift that changes everything. Public speaking isn't about confidence, it's about focus. When you stop trying to perform and start focusing on delivering value, the pressure disappears and your ability to connect skyrockets. If you want to communicate with more clarity, presence, and authority in meetings, presentations, or content, this episode gives you the mindset and tools to finally take control.Connect with Nausheen I. Chen and learn more about her work:Website: https://www.speaking.coachSpeak as a Leader Podcast: https://open.spotify.com/show/5QTpeh8l5ow8y72rtr8np2YouTube: https://www.youtube.com/@nausheenichenLinkedIn: https://www.linkedin.com/in/nausheenichen/Instagram: https://www.instagram.com/nausheen.speaking.coach/Email: nausheen@speaking.coachKey Takeaways: You don't freeze because you lack confidence, you freeze because your brain thinks you're under threat.Public speaking fear is a primal response, not a personal weakness, and it can be trained.The biggest shift in communication is moving from performing to delivering value.When you focus on the audience instead of yourself, pressure drops and clarity rises.Confidence is not something you're born with, it's built through repetition, self-talk, and preparation.Your voice, energy, and body language are the three levers that determine how your message lands.Most people fail in communication because they focus too much on what to say and not how it's delivered.Memorizing scripts creates pressure and increases the chance of freezing, speaking naturally creates connection.Exposure and repetition reduce fear, but only if you review and learn from each performance.The goal isn't to impress people, it's to make their time feel valuable, and everything changes when you do.Sponsor ShoutoutsThis episode of The Business Development Podcast is proudly supported by Hypervac Technologies, a leader in hydro excavation equipment helping contractors excavate safer, faster, and more efficiently across North America.Alongside Hypervac, Hyperfab delivers custom-built fabrication solutions designed for durability, performance, and real-world industrial application.

In Episode 328 of The Business Development Podcast, Kelly Kennedy sits down with sales strategist Trystan Keller to break down why so many businesses are struggling to convert effort into real revenue. Trystan shares his journey from early challenges to building high-performing sales teams, and delivers a direct, no-nonsense perspective on the disconnect between marketing, sales, and business development. At the core of the conversation is a powerful truth: most companies are trying to scale before they've truly understood their customer or validated what actually drives buying decisions. Together, they explore how to uncover the real emotional drivers behind a purchase, why asking better questions is the foundation of effective sales, and why “marketing is just word of mouth amplified.” The episode also highlights Trystan's work with Messed Up Mondays, an Edmonton-based initiative built around honest conversations about failure and growth. This conversation is a clear reminder that before investing in marketing or chasing scale, businesses must first earn trust, understand their audience deeply, and build real human connections that lead to long-term success.To connect with Trystan Keller and learn more about his work, including his Edmonton-based event series Messed Up Mondays, visit:

Episode 327 of The Business Development Podcast features Joel Zeff, a nationally recognized speaker, humorist, and work culture expert who has spent more than 25 years helping organizations build stronger teams and better leaders. In this conversation, Joel shares how losing his job became one of the most defining moments of his life when he walked out with a harmonica he did not even know how to play and used that moment to choose energy, humor, and resilience over defeat. That story becomes the gateway into a much bigger conversation about leadership, mindset, and why fun is not something extra at work, it is often the very thing that helps people stay engaged, adaptable, and ready to perform at a higher level.Throughout the episode, Joel breaks down why celebrating small wins matters more than most leaders realize, how positive support creates momentum, and why staying in the game is one of the most important choices any professional can make. We also explore public speaking, confidence, workplace culture, embracing change, and how leaders can create environments where people feel energized instead of drained.Learn more about Joel Zeff:https://www.joelzeff.com/https://www.linkedin.com/in/joelzeff/Get Joel's book, Make the Right Choice:https://www.amazon.ca/Make-Right-Choice-Passion-Elevate/dp/1394278950Business Development Podcast listeners can also access Joel's special offer, a free chapter on change, directly through his website. Just Mention the Show. Key Takeaways: Fun is not a distraction, it is a competitive advantage that drives energy, engagement, and performance.Celebrating small wins consistently builds momentum and fuels long-term success more than waiting for big milestones.Staying in the game is the most important decision you can make, because quitting guarantees failure while persistence keeps opportunity alive.Confidence does not come from perfect outcomes, it comes from choosing how you show up in difficult moments.Leaders create culture by giving people ownership and supporting them, not by demanding passion without building the foundation for it.Positive support multiplies performance, when people feel encouraged they take more risks, produce more, and grow faster.Most people do not fear public speaking, they fear making mistakes, and learning to embrace imperfection unlocks confidence.Fun looks different for everyone, the key is identifying what energizes you and leaning into it consistently.Your response to setbacks defines your trajectory more than the setback itself, mindset is the difference between collapse and growth.The best leaders bring humanity into their work by creating environments where people feel safe, valued, and motivated to contribute.Sponsor HighlightsThis episode of The Business Development Podcast is proudly supported by our 2026 Title Sponsor, Hypervac Technologies. Hypervac designs and manufactures industry-leading hydro excavation equipment used across North America to help contractors excavate safer, faster, and more efficiently.Alongside Hypervac Technologies, Hyperfab delivers custom-built fabrication solutions designed for performance, durability, and real-world industrial application.

Episode 326 of The Business Development Podcast features Chris Yeung, one of Edmonton's most recognized business leaders, as he shares the defining moments that reshaped his life, career, and perspective on success. From building momentum in business development and entrepreneurship to facing the very real possibility of losing everything, Chris opens up about the pressure, the setbacks, and the moment he was forced to confront his ego and ask for help. What followed was not a quick fix, but a complete reset that changed how he approaches business, leadership, and life.Now serving as Executive Director of Edmonton Destination Marketing Hotels, Chris has rebuilt with intention, combining creativity, strategy, and personal brand to create new opportunities and impact. In this episode, we explore the realities of entrepreneurship, the growing importance of personal branding, and how professionals can stand out in an increasingly competitive world. Chris shares practical insights on overcoming fear, showing up authentically, and turning hard lessons into forward momentum, leaving listeners with a clear takeaway: real growth happens when you are willing to evolve, connect, and ask for help when it matters most.Key Takeaways: Success can unravel quickly, and when it does, the real test is how you respond, not how you got there.Waiting too long to ask for help can make a hard situation worse, while early conversations can open unexpected solutions.Ego is often the biggest barrier to growth, especially when you are used to being the one who has it all figured out.Financial pressure affects every part of your life, and protecting your stability is just as important as chasing opportunity.Your personal brand is what differentiates you in a crowded market where everyone is technically competent.You do not need a massive audience to win, you just need to connect with the right people consistently.Creativity is a powerful advantage in business, especially when you can take ideas from concept to execution.The best opportunities are often the ones you did not plan for but were open enough to pursue.Speaking directly to one person, not an audience, is the key to becoming more natural and effective on video.Real growth happens when you pause, reflect, and align your work with what genuinely drives and excites you.Learn more about Chris Yeung:https://www.linkedin.com/in/chris-yh-yeung/https://chrisyeung.co/Learn more about Edmonton Destination Marketing Hotels:https://edmh.ca/Sponsor HighlightsThis episode of The Business Development Podcast is proudly supported by our 2026 Title Sponsor, Hypervac Technologies. Hypervac designs and manufactures industry-leading hydro excavation equipment used across North America to help contractors excavate safer, faster, and more efficiently.Alongside Hypervac Technologies, Hyperfab delivers custom-built fabrication solutions designed for performance, durability, and real-world industrial application.

