Made To Grow: The SME Manufacturing Podcast

Hosted by Flowlens MRP Software

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Oct 2026

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Made To Grow - The Manufacturing Growth Podcast brought to you by Flowlens MRP Software. Each month, we'll be talking to experienced SME manufacturers, industry thought leaders, digital transformation experts and mindset gurus to bring a range of different perspectives on growing your small manufacturing company. From operational excellence, strategy and sales to finance procurement and talent acquisition, we'll cover it all. Hear directly from people who have worked in manufacturing businesses as they share their personal stories and professional insights to help you scale your business.

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October 7, 2026Episode 732 min

Sales Is Vanity, Profit Is Sanity: Made To Grow S04 E06 Manufacturing Podcast with Andrea Wilson

In this episode of Made to Grow, Rich Dale is joined by Andrea Wilson, founder of ManufacturingUK.org and one of the best known campaigning voices in UK manufacturing, for a conversation about where SME and micro manufacturers can actually turn for funding, guidance and honest advice. After thirty-two years as Managing Director of Hone-All Precision, during which she became an unofficial advice line for other business owners looking for grants, contacts and direction, Andrea has turned that role into a free platform covering everything from education through to exit. She and Rich talk through why grant funding so often passes smaller manufacturers by, why a fresh pair of eyes on your shop floor is the cheapest improvement tool you have, and why an exit needs planning years before you intend to make one. Andrea Wilson (LINKEDIN URL NEEDED) spent thirty-two years as Managing Director of Hone-All Precision , the Leighton Buzzard precision machining specialist, completing a five-year earn out after the sale of the business so that the transition was handled properly and her team was looked after. She is the voice of the Support UK Manufacturing campaign for a dedicated Minister for Manufacturing, serves as Ambassador for SMEs at the Confederation of British Metalforming, and has now launched ManufacturingUK.org, a free to access resource hub for the whole of UK engineering and manufacturing, built with tools, templates and guides donated by the industry itself. Why grant funding is so hard for smaller manufacturers to access, from the language of the guidance to the postcode lottery and the schemes pitched at a level that excludes micros and SMEs before they start How the regional support map on ManufacturingUK.org brings local grants, growth hub contacts, sector clusters, trade associations and networking groups into one place The Starting Smarter page, where industry experts and companies including Flowlens have donated guides, toolkits and templates that show what good looks like Why owner managers should invite every visitor onto the shop floor and ask what they saw, including the feedback that stings Asking for help without ego, fear or shame, and why the manufacturers who came through the last six or seven years strongest were the ones willing to listen and adapt Knowing your end goal as an MD, whether that is a sale, retirement, a family handover or a management buyout, and starting to plan for it around five years ahead What earn outs, due diligence and inheritance tax mean for family-owned manufacturers thinking about succession How SMEs are forming their own clusters to win work from OEMs and primes, and what communities like ConeX make possible Andrea's motto of being the best, not the biggest, and why sales is vanity and profit is sanity ManufacturingUK.org is live now and free to use, and Andrea is asking the industry to tell her what is missing and what else they would like to see on the platform as it grows. You can follow Andrea on LinkedIn , where she will be asking for resources and feedback, email her at andrea@supportukmfg.co.uk , or send submissions for the platform to info@manufacturinguk.org . For more conversations like this one, subscribe to Made to Grow on your podcast platform of choice and share this episode with anyone in your network who is trying to work out where to go for support. ManufacturingUK.org , the free resource hub for UK engineering and manufacturing Download your free copy of the Fearless Digital Transformation book, also available from the Starting Smarter page on ManufacturingUK.org Made To Grow S04 E04: From Startup to Scaleup Made To Grow S04 E06: Five Perspectives On Change Management Success Watch this episode now:About Our GuestKey Topics in This EpisodeWhat's Next?Further Reading & Resources

September 8, 2026Episode 620 min

Five Perspectives On Change Management Success: Made To Grow S04 E06 Manufacturing Podcast

