ScaleUp Radio

Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to apply to be a guest, just click here: https://bizsmarts.co.uk/scaleupradio/apply Kevin's New Book Is Now Available! Drawing on BizSmart’s own research and experiences of working with hundreds of owner-managers, Kevin Brent explores the key reasons why most organisations do not scale and how the challenges change as they reach different milestones on the ScaleUp Journey. He then details a practical step by step guide to successfully navigate between the milestones in the form of ESUS - a proven system for entrepreneurs to scale up. More on the Book HERE - https://www.esusgroup.co.uk/

Episode #644: From Generalist to Niche: Scaling Through Focus, Certification and Community - with Janet Tanguay 09/14/2026

Episode #644: From Generalist to Niche: Scaling Through Focus, Certification and Community - with Janet Tanguay What happens when you stop saying yes to everything and commit to the part of your business that customers really want? In this episode of ScaleUp Radio, host Kevin Brent talks to Janet Tanguay, founder of The Hammock Way of Life, about the journey from broad business consulting to building a scalable business around vision boarding, coach certification and a growing global community. Janet's story is a great example of how focus can unlock growth. The turning point came during and after the pandemic. Janet had been using vision boarding to help businesses think creatively about their future, and demand began to grow. Rather than treating that demand as just another service opportunity, she recognised the market signal and made a deliberate decision to niche. Importantly, that also meant saying no. Janet turned down a significant project that didn't fit the direction she had chosen. That decision gave her the space to commit properly to the vision boarding opportunity, and she believes it accelerated the subsequent growth of the business. But finding a niche created another challenge: how do you scale something that depends on your own expertise and delivery? Janet's answer has been certification. She developed a programme to train and certify other coaches in her methodology, with Module 1 accredited for CPD in the UK and Module 2 progressing through the process. The model combines online learning, live Q&A and curated resources, enabling Janet to build a global network of independent practitioners rather than relying on a traditional employee model. What is particularly interesting is that the real value isn't simply the certification. It's the community around it. Members share resources, learn from each other and collaborate when clients need expertise outside their own areas. The community continues to develop its knowledge too, including work around aphantasia and making vision boarding more accessible to visually impaired people. Rather than trying to protect the methodology through highly restrictive agreements, Janet's approach is to make the network valuable enough that people want to remain part of it. That creates an important lesson for any founder thinking about scaling through partners, licences, franchises or certification: Don't just create a method people can buy. Create an ecosystem they don't want to leave. Removing the founder bottleneck Janet is now tackling another familiar ScaleUp challenge: removing herself from the centre of the business. At one stage she found herself facing 18 meetings in a single day, a pretty clear indication that the founder had become a bottleneck. Her longer-term ambition is to exit the business within the next few years, but she wants an exit that protects the purpose, vision and values she has created. That means systemising now. She is looking at bringing in operational leadership and strengthening areas including CRM, IT and marketing so the business can operate successfully without depending on Janet for everyday delivery. There's a valuable distinction here. Building a business that generates income for its founder isn't necessarily the same thing as building a business that somebody else could own. Word of mouth isn't necessarily accidental We also discuss Janet's approach to marketing. Much of her growth comes through referrals and word of mouth, but Janet doesn't simply wait for recommendations to happen. She deliberately brings well-connected people into events and experiences, knowing that if they see the value first-hand they're likely to talk about it. It's a useful reminder that word of mouth can be cultivated. We also hear the story behind Janet's book, Hammock Way of Life: Leaping Toward Joy, including an unexpected appearance on a Times Square billboard and how that visibility itself created another potential business opportunity. The standout message Perhaps the strongest ScaleUp lesson from Janet's journey is: Growth accelerated when she became clearer about what the business was going to do and, just as importantly, what it wasn't going to do. Choosing a niche meant turning down work. Scaling the niche meant turning her knowledge into a repeatable methodology. And building something that can ultimately exist without her means deliberately removing herself as the bottleneck. Those are three very different stages of the same journey from founder-led business to scalable organisation. In this episode, we explore Why customer demand prompted Janet to pivot from general consulting into a specialist niche Why saying no to a large opportunity helped rather than hindered growth How certification can turn founder expertise into a scalable model Why community can become a competitive advantage How Janet is building an international network without creating a large employee base The importance of systems when you're trying to remove founder dependency Why Janet is thinking about her eventual exit years in advance How to cultivate word-of-mouth marketing rather than simply hoping for referrals What a Times Square billboard taught Janet about unexpected opportunities The one key thing Scaling often starts with choosing less. Janet's experience demonstrates that focus isn't simply about becoming more efficient. It means having the confidence to decide where the greatest opportunity lies and saying no to work that distracts from it. Once you've made that choice, the next question is how you build systems, people and a community that allow the idea to grow without everything continuing to depend on you. Feeling busy but stuck? Most founders I speak to feel busy but stuck. Plenty happening, but no real clarity on what matters most this quarter. Here's what more than 500 interviews on this show have taught me: the founders who scale choose less, and deliver all of it. That's what the G90 Summit is for. It's a structured half-day where we cut through everything competing for your attention, agree the three to five things that must happen in the next 90 days, and build the rhythm to make sure they do. Quarterly. Virtual. £97 a seat. Find out more at Smart90.co.uk/summit. And if you know somebody with an interesting ScaleUp story who would make a great guest for ScaleUp Radio, you can nominate them for a future episode. Recommended Resources Books Tech Contact LinkedIn: Web: Insta: /episode/index/show/scaleupradio/id/42873085

Episode #643: Trust Isn’t a Feeling. It’s a KPI - with Rob McKenna 09/09/2026

Episode #643: Trust Isn’t a Feeling. It’s a KPI - with Rob McKenna What if one of the biggest constraints on your ability to scale is something you’re not measuring at all? In this episode of ScaleUp Radio, Kevin Brent is joined by Rob McKenna for a fascinating discussion about trust: how to measure it, why founders frequently misjudge it, and why building trust isn’t about creating a perfect culture. Rob introduces the WiLD Trust Index, a framework designed to turn trust from something intangible into something leaders can measure, understand and deliberately improve. For founders, there’s a particularly important message here. Delegation and succession aren’t simply transfers of responsibility. They’re transfers of trust. And the ability of an organisation to maintain and repair trust without the founder could ultimately become an important part of the value of the business. Most business owners measure revenue, profit, cash, sales and productivity. But how many measure trust? That matters because people remain one of the biggest challenges facing growing businesses, yet Rob points out that only around 4% of KPIs are people based. So perhaps we’re measuring the outputs while ignoring one of the things driving them. Rob’s work challenges the idea that trust is simply a feeling. Through the WiLD Trust Index, trust can be examined across 33 drivers at three different levels: Personal: what is happening within us, including things such as vulnerability. Team: the patterns between people, including reliability and the way colleagues behave towards one another. Organisational: the conditions around people, including alignment with the organisation’s mission. This produces a Net Trust Score, alongside insight into the individual factors affecting trust. Rob shares the example of one organisation whose score improved by 30 points in seven months after making trust an explicit KPI. But measuring trust is only part of the conversation. Trust is built through repair, not perfection One of the standout ideas from this episode is that high-trust organisations aren’t organisations where things never go wrong. People disappoint each other. Commitments get missed. Leaders make mistakes. Difficult conversations happen. What matters is what happens next. Rob describes the importance of creating an infrastructure for repair, where grace, forgiveness and honest communication allow people to rebuild trust when it has been damaged. That creates an interesting distinction between vulnerability and transparency. Vulnerability is the openness to being hurt and therefore requires courage, while transparency is the openness to being seen. For founders trying to create stronger leadership teams, that difference matters. Do you know how much your team actually trusts you? Rob also introduces his Trust Quadrant, which looks at both team and organisational trust. Organisations can fall into four broad categories: Stronghold, where both are high; Islands of Trust, where team trust is high but organisational trust is low; Shell of Trust, where organisational trust is high but team trust is low; and Jungle, where both are low. One of the most striking findings Rob shares is that around 48% of individuals in the research are working in Jungle organisations. There is another uncomfortable finding for business leaders. CEOs in high-trust Stronghold organisations tend to have a reasonably accurate view of trust, or even underestimate it. CEOs in low-trust Jungle organisations are more likely to overestimate how much trust exists. In other words, the founders who most need to address trust may be the least likely to recognise the problem. Delegation is a trust transfer There’s also a powerful connection here with one of the perennial ScaleUp challenges: getting the business less dependent on its founder. We often think of delegation as transferring tasks, decisions and accountability. Rob reframes it as a transfer of trust. The same applies to succession. Replacing a founder or senior leader isn't simply about finding somebody capable of performing the role. The organisation also needs to transfer the relationships and infrastructure that allow trust to survive and, crucially, to be repaired when something goes wrong. That potentially makes an organisation’s trust infrastructure an asset in its own right, particularly when a founder starts thinking about succession, exit and valuation. In this episode, we explore: Why trust should be treated as a measurable business KPI The disconnect between people problems and the KPIs businesses actually track The 33 drivers behind the WiLD Trust Index Personal, team and organisational trust Why speed and cost can reveal the consequences of trust The difference between measuring trust outcomes and measuring the drivers themselves Why repair matters more than trying to create a perfect culture Vulnerability versus transparency The four types of organisation in Rob’s Trust Quadrant Why CEOs can have a dangerously inaccurate picture of trust How delegation becomes a transfer of trust rather than simply a transfer of tasks The role trust plays in succession and reducing founder dependency Why an infrastructure of trust could ultimately contribute to business value The standout message Trust isn’t built by never getting things wrong. It’s built by creating the ability to repair things when you do. That changes the leadership challenge. Instead of asking, “How do we stop trust ever being damaged?”, founders can ask, “Have we built a business that knows how to repair trust when something inevitably goes wrong?” The one key thing The one key thing from this conversation: if trust matters to the performance and value of your business, stop treating it as an invisible feeling. Measure it, understand what drives it, and build the mechanisms to repair it. Smart90 / G90 Summit Most founders I speak to feel busy but stuck. Plenty happening, but no real clarity on what matters most this quarter. Here’s what more than 500 interviews on ScaleUp Radio have taught me: the founders who scale choose less, and deliver all of it. That’s what the G90 Summit is for. A structured half-day where we cut through everything competing for your attention, agree the three to five things that must happen in the next 90 days, and build the rhythm to make sure they do. Quarterly. Virtual. £97 a seat. Smart90.co.uk/summit Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: Rob can be found here: Resources: Whole Leaders, Wild Trust by Rob McKenna - The Speed of Trust by Stephen M R Covey - The Fog of Work by Adam Tarnow - /episode/index/show/scaleupradio/id/42735465

Episode #642: Building to Sell, Starting Again and Where AI Changes Business Value - with Gavin Bell 09/07/2026

Episode #642: Building to Sell, Starting Again and Where AI Changes Business Value - with Gavin Bell What would you do differently if you knew from day one that somebody else would eventually need to run your business? In this episode of ScaleUp Radio, I’m joined by Gavin Bell, entrepreneur and founder of Yatta, the paid media agency he deliberately built to be sellable before its acquisition by Velstar in 2024. Gavin’s story is particularly interesting because selling Yatta wasn’t something that simply happened after years of building the agency. It influenced how he designed the business from the outset. Inspired by Built to Sell, Gavin moved away from building a business around his own personal brand and expertise. Instead, he created packaged services, recurring revenues, repeatable systems and, crucially, a business capable of delivering without him. That meant progressively removing himself from sales and client delivery, bringing in people who could take over those responsibilities and resisting the temptation to maximise his own income at the expense of the value of the company. The result was a business attractive enough to be acquired by Velstar, with Gavin negotiating the original two-year earn-out down to nine months and ultimately leaving after eight. There’s an important lesson here for any founder, whether or not you currently intend to sell. The one key thing: build a business that works without you before you need it to work without you. The disciplines that make a company sellable are often the same disciplines that make it scalable: recurring revenue, clear propositions, good people, repeatable systems, healthy profit and reduced dependency on the founder. Today, Gavin is applying some of those lessons to a very different venture. Talo is an online lifestyle pharmacy focused on treatments that people may be less comfortable discussing with their GP. Its longer-term ambition is much bigger: moving towards what Gavin describes as precision health, using diagnostics, personal data and AI to help create increasingly personalised and proactive healthcare. One of the interesting aspects of Talo’s approach is that, in a market where technology is often being used to remove human interaction, Gavin is deliberately putting some of it back in. For its weight loss offering, Talo plans an upfront consultation followed by ongoing coaching. The intention is to improve outcomes, create greater trust and tackle the high customer churn seen in a market where customers can easily move between providers and introductory offers. We also explore how AI is changing Gavin’s approach to building the business. Rather than spending heavily on developers to test every new idea, Gavin is using AI development tools to create prototypes before passing them to professional developers. That makes experimentation faster and considerably cheaper. But Gavin believes there is a much bigger strategic implication. If AI makes software increasingly quick and inexpensive to reproduce, simply owning proprietary code may become much less of a competitive advantage. The real value could increasingly sit elsewhere: in your customer relationships, proprietary data, distribution, marketing capability and, most importantly, your ability to demonstrate that what you do actually produces results. That is a significant question for founders thinking about where the long-term value of their businesses really lies. In this episode, we discuss: • Why Gavin deliberately designed Yatta to be sold from the beginning • What Built to Sell changed about his approach to entrepreneurship • Why recurring revenue and packaged services helped make Yatta attractive to an acquirer • How he progressively removed himself from sales and client delivery • Why optimising company profit can sometimes matter more than maximising founder income • The hiring constraint that ultimately limited Yatta’s growth • How the Velstar acquisition came about • Why Gavin negotiated his earn-out from two years down to nine months • What starting again feels like after successfully exiting a business • Talo’s approach to the online pharmacy and weight loss markets • Why adding human coaching can create differentiation in a technology-led market • How Gavin is using AI to dramatically reduce the cost and time involved in prototyping • Why customer data, marketing systems and proven outcomes could become more valuable than proprietary software • Gavin’s vision for precision health and more proactive, personalised healthcare • Why Facebook advertising is outperforming Google for Talo • Why successful paid social requires large amounts of creative testing and patience • Why founders need to give marketing channels enough time to learn before deciding they do not work Standout message As technology becomes easier to build, the competitive advantage moves away from the technology itself and towards the customer, the data, the distribution and the outcomes you can prove. That makes this a fascinating conversation not only about selling a business, but about what makes a business valuable in the first place. Feeling busy but stuck? Most founders I speak to feel busy but stuck. Plenty happening, but no real clarity on what matters most this quarter. Here’s what more than 500 interviews on this show have taught me: the founders who scale choose less, and deliver all of it. That’s what the G90 Summit is for. It’s a structured half-day where we cut through everything competing for your attention, agree the three to five things that must happen in the next 90 days, and build the rhythm to make sure they do. Quarterly, virtual, £97 a seat. Smart90.co.uk/summit And if you know somebody with an interesting ScaleUp story who would make a great guest for ScaleUp Radio, you can nominate them for a future episode. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: Gavin can be found here: Resources: Built To Sell by John Warrillow - The E-Myth by Michael E Gerber - Asana - https://asana.com/ Wispr Flow - https://wisprflow.ai/ /episode/index/show/scaleupradio/id/42733035