Episode 325 is a powerful conversation with Jodi Barrett that explores the gap between mental strength and physical capacity. As high performers, many of us pride ourselves on pushing through challenges, staying disciplined, and showing up no matter what. But as Jodi shares through her own experience, there comes a point where the body starts to push back. What looks like strength on the outside can hide fatigue, disconnection, and a system that is no longer able to support the pace of life we are trying to maintain.This episode dives into what it really means to rebuild from that point. Jodi breaks down the role of nervous system regulation, sustainable strength, and reconnecting with your body in a way that supports long-term performance. It is not about doing more, it is about doing the right things consistently. For anyone who has been running on empty while trying to maintain a high level of output, this conversation offers a grounded and practical path back to energy, resilience, and true strength.Get in touch with Jodi Barrett

In Episode 324 of The Business Development Podcast, Kelly Kennedy sits down with Kris Marks, CEO of VIV Mental Health, keynote speaker, and psychological health and safety advisor, for one of the most powerful conversations on the show to date. Kris shares his deeply personal journey from trauma, homelessness, and a suicide attempt to becoming a national voice for mental health leadership and psychological safety in workplaces and communities. His story is raw, honest, and deeply human, revealing how years of quiet healing and self-reflection ultimately led him to transform pain into purpose.Throughout the episode, Kris and Kelly explore the growing importance of mental health in leadership, the cultural shift toward human-centered workplaces, and the reality that authenticity and psychological safety must be intentionally built within organizations. Kris also shares how he transitioned from a Red Seal machinist and musician into an entrepreneur and founder, building VIV Mental Health into a fast-growing organization focused on helping leaders support their people in meaningful ways.Key Takeaways: Your past does not define your future. Even the darkest experiences can become the foundation for a life of purpose and impact.Healing is rarely instant. Kris spent years doing quiet, difficult internal work before he was ready to speak openly about his experiences and help others.Authentic leadership starts with vulnerability. When leaders are willing to go first and model honesty, it creates the psychological safety others need to speak up.Mental health is one of the defining leadership challenges of this decade. Organizations that ignore it will struggle to attract, retain, and support great people.Psychological safety is not created by policy alone. It requires trust, consistent behavior from leaders, and environments where people feel safe being human.People often carry invisible struggles. Many individuals who appear confident and successful are privately dealing with experiences others never see.Your story has power. Sharing lived experiences, when done thoughtfully, can create connection, healing, and understanding for others facing similar struggles.Career pivots are possible at any stage. Kris transitioned from the trades into entrepreneurship and mental health leadership by leaning into his experiences and strengths.Leadership is about people first. The most effective leaders focus on empathy, communication, and understanding the human side of performance.Trying matters more than perfection. Growth often begins with the simple willingness to take the first step, even when the path forward is uncertain.Sponsor HighlightsThis episode of The Business Development Podcast is proudly supported by our 2026 Title Sponsor, Hypervac Technologies. Hypervac designs and manufactures industry-leading hydro excavation equipment used across North America to help contractors excavate safer, faster, and more efficiently. Alongside Hypervac, Hyperfab delivers custom-built fabrication solutions designed for performance, durability, and real-world industrial application.

In Episode 323 of The Business Development Podcast, Kelly Kennedy welcomes back entrepreneur, brand strategist, and bestselling author Pia Silva to dive into the philosophy behind her newest book, Scale Solo. Pia shares the story of how building a traditional agency with employees nearly pushed her business into debt and forced her to rethink everything about growth. Instead of chasing the conventional path of hiring more people and increasing overhead, Pia developed a radically different model focused on scaling expertise, increasing value, and designing a lean, highly profitable business that prioritizes freedom and simplicity.Throughout the conversation, Pia breaks down the practical math behind scaling solo, including how to price services based on lifestyle goals, why profitability matters more than revenue, and how experts can dramatically increase income by intensifying their process and focusing on fewer, higher-value clients. She also explains the importance of simplifying offers, building authority through proven processes, and creating businesses that generate real freedom rather than constant stress. The episode is a powerful reminder that growth does not have to mean bigger teams and more complexity—sometimes the smartest way to scale is to do less, better, and more profitably.Key Takeaways: Scaling a business does not always mean hiring more people. For many service businesses, adding employees too early increases complexity and overhead while reducing profitability.Profitability matters more than revenue. A smaller number of highly profitable projects can create far more freedom than chasing large projects with thin margins.Experts should price their services based on the lifestyle they want to support, not just what the market expects or what competitors charge.Many entrepreneurs unintentionally build businesses that look successful on the outside but generate very little take-home income once expenses and payroll are considered.Increasing the perceived and real value of an offer is one of the fastest ways to justify higher pricing and improve business sustainability.Raising prices gradually helps build confidence in your value and prevents the psychological shock that can come from doubling prices overnight.Fewer clients at higher value often lead to better outcomes for both the business and the client because focus and delivery improve dramatically.Simplifying your offers into clear packages, often small, medium, and large, removes confusion for buyers and makes the sales process easier.Entrepreneurs should build relationships and referral networks first rather than relying entirely on social media content to generate early clients.The ultimate goal of business growth should be freedom, the ability to control your time, work on meaningful projects, and design a life that actually reflects why you became an entrepreneur in the first place.Sponsor HighlightsThis episode of The Business Development Podcast is proudly supported by our 2026 Title Sponsor, Hypervac Technologies. Hypervac designs and manufactures industry-leading hydro excavation equipment used across North America to help contractors excavate safer, faster, and more efficiently. Alongside Hypervac, Hyperfab delivers custom-built fabrication solutions designed for performance, durability, and real-world industrial application.

In Episode 322 of The Business Development Podcast, Kelly Kennedy sits down with entrepreneur, brand strategist, and bestselling author Pia Silva to explore what it really takes to build a brand that stands out and commands premium pricing. Pia shares her journey from hustling hourly design work with her husband to building a powerful branding business after facing a moment of crisis when their agency found itself $40,000 in debt with no cash left. That turning point forced them to rethink everything about how they worked with clients and ultimately led to a revolutionary approach to branding that helps service-based businesses position themselves as premium experts rather than commoditized providers.Throughout the conversation, Pia breaks down the mindset and strategic shifts required to stop blending in and start building a truly differentiated brand. She explains why most entrepreneurs misunderstand branding, how eliminating unnecessary complexity can transform both profitability and freedom, and why compressing work into focused brand intensives can dramatically increase value while eliminating the endless revisions and communication that often derail projects. The episode is a powerful reminder that strong branding is not just about design, it is about positioning, clarity, and the confidence to charge what your expertise is truly worth.Key Takeaways: A strong brand is not just about how your business looks, it is about how clearly you are positioned in the market and why people choose you over everyone else.Pia's story shows that hitting a breaking point can become the exact moment that forces a smarter, more profitable business model.Many entrepreneurs start by selling their skills hourly, but real growth often happens when they package expertise into a higher value offer.Premium pricing becomes much easier when clients understand your process, trust your expertise, and see a clear outcome attached to your work.Too many businesses blend in because they never take the time to define what makes them different in a meaningful way.Branding should solve a business problem, not just satisfy a creative preference or make something look more modern.Pia's intensive model proves that simplifying delivery and removing unnecessary back and forth can increase both client value and profitability.Endless revisions, scattered communication, and unclear direction are often the real reasons service businesses lose time, margin, and momentum.Entrepreneurs need to stop chasing every opportunity and start building offers that align with the kind of business and life they actually want.The episode reinforces that confidence, clarity, and a differentiated brand are what allow business owners to stop competing on price and start charging what they are truly worth.Explore Pia Silva's work and the resources discussed in this episode:Pia Silva Website: https://www.piasilva.com/ No BS Agency Mastery: https://www.nobsmastery.com/Check out Pia's books featured in this conversation:Badass Your Brand: https://www.badassyourbrand.com/ Scale Solo: https://scalesolobook.com/