Across four seasons of Made to Grow, one theme has come back again and again regardless of who Rich Dale is talking to: change management. Whether the change is a new MRP system, a new process, a piece of automation or just a business growing faster than its structure can carry, the technology is almost never the reason a change project fails. It's the people side that decides it.In this bonus compilation episode, we've pulled together a selection of thinking from five past guests on exactly that, covering how to prepare your team before you touch anything new, how to roll change out without losing people halfway through, and how to hold your culture and processes together while the business grows around you.About Our GuestsAngela Fumpson is the founder of White Tiger, a specialist consultancy in quality management, leadership and business transformation. With a background in mechanical engineering and more than 25 years in manufacturing and engineering, Angela mentors leaders and teams through change projects and is the author of Business Journey for Tigers.Mark Wood is Managing Director of Alliance Procurement Solutions, a consultancy working with manufacturing SMEs on supply chain, procurement, business intelligence and data analytics. Mark spent 20 years at Rolls-Royce before setting up APS, and his focus is on giving businesses better clarity in their data so they can make better decisions.Oliver Caunt is Managing Director of JCS Nuclear Solutions, a family business based in Bury providing nuclear radiation detection, sensing and shielding solutions. Oliver led the business through a full migration from spreadsheets to Xero and Flowlens, with records dating back to the mid-1980s to contend with.Rob White is Director of Excellence at Teledyne DD-Scientific, a Fareham-based manufacturer of electrochemical gas sensors for industrial safety, healthcare and environmental monitoring. Rob has led the business through years of iterative automation work, and moved from a sales background into a role focused entirely on quality, efficiency and continuous improvement.Stephen Ottaway is Managing Director of Korvus Technology, a UK manufacturer of physical vapour deposition tools for research and development across academia, semiconductor research, medical devices and green energy. Stephen has taken Korvus from a team of four to a team of eighteen in a couple of years.Key Topics in This Episode- Why you need to know whether your culture is ready for change before you go anywhere near software, and what a history of failed projects does to your odds- Fear as the real source of resistance, including fear of role replacement, and why listening to individuals has to come before any rollout plan- Why support at the start is not enough, and what Angela's writing exercise reveals about the point where people slow down and start questioning whether the change is worth it- Appetite for change as the door opener, and why leadership sponsorship makes or breaks an improvement programme in procurement just as much as in software- Choosing the right champion, and why a direct line manager may not be the person your team is honest with- Running parallel systems to build confidence in the figures, and how long you can reasonably ask people to input twice- Making a pilot company-wide so that departments outside the project understand the demands being placed on the ones inside it- Data cleansing as the single biggest chunk of a migration, and deciding how much history actually needs to come across- Starting small with automation, and the three reasons worth automating for: safety, quality and productivity- Leaning on external partners early and bringing capability in-house as you grow- What scaling exposes in a business that used to run on instinctive trust, and why SOPs and documentation stop being optional- Why showing people the reason a process matters works better than enforcing it

July 8, 2026Episode 528 min

Managing Supply Chain Risks with AI

In this episode of Made to Grow, Rich Dale is joined by Nishant Raj, founder of Value Chain , for a practical and wide-ranging conversation about what AI — and specifically agentic AI — actually means for SME manufacturers and their supply chains. Supply chains have never been under more pressure. From pandemic disruption to global conflict to skills shortages, the old ways of managing supplier relationships and staying on top of demand are breaking down. Nishant explains why the answer isn't hiring more people — it's building smarter systems that carry the knowledge and do the repetitive work, so your team can focus on the decisions that actually need a human. About Our Guest Nishant Raj is the founder of Value Chain , a supply chain solutions business serving manufacturers in aerospace and automotive. With a decade of experience driving digitisation across manufacturing businesses, Nishant has spent the last three years focused on how to make supply chains more resilient, more connected, and better equipped to handle the pace of disruption that modern manufacturers face. Why supply chain expertise can no longer be hired in the traditional way — and what that means for manufacturers trying to scale How global disruption, from the pandemic to blocked canals to chip shortages, has exposed the fragility of cost-optimised supply chains What agentic AI actually is — and why the best way to understand it is to think of it as a junior member of your team How AI agents can handle unstructured data from supplier emails and update your systems automatically — without changing how your suppliers work The difference between an AI model and an agentic AI system, and why that distinction matters for manufacturers Why cybersecurity concerns around AI are legitimate but manageable — and how the conversation mirrors early manufacturer resistance to cloud software, with practical guidance on data access, open source models and on-premise hosting options Why small teams will increasingly be able to deliver the output of much larger ones The window of competitive advantage that exists right now — and why it won't stay open indefinitely Nishant's practical advice for manufacturers who want to start: find the one problem AI could solve that would have the biggest impact, and start there If you're a manufacturer trying to get your head around what AI means in practice — not in theory — this episode gives you a clear and jargon-free starting point. The technology is already here. The question is whether you treat it as an opportunity now, or a catch-up job later. For more conversations like this one, subscribe to Made to Grow on your podcast platform of choice and share this episode with anyone in your network who's thinking seriously about supply chain resilience and digital transformation. If you're enjoying Made to Grow, make sure to listen, watch and subscribe for more practical conversations on manufacturing growth, operational improvement and the real lessons from manufacturers who've done it. Key Topics in This Episode What's Next? Listen, Watch and Subscribe