Episode #641: From Founder Led to Systems Led: Building a Business That Can Scale Without You - with Jake Young 08/31/2026

Episode #641: From Founder Led to Systems Led: Building a Business That Can Scale Without You - with Jake Young What makes a business genuinely valuable? For many founders the answer isn't more customers, more turnover or even more profit. It's creating a business that can thrive without depending on them every single day. In this episode Kevin Brent is joined by entrepreneur, investor and business strategist Jake Young to explore why founder dependency is one of the biggest barriers to sustainable growth and successful exits. Jake shares the frameworks he uses with businesses ranging from ambitious SMEs through to organisations preparing for institutional investment and IPOs. From defining your end game through to building systems, governance and teams, this conversation is packed with practical advice for founders who want to scale with purpose. One standout message: You don't build a valuable business by making yourself indispensable. You build it by making the business work without you. In this episode we discuss Why founder liability destroys enterprise value Why you should define your end game before building your strategy The difference between founder led and systems led businesses Jake's Five Pillar "Four Walls" framework for building defensible businesses How the Delegation Matrix helps founders systematically let go Why focusing on outcomes beats micromanaging processes How governance becomes a competitive advantage as businesses grow Lessons from hospitality that apply to every growing business Key Takeaways Founder dependency is expensive If your business cannot operate without you, buyers see risk rather than value. Building systems rather than dependence increases both scalability and enterprise value. Start with the end in mind Whether your goal is an exit, legacy, acquisition or long term ownership, that destination should influence every major strategic decision. Build inside your Four Walls Jake explains his framework covering: Market Fit Brand Operating Model Profit Architecture Human Capital Together these create a business that competitors find difficult to copy. Delegate intelligently Use teachability versus business impact to decide what should leave your desk first. Delegation is not about lowering standards. It is about freeing founders to focus where they create the greatest value. About Jake Young Jake Young is an entrepreneur, investor and adviser with businesses spanning hospitality consultancy, governance, branding and consumer products. His portfolio includes: The FoodGuys Samari One of One Chaocello Across these ventures Jake focuses on helping organisations become scalable, investable and strategically valuable. Resources Find out more about Jake via LinkedIn. Discover more ScaleUp Radio episodes at smart90.co.uk. Most founders I speak to feel busy but stuck. Plenty happening, but no real clarity on what matters most this quarter. Here's what more than 500 interviews on this show have taught me: the founders who scale choose less, and deliver all of it. That's what the G90 Summit is for. A structured half day where we cut through everything competing for your attention, agree the three to five things that must happen in the next 90 days, and build the rhythm to make sure they do. Quarterly, virtual, £97 a seat. Visit Smart90.co.uk/summit. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: Jake can be found here: Resources: Diary of a CEO Podcast - Alex and Leila Hormozi - Jocko Willink - The Agentic Enterprise by Martin Hofman - Novagentica - /episode/index/show/scaleupradio/id/42572910

Episode #640: Why smart leaders still make bad strategic decisions - with David Mansfield 08/24/2026

Episode #640: Why smart leaders still make bad strategic decisions - with David Mansfield Making decisions as a founder or leader is rarely about having perfect information. In this episode, Kevin Brent is joined by David Mansfield, strategist, board adviser and researcher into strategic decision making, to explore why so many intelligent leadership teams still make poor strategic choices and what business owners can do to dramatically improve the quality of their decisions. Drawing on doctoral research and decades of board experience, David explains why the process behind a decision matters far more than simply reaching an answer. He shares practical techniques that help leaders combine intuition with evidence, avoid common thinking traps and create greater buy in from their teams. One standout message from this episode is simple but powerful: Validate intuition with data, and validate data with intuition. In this episode you'll discover Why nearly half of strategic decisions fail despite being made by experienced leaders Why the way you make decisions is more important than the decision itself David's developing nine step framework for making better strategic decisions How to slow down decisions without slowing down your business Why founders often become victims of the qualities that made them successful The importance of challenging assumptions before committing to action Why communication can be the difference between success and failure at board level How to recruit advisers and non executives without creating long term governance problems Why every scaling business should invest in strategic finance earlier than they think The "Boat Rule" for keeping meetings focused on what really moves the business forward Why chasing every opportunity can become one of the biggest barriers to sustainable growth Key takeaways One of David's biggest lessons came from serving as a non executive director of Game Group, where concerns over cash flow were dismissed until the business eventually collapsed. Looking back, David realised that while the analysis was correct, the communication wasn't persuasive enough. That experience sparked years of research into how leaders actually make decisions under pressure. For founders, David highlights one recurring challenge. The resilience, determination and stubbornness needed to build a business can eventually become a weakness if it prevents leaders from listening to advice or recognising when circumstances have changed. He also makes a compelling case for building financial capability much earlier by progressing from bookkeeper, to fractional CFO, to full time finance director as the business grows. Clean financial information enables better decisions, stronger investor confidence and healthier growth. The one key thing Great strategic decisions aren't driven by instinct or data alone. The best leaders deliberately test each against the other before acting. About Smart90 Most founders I speak to feel busy but stuck. Plenty happening, but no real clarity on what matters most this quarter. Here's what more than 500 interviews on this show have taught me: the founders who scale choose less, and deliver all of it. That's what the G90 Summit is for. A structured half day where we cut through everything competing for your attention, agree the three to five things that must happen in the next 90 days, and build the rhythm to make sure they do. Quarterly, virtual, £97 a seat. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: David can be found here: Resources: What They Don't Teach You at Harvard Business School by Mark McCormack - How to Win Friends and Influence People by Dale Carnegie - Never Split the Difference by Chris Voss - /episode/index/show/scaleupradio/id/42497765

Episode#639: Designing organisations that scale by putting people first - with Peter Rimmer 08/17/2026

Episode#639: Designing organisations that scale by putting people first - with Peter Rimmer Growing a business isn't just about strategy, systems or structure. As organisations grow, founders often discover that the biggest obstacle isn't the market. It's themselves. In this episode of ScaleUp Radio, Kevin Brent is joined by Peter Rimmer, founder of Tusk Consulting, to explore why scaling successfully requires founders to evolve alongside their businesses. Peter shares why organisation design should start with people rather than process, how founders can overcome the fear of letting go, and why creating a culture where both hiring and leaving are positive experiences is essential for long term growth. One standout message from the conversation: "The biggest barriers to growth are often the conversations leadership teams aren't having." In this episode we discuss: Why organisation design must combine strategy, operating model and human dynamics. The warning signs that your current business model has reached the end of its first growth curve. Why founders often struggle to let go of the approaches that originally made them successful. How to build the confidence to recruit for the business you want, not just the one you have today. The transition from being the person with all the answers to becoming a leader who enables others to think. How Nancy Klein's Thinking Environment helps leadership teams make better decisions together. Why culture should actively manage both successful recruitment and positive exits. How a clear Employee Value Proposition creates trust from day one. Why former employees can become some of your strongest ambassadors. Peter's own entrepreneurial journey from HR into organisation design consultancy. About Peter Rimmer Peter Rimmer is the founder of Tusk Consulting, a consultancy specialising in human first organisation design. Working primarily with charities, social enterprises and purpose led organisations ranging from around 50 to more than 5,000 employees, Peter helps leadership teams align strategy, structure and culture so organisations can grow sustainably. Rather than relying purely on data or process redesign, Peter focuses on the quality of leadership conversations and the human dynamics that ultimately determine whether strategy succeeds. The one key thing... Scaling doesn't require founders to have more control. It requires them to build the confidence to let go, develop others and create an organisation that can succeed without depending on them. Smart90 G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual and just £97 per seat. Find out more at Smart90.co.uk/summit. Connect If you enjoyed this episode, make sure you subscribe to ScaleUp Radio wherever you listen to podcasts. If you know someone with an inspiring ScaleUp story, we'd love to hear from them. You can nominate a future guest via the details in the ScaleUp Radio show notes. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: Peter can be found here: Resources: Range by David Epstein - /episode/index/show/scaleupradio/id/42437835

Episode #638: ScaleUp Club - Seeds, Nets and Spears: Building Predictable Lead Generation 08/10/2026

Episode #638: ScaleUp Club - Seeds, Nets and Spears: Building Predictable Lead Generation Growing a business beyond founder-led sales is one of the biggest challenges many SMEs face. In this special ScaleUp Club edition of ScaleUp Radio, Kevin Brent is joined once again by returning guest Dhanushka Tennakoon from RE24 for an interactive Q&A session exploring one of the biggest questions facing growing businesses: How do you create a predictable flow of new opportunities instead of relying on referrals and hope? Alongside the discussion, Kevin also shares this month's AI Pulse update, covering one of the most talked about AI stories of recent weeks and what it means for business leaders. Whether you're approaching your first £1 million in turnover or looking to build a more scalable commercial engine, this session is packed with practical ideas you can implement immediately. In this episode AI Pulse: What happened when Anthropic's latest language model was reportedly withdrawn shortly after launch and what founders should take from the rapid pace of AI development. Why so many businesses become trapped by founder dependency. Understanding Aaron Ross's Seeds, Nets and Spears framework for predictable lead generation. Why referrals alone rarely create a scalable business. How targeted outreach can open entirely new markets. The importance of balancing new customer acquisition with growing existing client relationships. Why choosing the right niche can transform growth. How RE24 pivoted from multiple industries to becoming specialists in data centres. Practical advice for reducing reliance on founder-led sales. Live coaching with ScaleUp Club members on applying the framework to their own businesses. Key discussion points AI Pulse Kevin shares the latest developments from the AI world, including the reported security concerns surrounding Anthropic's latest model and what this tells us about the extraordinary pace of AI capability. Rather than simply chasing every new tool, founders should focus on understanding where AI can genuinely improve decision making, productivity and business performance. Seeds, Nets and Spears The central discussion explores Aaron Ross's well-known framework: Seeds High trust opportunities generated through referrals, introductions and existing relationships. Nets Scalable marketing activities including content, SEO, social media and broader awareness campaigns. Spears Highly targeted outreach aimed at carefully researched organisations where there is a strong strategic fit. The key message is that healthy businesses develop all three rather than relying on a single source of leads. Why niche matters Dhanushka shares RE24's journey from trying to serve multiple industries to focusing specifically on data centres. That decision created: a clearly defined customer profile faster buying decisions stronger market positioning more effective sales conversations predictable growth opportunities Rather than chasing every opportunity, focusing on one market allowed the business to build genuine expertise and competitive advantage. Live ScaleUp Club coaching A highlight of the session is the discussion with Paul Rhodes from Green Gorilla Automation. Like many growing businesses, sales currently depend heavily on the founder and warm introductions. Together, the group explores how carefully researched "Spears" could help create a more repeatable sales process while reducing founder dependency. Practical actions After listening, consider these three actions: Review where every lead has come from over the last six months. Categorise your activities into Seeds, Nets and Spears. Identify one repeatable activity within each category and commit to executing it consistently. One standout message Predictable growth doesn't come from doing more marketing. It comes from building a balanced system that consistently creates new opportunities. The one key thing If your pipeline depends mainly on referrals or the founder, your business isn't yet scalable. Creating a deliberate mix of Seeds, Nets and Spears is one of the fastest ways to build predictable growth. Smart90 Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Smart90.co.uk/summit /episode/index/show/scaleupradio/id/42342975

Episode #637: ScaleUp Radio Shorts - Why focus beats hustle every time 08/07/2026