Episode 321 of The Business Development Podcast challenges one of the most common myths in business and life: that success is a future moment we eventually arrive at. In this solo episode, Kelly Kennedy reframes success as something far more powerful and accessible. Instead of waiting for a milestone like wealth, recognition, or a big breakthrough, Kelly explains that success is actually a daily pattern built through forward movement, personal standards, and the decision to keep showing up. If you are learning, growing, solving problems, and continuing to move forward, you are already living a successful life.Kelly also shares practical strategies to help listeners live in success today, including keeping your word to yourself, defining your own scoreboard, building standards instead of relying on motivation, and staying in the game even when things get difficult. Through personal stories, real-world examples, and a powerful mindset shift, this episode encourages entrepreneurs and leaders to stop waiting for success to arrive and instead recognize the success they are already building every single day.Key Takeaways: Success is not a moment you arrive at. It's a pattern of daily actions and standards you live by.If you are consistently moving forward, learning, and improving, you are already living a successful life.Waiting for the world to declare you successful will leave you waiting forever. You must define success for yourself.Real success comes from keeping your commitments to yourself, especially when no one else is watching.Momentum beats intensity. Small actions taken consistently create massive results over time.Motivation fades, but standards last. Successful people operate based on discipline and personal expectations.Growth rarely happens in comfort. Choosing challenges over convenience is what builds capability.Most people don't fail because they lack ability. They fail because they quit too soon.Gratitude for what you have and ambition for what comes next can exist at the same time.The question to ask every day is simple: “What would the successful version of me do today?” Then take that action.Here is a clean show notes sponsor section that combines both sponsors while keeping it professional and appreciative for the episode page.SponsorsThe Business Development Podcast is proudly supported by incredible companies that believe in the mission of educating, inspiring, and equipping leaders and entrepreneurs around the world.Our Title Sponsor, Hypervac Technologies, continues to lead the way in industrial vacuum excavation equipment and solutions across North America. Their commitment to innovation, safety, and industry leadership has helped power this show for years. A special thank you to President Colin Harms for his continued support and belief in what we are building together.Learn more about Hypervac Technologies:https://www.hypervac.comWe are also excited to welcome our newest Roadblock Sponsors, Thunder Bay Hydraulics and Atlas Elite Lifts. These companies are doing incredible work in their respective industries. Thunder Bay Hydraulics is known for delivering expert hydraulic system service, repair, and solutions for heavy industry, while Atlas Elite Lifts is raising the bar with innovative automotive lift solutions designed for professional shops that demand reliability, performance, and safety.A big thank you to Jamie Crozier, President of Thunder Bay Hydraulics and Atlas Elite Lifts, for getting behind the show and supporting our mission.Learn more about these companies:Thunder Bay Hydraulics: https://www.thunderbayhydraulics.comAtlas Elite Lifts: https://www.atlaselitelifts.comJoin The Catalyst ClubIf today's episode resonated with you, then you belong in The Catalyst Club.The Catalyst Club is a private leadership community where entrepreneurs, executives, and business development professionals come together to grow, learn, and support each other's success. Inside the Club you'll find live expert workshops, leadership discussions, business development training, and a powerful network of people committed to moving forward every single day.If you're serious about growth and want to surround yourself with leaders who are building something meaningful, I invite you to join us.Learn more and become a member here: www.kellykennedyofficial.com/thecatalystclubSuccess isn't something you wait for. It's something you choose and build every day.Mentioned in this episode:Hyperfab Midroll

In Episode 320 of The Business Development Podcast, Kelly Kennedy sits down with Ron Szekely, Co Founder of BOS360 and a veteran marketing executive who helped scale powerhouse brands like L'Oreal and Keurig Dr Pepper. Ron shares what he learned working inside billion dollar organizations and how those lessons translate to founder led companies navigating growth today. He explains why businesses often become more fragile as they scale, how founders unknowingly become the bottleneck, and why clarity, alignment, and accountability become critical at the next level.Ron also breaks down the core pillars he believes every company must intentionally build business, brand, and team and how strategy, execution, and culture connect them. He offers practical insights into overcoming founder overwhelm, simplifying complexity, and building systems that allow companies to grow sustainably without losing what made them successful in the first place. This episode is a powerful look at what it really takes to scale a business with purpose, control, and long term success.Key Takeaways: Businesses rarely fail when they are small, they break when growth exposes the lack of systems, clarity, and alignment needed to scale.The same entrepreneur with the same product can experience completely different outcomes depending on whether they follow the right systems and best practices.Every company must intentionally build three things at the same time a strong business, a clear brand, and a high performing team.Scaling requires founders to stop holding all the accountability themselves and trust their team to own results, not just tasks.Growth becomes easier when leadership aligns on a clear vision for where the company is going over the next 10 years, 3 years, 1 year, and quarter.Your brand is not your logo, it is the reputation, expectations, and experience you consistently create in the market.Many companies struggle because they try to pursue too many opportunities instead of focusing on the few that truly move the needle.You can grow a business faster by increasing how often existing customers use your product, not just by finding new customers.Overwhelm comes from noise and lack of clarity, and taking time to think, write, and prioritize helps founders regain control.The companies that scale successfully simplify their operations, clarify accountability, and build systems that allow the business to run beyond the founder.Check out our guest Ron SzekelyLinkedIn: https://www.linkedin.com/in/rszekely/BOS360 Growth Systems: https://bos360.caRon is the Co Founder of BOS360, a business operating system designed to help founder led companies build stronger businesses, brands, and teams.A huge thank you to our sponsors for making The Business Development Podcast possible.

In Episode 319 of The Business Development Podcast, Kelly Kennedy sits down with Jamie Crozier, an entrepreneur who did something most people only dream about. He bought the company he once worked for. Jamie shares his journey from stocking shelves at a dollar store to building his career in industrial sales, eventually acquiring Thunder Bay Hydraulics and expanding through the acquisition of Custom Hydraulics and the founding of Atlas Elite Lifts. His story is a powerful reminder that ownership is not about where you start, but about the moment you decide to bet on yourself and step into uncertainty. This episode dives deep into the realities of acquisition, the emotional weight of taking over a legacy business, and the resilience required to build and scale manufacturing companies in Canada during a time of tariffs, competition, and global uncertainty. Jamie also shares his innovative approach to transparency in service businesses and his vision for building premium, design-driven lift solutions across North America. This is a conversation about risk, responsibility, and the identity shift that happens when you stop working for someone else's future and start building your own.Key Takeaways: Ownership starts as an identity decision before it becomes a legal one.If you are going to be an entrepreneur, you have to get comfortable accepting risk and believing in yourself when everything depends on you.When acquiring a business, build your own relationships with your bank, accountant, and lawyer because those relationships will carry you through the process.Vendor take back financing can make acquisitions possible by aligning the seller with the future success of the business.Trust and personal relationships matter more than numbers because without trust, the deal will not happen or succeed.Buying a competitor requires patience, respect, and confidentiality because pushing too hard can destroy the opportunity.The emotional commitment to ownership begins before the deal closes, and the fear of losing the opportunity can be as powerful as the responsibility itself.Starting a company from nothing is far harder than buying one because you must build reputation, customers, and trust from zero.Transparency with customers during difficult times strengthens relationships and turns challenges into partnerships.Great companies differentiate themselves by solving real customer problems and making the experience easier, clearer, and faster.Check out Thunder Bay Hydraulics and learn more about the incredible work Jamie and his team are doing: https://thunderbayhydraulics.comLearn more about Custom Hydraulics: https://customhydraulics.comExplore Atlas Elite Lifts and their premium automotive lift solutions: https://www.atlaselitelifts.com/You can also connect with Jamie directly at...

In Episode 318 of The Business Development Podcast, Kelly Kennedy sits down with Jemia and Tim Zagiel, Co-Founders of Pacific Ropes, to explore what it truly means to build a business in an environment where courage is not optional. What began as a small operation run from their living room grew into an industry-leading rope access company that helped modernize safety and training standards across Western Canada. Tim shares how his early experiences working on ropes without proper systems sparked a mission to professionalize the industry, while Jemia reveals how her transition from film into entrepreneurship helped shape the culture, operations, and leadership foundation that drives the company today.This episode goes far beyond rope access and into the mindset required to lead through uncertainty, fear, and constant external change. Jemia and Tim open up about surviving economic downturns, learning not to rely on a single client or industry, and the importance of diversification, relationships, and long-term thinking. At its core, Episode 318 is a powerful conversation about entrepreneurship, partnership, and the defining moments every leader faces when standing at the edge of the unknown and choosing to move forward anyway.Learn more about Tim and Jemia and their work with Pacific Ropes: www.pacificropes.comKey Takeaways: The moment before you go over the edge is where growth lives, and success often requires committing fully despite fear.Safety, preparation, and mindset are what allow people to operate confidently in environments where mistakes are not survivable.Building an industry does not require inventing everything yourself, it requires learning from others and bringing proven ideas into your market.You cannot build a resilient business with a single client or industry, diversification is what allows you to survive external shocks.Culture is built on trust and shared responsibility, especially when your team's lives depend on each other every day.Mindset is the foundation of resilience, and the ability to stay calm and find solutions during uncertainty determines long term survival.The best leaders are willing to ask for help and continuously learn, rather than pretending they already have all the answers.Partnership strength comes from respecting differences, where vision and caution work together to create sustainable growth.Fear never fully disappears, but learning to act despite fear is what separates those who build meaningful things.Success in business and life requires intentional boundaries, because achievement means nothing if you lose yourself or your family along the way.Special thank you to our 2026 Title Sponsors, Hypervac Technologies and Hyperfab.Hypervac continues to set the standard across North America for air excavation, bringing innovation, safety, and precision to some of the most demanding infrastructure projects in the world. Alongside them, Hyperfab represents the next generation of manufacturing excellence, delivering world-class...