June 10, 2026Episode 431 min

From Startup to Scaleup

In this episode of Made to Grow, Rich Dale is joined by Stephen Ottaway, Managing Director of Korvus Technology, for an honest conversation about what it actually takes to grow a small manufacturer from a standing start into a scaling business. Korvus has grown from half a million pounds in revenue and a team of four to nearly four million pounds and eighteen people in just a couple of years. Stephen shares the decisions behind that journey — the bold early investment in sales and marketing, the challenge of building process and culture as headcount grows, and why getting the right people in the right roles makes the difference between a business that flourishes and one that stutters. About Our Guest Stephen Ottaway is Managing Director of Korvus Technology, a UK-based scientific instruments manufacturer specialising in physical vapour deposition tools for research and development applications across academia, semiconductor research, medical devices and green energy technology. Stephen joined Korvus in late 2022 when the business had fewer than four employees and was operating at a loss. Drawing on a background in technical sales, operations and an executive MBA from Henley Business School, he has led the business through a period of significant growth — building out the team, the product range and the processes needed to support it.Key Topics in This Episode - Why Stephen committed 20% of revenue to sales and marketing in year one — and what it taught him about where the real opportunities were- The inflection point when inbound orders started growing faster than the business could fulfil them- How bringing in the right specialist at the right time unlocked a new phase of growth- The challenge of maintaining culture and values as a team grows from five people to eighteen- Why SOPs and documentation — however unglamorous — become critical as you scale- The shift from generalists to specialists, and how to manage that transition without blowing your overhead- How Korvus built a 2030 product roadmap and why making it visible to the whole team matters- The relationship-first approach to business: customers, suppliers and staffWhat's Next? If you're running a growing manufacturing business and feeling the pressure of that startup-to-scale-up transition - in your team, your processes or your product range, this episode is worth a listen from start to finish. For more conversations like this one, subscribe to Made to Grow on your podcast platform of choice and share this episode with anyone in your network who's navigating a similar growth journey.Listen, Watch and Subscribe If you're enjoying Made to Grow, make sure to listen, watch and subscribe for more practical conversations on manufacturing growth, operational improvement and the real lessons from manufacturers who've done it.