Episode #637: ScaleUp Radio Shorts - Why focus beats hustle every time Choose Less. Scale Better. Three founders. Three wake up calls. One lesson every business owner needs to hear. What do an authority strategist, a sales leader and an AI entrepreneur have in common? Far more than you might think. In this special edition of ScaleUp Radio Shorts, Kevin Brent and Louise Blunt reflect on three recent conversations with Erica Holthausen, Gulliver Burns and Lee Nazari. Despite completely different industries and experiences, all three arrived at the same conclusion: sustainable growth doesn't come from doing more. It comes from choosing less, focusing better and building the systems and trust that allow businesses to scale. Along the way they discuss burnout, delegation, profit, purpose, AI, authority and why execution beats endless learning every time. In this episode Why revenue without profit is one of the biggest traps founders fall into The hidden cost of chasing "more" instead of focusing on what matters Why authority beats endless content marketing The difference between learning and implementation How burnout forced both Gulliver Burns and Lee Nazari to completely rethink success Why trust and delegation sit at the heart of every scalable business How AI should challenge your thinking rather than replace it The importance of execution rhythms, deep work and disciplined focus One standout message The founders who scale don't do more. They choose less, then execute brilliantly. Key takeaway The businesses that grow sustainably are built on clarity rather than complexity. Profit matters more than turnover. Delegation matters more than control. Focus matters more than activity. Featured Episodes Erica Holthausen — Building authority without the content treadmill Gulliver Burns — From burnout to better business foundations Lee Nazari — Using AI to make recruitment more human If you haven't already listened to the full interviews, they're well worth adding to your playlist. Smart90 Most founders I speak to feel busy but stuck. Plenty happening, but no real clarity on what matters most this quarter. Here's what more than 500 interviews on this show have taught me: the founders who scale choose less, and deliver all of it. That's what the G90 Summit is for. A structured half day where we cut through everything competing for your attention, agree the three to five priorities that matter over the next 90 days, and build the rhythm to make sure they actually happen. Quarterly • Virtual • £97 per seat Find out more at Smart90.co.uk/summit About ScaleUp Radio ScaleUp Radio is hosted by Kevin Brent and brought to you by Smart90, sharing practical conversations with entrepreneurs and business leaders who have successfully scaled their businesses. This episode was produced with the aid of AI, with editorial review by the ScaleUp Radio team. /episode/index/show/scaleupradio/id/42345570

Episode #636: How Not to Scale: Why Revenue, Ego and Hustle Can Destroy Your Business - with Gulliver Burns 08/03/2026

Episode #636: How Not to Scale: Why Revenue, Ego and Hustle Can Destroy Your Business - with Gulliver Burns What happens when you build multiple multi-million-pound businesses... but almost lose yourself in the process? In this episode of ScaleUp Radio, Kevin Brent is joined by entrepreneur Gulliver Burns, who has experienced both extraordinary growth and devastating setbacks. From building a call centre with over 200 employees before the age of 25 to creating a multi-million-pound automotive business, Gulliver has learned the hard way that scaling without strong foundations comes at a significant cost. Rather than another success story, this conversation is a refreshing look at how not to scale a business. Gulliver shares why chasing revenue instead of profit, tying your identity to your business and growing without financial discipline can ultimately lead to burnout, poor decisions and unnecessary risk. The discussion also explores leadership, developing people, creating resilient systems and why the greatest investment a founder can make is often in themselves. One standout message "Revenue is vanity. Profit, cash flow and freedom are what actually allow a business to scale sustainably." In this episode you'll discover Why rapid growth without financial foundations often creates bigger problems instead of bigger businesses. The dangerous trap of measuring success by turnover, employee numbers and external recognition. Why every founder should build cash reserves before chasing further growth. How paying yourself properly creates long-term wealth rather than simply owning an expensive job. The importance of separating your personal identity from your business. Why emotional decisions cost founders millions. How to create a team that genuinely believes in the vision. Practical leadership techniques for motivating people every day. Why every conversation with a team member is an opportunity for coaching and development. How simple daily systems create consistency even in high-pressure sales environments. The importance of building leaders who can run the business without constant founder involvement. About Gulliver Burns Gulliver Burns is an entrepreneur, business mentor and speaker who has built and exited multiple seven-figure businesses. His entrepreneurial journey has included building one of Australia's largest telecommunications call centres before creating a highly successful automotive business through innovative digital marketing. Today he openly shares both the successes and failures from those experiences, helping founders avoid the common mistakes of scaling too quickly, neglecting financial fundamentals and allowing business success to define personal identity. Key Takeaways ✅ Slow down before you speed up. Scaling weak systems simply magnifies existing problems. ✅ Revenue doesn't equal success. Profit, cash flow and financial resilience are the real scorecard. ✅ Pay yourself properly. Your business should create personal wealth, not just impressive turnover. ✅ Build cash reserves. Financial buffers give founders choices during difficult periods. ✅ Don't let your business become your identity. Objective decisions become much easier when your self-worth isn't attached to business performance. ✅ Leadership is development. Every interaction with your team should help someone become better. ✅ Great businesses run on systems. Consistency, accountability and strong leaders create sustainable performance. The one key thing... Don't build a business that looks successful. Build one that actually creates freedom. G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 per seat. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: Gulliver can be found here: Resources Claude - Sabri Suby - /episode/index/show/scaleupradio/id/42264405

Episode #635: Can we still trust a CV in the age of AI? - with Lee Nazari 07/29/2026

Episode #635: Can we still trust a CV in the age of AI? - with Lee Nazari Artificial Intelligence has made applying for jobs easier than ever. It has also made it much harder for employers to identify the best candidates. In this episode of ScaleUp Radio, Kevin Brent speaks with entrepreneur Lee Nazari, founder of Interviewa, a platform using conversational AI and on camera interviews to help recruiters, universities and job seekers cut through the growing noise created by AI generated CVs. Following a life changing personal tragedy, Lee chose to build something with genuine purpose. The result is Interviewa, a business focused on creating fairer, faster and more authentic recruitment and admissions processes while helping candidates prepare for interviews with confidence. One standout message from this conversation is: "The CV is becoming less valuable. The conversation is becoming more valuable." Lee explains why businesses need to rethink how they assess talent and why execution, partnerships and data are becoming the real competitive advantages in an AI powered world. In this episode we discuss: Why AI generated CVs are creating huge challenges for recruiters How Interviewa uses conversational AI to screen every candidate through video interviews The importance of follow up questions and authentic conversations How anti cheat technology helps maintain interview integrity Why transparency builds trust when candidates know they are speaking with AI How universities are using Interviewa to improve admissions and student employability The new AI Job Consultant helping people identify career opportunities they may never have considered How one recruitment agency achieved a 25 times return on investment using Interviewa Why execution is now a stronger competitive advantage than simply having a good idea Building defensibility through partnerships, proprietary data and compliance Lessons in leadership, delegation and trusting great people Why every business owner now needs AI literacy About Lee Nazari Lee Nazari is the Founder of Interviewa, an AI powered interview platform transforming recruitment, university admissions and interview preparation. Interviewa combines conversational AI, intelligent screening and personalised interview summaries to help organisations make better hiring decisions while giving candidates a fairer opportunity to demonstrate their potential. The one key thing The businesses that win with AI will not simply automate existing processes. They will redesign them around better conversations, faster decisions and stronger human outcomes. Smart90 Most founders I speak to feel busy but stuck. Plenty is happening but it is not always clear what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It is a structured half day virtual workshop where we work through everything competing for your attention, identify the three to five priorities that will have the biggest impact over the next 90 days, then build the system to make sure they actually happen. Quarterly, virtual and just £97 per seat. Find out more at Smart90.co.uk/summit. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: Lee can be found here: /episode/index/show/scaleupradio/id/42179575

Episode #634: Why Your Content Isn't Winning Clients and What to Do Instead - with Erica Holthausen 07/27/2026

Episode #634: Why Your Content Isn't Winning Clients and What to Do Instead - with Erica Holthausen Most business owners know they should be creating content. Yet many find themselves stuck on a relentless treadmill of blogs, social posts and newsletters that consume huge amounts of time without generating meaningful opportunities. In this episode of ScaleUp Radio, Kevin Brent is joined by Erica Holthausen, founder of Catchline Communications, to challenge one of the biggest assumptions in modern marketing: that more content equals more business. Erica argues that authority doesn't come from publishing more. It comes from having a clear point of view, writing with conviction and building a body of work that demonstrates genuine expertise. Drawing on her own journey from attorney to marketing strategist and writer, Erica explains why founders should stop chasing algorithms and instead create fewer, more valuable pieces of content that position them as the obvious expert in their field. Along the way they explore why narrowing your focus actually creates more opportunity, how founders can avoid hiding behind marketing instead of selling, and why AI should enhance your thinking rather than replace it. One standout message from this episode: Your perspective is your greatest competitive advantage. AI can imitate information, but it cannot replicate your lived experience, judgement or point of view. In this episode you'll discover Why the traditional content marketing model often fails founder-led businesses. The difference between content marketing and a genuinely content-driven business strategy. How creating less content can produce significantly better commercial results. Why your unique perspective builds authority faster than generic expertise. What Erica calls the "Credibility Chasm" and how founders can bridge it. Why narrowing your niche is often the fastest route to growth. How writing becomes a powerful business development tool rather than simply a marketing activity. Why many founders unconsciously use content creation to avoid having sales conversations. How to use AI intelligently without losing your authentic voice. The daily habits Erica uses to produce consistently high-quality work. Key Takeaways Stop running on the content treadmill Many founders have been taught that success comes from publishing constantly across multiple platforms. Erica believes this approach creates exhaustion rather than authority. Instead of producing endless content simply to stay visible, invest your time creating thoughtful pieces that demonstrate genuine expertise and create lasting value. Quality consistently beats quantity. Your perspective is your real differentiator Expertise alone is rarely enough. The businesses that stand out have a distinctive point of view on the problems they solve. By identifying the industry assumptions you disagree with and confidently presenting a better way, you create trust, memorability and stronger client relationships. This is something AI simply cannot manufacture. Cross the Credibility Chasm Many founders win their first clients through personal relationships and referrals. However, scaling beyond those early adopters requires a different level of authority. Erica explains how businesses often become trapped by taking work that isn't quite aligned with where they want to be, gradually building the wrong reputation. The solution is to become known for one thing exceptionally well. As Kevin shares from analysis of more than 300 ScaleUp Radio interviews, the most consistent theme among genuinely differentiated businesses is a willingness to narrow their focus. Writing should support business development Rather than publishing content simply to attract attention, use it to strengthen existing relationships and create meaningful conversations. A well-written article can: Demonstrate expertise. Nurture prospects. Give clients confidence. Open sales conversations. Reinforce your positioning. Content should support revenue generation, not become an end in itself. Action beats endless learning One of the biggest barriers to growth is confusing learning with progress. Founders often consume books, podcasts and courses while delaying the difficult work of speaking to prospects or implementing new ideas. Knowledge only creates value when it's applied. AI is an editor, not the author Erica isn't anti-AI. She simply believes it should support human thinking rather than replace it. Use AI to: Edit. Challenge assumptions. Improve clarity. Test ideas. Don't ask AI to generate your original thinking. Your insights and experience remain your biggest competitive advantage. Erica's ScaleUp Story Erica's career has taken an unusual path. Beginning as an attorney, she moved into nonprofit marketing before building a successful freelance writing business and eventually founding Catchline Communications. A pivotal project involved helping consultant Roger Dunn reposition his business from an implementation provider to a trusted strategic adviser. That experience fundamentally changed Erica's thinking about writing. She realised the real value wasn't producing content. It was helping experts change how the market perceived them. Today she works with founders, consultants and experts who want to become recognised authorities in their field. Books and Resources Mentioned Essentialism by Greg McKeown A practical guide to focusing on what matters most through the disciplined pursuit of less. Deep Work by Cal Newport The inspiration behind Erica's daily commitment to two hours of uninterrupted focused work. OnePageCRM A deliberately simple CRM that keeps business development focused on taking the next action. The One Key Thing Stop trying to be everywhere. Become known for something. Authority isn't built through volume. It's built through clarity, consistency and the confidence to share a distinctive point of view. About Erica Holthausen Erica Holthausen is the founder of Catchline Communications, where she helps consultants, founders and subject matter experts use strategic writing to build authority, differentiate themselves and attract higher-value opportunities. Her approach replaces high-volume content marketing with thoughtful, perspective-led writing that strengthens reputation and supports business growth. Smart90 Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. It's a structured half day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual and just £97 per seat. Find out more at Smart90.co.uk/summit. Don't miss future episodes If you enjoyed this conversation, subscribe to ScaleUp Radio wherever you get your podcasts. And if you know someone with an inspiring ScaleUp story, we'd love to hear from you. Details on how to nominate a future guest are available in the show notes. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: Erica can be found here: Resources: Essentialism by Greg McKeown - Deep Work by Cal Newport - Steal Like An Artist by Austin Kleon - OnePage CRM - /episode/index/show/scaleupradio/id/42179380

Episode #633: ScaleUp Radio Shorts: AI, Hidden Costs and Getting Back to Your Zone of Genius 07/24/2026

Episode #633: ScaleUp Radio Shorts: AI, Hidden Costs and Getting Back to Your Zone of Genius What do artificial intelligence and cost optimisation have in common? At first glance, not much. But when Kevin Brent and Louise Blunt compare two recent ScaleUp Radio interviews, a clear theme emerges. Whether you're using AI to remove administration or reviewing supplier contracts to eliminate unnecessary costs, the goal is exactly the same: Freeing founders to spend more time doing what only they can do. In this ScaleUp Radio Shorts episode, Kevin and Louise explore the practical lessons from conversations with Julie Begbie, founder of the AI Confidence Club, and Ryan Olson from ERA Group, uncovering how better systems create more time, more profit and better businesses. In this episode you'll discover: Why most business owners still aren't getting the best from AI How to create an AI "Business Brain" that produces content in your own voice Why AI should replace admin, not the work you genuinely love doing How to identify your own Zone of Genius and spend more time there The million-dollar donut story and what it teaches about supplier relationships A simple three-step framework for finding hidden profit in your business Why delegation without monitoring quickly becomes abdication How unconscious bias affects recruitment and limits growth Why scaling successfully starts with recognising your own limitations One standout message Scaling isn't about doing more. It's about removing everything that stops you doing what matters most. Key takeaway The biggest opportunities to improve your business are often already there. AI can give you back valuable time, while reviewing operational costs can release cash that's already inside your business. Together, they allow founders to focus on the work that creates the greatest value. Resources mentioned AI Confidence Club Julie Begbie's AI Super Sheet ERA Group Gallup StrengthsFinder Greg McKeown's Essentialism About Smart90 Most founders I speak to feel busy but stuck. Plenty is happening, but it's not always clear what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. It's a structured half-day where we work through everything competing for your attention, identify the three to five priorities that matter over the next 90 days, then build the accountability and execution system to make sure they happen. Quarterly, virtual, £97 per seat. Visit Smart90.co.uk/summit to find out more. ScaleUp Radio Shorts is hosted by Kevin Brent and Louise Blunt and is brought to you by Smart90. This episode was produced with the aid of AI, with final editing and review by the ScaleUp Radio team. /episode/index/show/scaleupradio/id/42194785