Episode 317 is a three year anniversary reflection on what it actually takes to build something that lasts. Kelly shares how impossible 300 plus episodes felt at the beginning, how the early days were full of uncertainty and scrambling for guests, and how planning ahead became the foundation that made consistency possible. He breaks down how podcasting and entrepreneurship change you, why growth comes from staying in motion, and why the further you go, the more you realize you still have to learn.He then delivers ten hard-earned lessons that apply to podcasting, personal branding, and building a business: share what you are afraid to share, lean into your unique perspective, expect your impact to outgrow your imagination, and commit to routines that keep you showing up. Kelly also talks about rituals and habits that make a show yours, why listener messages matter more than you think, and why your show is never “good enough” if you want it to keep improving. He closes with gratitude for the Rockstars, a major shoutout to Hypervac Technologies and Hyperfab for supporting the mission, and an update on the upcoming launch of I Used To Work There.Submit a story for I Used To Work There: HR@IUSEDTOWORKTHERE.comKey Takeaways: The world needs what you are afraid to share, and the moment you step into that fear is the moment your real impact begins.Your unique experience is your greatest asset, and it is not about why you should do it, but why the world is waiting for you to.Your impact will grow far beyond what you can imagine if you stay consistent and keep putting your message out into the world.Showing up every week will reveal strengths, capabilities, and growth you never would have discovered otherwise.Building something consistently will naturally build your personal brand, even when that was never the original goal.Your podcast, your business, and your identity will evolve over time, and that evolution is proof that you are growing.The habits and rituals you create around your work become the foundation that makes long term consistency possible.The messages you receive from the people you help will remind you why you started and give you the fuel to keep going.Consistency is not accidental, it is the result of planning, preparation, and making the decision to show up no matter what.Your work will never be finished, and staying humble, improving constantly, and refusing to settle is what keeps you moving forward.This episode is proudly brought to you by our 2026 Title Sponsor, Hypervac Technologies, and I want to take a very special moment to recognize the man behind it all, Colin Harms.Colin, your belief in this show means more than you know. You didn't just sponsor The Business Development Podcast, you invested in the mission. You invested in the Rockstars. You invested in the idea that business development knowledge should be shared freely with the world, and because of that, this show continues to grow, evolve, and reach leaders in over 150 countries.Hypervac Technologies is North America's...

Episode 316 of The Business Development Podcast features Aaron Lambert, mining technology innovator and founder of RIINO, a company developing a modular electric rail haulage system designed to transform how mines move rock, equipment, and eventually people. Aaron takes us deep into modern mining, explaining how underground operations have evolved, why development has become slower and more expensive over time, and how safety, logistics, and economics are constantly in tension.We then explore the RIINO breakthrough. Aaron explains why moving rock is one of the most expensive parts of mining, why rail is the most energy efficient method of transport, and how RIINO is engineering a hybrid electric system capable of operating on incline while integrating both grid power and onboard batteries. He also shares the entrepreneurial journey behind building deep tech from scratch, collaborating with industry leaders, navigating funding and grants, and pushing forward through uncertainty to turn a bold idea into a real world pilot with global potential.Check out this incredible mining technology! www.riino.comKey Takeaways: Mining becomes a completely different world once you are inside it, with its own language, realities, and way of operating.Modern mining is safer than decades ago, but underground work is still dangerous and seismic events can happen without warning.The way mines are built is shaped by the tools available, and bigger equipment often forces bigger tunnels, more ground support, and higher costs.In some regions, mines were being developed faster 20 years ago because smaller equipment and smaller tunnels allowed quicker progress.Mining is fundamentally a logistics game, and moving rock is one of the most expensive parts of the entire operation.Rail is the most efficient means of transportation for heavy material, which is why RIINO is built around electric rail haulage.RIINO is combining proven tech from outside mining, like electrified transit concepts, and adapting it to mine conditions with a system that can climb inclines using traction solutions beyond steel on steel.If you are building something that has never been done, there is no single right answer, and the product you start with will not be the product you finish with.The real path of entrepreneurship is not linear, and the only way through is one step at a time, adapting constantly, and not quitting when the plan changes.Big innovations require deep collaboration, a support network, and partners who believe in the purpose and help shape the system so it actually works in the real world.This episode is proudly brought to you by Hypervac Technologies, North America's leading vacuum truck manufacturer.Hypervac doesn't just build equipment. They engineer performance that professionals trust when uptime and precision matter most. Designed and manufactured for rugged job sites across utilities, infrastructure, oil and gas, and industrial sectors, Hypervac trucks deliver durability, power, and reliability operators depend on every...

Episode 315 dives into a conversation Canada needs to be having right now. Erin Benjamin, President and CEO of the Canadian Live Music Association, breaks down why live music is one of the most powerful and misunderstood economic engines in the country. This episode goes far beyond concerts and culture, unpacking how live music fuels jobs, tourism, talent attraction, and city growth, while contributing billions to Canada's GDP. Despite its impact, the industry remains largely undervalued and underinvested, not because it lacks potential, but because business and policy have failed to fully recognize what's already working.Drawing from more than three decades in the music industry, Erin Benjamin explains what it will take to unlock the next phase of growth and why Canada is standing at a critical inflection point. From de-risking promoters and venues to integrating live music into economic development and tourism strategies, this episode makes a compelling case for why now is the moment to act. If Canada wants stronger cities, better talent retention, and globally competitive cultural industries, this conversation makes it clear that investing in live music isn't optional anymore, it's strategic.Rockstars, I just want to say thank you. Three years ago, this show started as an idea and a conversation I felt needed to exist. Today, it exists because you kept showing up, listening, sharing, challenging ideas, and supporting the journey week after week. Your support has turned this podcast into a global community, and I'm incredibly grateful for every download, every message, every conversation sparked because of it.Here's to the last three years of growth, learning, and momentum and to what we're building next. If you've been here since day one or you just joined us recently, know this: this show doesn't happen without you. Appreciate you all more than you know.

Episode 314 features Adam Danyleyko from AMII (the Alberta Machine Intelligence Institute) breaking down what AMII actually does and how they help organizations move from AI curiosity to real adoption. Adam explains AMII's foundation in world class research and how the institute translates that research into industry impact by supporting everyone from startups to large corporations through training, shared AI language inside teams, roadmap building, and hands on proof of concept work.The real lesson of the episode is that adapting to AI starts with clarity, not hype. Adam walks through how the “right tool for the problem” mindset changes everything, why data strategy matters especially for startups, and why AI projects often require experimentation with no guaranteed outcome the way a typical software build might. He also touches on where AI is headed next through more efficient models, edge computing, and practical real world constraints, plus how AMII screens work through a principled AI lens focused on impact, fairness, and responsible use.Additional note: This episode also marks three years of The Business Development Podcast.Follow Adam Danyleyko on LinkedIn: https://www.linkedin.com/in/adam-danyleyko/ Learn more about AMII: https://www.amii.caKey Takeaways: AI is not a strategy on its own; it only works when it supports a clearly defined business problem.Starting with the tool instead of the bottleneck almost always leads to wasted time and stalled initiatives.Businesses need a shared AI language internally before they can successfully adopt or scale it.Data readiness matters more than model choice when it comes to real-world AI outcomes.AI projects often require experimentation, iteration, and learning rather than guaranteed deliverables.The right AI solution depends on context, constraints, and environment, not what is trending.Building internal capability is more sustainable than outsourcing all AI decision-making.Responsible AI requires intentional choices around fairness, impact, and long-term use.AI works best as an amplifier of good processes, not a fix for broken ones.Organizations that adapt to AI successfully treat it as infrastructure, not a magic product.This episode of The Business Development Podcast is proudly sponsored by Hypervac Technologies and Hyperfab, our 2026 Title Sponsors. We're incredibly grateful for their continued support of the show and the work they do building world-class industrial solutions right here in Canada. Hypervac and Hyperfab represent innovation, reliability, and execution at the highest level, and we genuinely appreciate them being part of this journey.If you're in the industrial space, we highly encourage you to check them out at www.hypervac.com.If you're the kind of...