March 18, 2026Episode 332 min

Seeds of Digital Transformation success

In this slightly different episode of Made to Grow , the tables are turned as regular collaborator and returning guest Angela Fumpson interviews Rich Dale about what really makes digital transformation succeed in manufacturing businesses. The conversation goes beyond software features and implementation plans to focus on the human side of change - leadership, vision, team buy-in, process clarity and the practical realities of helping manufacturers move from firefighting and friction towards better systems, stronger communication and more scalable ways of working. About the Guest Angela Fumpson is a quality and manufacturing expert, a regular collaborator with Flowlens, and a familiar voice to Made to Grow listeners. She has appeared on the podcast before and is also one of the expert contributors featured in Flowlens’ FEARLESS Guide to Digital Transformation . Key Topics in This Episode In this episode, Angela takes over the interviewer’s chair to ask Rich about his own experience of digital transformation, leadership and software adoption in manufacturing. The result is a thoughtful conversation about what businesses often get wrong, what success really looks like, and why digital transformation is as much about people and process as it is about technology. Why a clear vision helps leaders make better decisions and stay on course during periods of change How to recognise whether a company is genuinely ready for digital transformation Why successful transformation depends on team engagement, not just leadership intent The soft signs of progress, including curiosity, experimentation and a willingness to improve incrementally How better systems can reduce noise, improve communication and create more visibility across the business Why implementation should focus on solving business problems, not just ticking off software features The importance of giving people time to adapt, build habits and grow into new ways of working How to identify quick wins and low-hanging fruit that relieve pressure and improve cash flow early on Why manufacturers need to understand their processes before choosing software The risks of trying to force bad processes into a new system Why digital transformation needs a credible internal champion with authority, experience and time How Flowlens is thinking about the future of manufacturing technology, including AI, automation and secure use of data What’s Next? If you’re a manufacturer thinking about digital transformation, reviewing your systems, or trying to work out how to prepare your business for change, this episode is a useful place to start. For further reading, download the Fearless Guide to Digital Transformation from the resources section at Flowlens.com , where you’ll find practical advice, expert input and common-sense guidance on preparing your business for software adoption and long-term operational improvement. Rich also invites listeners to get in touch directly if they’d like to discuss their own business challenges or request a paper copy of the guide. If you’re enjoying Made to Grow , make sure to listen, watch and subscribe for more conversations on manufacturing systems, operational improvement, digital transformation and practical advice for growing manufacturers. Follow the podcast for future episodes, and share this one with anyone in your team or network who is thinking seriously about how to make digital change work in the real world.

February 18, 2026Episode 240 min

Breaking the Manufacturing Marketing Growth Code

In this episode of Made to Grow , host Rich Dale is joined by Rich Webley , founder of Framework Twelve , to explore why marketing so often underperforms in SME manufacturing businesses. Drawing on nearly 20 years of experience leading and fixing marketing functions in manufacturing, Rich explains why marketing problems are rarely caused by a lack of effort or ideas. Instead, he argues that many businesses struggle because their marketing function lacks the structure, maturity, and systems needed to support growth. The conversation focuses on how manufacturers can move away from reactive, fragmented marketing activity and towards a systemised approach that delivers more consistent return on investment. Rich Webley is a fractional marketing director who works exclusively with manufacturing and industrial businesses. After spending two decades in senior in-house marketing roles, he founded Framework Twelve to help manufacturers run marketing as a fully managed, outsourced function. Framework Twelve provides marketing function-as-a-service for SME manufacturers, combining experienced leadership, structured systems, and specialist execution to support sustainable growth. Key topics: Why marketing “not working” is rarely a people or effort issue What marketing maturity looks like in manufacturing SMEs How marketing becomes reactive and operates as a service desk The limits of single-hire and traditional agency models Why systems and cadence matter in marketing Using 90-day cycles to improve focus and accountability Where AI genuinely adds value in manufacturing marketing Practical advice for CEOs who feel stuck at a growth ceiling If you’re a manufacturing leader questioning the return you’re getting from marketing, this episode offers a useful reframing. Rather than changing tactics or suppliers, Rich encourages businesses to step back and assess whether their marketing function is actually designed to support the level of growth they’re aiming for. Framework Twelve Connect with Rich Webley on LinkedIn Subscribe to Made to Grow on your preferred podcast platform to hear more conversations focused on helping SME manufacturers grow through better systems, strategy, and decision-making.