Episode #632: Using AI to Build a Happier, Smarter Business - with Julie Begbie 07/22/2026

Episode #632: Using AI to Build a Happier, Smarter Business - with Julie Begbie Can AI actually make your business happier? Many business owners hear about AI and immediately think about efficiency, automation or replacing people. Julie Begbie takes a very different view. Her philosophy is simple. AI should remove the work you don't enjoy so you can spend more time doing the work that gives you energy. That creates a happier founder, a better customer experience and ultimately a stronger business. In this episode Julie shares practical ways any SME owner can start using AI without becoming a technology expert, whilst also explaining how to build systems that genuinely support business growth. One standout message from our discussion: "AI isn't here to replace your people. It's here to free your people to do more human work." In this episode we discuss Why every business needs an AI "Super Sheet" before expecting good AI results How AI becomes another member of your team rather than just another piece of software The simple daily habits that consistently grow visibility and audiences Why founders should spend more time in their Zone of Genius Using AI to improve delegation and hiring decisions Building systems that support scale instead of creating more work The importance of giving AI context before expecting quality output Practical rules around confidentiality and protecting sensitive business information Common misconceptions that stop business owners getting started with AI The AI Super Sheet One of Julie's biggest recommendations is creating what she calls an AI Super Sheet. Rather than starting every prompt from scratch, the Super Sheet becomes the business brain behind every AI conversation. It includes: Your products and services Your ideal customer Your brand voice Your values Your unique difference Your offers Frequently asked questions Common customer problems Instead of repeatedly explaining your business, AI already understands how you work, who you serve and how you communicate. The result is dramatically better outputs, faster content creation and far more consistent messaging. AI as another team member Julie encourages business owners to think about AI exactly as they would a new employee. A new recruit cannot perform well without onboarding. Neither can AI. Once you've given it context, clear instructions and feedback, it becomes an incredibly scalable member of the team. It can: Draft marketing content Produce first drafts Help create systems Build job descriptions Assist with planning Support customer communication Leaving your human team free to focus on creativity, relationships and higher-value activities. Daily habits that compound Julie is a big believer in consistency over intensity. Rather than spending one afternoon every few weeks on marketing, she recommends simple daily habits. Her AI-generated weekly content framework includes: Monday Behind-the-scenes stories that build trust. Tuesday Questions that encourage audience engagement. Wednesday Short educational videos explaining what you do. Thursday Clear calls to action. Friday Testimonials and social proof. Combined with just 10 to 30 minutes of daily audience-building activity, these habits create consistent long-term growth. Scaling through delegation Julie also shared her "Skills for Scale" thinking. Many founders accidentally become the bottleneck because they continue doing work they have simply become good at rather than work only they can do. She recommends defining your true Zone of Genius before deciding: What AI should handle What should be delegated to people What only the founder should retain Interestingly, Julie follows exactly the same delegation process whether assigning work to AI or another employee. Responsible AI Julie also addressed two common concerns. Confidentiality Never upload anything you wouldn't be comfortable discussing on a public train. Where confidential material is involved, anonymise names and sensitive information before using AI. She also recommends turning off model training where AI platforms allow this. Environmental impact Julie explained that a typical AI prompt uses roughly similar electricity to boiling a kettle or watching around an hour of Netflix. While AI does consume energy, understanding the context helps business owners make informed decisions. The one key thing Treat AI like a team member, not a magic tool. Give it context, train it properly and it becomes one of the most scalable assets in your business. About Julie Begbie Julie Begbie helps small business owners confidently use AI to simplify marketing, automate repetitive work and build happier businesses through practical, accessible systems. Her AI Confidence Club provides ready-made AI tools, templates and coaching designed specifically for non-technical business owners. Smart90 Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Smart90.co.uk/summit Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: Resources: Streamyard - Zoom/Teams but with addition of an A.I. transcription service. Julie can be found d here /episode/index/show/scaleupradio/id/42128665

Episode #631: The Million-Dollar Donut: How Hidden Costs Are Holding Back Your Growth - with Ryan Olson 07/20/2026

Episode #631: The Million-Dollar Donut: How Hidden Costs Are Holding Back Your Growth - with Ryan Olson What happens when a successful corporate executive decides he wants more control over his future? After 22 years at Intel, Ryan Olson had built an impressive career leading business development teams, managing global partnerships and helping create a billion-dollar pipeline. But two rounds of corporate layoffs became the catalyst for a very different path. In this episode of ScaleUp Radio, Ryan shares how he transitioned from corporate leadership into business ownership through the ERA Group franchise, helping mid-sized businesses uncover hidden costs, improve profitability and free up cash for growth. One of the strongest insights from this discussion is that many businesses focus relentlessly on generating more revenue while overlooking significant opportunities to improve profit through smarter cost management. Along the way, Ryan shares the memorable "million-dollar donut" story, explains why franchise ownership appealed more than launching a startup from scratch, and reveals some of the hidden expenses many businesses fail to spot. In this episode: Ryan's journey from Intel to entrepreneurship Spending 22 years building a successful corporate career at Intel Managing global teams and strategic partnerships Why two layoffs changed his perspective on career security Deciding to pursue entrepreneurship through a franchise model Lessons learned about building credibility outside a major global brand Why Ryan chose a franchise model The appeal of a proven system and established methodology Access to marketing support, technology and training Building a business while reducing startup risk The long-term value of creating a saleable asset Why the ERA Group mission resonated personally Understanding the ERA Group model Helping businesses optimise operational expenses Working primarily with companies between £8m and £250m turnover A contingent fee structure that aligns incentives Only getting paid when savings are successfully delivered Creating win-win outcomes for clients The power of specialist expertise Leveraging a network of over 1,000 consultants worldwide Accessing deep category specialists across multiple industries Collaborating rather than competing within the franchise network Delivering expertise beyond a single consultant's background Hidden costs that impact business growth The million-dollar donut freight story Why supplier relationships sometimes hide inefficiencies Insurance cost optimisation opportunities Technology subscriptions for employees who have already left Missed warranty reimbursement revenue The importance of regularly reviewing supplier contracts Ryan's practical 3-step approach to cost optimisation Know your spend Audit vendors, contracts and payment terms Understand exactly where money is going Focus on high-impact opportunities Prioritise one or two categories first Concentrate effort where returns are greatest Monitor and verify results Ensure negotiated savings are actually realised Build ongoing accountability into the process Key Takeaways Growth isn't always about increasing revenue; improving profitability often starts with understanding existing costs. Hidden expenses frequently exist in long-standing supplier relationships. External expertise can uncover opportunities internal teams simply don't have time to investigate. Franchise ownership can provide an attractive route into entrepreneurship through proven systems and support. Cost optimisation creates additional cash that can be reinvested into strategic growth initiatives. One Key Thing The quickest route to improved cash flow is often not finding more customers but uncovering the costs hiding in plain sight inside your existing business. About Ryan Olson Ryan Olson is a Cost Optimisation Consultant with ERA Group. Following a 22-year corporate career at Intel, he transitioned into entrepreneurship through the ERA Group franchise model. Ryan helps mid-sized businesses identify hidden costs, improve profitability and unlock cash that can be reinvested into growth. About ERA Group ERA Group helps organisations improve profitability through operational cost optimisation. Using a performance-based fee structure, the business works with clients to identify, validate and implement sustainable cost savings across a wide range of expenditure categories. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: Resources Libby - What happens when a successful corporate executive decides he wants more control over his future? After 22 years at Intel, Ryan Olson had built an impressive career leading business development teams, managing global partnerships and helping create a billion-dollar pipeline. But two rounds of corporate layoffs became the catalyst for a very different path. In this episode of ScaleUp Radio, Ryan shares how he transitioned from corporate leadership into business ownership through the ERA Group franchise, helping mid-sized businesses uncover hidden costs, improve profitability and free up cash for growth. One of the strongest insights from this discussion is that many businesses focus relentlessly on generating more revenue while overlooking significant opportunities to improve profit through smarter cost management. Along the way, Ryan shares the memorable "million-dollar donut" story, explains why franchise ownership appealed more than launching a startup from scratch, and reveals some of the hidden expenses many businesses fail to spot. In this episode: Ryan's journey from Intel to entrepreneurship Spending 22 years building a successful corporate career at Intel Managing global teams and strategic partnerships Why two layoffs changed his perspective on career security Deciding to pursue entrepreneurship through a franchise model Lessons learned about building credibility outside a major global brand Why Ryan chose a franchise model The appeal of a proven system and established methodology Access to marketing support, technology and training Building a business while reducing startup risk The long-term value of creating a saleable asset Why the ERA Group mission resonated personally Understanding the ERA Group model Helping businesses optimise operational expenses Working primarily with companies between £8m and £250m turnover A contingent fee structure that aligns incentives Only getting paid when savings are successfully delivered Creating win-win outcomes for clients The power of specialist expertise Leveraging a network of over 1,000 consultants worldwide Accessing deep category specialists across multiple industries Collaborating rather than competing within the franchise network Delivering expertise beyond a single consultant's background Hidden costs that impact business growth The million-dollar donut freight story Why supplier relationships sometimes hide inefficiencies Insurance cost optimisation opportunities Technology subscriptions for employees who have already left Missed warranty reimbursement revenue The importance of regularly reviewing supplier contracts Ryan's practical 3-step approach to cost optimisation Know your spend Audit vendors, contracts and payment terms Understand exactly where money is going Focus on high-impact opportunities Prioritise one or two categories first Concentrate effort where returns are greatest Monitor and verify results Ensure negotiated savings are actually realised Build ongoing accountability into the process Key Takeaways Growth isn't always about increasing revenue; improving profitability often starts with understanding existing costs. Hidden expenses frequently exist in long-standing supplier relationships. External expertise can uncover opportunities internal teams simply don't have time to investigate. Franchise ownership can provide an attractive route into entrepreneurship through proven systems and support. Cost optimisation creates additional cash that can be reinvested into strategic growth initiatives. One Key Thing The quickest route to improved cash flow is often not finding more customers but uncovering the costs hiding in plain sight inside your existing business. About Ryan Olson Ryan Olson is a Cost Optimisation Consultant with ERA Group. Following a 22-year corporate career at Intel, he transitioned into entrepreneurship through the ERA Group franchise model. Ryan helps mid-sized businesses identify hidden costs, improve profitability and unlock cash that can be reinvested into growth. About ERA Group ERA Group helps organisations improve profitability through operational cost optimisation. Using a performance-based fee structure, the business works with clients to identify, validate and implement sustainable cost savings across a wide range of expenditure categories. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: Resources Libby - What happens when a successful corporate executive decides he wants more control over his future? After 22 years at Intel, Ryan Olson had built an impressive career leading business development teams, managing global partnerships and helping create a billion-dollar pipeline. But two rounds of corporate layoffs became the catalyst for a very different path. In this episode of ScaleUp Radio, Ryan shares how he transitioned from corporate leadership into business ownership through the ERA Group franchise, helping mid-sized businesses uncover hidden costs, improve profitability and free up cash for growth. One of the strongest insights from this discussion is that many businesses focus relentlessly on generating more revenue while overlooking significant opportunities to improve profit through smarter cost management. Along the way, Ryan shares the memorable "million-dollar donut" story, explains why franchise ownership appealed more than launching a startup from scratch, and reveals some of the hidden expenses many businesses fail to spot. In this episode: Ryan's journey from Intel to entrepreneurship Spending 22 years building a successful corporate career at Intel Managing global teams and strategic partnerships Why two layoffs changed his perspective on career security Deciding to pursue entrepreneurship through a franchise model Lessons learned about building credibility outside a major global brand Why Ryan chose a franchise model The appeal of a proven system and established methodology Access to marketing support, technology and training Building a business while reducing startup risk The long-term value of creating a saleable asset Why the ERA Group mission resonated personally Understanding the ERA Group model Helping businesses optimise operational expenses Working primarily with companies between £8m and £250m turnover A contingent fee structure that aligns incentives Only getting paid when savings are successfully delivered Creating win-win outcomes for clients The power of specialist expertise Leveraging a network of over 1,000 consultants worldwide Accessing deep category specialists across multiple industries Collaborating rather than competing within the franchise network Delivering expertise beyond a single consultant's background Hidden costs that impact business growth The million-dollar donut freight story Why supplier relationships sometimes hide inefficiencies Insurance cost optimisation opportunities Technology subscriptions for employees who have already left Missed warranty reimbursement revenue The importance of regularly reviewing supplier contracts Ryan's practical 3-step approach to cost optimisation Know your spend Audit vendors, contracts and payment terms Understand exactly where money is going Focus on high-impact opportunities Prioritise one or two categories first Concentrate effort where returns are greatest Monitor and verify results Ensure negotiated savings are actually realised Build ongoing accountability into the process Key Takeaways Growth isn't always about increasing revenue; improving profitability often starts with understanding existing costs. Hidden expenses frequently exist in long-standing supplier relationships. External expertise can uncover opportunities internal teams simply don't have time to investigate. Franchise ownership can provide an attractive route into entrepreneurship through proven systems and support. Cost optimisation creates additional cash that can be reinvested into strategic growth initiatives. One Key Thing The quickest route to improved cash flow is often not finding more customers but uncovering the costs hiding in plain sight inside your existing business. About Ryan Olson Ryan Olson is a Cost Optimisation Consultant with ERA Group. Following a 22-year corporate career at Intel, he transitioned into entrepreneurship through the ERA Group franchise model. Ryan helps mid-sized businesses identify hidden costs, improve profitability and unlock cash that can be reinvested into growth. About ERA Group ERA Group helps organisations improve profitability through operational cost optimisation. Using a performance-based fee structure, the business works with clients to identify, validate and implement sustainable cost savings across a wide range of expenditure categories. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: Resources Libby - Ryan can be found here Email: /episode/index/show/scaleupradio/id/42128625