In episode 313, Kelly shares a hard lesson from a time he tried to “help” a client by booking a series of account management meetings he was not going to attend. The introductions were easy because the trust and credibility were already built, and the prospects said yes because of Kelly's relationship with them. But once the client missed one meeting, then another, Kelly realized the damage was landing on his name, not theirs. Instead of doing business development, he found himself apologizing, rescheduling, and working to repair relationships that took years to earn.The core message is simple and sharp: if you are not accountable for the outcome, you should not be booking the meeting. Kelly breaks down exactly what went wrong and how quickly credibility can be spent when you put yourself in the middle of a process you do not control. He closes with clear principles to protect your reputation: only book what you are willing to own, control the first impression, treat your network like equity, remove yourself as the middleman, and ensure accountability before opening doors.Key Takeaways:If your name is on the meeting, you are accountable for the outcome whether you attend or not.Credibility is currency in business development and every introduction spends a little of it.Never book meetings you cannot personally control or confidently stand behind.Acting as the middleman without authority puts all the risk on you and none of the control.First impressions set the tone for the entire relationship so be present to guide them.Good intentions do not protect your reputation. Boundaries do.Relationships built over years can be damaged quickly by missed expectations.Accountability must exist before opportunity or you are gambling with trust.Your network is equity, not loose change. Treat every intro like it costs something.Protecting your reputation is more important than trying to help or say yes to everything.This episode of The Business Development Podcast is proudly supported by our 2026 Title Sponsor, Hypervac Technologies, North America's leading manufacturer of industrial vacuum and hydro excavation trucks. If you are looking for world class equipment built for performance, reliability, and the toughest job sites, check them out at www.hypervac.com and see why so many companies trust Hypervac to power their operations.Got a wild, funny, unbelievable, or unforgettable story from your time at work? Submit your story to I Used To Work There and you might be featured on the show. Email us at hr@IUsedToWorkThere.com and we'll send you the quick intake form and recording options. We review every submission and would love to hear yours.If you want to connect more directly, ask questions, and grow alongside other driven leaders, join The Catalyst Club. It's Kelly Kennedy's private leadership and business development community built for leaders by leaders, with live sessions,...

Episode 312 of The Business Development Podcast features a practical and candid conversation with Gordon Sheppard, CEO of Executive Wins, about what really holds teams and organizations back from growth. Drawing on more than 25 years of executive coaching experience, Gordon shares what happens behind the scenes when businesses stall, leaders feel overwhelmed, and execution breaks down. Instead of chasing strategy or quick fixes, he explains why structure, accountability, and difficult conversations are often the true levers that create lasting change.Together, Kelly and Gordon dig into the habits of high-performing leaders, how to build teams that actually execute without constant supervision, and the simple but powerful questions every CEO should be asking themselves. This episode is a grounded, no-nonsense look at leadership in the real world, offering clear insights for founders and operators who want fewer fires, stronger teams, and consistent, scalable wins.Check out Executive Wins: https://executivewins.com/Check out The Executive Wins Podcast: https://open.spotify.com/show/1P1NEQVF744tV6xEjm5vRCKey Takeaways: Strategy rarely breaks businesses. Poor execution does. Most growth problems are alignment and accountability issues, not planning issues. Leaders often hold onto too much. If everything funnels through you, your team isn't built to scale without you.Hard conversations are not optional. Avoiding them quietly compounds dysfunction inside teams.Behavior change beats theory. Real leadership impact happens when people change what they do, not just what they know.Status quo is usually the hidden decision. If nothing changes after the meeting, you've already chosen comfort over growth.Great coaches and leaders ask better questions, not give better answers. The right question creates clarity faster than advice.Psychological safety unlocks performance. Teams move faster when people feel safe enough to be honest.Small, consistent improvements outperform big, dramatic initiatives. Daily execution beats occasional breakthroughs.Structure creates freedom. Clear roles, responsibilities, and expectations remove friction and speed up decision-making.Leaders must stay coachable. The moment you stop listening is the moment your growth plateaus.This episode of The Business Development Podcast is proudly brought to you by our 2026 Title Sponsor Hypervac Technologies, North America's leading vac truck manufacturer, and their new division Hyperfab, delivering custom industrial fabrication solutions built for performance and reliability.If your operations depend on serious equipment and serious uptime, these are the people to know. Go check them out at www.hypervac.com.Learn more about The Catalyst Club, Kelly Kennedy's private community built for leaders,...

Episode 311 of The Business Development Podcast features a deep and thought-provoking conversation with Wayne Lee Diduck, a world-class hypnotist and peak performance expert who reframes hypnosis as something far more practical and present in daily life than most people realize. Wayne explains that hypnosis is not about mind control or stage theatrics, but about influence, belief, and the subconscious programs that quietly shape our behavior, decisions, and results. Drawing from his background as a five-time national wrestling champion, he connects visualization, mental rehearsal, and identity to real performance outcomes in business, leadership, and life, showing how most people are already operating in a “trance” whether they've chosen it or not .Throughout the episode, Kelly and Wayne explore how beliefs formed early in life create invisible limits, why authority and language are so powerful, and how intentional subconscious programming can unlock clarity, confidence, and sustained momentum. Wayne shares practical frameworks for reshaping mindset, explains why fear and burnout can take even high performers off track, and highlights how hypnosis and mental conditioning can rapidly break negative loops when traditional approaches fail. The conversation ultimately challenges listeners to take ownership of the stories they tell themselves and consciously choose the mental programs that drive their future performance, fulfillment, and success.Key Takeaways: 1. You are already in a trance most of the day, the question is whether it's serving you or sabotaging you.2. Hypnosis is not mind control, it's focused attention combined with belief and intention.3. Visualization works because the brain responds to imagined experiences almost the same as real ones.4. Your subconscious identity will always override your conscious goals if they are not aligned.5. Fear is not the problem, the meaning you assign to situations is what creates paralysis or progress.6. Authority and confidence are inherently hypnotic, people follow belief before logic.7. Small, repeated mental habits shape outcomes far more than one big breakthrough moment.8. Language matters, words like try, but, and can quietly program failure or limitation.9. Burnout and anxiety are often the result of subconscious programs running unchecked, not weakness.10. Change can happen far faster than people expect once beliefs and emotional associations shift.If you want to take the ideas from Episode 311 even further, Wayne Lee Diduck offers a range of transformational services for individuals, leaders, teams, and organizations. From mindset coaching and hypnotic performance training to keynote speaking, workshops, and corporate programs, Wayne helps people shift limiting beliefs, boost confidence, and unlock peak performance. Whether you want deeper personal work, team development, or a memorable live event, he's a go-to expert in practical influence and subconscious change.Explore Wayne's services and connect with him here:

In Episode 310 of The Business Development Podcast, Kelly Kennedy sits down with Anders Liu Lindberg, a global thought leader in business partnering and one of the strongest voices shaping the future of finance today. Anders has built a reputation for turning finance teams into strategic powerhouses, helping CFOs and finance leaders move beyond reporting and compliance into real influence, better decision making, and measurable business impact. This conversation is a masterclass in why finance must evolve, and why the professionals who learn to partner with the business will become indispensable.Anders breaks down what business partnering actually is, why most finance teams struggle to earn a seat at the table, and how influence and communication are now just as critical as technical skill, especially as automation and AI accelerate. You will also hear Anders' philosophy on purpose, fulfillment, and building authority through consistency, the same mindset that helped him grow into one of the most trusted educators in the space. If you want to understand where finance is headed and why Anders is leading that change, this episode delivers.Key Takeaways: 1. Finance earns a seat at the table when it shows up to help leaders win, not to police budgets. 2. Business partnering is when functional experts translate their expertise into insights leaders can understand and use for better decisions. 3. Insights alone are not enough, because if you cannot influence decisions, your impact becomes zero. 4. The fastest way to build trust is to lead with empathy and partnership: “How can I help you meet and beat the budget” changes everything. 5. If finance shows up as the cold messenger of bad news, leaders will avoid them, but if finance shares ownership of outcomes, leaders will pull them closer. 6. AI and automation are shrinking the value of pure number crunching, so finance must get better at people skills like communication, relationship building, and influence. 7. You can teach “numbers people” to become stronger with people by giving them structure, tools, and repeatable frameworks they can practice. 8. Leaders should not just tell finance to “be strategic” and figure it out, they need to invest in training and create a clear path for that transformation. 9. Personal branding is not a hack, it is consistency plus authenticity over time, and your voice cannot be “wrong” when you are sharing real experience and perspective. 10. Passion comes and goes, but purpose creates staying power, and purpose plus passion is where fulfillment and long-term momentum come from. About Anders Liu-Lindberg: Anders Liu-Lindberg is a global thought leader in business partnering and finance transformation, helping finance teams evolve from reporting and control into strategic partners who drive real business outcomes. He runs the Business Partnering Institute, a worldwide hub for training, tools, and community built to raise the influence and impact of finance leaders (https://www.bpidk.org/), and he's also the author of Communicating Financials to Executives, a practical guide for turning numbers into clear, decision driving communication at the executive level (https://www.amazon.ca/Communicating-Financials-Executives-Anders-Liu-Lindberg/dp/1394292600). Connect with Anders directly on LinkedIn here: https://www.linkedin.com/in/andersliulindberg/.2026 Title Sponsor