January 14, 2026Episode 130 min

What SMEs need to know about CBAM

The first episode of Made to Grow for 2026 tackles a topic that’s moving fast from “worth keeping an eye on” to a real, practical issue for UK manufacturers: CBAM – the Carbon Border Adjustment Mechanism . Rich Dale is joined by Rebecca Meadows to explain what CBAM actually means for UK and EU supply chains, why 2026 is the year to prepare, and how better data, systems and reporting can turn regulation into a competitive advantage. If you work in SME manufacturing, import materials like steel or aluminium, or rely on complex supply chains, this episode offers clear, practical manufacturing insights without the usual regulatory fog. Rebecca Meadows is the Founder and MD of Nexus Earth Group, a sustainability consultancy supporting SME manufacturers. Her work focuses on helping businesses navigate CBAM and other reporting frameworks using accurate Scope 1, 2 and 3 emissions data, improving operational efficiency through smarter energy and production decisions, and connecting manufacturers with grants and support programmes such as those linked to the UK Shared Prosperity Fund. Her core message is simple: carbon compliance should be treated as an opportunity, not a burden. CBAM is designed to prevent carbon leakage by ensuring imported goods reflect the carbon cost of their production. While CBAM is already live in the EU, the UK version comes into force in January 2027, making 2026 a crucial preparation year. Importers will be responsible for declaring embodied carbon, exporters will be expected to provide reliable data, and poor data or estimates can lead to higher costs and lost contracts. The episode explores which sectors are currently in scope, including steel, aluminium, cement, fertilisers and hydrogen, and why CBAM is likely to broaden over time. Even manufacturers not directly in scope should expect increasing requests for carbon data from customers and suppliers. A key theme throughout the conversation is the role of data and systems. Rebecca and Rich discuss why default carbon estimates are expensive, how proper measurement protects margins, and why manufacturing software, MRP systems and digital production data are becoming essential. Bills of materials, supplier data and energy usage all feed into CBAM reporting, while low-cost monitoring and automation can uncover inefficiencies that directly impact the bottom line. UK CBAM reporting will be managed by HMRC and is expected to operate in a similar way to a tax return, with quarterly submissions. Manufacturers will need reliable supplier data, visibility across supply chains and confidence in the accuracy of their figures. If you’re an SME manufacturer looking for practical guidance on CBAM, manufacturing software, MRP and future-proofing your supply chain, this episode is a strong place to start. Tools and resources from Nexus Earth Group: https://www.nexusearthgroup.com/ Subscribe to Made to Grow for more manufacturing insights, business podcast episodes and practical advice for growing manufacturers throughout 2026.

November 12, 2025Episode 734 min

B2B Sales: How to connect with customer problems and sell more.

About the Guest Fred Copestake is a sales trainer and consultant at Brindis with 25 years’ experience across 38 countries, training 10,000+ salespeople. Author of Selling Through Partnering Skills (2020), Hybrid Selling , and Ethical Selling (2024), he helps engineering and manufacturing teams adopt collaborative, problem-led selling that supports sustainable growth. Key Topics in This Episode Why relevance beats mass personalisation in B2B sales for manufacturers Moving from product talk to problem, outcome and value in manufacturing sales A simple five-part approach: find fit, research deeply, act as a sense-maker, co-create the solution, deliver outcomes Avoiding the “entitled approach” and the engineering “super-ego” in technical selling What hybrid selling looks like now, and when to prioritise in-person contact Cutting through noise in lead gen: short video, well-structured calls, and useful LinkedIn posts Using account-based marketing principles to target the right manufacturers and stakeholders A weekly rhythm for sales development for manufacturers : educate, engage, entice What’s Next? If you’re tightening commercial focus while modernising operations, pair this episode with Flowlens’ free FEARLESS Digital Transformation eBook. It outlines practical steps for change management and systems adoption so your business development for manufacturing firms aligns with how you actually deliver. Further Reading & Resources Download the free FEARLESS Digital Transformation eBook – Flowlens Fred Copestake on LinkedIn (scorecards and resources) Brindis – Sales training and consultancy for engineering and manufacturing teams Flowlens websit e Enjoying the Podcast? Follow Made to Grow and leave a short review to help other SME manufacturers find useful manufacturing insights .