Episode #630: ScaleUp Radio Shorts - Humaning, Tech, and True Focus: Lessons from Melissa Thornley and Vicki Ayton 07/17/2026

Episode #630: ScaleUp Radio Shorts - Humaning, Tech, and True Focus: Lessons from Melissa Thornley and Vicki Ayton In this edition of ScaleUp Radio Shorts, Kevin Brent and Louise Blunt reflect on two fascinating conversations with leadership expert Melissa Thornley and social entrepreneur Vicki Ayton. Although their businesses couldn't be more different, both guests arrive at remarkably similar conclusions. Sustainable growth isn't driven by working harder or adopting the latest technology. It's built by developing better leaders, creating resilient teams, maintaining genuine human connection, and focusing attention on what matters most. From emotional intelligence and feedback cultures to AI, climate resilience and practical productivity systems, this episode explores what founders should really be investing in as they scale. In this episode You'll discover: Why trying to do everything yourself is one of the biggest barriers to scaling The importance of emotional intelligence alongside artificial intelligence Why managing your attention is far more important than managing your time How resilient businesses are built through resilient people Practical ways to build accountability without creating blame Why community, collaboration and purpose create stronger organisations How technology should support human judgement rather than replace it Why writing things down can still outperform another productivity app The role of kindness and self-compassion in high-performing teams One standout message "Wherever your AI skills are, your emotional intelligence needs to be at the same level." It's a simple reminder that as technology accelerates, the businesses that thrive will still be the ones that communicate well, build trust and genuinely understand people. The one key takeaway Technology may improve efficiency, but people create sustainable growth. Invest in leadership, relationships and focus first. About our guests Melissa Thornley is a leadership and emotional intelligence consultant who helps organisations develop resilient leaders, stronger communication and healthier workplace cultures across industries ranging from manufacturing to emergency services. Vicki Ayton is the founder of BizEd Projects, a Community Interest Company helping communities improve digital inclusion, employability, environmental resilience and local skills development. Resources mentioned Emotional Intelligence (EI) Artificial Intelligence tools including ChatGPT, Claude and Gemini Focused Space virtual co-working Smart90 G90 Summit Smart90 Most founders we speak to feel busy but stuck. Plenty is happening, but it's not always clear what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. It's a structured half-day session where we work through everything competing for your attention, identify the three to five priorities that will move your business forward over the next 90 days, then build the systems and accountability to make sure they actually happen. Quarterly, virtual and just £97 per seat. Find out more at Smart90.co.uk/summit. Produced with the aid of AI This episode of ScaleUp Radio Shorts was researched, structured and produced with the aid of artificial intelligence, with editorial review and final approval by the ScaleUp Radio team. /episode/index/show/scaleupradio/id/42116245

Episode #629: Why Resilience is the Missing Link in Accountability - with Melissa Thornley 07/15/2026

Episode #629: Why Resilience is the Missing Link in Accountability - with Melissa Thornley ScaleUp Radio Show Notes Melissa Thornley: Why Resilience is the Missing Link in Accountability What if the reason accountability isn't sticking in your business has nothing to do with performance management and everything to do with resilience? In this episode of ScaleUp Radio, Kevin Brent is joined by Melissa Thornley, leadership coach, consultant and founder of Melissa Thornley Consulting. Melissa works with leaders operating in high-stakes environments including emergency services, government agencies, manufacturing, construction and technology businesses. Her mission is simple but powerful: helping people improve "how we human together". Drawing on more than 20 years in the film and advertising industry, including leading teams through significant organisational change, Melissa shares why resilience and accountability are inseparable, why self-compassion is an underrated leadership skill and how leaders can create stronger, more accountable teams through better conversations. In this episode: Why accountability and resilience are two sides of the same coin The shift from time management to attention management How self-awareness helps leaders make better decisions under pressure Why asking "What happened?" creates better accountability than asking "Why?" A simple framework for giving effective feedback The importance of assuming positive intent in your team Why self-compassion creates stronger leaders than self-confidence alone How emotional intelligence becomes even more important in the age of AI Practical techniques for managing energy, focus and resilience Lessons from leading through change and conflict Melissa's journey Melissa spent more than two decades working in film and advertising, including twelve years at an international editing company. At the age of 34, she found herself managing a business, navigating complex change and handling team conflict with little formal leadership training. Working with an executive coach transformed her approach. The frameworks and support she received became the catalyst for a complete career change. Since launching her consultancy in 2013, Melissa has built a thriving business almost entirely through referrals and community relationships. Practical leadership tools from Melissa Focus on attention, not time Rather than trying to manage every minute of the day, Melissa encourages leaders to manage their attention. Regularly checking in on your energy levels and identifying the next best use of your time creates better results than simply working harder. Assume good intent Most people come to work wanting to do a good job. Starting from this assumption changes the quality of conversations and reduces unnecessary conflict. Replace "Why?" with "What?" When something goes wrong, asking "Why did you do that?" often creates defensiveness. Instead ask: What happened? What was challenging? What got in the way? What support would have helped? These questions create learning rather than blame. Use the 1-2-3 feedback loop Melissa's simple review framework: What worked? What would we do differently? What should we stop doing? Used consistently, this creates continuous improvement without complexity. AI requires EI As artificial intelligence becomes more embedded in our organisations, Melissa believes emotional intelligence must develop alongside it. Empathy, resilience, communication, conflict resolution and assertiveness remain critical human capabilities. The more technology advances, the more valuable these distinctly human skills become. One key takeaway Resilience is not something you need after accountability fails. Resilience is what makes accountability possible in the first place. Standout quote "Self-compassion is a more useful foundation for growth than self-confidence because confidence is built through action, while self-compassion allows us to keep moving when things don't go to plan." Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Melissa can be found here: Bonus Download Page - Resources: Permission To Feel by Marc Brackett - Ten Percent Happier Podcast - Focused Space - /episode/index/show/scaleupradio/id/42033125

Episode #628: Bridging Research, Digital Skills and Community Impact - with Vicki Ayton 07/13/2026

Episode #628: Bridging Research, Digital Skills and Community Impact - with Vicki Ayton What happens when academic research, climate resilience, digital inclusion and community development all collide? In this episode of ScaleUp Radio, Kevin Brent is joined by Vicki Ayton, Founder of BizEd, a Community Interest Company (CIC) that exists to bridge the gap between research and real-world community impact. What started as a response to a local library closure has evolved into a growing community hub delivering digital inclusion support, climate resilience education, research projects and policy work across Shropshire and beyond. Vicki shares the realities of building a sustainable CIC, the challenges of balancing commercial income with social impact, and why digital skills are now fundamental to both business success and community resilience. In This Episode From Research to Real Impact Vicki explains how her background in climate and environmental research highlighted a common challenge: excellent research often fails to reach the people who need it most. BizEd was created to translate knowledge into practical support for communities and businesses. A pivotal moment came when the local council approached BizEd to replace services lost when a library closed due to RAAC concrete concerns. That request became the catalyst for creating a physical community hub. Why BizEd Chose a CIC Structure One of the most fascinating discussions centres around the decision to become a Community Interest Company rather than a charity. Vicki explains: Why financial resilience matters for community organisations How BizEd generates 60–70% of its income through trading activities The dangers of becoming overly reliant on grant funding How organisations can lose community trust when grant-funded projects disappear The CIC model provides greater flexibility to trade and generate sustainable income, helping create long-term impact rather than short-term projects. The CIC Catch-22 The conversation highlights a significant challenge faced by many social enterprises. While CICs are encouraged to trade and become self-sustaining, they are often excluded from support programmes available only to registered charities. Examples include: Free software licences Digital infrastructure grants Technology support programmes Meanwhile, charities often have access to these benefits but face restrictions on how much income they can generate through trading activities. It's a structural challenge that many social enterprises continue to face. Climate Resilience is a Business Issue Climate change is no longer a future concern. Vicki explains why businesses need to focus on resilience today, including: Managing disruption caused by extreme weather Protecting supply chains Supporting employee wellbeing during heatwaves Preparing for changing customer and community needs Rather than focusing solely on sustainability, businesses must also prepare for adaptation and resilience. Digital Skills are Now Essential A major theme throughout the conversation is the importance of digital capability at every level. Vicki breaks digital skills into three areas: Foundation Skills Email Online services Digital communication Accessing information safely Workplace Skills Productivity software Collaboration tools Digital workflows Data management Advanced Skills Artificial Intelligence AI risk management Data analysis Automation opportunities She also highlights the growing overlap between green jobs and digital capability, where data and technology skills are becoming increasingly valuable. Why Young People May Hold the AI Advantage For many small businesses, hiring experienced AI specialists isn't realistic. Vicki argues that younger people often bring natural AI fluency and experimentation skills that SMEs can benefit from immediately. For owner-managers looking to improve productivity, younger team members may already hold valuable expertise that businesses are overlooking. Building Community Hubs That Actually Work One of BizEd's biggest lessons is that community needs rarely exist in isolation. Someone seeking digital support may also need: Benefits advice Banking assistance Employment support Access to other local services Vicki shares her vision for integrated community hubs that bring multiple services together under one roof, making support more accessible and effective. Productivity Tools and Personal Effectiveness Despite operating in a highly digital world, Vicki's favourite productivity tool is surprisingly simple. Her trusted Busy Bee physical diary remains the cornerstone of her planning system. The discussion explores: Why writing things down improves thinking Managing the overlap between work and home life The importance of finding tools that suit your working style BizEd itself takes a tool-agnostic approach, using Trello, Notion, Planner and other platforms depending on team and client preferences. The focus is on removing barriers to collaboration rather than enforcing a single system. The One Key Thing Building sustainable impact requires balancing purpose with commercial reality. The organisations that create lasting change are the ones that develop the resilience to generate income while staying true to their mission. Standout Quote "Digital skills are no longer optional. They are the foundation of resilience for individuals, communities and businesses alike." About Vicki Ayton Vicki Ayton is the Founder of BizEd, a Community Interest Company focused on climate resilience, digital inclusion, research translation and community impact. Through education, community engagement and policy work, BizEd helps bridge the gap between knowledge and practical action. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Vicki can be found here: Resources: The Good Growth Podcast - David Gallagher on Substack - Jenny Anderson on Substack - BusyB Diaries - Trello - Notion - Monday - Google Meet - /episode/index/show/scaleupradio/id/42032765

Episode #627: ScaleUp Radio Shorts - Burnout, Boundaries and Better Businesses 07/10/2026

Episode #627: ScaleUp Radio Shorts - Burnout, Boundaries and Better Businesses In this episode of ScaleUp Radio Shorts, Kevin Brent and Louise Blunt bring together three powerful conversations from recent ScaleUp Radio guests: Dan Glyde, Megan Robinson and Sam Eaton. Whilst their businesses are very different, they all arrived at remarkably similar conclusions about what it really takes to build a business that grows sustainably. From avoiding burnout to empowering your team and creating systems that scale, this episode is packed with practical ideas you can implement straight away. In this episode we discuss: Why founders should think of themselves as cognitive athletes How burnout often arrives long before we recognise it Why people pleasing damages both relationships and business performance Setting boundaries that improve focus and client expectations Megan Robinson's approach to taming the "Advice Monster" Why asking three questions is often better than giving one answer How empowering managers creates better leaders Sam Eaton's counterintuitive advice to build an unscalable business first Why simple systems outperform complicated ones How scorecards and ownership create accountability The leadership transitions every growing business must navigate Why treating employees as career partners builds stronger businesses Key Takeaways • Sustainable growth starts with looking after yourself before your business. • Great leaders ask more questions than they answer. • Boundaries aren't selfish. They create better service, better focus and better decisions. • The strongest businesses are often built on simple, repeatable systems rather than complexity. • As your business grows, your leadership style has to evolve with it. The One Key Thing... Scaling isn't about doing more. It's about creating the habits, systems and leadership that allow your business to grow without burning you or your team out. Mentioned in this episode Dan Glyde – Positive Masculinity Megan Robinson – eLeader Experience Sam Eaton – MindAbility Consultancy If you enjoyed these insights, make sure you also listen to each of the full-length interviews where we explore their stories in much greater depth. Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly • Virtual • £97 per seat Find out more at Smart90.co.uk/summit Know someone with an inspiring ScaleUp story? We'd love to hear from them. Visit ScaleUp Radio to nominate a future guest. This episode of ScaleUp Radio Shorts was produced with the aid of AI. /episode/index/show/scaleupradio/id/42031845

Episode #626: Closing The Leadership Expectation Gap - with Megan Robinson 07/08/2026