In Episode 309 of The Business Development Podcast, Kelly Kennedy sits down with fellow Rockstar Raphael Cervan, a longtime listener from France whose journey is anything but ordinary. Born in Brazil and now based in France, Raphael spent nearly two decades as an aeronautical engineer at Airbus, working on landmark programs like the A380 and A320 while leading global teams at the highest level of technical excellence. But as his career advanced and he became a father, Raphael began asking deeper questions about responsibility, values, and the kind of world he was helping to build. That reflection ultimately led him to walk away from a prestigious leadership role in aerospace to pursue something more meaningful.This conversation goes far beyond career moves. Raphael shares how discovering The Business Development Podcast helped him transition from engineer to entrepreneur, reframing business development as a human, values-driven discipline rather than a transactional one. He opens up about founding Sunbiose, a company focused on decentralized, community-owned renewable energy systems designed to strengthen local economies, democracy, and social connection. This episode is a powerful exploration of legacy, courage, and what it really means to use your skills in service of something bigger than yourself, and it's a reminder that business development done right can genuinely change lives.Key Takeaways:1. Career success means very little if it conflicts with your values, and clarity often comes when you ask what your children or future self will think of the choices you made.2. Becoming a parent has a way of sharpening perspective and forcing honest questions about responsibility, impact, and legacy.3. Technical excellence is powerful, but it becomes transformative when it's applied to solving human and societal problems, not just optimizing systems.4. Walking away from a prestigious role is not failure when it's done intentionally in pursuit of deeper purpose and alignment.5. Business development is not manipulation or pressure, it is a human process of understanding problems and offering real solutions.6. Engineers and technical leaders can succeed in business when they reframe selling as service rather than persuasion.7. Entrepreneurship is less about the destination and more about the growth, self-knowledge, and responsibility developed along the way.8. Systems matter, whether in aviation, energy, or business, and poorly designed systems create risks that values-based leadership must address.9. Decentralization and community ownership can create not only economic value but stronger social bonds and shared accountability.10. Legacy is built through action, not intention, and doing nothing is often the most dangerous decision of all.Get in touch with RaphaelIf this episode resonated and you're exploring opportunities in decentralized energy, sustainability, or impact-driven entrepreneurship, Raphael is actively open to conversations. He is currently seeking strategic partners and aligned investors who share a long-term vision for community-owned, decentralized energy systems.If you're interested in collaborating, partnering, or learning more about the Sunbiose model, Raphael welcomes thoughtful outreach.Email: raphael@sunbiose.fr LinkedIn: https://www.linkedin.com/in/raphaelcervan/2026 Title Sponsor

Episode 308 of The Business Development Podcast features John Pelley, a former banker with 35 years of experience spanning small business lending, corporate banking, and global treasury management. John pulls back the curtain on how business banking actually works and explains why banks are not fixed-cost utilities but competitive, for-profit organizations. Drawing from real-world experience, including high-level international deals, he shows how informed businesses can negotiate fees, rates, and structures by understanding how banks assess risk and profitability. The core message is clear: loyalty without review can quietly cost businesses significant money over time.Throughout the conversation, John walks listeners through why most business owners overpay their banks, where those costs really add up, and how even small changes in banking structure can meaningfully impact the bottom line. He outlines what business owners should be reviewing, how often they should be shopping their bank, and why treating banking costs like a controllable expense—not a fixed one—can unlock real financial leverage. This episode is not anti-bank; it's pro-awareness, giving business owners the confidence and knowledge to ask better questions, make smarter decisions, and keep more of the money they already earn.Key Takeaways:1. Banks are competitive for profit businesses, not service charities, so you should treat every fee and rate like something that can be questioned and improved. 2. Most business owners default to the bank they already use, but brand loyalty can quietly cost you real money year after year. 3. Business banking is not one size fits all, even the big banks have many account options, and choosing the wrong one can bake in unnecessary costs. 4. Every dollar that flows in and out of your business attracts fees somewhere, so higher revenue can actually increase bank costs unless you optimize the setup. 5. It is hard to negotiate what you do not understand, so your first win is gathering your statements, understanding your transaction patterns, and getting clarity on what you are truly paying. 6. The biggest leverage often comes from reviewing loan structures and interest rates, especially when your financial position improves and you have more negotiating power than you think. 7. The rule is if you do not ask you do not get, but asking the right way with the right information is what actually gets banks to move. 8. The people you meet at the branch usually cannot approve major concessions, so your job is to make it easy for them to take a clean package up the chain to decision makers. 9. You do not always need to switch banks to win, sometimes the best play is using competitive offers to get your current bank to match or improve. 10. Banking should be reviewed like any major supplier relationship every few years, because markets change, your business changes, and compound savings can become a serious advantage over time. Check out Colibri Financial Services: http://www.colibri-fsa.com/2026 Title Sponsor

Episode 307 is a deeply personal reflection on empathy, responsibility, and how life fundamentally changes the way we experience the world. Kelly Kennedy explores how becoming a father rewired his nervous system and unlocked a depth of empathy he didn't previously have access to, triggered by moments from The Wild Robot and One Life. This episode challenges the idea that empathy is simply a skill or mindset, revealing instead that some layers of empathy only emerge when attachment, responsibility, and something meaningful to lose enter your life. The conversation then moves into leadership and business, asking a harder question: how do you lead ethically when you cannot fully understand what someone else is carrying? Kelly outlines why true empathy isn't about pretending to understand another person's risk, but about acting with humility, curiosity, and care when understanding is incomplete. The episode offers a grounded framework for protecting people, building trust, and leading responsibly, even when shared experience is missing.Key Takeaways: 1. Empathy is not something you decide to have; some of its deepest layers are unlocked only through responsibility and attachment. 2. Becoming responsible for someone else can biologically and emotionally rewire how you experience risk, loss, and care.3. You can intellectually understand someone's situation without truly feeling what they feel, and that difference matters.4. Shared experience doesn't make you better than others, but it does give you access to deeper emotional context.5. Real empathy in leadership starts with admitting the limits of your understanding instead of pretending you fully get it.6. Curiosity is more ethical than certainty when you haven't lived someone else's risk or responsibility.7. Empathy that doesn't change behavior is sympathy at best; action is where empathy becomes real.8. When understanding is incomplete, ethical leaders default to protection rather than pressure.9. Responsibility sharpens moral clarity and makes indifference impossible once something meaningful is at stake.10. True empathy deepens as your life deepens, and great leadership comes from carrying that weight with humility.2026 Title Sponsor