October 8, 2025Episode 629 min

From Pain to Profit: How Data Transforms Manufacturers

In this episode of Made to Grow , Rich Dale speaks with Mark Wood , Managing Director of Alliance Procurement Solutions, about how SME manufacturers can unlock real improvements using the data and systems they already have. Drawing on his 20+ years of experience, including time at Rolls-Royce, Mark shares practical ways to use better procurement, reporting, and decision-making to cut costs, boost profitability, and reduce inefficiencies. This isn’t about chasing shiny tech or running massive transformation programmes—it’s about spotting low-hanging fruit, improving what you already do, and giving your team the tools to do their jobs better. About Our Guest Mark Wood is Managing Director of Alliance Procurement Solutions. With a background in senior procurement roles at Rolls-Royce, Mark now works closely with manufacturing SMEs to improve supply chain performance, streamline business processes, and use data to drive decisions. His approach combines consultancy, coaching, and business intelligence tools to help clients build resilience and grow sustainably. Key Topics in This Episode What to look for when assessing your business’ appetite for change Why process improvement often starts with overlooked data How poor reporting leads to missed opportunities—and what to do about it Common procurement inefficiencies in small manufacturers Real-world savings: case studies of improved margin, time, and sustainability How to make data work harder for your team—not the other way around Misconceptions about process improvement (hint: it’s not about cutting jobs) Next Steps If this episode struck a chord, explore the FEARLESS Digital Transformation framework from Flowlens. It sets out eight practical steps to help SME manufacturers plan and manage their change journey—from foundations and team engagement to systems integration and long-term improvement. Further Reading & Resources 📘 Download the FEARLESS Digital Transformation eBook (Free) 🌐 Visit Alliance Procurement Solutions 🔗 Connect with Mark Wood on LinkedIn 💻 Explore Flowlens MRP Software Enjoying the Podcast? If you found this episode useful, please subscribe and leave a quick review on your preferred podcast platform. It helps more SME manufacturers discover Made to Grow and join the conversation.

September 3, 2025Episode 539 min

Introducing the FEARLESS Digital Transformation Framework

For many SME manufacturers, scattered spreadsheets, disconnected systems, and the challenge of bringing teams along on the digital efficiency journey can be overwhelming. This episode addresses these issues by introducing the Fearless Digital Transformation framework . In this special episode, we share a recent Flowlens webinar recording where our host, Rich Dale , CEO and founder of Flowlens (with nearly three decades in digital transformation for manufacturers), presented the framework. Rich believes in fostering cultures capable of evolving and adapting. An expert panel joined him: Angela Fummpson from White Tiger Consulting, an executive business mentor focused on harmonising people and process. Oliver Caunt , Managing Director at JCS Nuclear Solutions, a UK-based SME manufacturing nuclear radiation sensing solutions. Marv Van Niekerk from Flowlens, with extensive experience in industry-wide digital transformation, including early digital accounting. The conversation centred on the first two crucial steps of the Fearless model: Foundations and Engagement , exploring what constitutes lasting, practical change in business. Key Topics in This Episode The Fearless Framework: An overview of Flowlens' framework to de-risk and sustain successful change projects , particularly with new software implementation. Foundations (Step 1): Success requires a strong foundation with clear business goals , a well-articulated vision of achieving those goals, and visible leadership commitment . Leaders must embrace and use new tools. Engagement (Step 2): Change must come from within , not be externally imposed, to avoid resistance. Involve your team in the vision, utilising process mapping and listening to where work truly happens to find effective solutions. Communication Over Technology: Team buy-in and communication are paramount , not just the technology itself. A top-down decision without team input is a "recipe for disaster". An "internal sales job" is needed to secure buy-in across the business. Leadership and Champions: A director-level project sponsor who understands business strategy, alongside ground-level champions with 'kudos' , is essential for driving change. Addressing Resistance: Resistance is often emotional and fear-driven, requiring continued support after the initial project as people question new methods. A detailed, compelling vision, framed in the team's "new world," can excite and motivate. JCS Nuclear Solutions: Real-World Transformation Journey (Oliver Caunt): What’s Next? This episode highlights the importance of getting the foundations right for digital transformation, noting it’s never too late to revisit these fundamentals. Further Reading & Resources Download your free copy of the Fearless Digital Transformation book . Learn more about Flowlens MRP Software.