Episode #626: Closing The Leadership Expectation Gap - with Megan Robinson Why do so many talented managers struggle when they step into leadership roles? It's a challenge that affects businesses of every size. High performers are often promoted because they're brilliant at what they do, yet they're rarely given the skills, tools, or support needed to lead people effectively. In this episode of ScaleUp Radio, Kevin Brent speaks with Megan Robinson, Founder of eLeader Experience, about what she calls the "Leadership Expectation Gap" and why it is costing organisations far more than they realise. Megan shares how businesses can move leaders from being stuck in the weeds to becoming influential people developers who create stronger teams, better performance and higher retention. In this episode: Why leadership and management are not the same thing The hidden cost of promoting technical experts into leadership roles without support Why poor leadership can account for significant revenue loss How a coaching-first approach develops leaders rather than simply training them The importance of moving from giving answers to asking better questions Why influence is the true measure of leadership The practical habit that can instantly improve your leadership effectiveness Lessons from scaling a coaching business beyond founder capacity Why pricing for future growth matters from day one The Leadership Expectation Gap Many businesses promote their best salesperson, engineer or technical specialist into management. The problem? Success as an individual contributor requires a completely different skill set from success as a leader. Without support, managers often continue doing the work themselves rather than developing their people. They become trapped in day-to-day operations, limiting both team performance and business growth. Megan explains how this expectation gap contributes to employee turnover, disengagement and significant financial costs for organisations. Developing Leaders, Not Just Training Them Megan founded eLeader Experience with a mission to make leadership development accessible to everyone. Her approach combines the depth of executive coaching with the structure of leadership training through a flexible blend of workshops, group coaching and one-to-one support. The goal is simple: Develop leaders who can think, influence and empower others rather than simply complete tasks. Stop Feeding the Advice Monster One of the most practical insights from this conversation comes from Michael Bungay's concept of the "Advice Monster". Many leaders believe they add value by providing answers. The reality is often the opposite. By immediately offering solutions, leaders reduce accountability, limit team growth and miss opportunities to uncover the real issue. Megan shares a simple challenge: Ask at least three questions before giving advice. This creates better conversations, develops critical thinking and empowers people to take ownership of their own solutions. The One Key Thing The one key thing from this episode is that leadership is influence, not expertise. The moment leaders stop trying to have all the answers and start asking better questions is the moment their teams begin to grow. A Standout Quote "Leadership is influence. Nothing more, nothing less." This simple principle underpins Megan's entire approach and provides a powerful framework for anyone looking to become a more effective leader. Megan's ScaleUp Essentials Book Recommendation American Icon by Bryce G. Hoffman - Podcast Recommendation The Look and Sound of Leadership - Technology Recommendation HubSpot - Zapier - Client Acquisition Strategy Relational networking and meaningful conversations. No magic formula. No shortcuts. Just building genuine relationships. About Megan Robinson Megan Robinson is the Founder of eLeader Experience, helping organisations develop leaders through a coaching-first approach that combines leadership training, executive coaching and practical development programmes. Megan can be found here Smart90 and the G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Smart90.co.uk/summit Connect To learn more about ScaleUp Radio, nominate a future guest or explore further resources, visit Smart90.co.uk. Make sure you subscribe to ScaleUp Radio wherever you listen to podcasts so you never miss an episode. /episode/index/show/scaleupradio/id/41934610

Episode #625: Why Authentic Leadership Starts With Looking After Yourself - with Daniel Glyde 07/06/2026

Episode #625: Why Authentic Leadership Starts With Looking After Yourself - with Daniel Glyde What happens when the very traits that helped you succeed become the ones that push you towards burnout? In this episode of ScaleUp Radio, Kevin Brent sits down with Daniel Glyde, founder of Positive Masculinity, to explore how business owners and leaders can build sustainable success by developing a healthier relationship with themselves first. Daniel shares his personal journey from BBC producer to coach, following a severe burnout and panic attack in 2018. His experience led him to challenge the traditional expectations many men place on themselves and ultimately build a business focused on helping men create authentic identities, stronger self-belief and healthier lives. The conversation explores why so many founders fall into people-pleasing, perfectionism and overwork, and how setting boundaries can actually improve performance, leadership and business growth. In this episode: Daniel's journey from burnout to business owner How years of emotional suppression and people-pleasing led to chronic anxiety and burnout The wake-up call that forced him to reassess his priorities Why putting yourself first is not selfish but essential Understanding Positive Masculinity Daniel's framework is built around three core principles: Know yourself Be yourself Love yourself Together these help men develop an authentic identity based on values rather than external validation. The hidden cost of people-pleasing Daniel explains the difference between: Being kind and supportive Saying yes when you really mean no He shares why many founders unintentionally create stress, resentment and poor performance by failing to establish healthy boundaries. Building a business through community Daniel has created a three-level business model: A free WhatsApp community with weekly accountability and support A paid mastermind programme focused on peak performance Premium one-to-one coaching helping clients overcome procrastination, perfectionism and self-doubt What leaders can learn from authenticity The discussion explores: Why vulnerability builds trust The power of saying "I don't know" How leaders can model healthier behaviours for their teams Creating cultures that support wellbeing without sacrificing performance Daniel's non-negotiables for peak performance 8+ hours sleep 30+ minutes meditation daily 30+ minutes walking daily 2+ hours of genuine rest every day Daniel can be found here Books that shaped Daniel's thinking Breaking the Habit of Being Yourself – Dr Joe Dispenza - The Power of Now – Eckhart Tolle - A Return to Love – Marianne Williamson - Conversations with God – Neale Donald Walsch - Technology helping Daniel scale Daniel uses Claude AI extensively for research, content creation and automating parts of his outreach process. - The one key thing Many founders believe they need to sacrifice themselves to build a successful business. Daniel argues the opposite. Sustainable growth starts when you stop abandoning your own needs and begin leading from a place of authenticity, energy and self-respect. Standout Quote "Your business can only grow sustainably to the extent that you look after yourself." Smart90 Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Smart90.co.uk/summit /episode/index/show/scaleupradio/id/41931600

Episode #624: ScaleUp Club - Why You Should Plan for Exit Long Before You Want to Sell - with Helen Bower 07/01/2026

Episode #624: ScaleUp Club - Why You Should Plan for Exit Long Before You Want to Sell - with Helen Bower Why should founders start planning their exit years before they intend to leave? That was the theme of this month's ScaleUp Club, where members explored one of the most misunderstood areas of business growth: exit planning. Joining Kevin Brent was returning guest Helen Bower, former owner of Adder Bookkeeping, who successfully sold her business to Fresh Financials Group in 2025 after deliberately building it with a 10-year exit strategy in mind. Helen shared a refreshingly honest account of how she transformed a self-employed role into a scalable business, the systems she put in place, how the acquisition unfolded, and what life looks like after the sale. Alongside Helen's Q&A, members also received an AI Pulse update from Tim Wynn-Stanley of Resolve IT, covering one of the hottest developments in AI right now: Vibe Coding. The session explored why exit planning is not really about selling your business. Instead, it is about creating a stronger, more scalable and less founder-dependent company today. Key Takeaways: • Exit planning is growth planning in disguise • The same disciplines that increase business value also improve day-to-day performance • Most businesses are worth significantly less than owners expect because they remain too dependent on the founder • Systemisation is one of the biggest drivers of business value • Buyers look beyond profit and consider factors such as recurring revenue, client retention, staff retention, reputation and operational independence • Helen achieved a four-times EBITDA valuation after years of deliberate preparation • Strong processes allowed her business sale to complete in just six weeks • Remaining in the business after acquisition helped maintain client retention and protected earn-out payments • Brand reputation can significantly influence attractiveness to buyers • AI-generated software can be powerful but requires careful testing and governance AI Pulse: Vibe Coding and Hidden Risks Tim Wynn-Stanley shared insights into the rapidly growing world of Vibe Coding, where AI tools can create functioning software applications simply through conversation. While the speed and accessibility are impressive, Tim warned that many founders are unknowingly creating security and compliance risks. His practical checklist included: • Checking whether passwords or API keys are exposed • Ensuring databases are properly secured • Testing for unintended access points • Reviewing GDPR and compliance obligations • Running comprehensive security testing As Tim put it: "Just because it works doesn't mean it's safe." Helen's Exit Journey Helen began Adder Bookkeeping as a sole trader before intentionally building a team and creating a business capable of operating without her day-to-day involvement. Her preparation included: • Documenting every core process • Building detailed client onboarding systems • Implementing strong CRM workflows • Creating repeatable operational procedures • Developing a trusted second-in-command • Building a strong personal and business reputation within the bookkeeping sector When the opportunity arose to join Fresh Financials Group, the business was already highly systemised, enabling a remarkably fast acquisition process. The One Key Thing If your business cannot operate without you, you don't yet own a sellable asset. Every step you take to reduce founder dependency makes your business more valuable, more resilient and ultimately more enjoyable to run. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Helen Bower can be found here: /episode/index/show/scaleupradio/id/41804080

Episode #623: Building a Business That Scales Without Losing Its Soul - with Sam Eaton 06/29/2026

Episode #623: Building a Business That Scales Without Losing Its Soul - with Sam Eaton Many founders dream of building a business that gives them freedom, impact and financial success. The challenge is that what gets a business to £1m rarely gets it to £4m and beyond. In this episode of ScaleUp Radio, Kevin Brent is joined by Sam Eaton, founder of MindAbility, a business that helps HR and talent entrepreneurs build successful businesses on their own terms. Sam shares lessons from scaling her own HR business from £650k to £4.3m, the systems that made growth possible, and why founders need to rethink leadership, culture and accountability as their organisations grow. From creating scorecards that drive performance to navigating the difficult £3m to £4m growth stage, this conversation is packed with practical advice for founders looking to scale sustainably. In this episode: Why every scalable business should start with an unscalable service How MindAbility evolved from one-to-one coaching into a scalable membership model The biggest mistakes HR professionals make when launching their own businesses Lessons learned from scaling an HR company from £650k to £4.3m Why weekly scorecards transform business performance The difference between lagging indicators and controllable metrics How to spot problems before they become business-threatening Why the £3m to £4m stage is one of the hardest phases of growth The leadership changes required as businesses become more complex How culture evolves and sometimes fractures as organisations scale Why founders need to transition from operator to CEO The growing strategic role HR can play in AI adoption How to align employee ambitions with business success The value of building an alumni network rather than simply managing staff turnover One standout message from Sam "What gets you from £1m to £2m won't get you from £3m to £4m." As organisations grow, founders must continually reinvent systems, leadership structures and ways of working. Growth requires evolution. The one key thing Scale by starting unscalably. Many founders try to automate and scale too early. Sam's experience shows that the fastest route to sustainable growth is often through delivering exceptional high-touch service first, proving the model, building credibility and understanding exactly what customers value before creating scalable systems around it. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Sam can be found here: Resources: Loving What Is by Byron Katie - Alex Hormuz books - ChatGPT - Claude - /episode/index/show/scaleupradio/id/41803805

Episode #622: ScaleUp Shorts: The Founder Psychology Behind Better Decisions, Better Teams and Better Growth 06/26/2026

Episode #622: ScaleUp Shorts: The Founder Psychology Behind Better Decisions, Better Teams and Better Growth This episode is created using AI What do a wine entrepreneur, a decision-science expert, and an occupational psychologist have in common? More than you might think. In this episode of ScaleUp Radio Shorts, Kevin Brent and Louise Blunt revisit three fascinating conversations with Jamie Smith of EcoSip, Dr Magda Du Preez of GetSense.net, and Tameron Chappell of athinka. Together, they uncover a common theme that sits at the heart of so many scaling challenges: founder psychology. From letting go of the superhero mindset to building decision-making guardrails and avoiding emotionally-driven mistakes, this episode explores the habits, behaviours and systems that allow founders to scale successfully without becoming the bottleneck. In This Episode Why founders must retire the superhero cape Tameron Chappell explains why no founder can continue doing everything as their business grows. Scaling requires self-awareness, delegation and recognising when someone else may be better suited to a role than you are. The dangers of hiring purely on experience A strong CV is not enough. Tameron shares why personality fit, team dynamics and behavioural understanding are often more important than technical expertise when building high-performing teams. Jamie Smith's journey from kitchen table startup to scaling manufacturer Jamie Smith shares how EcoSip evolved from hand-packing wine pouches at home to producing millions of units. Along the way, he learned the importance of bringing in specialist expertise and focusing on what he does best. How emotions distort business decisions Dr Magda Du Preez reveals how emotions influence decision-making in as little as eight milliseconds. Whether it's excitement, anger or sadness, every emotion creates predictable biases that can affect hiring, investment and growth decisions. Why excitement can be the most dangerous emotion for entrepreneurs While enthusiasm drives innovation, excessive excitement can lead to overconfidence, poor judgement and costly mistakes. Jamie's experience with handshake agreements and failed growth opportunities highlights the risks of making decisions without proper safeguards. Building decision-making guardrails Magda introduces the concept of decision rules. These simple, contextual guardrails help teams make decisions confidently while reducing the risk of emotional bias. Rather than constantly seeking founder approval, teams can move faster because they understand the boundaries. Practical tools to improve decision-making The discussion includes several practical frameworks founders can use immediately: The FIRE Method: Feel, Inspect, Respond, Don't React The 10-10-10 Framework: Consider consequences in 10 minutes, 10 months and 10 years Identifying whether a decision is reversible before acting Creating peer groups that challenge thinking and expose blind spots AI as a thinking partner, not a replacement Both Magda and Tameron discuss how AI can support founders as a thinking partner while warning against becoming overly dependent on automated outputs. The best leaders use AI to enhance their thinking rather than replace it. Key Takeaways Scaling requires founders to let go of the belief they must do everything themselves. Team fit matters as much as technical capability when hiring. Emotional biases influence business decisions more than most leaders realise. Decision rules create confidence, autonomy and consistency across teams. Peer groups provide critical external perspectives that reduce blind spots. AI is most valuable when it supports human judgement rather than replacing it. One Standout Message "Guardrails create freedom. When teams understand the boundaries, they can make better decisions without waiting for permission." The One Key Thing The founders who scale most successfully are not the ones who work harder or make faster decisions. They are the ones who build systems, guardrails and teams that allow good decisions to happen consistently without relying on themselves. About Smart90 Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Find out more at Smart90.co.uk/summit /episode/index/show/scaleupradio/id/41792320

Episode #621: How EcoSIP Reinvented Wine Packaging and Built a Defensible ScaleUp - with Jamie Smith 06/24/2026