In Episode 306, Kelly Kennedy reconnects with Mckinley Hyland, founder of Maverick NDT Inspection Inc. and the very first guest in the history of The Business Development Podcast, for a raw and grounded conversation about Alberta, Oil and Gas, and the people who make the industry work. Mckinley shares the reality behind high-paying field work, from long rotations and time away from family to the quiet sacrifices that define life in Alberta's energy sector. This episode isn't about politics or complaints. It's about resilience, responsibility, and the work ethic that Albertans carry with pride.The conversation explores why Mckinley chose entrepreneurship as a way to regain control of his time, how building Maverick NDT became a legacy project rooted in family, and what “Alberta Strong” truly means when lived day to day. From sleeping in trucks and riding out downturns to leading teams through uncertainty and putting people first, this episode offers a powerful example of Alberta through the lens of lived experience, leadership, and quiet strength.Learn more about Maverick NDT Inspection Inc., an Alberta-based non-destructive testing company helping industrial clients improve safety, quality, and efficiency through innovative inspection solutions at https://www.maverickndt.ca.Key Takeaways:1. Alberta Strong means you do the job when it's hard, not when it's convenient, and you stay proud without needing applause.2. In oil and gas, you're often paid as much for your absence as your effort, and that trade-off is real for families.3. Time is the one asset nobody can buy back, so the smartest leaders build their life around it before it's gone.4. The unseen heroes are the partners at home, because they carry the full load when the work pulls you away.5. Entrepreneurship is often a decision to regain control, not chase status, and for Mckinley it was the only way to be truly present with his family.6. Relationships aren't a nice-to-have in volatile industries, they're what keeps you alive when the market turns and everyone gets squeezed.7. Trust beats slogans every time, because anyone can claim “quality and safety,” but only consistent behavior earns loyalty.8. The oil patch can shape you fast, and if you don't build discipline early, the lifestyle can drag you into habits that cost more than money.9. Resilience is built by repeated uncertainty, and Alberta entrepreneurs are forced to adapt because the ground shifts again and again.10. Innovation is a survival advantage, and Maverick's push toward AI and computed radiography shows how Alberta companies can set the pace instead of just keeping up.2026 Title Sponsor

In Episode 305 of The Business Development Podcast, Kelly Kennedy breaks down why most ideas never make it into the world — not because they are bad, but because people wait too long to act. Drawing from his own experience launching businesses, programs, communities, and podcasts in under three months, Kelly explains the concept of inspired action: acting while clarity, energy, and excitement are present instead of waiting for confidence, certainty, or fear to disappear. He challenges the belief that clarity comes before action and makes the case that clarity is created through movement.The episode explores the two fears that quietly kill momentum — fear of failure and fear of success — and explains why overwhelm, not fear, is usually the real blocker. Kelly walks listeners through a simple, practical framework for taking inspired action one step at a time, using real examples from his latest project I Used to Work There. The message is clear and timely for January: confidence is built through proof, momentum silences fear, and the fastest way to bring ideas to life is to take the next obvious step today.Key Takeaways: 1. Most ideas fail not because they are bad but because people wait too long to act on them.2. Confidence does not come before action it is built through action and proof.3. Clarity is not something you find by thinking it is created by doing.4. Inspired action means moving while energy and excitement are present before fear can negotiate you out of it.5. Fear of failure and fear of success lead to the same outcome hesitation and hesitation kills momentum.6. Overwhelm is usually the real blocker not fear and it comes from trying to see the whole picture at once.7. You do not need to eat the whole elephant you only need to take the next obvious step.8. Small immediate actions compound quickly and turn ideas into reality faster than overplanning ever will.9. Momentum silences fear and motion creates confidence far more effectively than motivation.10. Every step taken becomes proof and the more proof you build the quieter imposter syndrome becomes.Don't forget to follow The Business Development Podcast on Apple Podcasts and Spotify so you never miss an episode. If you're enjoying the show, leaving a rating or sharing it with someone who would get value from it makes a huge difference and helps the podcast reach more leaders and entrepreneurs around the world.2026 Title Sponsor

In Episode 304 of The Business Development Podcast, Kelly Kennedy sits down with Ryan Crittenden, a strength-based coach, Army veteran, and founder of XL Coaching and Development, to kick off the new year with a powerful reframe on growth, leadership, and self-belief. Ryan breaks down why coaching is not about fixing what's wrong, but about drawing out what's already there, helping people understand and use their natural strengths instead of fighting against them. Through stories from his military service and his transition into leadership coaching, Ryan explains how belonging, clarity, and self-awareness are often the missing pieces for leaders who feel stuck, burned out, or out of control.This conversation is especially timely for anyone heading into a new year feeling pressure to reinvent themselves or overhaul their entire life or business. Kelly and Ryan explore how real growth starts with one small step, not massive overcorrection, and how understanding your strengths can unlock better decision-making, stronger leadership, healthier relationships, and more sustainable success. Whether you're a founder, sales leader, entrepreneur, or emerging professional, this episode offers a grounded, practical way to reset your mindset and build the year ahead around who you actually are, not who you think you're supposed to be.Key Takeaways:1. Coaching works best when it draws out what is already inside you instead of trying to fix you.2. Great leaders create belonging in simple moments and those moments can change everything for someone.3. When life feels out of control the first move is not a massive overhaul it is one small step toward clarity.4. You do not need someone to fix you you often need someone to listen so you can think clearly again.5. Strengths based development starts with what is right with you and turns that into repeatable performance.6. CliftonStrengths reveals natural talent patterns and your job is to build them into real strengths through awareness and action.7. Knowing who you are not is just as valuable as knowing what you are good at because it helps you partner build systems or delegate.8. Most people perform better when they feel part of creating the solution so keep asking better questions instead of forcing answers.9. Big goals can overwhelm you into doing nothing so shrink the focus to the next step and let momentum do the rest.10. When teams share a common language for strengths and energy they collaborate faster trust more and stop misreading each other.2026 Title Sponsor

Every January starts with fresh goals and big intentions, and then life hits, momentum fades, and by February most people are restarting again. In this New Year's Eve episode, Kelly breaks down what momentum actually is, why it matters, and how to build it in a way that lasts, not with hype or burnout, but with consistent weekly actions that compound over time. He reframes momentum as simple forward motion, the stacking of small and significant wins, and shows how consistency is what creates the “overnight success” people think is luck.Kelly then delivers a practical momentum playbook you can apply immediately: write 15 to 20 goals by hand, create an early win by finishing one task you have been avoiding, and make the Move the Needle list a weekly non negotiable. He challenges work life balance in favor of work life coherence and lays out the habits that keep momentum alive, consistency over intensity, repeatable weekly processes, fewer priorities, tracking small wins, launching early, protecting your calendar, and staying in motion while others pause, so when the year truly starts for everyone else, you are already moving.Key Takeaways: 1. Momentum is not motivation or luck, it is simple forward motion created by consistently completing the right tasks week after week. 2. Small wins matter more than big bursts of effort because progress compounds when you keep stacking completion over time. 3. Consistency will always outperform intensity because extreme effort is temporary but repeatable action builds lasting results. 4. Writing goals down by hand dramatically increases follow through and forces clarity on what actually matters. 5. Momentum accelerates when you create early wins by finishing something you have been putting off. 6. Weekly focus beats daily chaos when you commit to a Move the Needle list and prioritize only the highest impact actions. 7. Processes create momentum while random tasks drain it, because rhythm removes decision fatigue. 8. Reducing priorities increases results since momentum dies when everything feels urgent. 9. Tracking progress builds belief, and belief fuels momentum even when results are still forming. 10. The people who win long term keep moving when others pause, downshifting if needed but never fully stopping. 2026 Title Sponsor

Episode 302 is a grounded and necessary conversation about the unseen cost of entrepreneurship. After nearly 200 interviews with founders, leaders, and high performers, a clear pattern has emerged: burnout, health scares, and identity collapse are no longer edge cases, they're becoming normal. This episode explores how the current culture of nonstop pressure and hustle is quietly breaking people, and why so many entrepreneurs feel unable to slow down even when the warning signs are impossible to ignore.In this episode, Kelly sits down with Maureen Codispodi to talk honestly about burnout, mental health, and what sustainable success actually looks like. The conversation challenges the idea that pushing harder is always the answer, unpacking how to recognize limits, rebuild balance, and redefine ambition in a way that protects both the business and the person behind it. This episode is for anyone who wants to keep building without sacrificing their health, relationships, or sense of self along the way.Key Takeaways:1. Burnout is not a personal failure, it's often a predictable outcome of building without boundaries.2. If your body is sending signals you can't ignore, that's not inconvenience, it's information.3. Hustle culture makes overwork feel normal, but normal doesn't mean healthy or sustainable.4. The cost of success should never be your health, your family, or your sense of self.5. Your business can grow faster than your capacity, and that gap is where burnout begins.6. Rest is not a reward you earn after the work is done, it's a requirement to keep doing the work well.7. If you can't slow down without feeling guilty, that's a warning sign that needs attention.8. You need systems that protect you, not just strategies that push you.9. Real resilience isn't enduring more, it's learning when to pause, adjust, and ask for support.10. Sustainable entrepreneurship is built on consistency over intensity, and long game thinking over short term adrenaline.Links referenced in this episode:helpclinic.caIf Episode 302 hit you in the chest, it's because you can feel it too. This isn't just another episode, it's a signal that something needs to change. Episode 300 marked the start of the next phase, and 2026 is our year. The Catalyst Club exists for that exact moment when you stop waiting for the “right time” and decide to build anyway, in the in between moments, with real life happening all around you. This is the room for founders, business developers, and next generation leaders who want real connection, real support, and real momentum in the year they finally make the leap.Inside Catalyst Club there's no hierarchy, no posturing, and no competition for power. It's leaders supporting leaders, showing up as humans, leaving ego at the door, and actually talking about what's real. The community is fully virtual and active daily, bringing together perspectives from around the world that you simply can't get in a local only box. If you're ready to step into the new era we're talking about and stop circling the runway in 2026, you're welcome here. Join us at: www.kellykennedyofficial.com/thecatalystclubThe Business Development Podcast is proudly supported by our 2026 Title Sponsor partners.