Episode #621: How EcoSIP Reinvented Wine Packaging and Built a Defensible ScaleUp - with Jamie Smith What happens when a pandemic destroys your original business model? For Jamie Smith and his co-founder Alex, it became the catalyst for creating an entirely new category within the wine industry. Starting as a wine retailer and tasting club, they quickly discovered that shipping glass bottles was expensive, inefficient and environmentally problematic. Rather than accept the challenge, they spent three years developing a proprietary wine pouch capable of preserving and ageing wine in a way that mimics a traditional glass bottle and cork. Today, EcoSIP works with major brands including Naked Wines and The Wine Society, providing innovative sustainable packaging solutions that reduce cost, waste and environmental impact while maintaining wine quality. In this episode, Jamie shares the journey from startup retailer to specialist co-packer, the realities of bootstrapping deep product innovation, and their ambitious plans to make sustainable wine packaging a global standard. In this episode: A pandemic pivot that changed everything When lockdown disrupted their newly launched wine retail business, Jamie and Alex quickly shifted towards direct-to-consumer wine tasting experiences. The challenge soon became obvious. Shipping wine in glass bottles was expensive, heavy and fragile, often costing more than customers expected and creating significant environmental impact. The solution started with a prototype made using hair straighteners and a cereal box. That simple idea ultimately evolved into EcoSIP's proprietary wine pouch technology. Solving a problem others couldn't The team identified a major issue with existing alternatives. Cans prevent oxygen transfer completely, affecting wine development. Traditional bag-in-box solutions allow too much oxygen exposure, impacting quality. EcoSIP set out to create packaging that behaves more like a glass bottle with a cork. After three years of research and development, multiple material generations and constant reinvestment of profits, they developed a pouch capable of replicating the oxygen transfer characteristics needed for wine ageing. Building a defensible business One of the most fascinating aspects of the conversation is how Jamie and the team built genuine barriers to entry. Their competitive advantage now includes: • Proprietary pouch design • Trademark protection • Patent-pending processes • Specialist filling and preservation methods • Deep operational expertise developed through years of experimentation The result is a packaging solution that many competitors would struggle to replicate. Quality control at scale Protecting wine quality remains central to EcoSIP's proposition. Their process includes: • HEPA-filtered clean room environments • Individual bottle quality checks before decanting • CO₂ blanketing to minimise oxidation • Nitrogen purging to reduce oxygen levels before filling • Carefully engineered packaging materials designed for long-term wine preservation These systems allow clients to maintain product quality while benefiting from a more sustainable delivery model. Growing through reputation Unlike many startups, EcoSIP has achieved growth primarily through referrals and word of mouth. Satisfied customers have become advocates, creating a strong pipeline without significant marketing investment. This organic growth has helped the business scale while remaining fully self-funded. Funding growth without losing focus The company has been built using: • Trading profits • R&D tax credits • A Bounce Back Loan Every available resource has been reinvested into developing the technology and refining the process. Now, with the product proven and commercial demand growing, the next step is investment in sales and marketing capability. The global vision Jamie's ambition extends far beyond UK wine packaging. The long-term vision is to establish packaging hubs close to wine production regions around the world. Instead of shipping heavy glass bottles internationally, wine could be packaged near source and distributed more sustainably. Eventually, EcoSIP aims to transition from co-packing to licensing its technology directly to wineries globally. The One Key Thing Innovation becomes far more valuable when it solves a genuine customer problem. EcoSIP's success didn't come from creating new technology for its own sake. It came from relentlessly solving the challenges of cost, sustainability and quality in wine distribution until they created something genuinely difficult to copy. Standout Quote "We spent three years reinvesting everything back into the product until we had a solution that genuinely worked." About EcoSIP EcoSIP provides innovative sustainable wine packaging solutions through its proprietary pouch technology, helping wine brands reduce costs, improve sustainability and deliver high-quality products to consumers in a more flexible format. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Jamie can be found here: Resources: The Maker & The Merchant Podcast - /episode/index/show/scaleupradio/id/41700635

Episode #620: Mastering Better Decisions - with Magda Du Preez 06/22/2026

Episode #620: Mastering Better Decisions - with Magda Du Preez How often do business owners make decisions they later regret? Whether it's hiring, investment, strategy, pricing or growth, most founders like to believe they make rational decisions. Yet the reality is that emotions influence almost every business decision we make. In this episode of ScaleUp Radio, Kevin Brent is joined by psychologist, researcher and entrepreneur Magda Du Preez, founder of GetSense.net. Following years of academic research into decision-making and cognitive bias, Magda has developed practical tools that help entrepreneurs and leaders make better decisions under pressure. The conversation explores why emotions are not the enemy of good decision-making, how confidence impacts business performance, and why creating clear decision rules can dramatically improve organisational effectiveness as businesses scale. In This Episode How one hiring decision nearly bankrupted a business Magda shares the story that sparked her research journey. A client faced intense investor pressure to make a senior hire quickly. The decision was driven more by emotion than evidence and almost resulted in the collapse of the business. That experience led Magda to investigate how emotions influence judgement and trigger cognitive biases, ultimately resulting in the creation of GetSense.net. Why emotions matter in business decisions Entrepreneurs rely on emotional energy to move quickly and seize opportunities. The challenge is not eliminating emotion but understanding how it affects thinking. Magda explains that when emotions go unchecked, they can distort judgement, increase bias and create blind spots. Learning to recognise and manage these emotional influences is a critical leadership skill. The FIRE framework for better decisions Magda introduces her practical four-step framework: F – Feel Recognise and acknowledge the emotion you are experiencing. I – Inspect Examine what is triggering the emotion and how it may be affecting your thinking. R – Respond Choose a deliberate response rather than reacting automatically. E – Evolve Learn from the experience and continually improve future decision-making. This process helps leaders create a pause between emotion and action, allowing better choices to emerge. The one key thing Appropriate confidence is the foundation of better decision-making. According to Magda, appropriate confidence is the ability to accurately distinguish between what you know and what you think you know. It acts as the gatekeeper to many other cognitive biases and can significantly influence business performance. Research highlighted in the discussion suggests that even modest improvements in appropriate confidence can correlate with substantial improvements in business growth. Four decision-making capabilities every founder should develop Magda identifies four critical areas: Appropriate Confidence Accurately assessing your own knowledge and certainty. Risk Appraisal Evaluating risk objectively rather than emotionally. Objectivity Seeing through framing effects and cognitive distortions. Decision Rules Creating clear guardrails that simplify and improve decisions. Decision rules: the scaling tool most leaders overlook One of the most practical discussions centres around decision rules. Unlike values, which remain relatively stable over time, decision rules are temporary and contextual. They create clarity around priorities and empower teams to make aligned decisions without constantly seeking approval. Examples include: No capital expenditure this quarter No hiring unless revenue targets are achieved Customer retention before customer acquisition Focus on recurring revenue opportunities only By creating clear decision rules, founders reduce decision bottlenecks and free themselves from becoming the centre of every choice. Practical tools you can use immediately Magda shares several simple but powerful techniques: The Reversibility Test Ask yourself: "Is this decision reversible?" If it is not, slow down and spend more time evaluating options. The 10-10-10 Method Consider the consequences: In 10 minutes In 10 months In 10 years This creates perspective and reduces emotional overreaction. Behavioural Circuit Breakers Create simple interruptions when emotions are running high: Take a sip of water Step outside the room Use visual reminders such as a FIRE note on your desk Small actions can create enough space for better thinking. AI as a thinking partner, not a replacement Magda also discusses the role of AI in decision-making. Rather than outsourcing thinking, leaders should use AI to challenge assumptions, surface blind spots and ask better questions. One particularly useful technique is asking AI to critique its own recommendations from the perspective of a recognised expert. This helps improve the quality of insights while keeping the human firmly in control of the final decision. Key Takeaways Emotions drive far more business decisions than most leaders realise. Appropriate confidence is a critical predictor of decision quality. Better decision-making can be learned and improved systematically. Decision rules help teams move faster while remaining aligned. AI works best as a thought partner rather than a decision-maker. Small behavioural interventions can dramatically improve judgement under pressure. About Magda Du Preez Magda Du Preez is a psychologist, researcher and entrepreneur. She is the founder of GetSense.net, a platform designed to help individuals and organisations improve decision-making through evidence-based frameworks, AI-assisted coaching and practical learning tools. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: G90 Summit Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Magda can be found here: - Don’t forget to mention ScaleUp Radio to get a free trail! Resources: Noise by Daniel Kahneman - Hammock Way of Life by Janet Tanguay - /episode/index/show/scaleupradio/id/41690720

Episode #619: ScaleUp Radio Short - Building a Business Worth Selling 06/17/2026

Episode #619: ScaleUp Radio Short - Building a Business Worth Selling Most business owners spend years building their company, yet very few spend any time building an exit strategy. In this month's ScaleUp Radio Shorts episode, Kevin Brent and Louise Blunt explore why exit planning isn't really about leaving your business. It's about creating a stronger, more valuable, and less owner-dependent company today. The reality is sobering. For many founders, their business is their most valuable asset after their home, yet the vast majority have no formal exit plan. Even fewer achieve the outcome they hoped for when they eventually sell. The good news? The same disciplines that increase business value are the very things that help you scale more effectively, improve profitability, and create greater freedom as an owner. In This Episode Why Exit Planning Is Really a Growth Strategy An exit plan should not be something you create a few years before retirement. Instead, it should become a framework for building a stronger business today. The systems, processes, leadership capability and recurring revenues that make a company attractive to buyers are exactly the same things that make a business easier to run and scale. Understanding What Your Business Is Really Worth Many founders significantly overestimate the value of their business. Kevin and Louise discuss: Typical valuation methods for SME businesses Profit multiples and how they influence value The difference between EBITDA and Seller's Discretionary Earnings (SDE) Why two businesses with similar profits can command very different valuations The Eight Drivers of Business Value The Entrepreneurial ScaleUp System identifies eight key drivers that influence valuation, including: Financial Performance Growth Potential Recurring Revenue Customer Satisfaction Monopoly Control Switzerland Structure Hub and Spoke Transferability and independence from the founder Improving these areas can significantly increase both the value and attractiveness of your business. The Most Important Driver: Hub and Spoke One of the biggest value destroyers is founder dependency. If every key decision, relationship and process relies on the owner, the business becomes difficult to sell and difficult to scale. Kevin and Louise discuss how founders can: Document key processes Develop leadership capability Delegate responsibilities Build systems that reduce reliance on the owner The ultimate goal is to create a business that continues to thrive without you. Finding the Right Buyer The discussion also explores: Strategic buyers versus financial buyers Why existing customers, suppliers and competitors are often the most likely acquirers How strategic buyers can pay significant premiums Why businesses roughly ten times your size may represent ideal acquisition targets Creating a Practical Exit Plan Your exit strategy does not need to be complicated. A simple two or three-page document can cover: Personal objectives Current business valuation Investment story Target buyers Improvement priorities across the value drivers 12 to 24-month action plans Key Standout Message "An exit plan is actually a growth plan in disguise." The actions that increase business value are the same actions that improve scalability, profitability and owner freedom. The One Key Thing Build a business that can thrive without you. The biggest factor influencing both valuation and scalability is reducing founder dependency. The sooner you start transferring knowledge, developing leaders and creating systems, the more options you'll create for your future. 90-Day Action Challenge Block out 90 minutes and: Score your business against the eight value drivers. Identify your three weakest areas. Map potential future buyers. Create your investment story. Commit to three actions for the next 90 days. Smart90 Feature Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 a seat. Smart90.co.uk/summit This episode was created using AI /episode/index/show/scaleupradio/id/41609670

Episode #618: Leaders need to recognise when they’re not the best leader for their business - with Tameron Chappell 06/15/2026

Episode #618: Leaders need to recognise when they’re not the best leader for their business - with Tameron Chappell Why do so many businesses hit a ceiling at around 10 employees? Many founders start their business because they're brilliant at what they do. In the early days, decisions are fast, communication is simple, and the founder sits at the centre of everything. Then the business grows. Suddenly, what made the business successful starts to become the thing holding it back. In this episode of ScaleUp Radio, Kevin Brent speaks with Tameron Chappell, founder of Athinka, a business psychology consultancy that helps organisations build healthier, higher-performing teams using evidence-based psychology rather than management fads and airport business books. Tameron explains why the transition beyond 10 employees is one of the most challenging moments in a founder's journey, how personality dynamics influence team performance far more than technical capability, and why shared leadership is critical for sustainable growth. About Tameron Chappell Tameron is the founder of Athinka, a consultancy specialising in business psychology and team effectiveness. Working primarily with startups and scale-ups, Tameron combines psychodynamic and systemic approaches to help founders and leadership teams understand the hidden patterns, behaviours and relationships that influence performance. His work often begins when traditional consulting approaches have failed to deliver lasting results, helping organisations uncover the deeper causes of team dysfunction and leadership challenges. In this episode: Why businesses often stall at 10 employees Many founders unknowingly create a business model that relies entirely on them. As the team grows, this becomes unsustainable. The founder becomes the bottleneck for decisions, problem-solving and accountability. Tameron explains why the 10-person mark is a critical inflection point and why leaders must begin building shared ownership and leadership much earlier than they think. The uncomfortable reality of scaling leadership One of the biggest mindset shifts for founders is recognising that they may not always be the best person for their current role. Growth requires leaders to continually evolve and sometimes redefine their responsibilities. Tameron discusses why succession planning, delegation and leadership development should be part of the scaling conversation from day one. Why personality matters more than technical skills Recruitment often focuses heavily on experience, qualifications and technical competence. However, Tameron argues that personality fit, behavioural tendencies and stress responses are often far better predictors of long-term success. Past performance in one environment does not guarantee success in another. Understanding how individuals naturally operate under pressure can significantly improve hiring decisions and team performance. Understanding the psychology behind team dynamics Rather than viewing personality through simplistic labels and categories, Tameron describes personality as a complex mixing deck of traits that interact differently depending on circumstances. Helping team members understand their own preferences and those of colleagues can reduce conflict, improve communication and increase trust. Evidence-based business psychology Athinka's approach is grounded in established psychological theory and research. The consultancy combines: • Psychodynamic approaches to explore the relationship between an individual's inner world and workplace behaviour. • Systemic approaches to uncover hidden organisational patterns and group dynamics. The result is practical insight that helps teams function more effectively and leaders make better decisions. Standout Quote "Most businesses don't stop growing because of strategy. They stop growing because the founder's control model no longer works." Key Takeaways • The 10-employee mark is often the first major scaling challenge. • Founders must evolve their leadership style as the business grows. • Shared leadership creates stronger, more resilient organisations. • Personality and behavioural fit matter more than technical skills alone. • Team effectiveness improves when people understand how others naturally operate. Resources mentioned in the episode: Internal Family Systems - Lumina Splash App - Co-Pilot - Claude - From Tameron: If you’re a founder and you’re curious about the psychology underneath your business — the patterns, the dynamics, the parts of you that show up under pressure — here are some resources I often recommend: Edgar Schein’s work on Humble Leadership for the fundamental shift from ‘expert' to open-minded curiosity which is the foundation of all relational leadership. Mike Hohnen’s practical interpretation of Dave Snowden’s Cynefin model, especially for founders navigating complexity, pace and ambiguity. Mike makes complexity human and usable. Richard Schwartz’s Internal Family Systems (IFS) for understanding your inner architecture, your triggers, and how to lead yourself with more clarity and compassion. His book No Bad Parts is a great entry point. Systemic thinking for teams and organisations = anything that helps you uncover the hidden patterns around you. John Whittington’s blogs (start with his views on Founders and their Origin Story ), Jan Jacob Stam’s Systemic Leadership, and Tess Cope’s Harness and Your Team Is Not The Issue are excellent. Trait‑based personality models such as Lumina Spark, Hogan, or NEO Primary Colours. These help you understand behaviour under pressure and in context. (N.B. Not Type tools like MBTI, DISC, Insights or Strengths, they’re fun and ubiquitous, but they don’t stand up to psychological scrutiny. If you want something highly practical, David Marquet’s intent‑based leadership work (Turn the Ship Around, Leadership is Language) and his short Leadership Nudges videos on YouTube are brilliant for everyday behavioural shifts. And of course… if you’ve got humans in your business and don’t fancy reading all these theories and ideas come and find me - I’m always curious about your world, your successes and challenges. Find me on LinkedIn or at and if you mention you came across me via Kevin’s podcast I can offer you a no-strings-attached Diagnostic Conversation where we can focus on your situation, leadership, team and organisation. /episode/index/show/scaleupradio/id/41609565

Episode #617: ScaleUp Shorts - Three Experts. One Founder Problem. How people, strategy and Al combine to help founders escape the trap. 06/12/2026

Episode #617: ScaleUp Shorts - Three Experts. One Founder Problem. How people, strategy and Al combine to help founders escape the trap. In this special edition of ScaleUp Radio Shorts, Kevin Brent and Louise Blunt revisit three standout conversations from recent ScaleUp Radio episodes to uncover a common thread running through them all. At first glance, these guests appear to operate in completely different worlds. Maritsa Inglessis specialises in people and HR. Peter Juhasz helps businesses generate growth through AI-powered revenue systems. Simon Bird works with founders on strategy, creativity and mindset. Yet all three are helping business owners solve the same challenge: escaping the founder trap. Whether you're struggling with people issues, feeling overwhelmed by growth challenges, or finding yourself stuck in the day-to-day running of the business, this episode offers practical insights to help you regain control and create a business that works for you, rather than because of you. In this episode: Why founders often become the biggest bottleneck in their own business Simon Bird explores the psychological challenges many founders face after years of building their companies. What starts as passion and excitement can gradually become pressure, responsibility and a sense of being trapped by the very business they created. The power of "Permission to Pause" Maritsa Inglessis introduces a powerful concept: giving yourself permission to stop, reflect and assess what your business actually needs before adding more people, processes or complexity. How poor onboarding and founder dependency drive employee turnover Learn how one business transformed from 100% staff turnover to retaining every employee for two years by improving onboarding, communication and delegation. Why drawing your business can reveal more than months of meetings Simon shares a fascinating exercise where founders visually represent their business challenges, uncovering hidden operational issues and alignment problems that traditional discussions often miss. Why most AI and growth initiatives fail Peter Juhasz explains why overcomplicating growth through multiple agencies and disconnected tactics often leads to frustration and burnout, and why combining AI with human expertise is critical for success. The role fear plays in leadership From difficult conversations with employees to making strategic decisions, all three guests highlight how fear can prevent founders from taking the actions their businesses need most. Key lessons from the discussion Stop trying to solve every problem yourself. Build systems rather than relying on heroics. Invest in proper onboarding and people development. Create space for strategic thinking. Don't confuse activity with progress. Use AI as an amplifier, not a replacement for expertise. Seek outside perspectives through coaches, advisors and trusted partners. Focus on building a business that can operate successfully without constant founder intervention. Standout Quote "Get the problem out of the founder's head and onto the table." About Smart90 Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 per seat. Find out more at Smart90.co.uk/summit. Listen to the full interviews If you enjoyed these insights, make sure you also listen to the full conversations with: Maritsa Inglessis Peter Juhasz Simon Bird Each episode explores these topics in far greater depth and provides practical advice you can apply immediately within your own business. Production Note This episode of ScaleUp Radio was produced with the aid of artificial intelligence to support content preparation, editing and production workflows. ScaleUp Radio is brought to you by Smart90 and inspired by the Entrepreneurial ScaleUp System, helping ambitious business owners scale with greater clarity, focus and confidence. LinkedIn & Instagram Post Have you accidentally become the biggest bottleneck in your own business? In this latest ScaleUp Radio Shorts episode, Louise Blunt and I reflect on three brilliant conversations with Maritsa Inglessis, Peter Juhasz and Simon Bird. They each approach business growth from a completely different angle: People and HR. AI and lead generation. Strategy and founder mindset. Yet they all uncovered the same challenge. The Founder Trap. The point where the business starts depending on you for everything, leaving you busy, overwhelmed and struggling to focus on what really matters. A few key lessons from the discussion: ✔️ Give yourself permission to pause before adding more people, processes or complexity ✔️ Great onboarding and clear expectations reduce turnover and increase performance ✔️ AI works best when combined with human expertise and accountability ✔️ The best leaders don't carry every problem themselves If you're trying to scale while feeling stuck in the day-to-day, this episode is packed with practical insights. Listen here: [Insert Episode Link] #ScaleUpRadio #Smart90 #StopTheDrift #G90Summit #BusinessStrategy #LeadershipDevelopment #FounderMindset #NinetyDayPlanning BizSmart Comment A brilliant ScaleUp Radio Shorts episode that brings together three very different perspectives on one challenge most founders face. Well worth a listen if you're trying to create a business that scales without depending on you for everything. Smart90 Comment Most business owners don't need another tactic. They need clarity on what matters most next. This ScaleUp Radio Shorts episode is full of practical insights to help founders step back, refocus and build a business that can grow sustainably. ::: /episode/index/show/scaleupradio/id/41611700

Episode #616: From 100% Staff Turnover to Zero: Building a People Foundation That Scales - with Maritsa Inglessis 06/10/2026

Episode #616: From 100% Staff Turnover to Zero: Building a People Foundation That Scales - with Maritsa Inglessis In this episode of ScaleUp Radio, Kevin Brent is joined by Maritsa, founder of The People Keeper, to explore one of the biggest challenges facing growing businesses: keeping great people. Maritsa shares how her business evolved from offering a single employee retention service into a comprehensive framework that helps companies with between 2 and 50 employees build the people foundations needed for sustainable growth. Together they discuss why staff turnover is rarely a recruitment problem, how founders can overcome the fear of delegation, and why strong people systems create the stability every growing business needs. In this episode: Why The People Keeper completely restructured its service offering to better support growing SMEs The Three-Legged Stool Framework for building a stable people foundation The hidden costs of employee turnover and why prevention is significantly cheaper than replacement How outdated processes and founder dependency create retention problems The role of leadership development in successful delegation Practical ways founders can overcome the fear of letting go How effective onboarding accelerates performance and retention Why retention is an outcome of good systems rather than a standalone objective The Three-Legged Stool Framework Maritsa explains that every business needs three critical foundations in place: 1. Legal and Operational Basics Contracts, policies, procedures and templates that provide clarity and consistency. 2. Day-to-Day Operations Effective hiring, onboarding, management capability and communication systems. 3. Future-Facing Strategy Aligning people plans with business objectives, whether that's growth, acquisition, succession or exit planning. When all three legs are working together, businesses create the stability that naturally improves retention. Case Study: Solving 100% Annual Staff Turnover One recruitment agency approached Maritsa with a serious challenge. Despite employing only four people, the business was experiencing 100% annual staff turnover. After investigating, three core issues emerged: Processes had not adapted to a fully remote working environment following Covid The founder was heavily involved in every decision, creating bottlenecks and dependency New hires were expected to learn through an overwhelming two-week virtual shadowing process Rather than focusing solely on recruitment, Maritsa addressed the underlying systems. A promising team member was developed into an Office Manager role, receiving training in leadership, performance management and conducting effective one-to-ones. The onboarding process was redesigned with clear success measures and structured milestones. The founder was supported in stepping back and delegating responsibility more effectively. The result? Staff turnover fell from 100% to 0% and has remained there for more than two years, saving the business an estimated £150,000 or more in replacement costs. Founder Delegation: The Real Barrier A key theme throughout the conversation is that delegation is rarely a capability issue. More often it is a psychological one. Many founders worry: What if someone makes a mistake? What if standards drop? What if customers are affected? Maritsa encourages founders to explore those fears openly. By asking, "What's the worst that could happen?" founders can identify realistic risks and put mitigation plans in place. The solution is not simply handing work over. It is about creating the conditions for success through training, authority, accountability and clarity. One Key Takeaway High turnover is usually a symptom, not the problem itself. When founders build strong systems, develop capable managers and create clear expectations, retention improves naturally. Great people stay where they can succeed. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It’s a structured half-day session where we help founders identify the three to five priorities that genuinely matter over the next 90 days and build the systems to deliver them. Quarterly, virtual, and £97 a seat. You can find out more at . Maritsa can be found here: Resources: PX Espresso with Luke O’Mahoney - Claude - /episode/index/show/scaleupradio/id/41534835

Episode #615: Building Integrated Systems Creates Consistent Opportunities - with Peter Juhasz 06/08/2026

Episode #615: Building Integrated Systems Creates Consistent Opportunities - with Peter Juhasz What happens when founders get fed up with fragmented agencies, disconnected marketing tactics, and expensive growth projects that fail to deliver? In this episode of ScaleUp Radio, Kevin Brent sits down with Peter Juhasz, co-founder of Syrvi.ai, to explore how they are reinventing go-to-market support for SMEs through what they call “Service as Software”. Peter shares the scaling journey behind Syrvi.ai, from bootstrapping a tech platform with no previous software experience to building a 12-person team supporting around 30 active clients across the UK and beyond. The discussion dives into why traditional agency models often fail scaling businesses, how AI is changing the way SMEs approach growth, and why guarantees and trust are central to Syrvi.ai’s model. A standout message from this episode: “Most SMEs don’t need more agencies. They need one joined-up revenue system.” In This Episode Why SMEs Struggle to Scale Peter explains the challenge many growing businesses face between: Trying to learn and implement AI internally Hiring multiple specialist agencies that rarely work cohesively together The result is often: High costs Conflicting strategies Founder burnout Poor ROI Fragmented accountability Peter references research suggesting over 95% of growth projects fail because businesses focus on isolated tactics instead of integrated systems. The “Service as Software” Model Syrvi.ai combines: Human expertise AI automation Proprietary software Integrated go-to-market execution Their Revenue Engine platform supports: Multi-channel outreach campaigns LinkedIn and email pipeline generation AI-assisted thought leadership SEO and content creation Generative AI Engine Optimisation (GAIO) Rather than replacing humans with AI, Peter explains how AI enables SMEs to execute more consistently and strategically without needing multiple suppliers. Earning Trust Through Guarantees One of the most interesting parts of the conversation is how Syrvi.ai reduces client risk. Their process includes: A free 45-minute strategy session A bespoke 25-page go-to-market plan A 90-day pilot programme Guaranteed qualified opportunities If targets are missed: They continue working free of charge until achieved Or refund the client Peter explains why demonstrating value before asking for long-term commitment has been critical to their growth and retention. Building a Tech Company Without a Tech Background Peter openly shares the challenges of: Bootstrapping the business Building software from scratch Recruiting the right CTO Learning AI and technology fundamentals as non-technical founders The company has invested hundreds of thousands of pounds into developing their platform while staying founder-funded. Today: The business has 12 team members Supports around 30 active clients Is approaching break-even Leadership Lessons and Founder Advice Peter shares lessons he would give his younger self: Take balanced risks Learn business management earlier Understand M&A sooner Invest time learning technology and AI fundamentals He also discusses: Founder mindset Sustainable scaling Managing growth pressure Long-term vision Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: You can get in touch with Kevin here: Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It’s a structured half-day session where we help founders identify the three to five priorities that genuinely matter over the next 90 days and build the systems to deliver them. Quarterly, virtual, and £97 a seat. You can find out more at . Peter can be found here: Resources: Think & Grow Rich by Napoleon Hill - Good To Great by Jim Collins - Claude AI - /episode/index/show/scaleupradio/id/41534545

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