Episode 301 kicks off the 300s with Colin Harms and opens with a milestone announcement, HyperVac Technologies and HyperFab are the official Title Sponsors of The Business Development Podcast for 2026. Kelly and Colin reflect on the relationship that started through the podcast, why community and consistency matter, and what it takes to keep raising the standard as an independent Canadian show that is competing on a global stage.From there, the conversation gets real about building through pressure as a Canadian business and making the shift from reacting to taking control. Colin shares how they intentionally diversified by building HyperFab long before the tariffs, moving from 100 percent subcontracted manufacturing to bringing fabrication fully in house so they could control timelines, quality, and execution. They break down why that decision sets them up to win in 2026, and how HyperFab is positioned to become a major player as the next chapter of growth takes off.Key Takeaways:1. One bold reach out can change everything, because the right relationships often start with a simple “I felt the urge to message you.” 2. Consistency builds momentum, especially when you create something every week that you genuinely look forward to and plan your life around. 3. Reinvest in what's already producing fruit, because sowing into solid ground is how you multiply results instead of starting from zero every time. 4. Relationships beat transactions, and loyalty comes from actually caring, not just “closing the deal.” 5. Community is a force multiplier, because it gives you a safe space to vent, learn, and borrow perspective when you're carrying it alone. 6. The mindset shift that changes everything is moving from “why is this happening to us?” to “what can we do about it?” 7. In hard seasons, don't bury your head or quit early, keep peeling layers, making calls, and finding a way even when people say it won't work. 8. Success leaves clues, so study what's already working, learn from competitors, and copy great systems without ego. 9. You can forecast all you want, but you still won't fully know what's next, so the real advantage is staying adaptable and willing to pivot fast. 10. Long term winners take control of the fundamentals, bring key capabilities in-house, hire the right people, and build the confidence to say “we can do this.” Ready to make 2026 your year?The Catalyst Club is a private community for founders, business owners, and leaders who are serious about growth, accountability, and real conversations that move the needle. If you want to be surrounded by people who think bigger, take action, and build with intention, you belong here.We're 75 members and growing fast, and the first 100 will be recognized as the Founding 100. Join us here: www.kellykennedyofficial.com/thecatalystclubThe Business Development Podcast is proudly sponsored by HyperVac Technologies

Milestone Episode 300 is a behind the scenes centennial conversation with Shelby Hobbs, recorded right in the messy middle of real life. Kelly and Shelby hit record in the narrow window before the kids get home, with a baby sleeping nearby, a toddler napping upstairs, and the daily marathon happening in real time, because that's genuinely how the show and the household get built.From there, the episode becomes a reflection on what 300 episodes actually means: the gratitude, the growth, and the belief that this milestone is the start of the next phase, not the finish line. Kelly thanks the listeners for riding with him through year three, celebrates winning a Signal Award, and sets the tone for 2026 as “our year” while Shelby echoes that momentum and the bigger “new era” feeling they're sensing personally and globally.Key Takeaways:1. Progress gets built in the in between moments, not perfect schedules, so show up anyway and hit record when you can.2. Consistency compounds, and 300 episodes is proof that long games create massive outcomes.3. Treat milestones like a launchpad, not a finish line, because 300 is the start of the next phase and 2026 is the push forward.4. Gratitude is a practice, not a hindsight review, and you can train yourself to actually notice when life is good right now.5. Your time horizon changes everything, because one year can feel frustrating but five years will shock you with what you have built.6. When motivation feels heavy, aim for inspiration, and let your future self pull you forward instead of pressure pushing you.7. Community is not optional, because the best opportunities usually come through people who open doors for you, not you grinding alone.8. The right room changes everything, and Catalyst Club was born by watching real connections and collaboration happen inside the Accelerator.9. Do not box yourself into local only thinking, virtual community can be just as real and even more powerful because of global perspectives.10. Trust your gut, stay open to the unexpected, and keep upgrading your skills and tools, because opportunity shows up fast when you are ready to say yes.If Episode 300 hit you in the chest, it is because you can feel it too. 300 is the start of the next phase and 2026 is our year. The Catalyst Club exists for that exact moment when you stop waiting for the “right time” and you decide to build anyway, in the in between moments, with real life happening around you. This is the room for founders, business developers, and next generation leaders who want real connection, real support, and real momentum in the year that you finally make the leap.Inside Catalyst Club there is no hierarchy, no posturing, and no competition for power. It is leaders supporting leaders, showing up as humans, leaving ego at the door, and actually sharing what is real. It is also fully virtual, which means the community is happening every day with members from around the world and perspectives you cannot get in a local only box. If you are ready to step into the new era we talked about and make 2026 the year you stop circling the runway, come join us here: www.kellykennedyofficial.com/thecatalystclub

In this very special episode of The Business Development Podcast, Kelly Kennedy sits down with Jake Gold, one of the most influential architects of Canadian music and the longtime manager behind The Tragically Hip. Jake takes listeners behind the curtain on what a music manager actually does, not as a hype man, but as the CEO of a complex business where touring, deals, team decisions, merchandising, data, and long term career strategy all run through one leader. He shares the moment he first saw The Tragically Hip live and knew instantly they had to be signed, plus how conviction, detail obsession, and a willingness to say no are what separate career building from chasing quick wins.This conversation is packed with crossover lessons for founders, CEOs, and business developers, especially around standards, positioning, and being relentlessly curious as the market changes. Jake breaks down why the music industry is bigger than ever, why direct to consumer and data matter, and why the barrier to entry being low does not change the one truth that decides everything: you still have to be great. Kelly also acknowledges the human side of legacy, including the grief the country felt around Gord Downie, and Jake shares how he stays grounded and sustainable across decades in a 24/7 industry, while hinting at meaningful plans ahead for what comes next.Key Takeaways: 1. You will know greatness when you feel it and it is an involuntary response, not a logical checklist. 2. Great careers are built by setting the real bar and realizing what “next level” actually looks like the first time you witness it. 3. A great manager is basically the CEO of the band's company, overseeing every revenue stream, cost, and decision with the artists as the board. 4. Sustainable performance comes from ruthless time protection: knowing when not to get involved, saying no, and avoiding time wasters. 5. If you do not believe in what you represent, you will eventually get bored and move on, so belief is the fuel of long term excellence. 6. The small stuff is the big stuff: details matter because this is the whole business and you do not get paid unless it works. 7. There is no plan B if you want career level outcomes, and if the artist or founder loses belief, the manager cannot save it. 8. Curiosity is a competitive advantage: keep learning, keep reading, and bring new ideas to the table even when you are the most experienced person in the room. 9. Data and direct fan connection are core now, and the winners will understand audiences, demographics, and DTC relationships better than ever. 10. In a world where anyone can publish, the filter is still the same: you have to be great, the cream rises, and longevity is the real proof. Connect with Jake Gold and learn more about his work:The Management Trust (Official Site)https://mgmtrust.ca/Jake Gold on LinkedInhttps://www.linkedin.com/in/jake-gold-92046030/If you know you are built for more, you belong in The Catalyst Club. It is a private, high trust community for founders, business developers, and next generation leaders who want real connection, real support, and real momentum.Join us today: https://www.kellykennedyofficial.com/thecatalystclub