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Jun 2026

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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/

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June 17, 202612 min

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

June 15, 202646 min

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 - https://ifs-institute.com/ Lumina Splash App - https://luminalearning.com/our-products/lumina-splash-app Co-Pilot - Claude - From Tameron: If you're a founder and you're curious about the psychology underneath your business — the patterns, the dynamics, the parts of you that show up under pressure — here are some resources I often recommend: Edgar Schein's work on Humble Leadership for the fundamental shift from 'expert' to open-minded curiosity which is the foundation of all relational leadership. Mike Hohnen's practical interpretation of Dave Snowden's Cynefin model, especially for founders navigating complexity, pace and ambiguity. Mike makes complexity human and usable. Richard Schwartz's Internal Family Systems (IFS) for understanding your inner architecture, your triggers, and how to lead yourself with more clarity and compassion. His book No Bad Parts is a great entry point. Systemic thinking for teams and organisations = anything that helps you uncover the hidden patterns around you. John Whittington's blogs (start with his views on Founders and their Origin Story https://www.linkedin.com/posts/johntkwhittington_systemiccoaching-founders-theoriginstory-activity-7452030365994569728-s7wJ?utm_source=share&utm_medium=member_desktop&rcm=ACoAAAC1NiYBYHjcV1QthjsMa96N6IIja61N-Mo ), Jan Jacob Stam's Systemic Leadership, and Tess Cope's Harness and Your Team Is Not The Issue are excellent. Trait‑based personality models such as Lumina Spark, Hogan, or NEO Primary Colours. These help you understand behaviour under pressure and in context. (N.B. Not Type tools like MBTI, DISC, Insights or Strengths, they're fun and ubiquitous, but they don't stand up to psychological scrutiny. If you want something highly practical, David Marquet's intent‑based leadership work (Turn the Ship Around, Leadership is Language) and his short Leadership Nudges videos on YouTube are brilliant for everyday behavioural shifts. And of course… if you've got humans in your business and don't fancy reading all these theories and ideas come and find me - I'm always curious about your world, your successes and challenges. Find me on LinkedIn or at Tameron.Chappell@athinka.com and if you mention you came across me via Kevin's podcast I can offer you a no-strings-attached Diagnostic Conversation where we can focus on your situation, leadership, team and organisation.

June 12, 202611 min

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. :::

June 10, 202650 min

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: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It's a structured half-day session where we help founders identify the three to five priorities that genuinely matter over the next 90 days and build the systems to deliver them. Quarterly, virtual, and £97 a seat. You can find out more at http://Smart90.co.uk/summit . Maritsa can be found here: https://thepeoplekeeper.com/ https://thepeoplekeeper.com/resources https://www.linkedin.com/in/maritsai/ Resources: PX Espresso with Luke O'Mahoney - https://open.spotify.com/show/1M3SBzxJpogaR5aG6JL0eN Claude - https://claude.ai/

June 8, 202655 min

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: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It's a structured half-day session where we help founders identify the three to five priorities that genuinely matter over the next 90 days and build the systems to deliver them. Quarterly, virtual, and £97 a seat. You can find out more at http://Smart90.co.uk/summit . Peter can be found here: https://syrvi.ai/ Resources: Think & Grow Rich by Napoleon Hill - https://uk.bookshop.org/p/books/think-and-grow-rich-the-original-classic-hill/2073500?ean=9781906465599&next=t Good To Great by Jim Collins - https://uk.bookshop.org/p/books/good-to-great-collins-jim/5255326?ean=9780712676090&next=t Claude AI - https://claude.ai/

June 3, 202658 min

Episode #614: Make sure to pause when dealing with issues in your business. Create the space for honest thinking - with Simon Bird

What happens when the business you built to create freedom starts feeling more like a trap? In this episode of ScaleUp Radio, Kevin Brent speaks with Simon Bird, founder of SEON, about one of the most common but least discussed challenges facing growing SME owners: the "Owner's Trap". Simon shares practical frameworks and diagnostic approaches designed to help founders step back, regain clarity, and reconnect with the purpose and direction of their business. Drawing on more than 25 years in global marketing leadership and seven years advising business owners through SEON, Simon explains why many leaders become overwhelmed as their businesses grow, and how structured thinking, visual frameworks, and better conversations can unlock progress. This conversation is packed with practical guidance for founders who feel busy, stretched, and stuck in operational complexity. In this episode: Why successful founders often become disconnected from the part of the business they originally loved The warning signs that operational pressure is beginning to affect performance and motivation Why trying to "solve" problems too quickly often creates more confusion How a "thinking partner" can help founders gain clarity and make better decisions The power of visual frameworks and metaphor to expose hidden business issues Why alignment problems inside leadership teams are often invisible until surfaced properly The importance of stepping back before jumping into strategy or restructuring How productising advisory services creates clearer value for clients Practical lessons Simon learned from building SEON from scratch Why consistent business development habits still matter, even for experienced advisers A standout insight from the episode One of the most powerful moments in the discussion is Simon's example of a husband-and-wife leadership team drawing their business as a car. One leader saw a polished, high-performing vehicle. The other saw it sitting in the garage with three wheels missing. That single exercise exposed a major operational disconnect that traditional meetings and reports had failed to uncover. It is a reminder that many business problems are not purely strategic or financial. Often, leaders are operating from completely different realities. The one key thing If your business feels harder to run than it should, resist the temptation to immediately fix symptoms. Pause first, diagnose properly, and create the space for honest thinking before choosing solutions. Simon can be found here: https://www.seongrowth.com/ simon@seongrowth.com Resources: The Long Game by Dorie Clark - https://uk.bookshop.org/p/books/the-long-game-how-to-be-a-long-term-thinker-in-a-short-term-world-dorie-clark/6104653?ean=9781647820572&next=t

June 1, 202642 min

Episode #613: ScaleUp Club - "Know Your Hedgehog" - with Jennifer Appleton

In this special ScaleUp Radio episode, recorded live at our monthly ScaleUp Club Q&A session, Kevin Brent is joined once again by returning ScaleUp Radio guest Jennifer Appleton to explore one of the most powerful strategic concepts for growing businesses: the Hedgehog Concept from Jim Collins' Good to Great. Alongside the main discussion, members also heard an AI Pulse update from Paul at Green Gorilla Automation, showcasing how agentic AI tools like Claude can move from generic chatbot responses to genuinely useful strategic analysis when given the right business context. The conversation explores how founder-led businesses can avoid becoming "busy fools", stay focused on what truly drives profit, and use AI to enhance capability without losing the human insight that creates value. One standout theme throughout the session was this: "AI without context gives generic answers. AI with business context becomes a strategic thinking partner." In this episode The Hedgehog Concept explained We break down the three circles behind the Hedgehog Concept and why it matters for scaling businesses: What you are deeply passionate about What you can genuinely become best at What drives your economic engine The discussion highlights why businesses often lose momentum by saying "yes" to too many opportunities and how the Hedgehog acts as a practical filter for strategic decisions. ISO QSL's real-world Hedgehog Jennifer shares how ISO QSL defines its own Hedgehog: Passion: helping SMEs implement ISO systems Best at: implementing management systems for SMEs Economic engine: a recurring monthly retainer model She also explains how the business adapted after a major Google algorithm change impacted lead generation, including: Building a stronger referral strategy Exploring Generative Engine Optimisation (GEO) Protecting focus by avoiding distracting projects outside the core offer AI Pulse update – finding your Hedgehog with Claude Paul from Green Gorilla Automation demonstrated a live AI experiment comparing two Claude projects: One with no business context One connected to real company data including P&L, client lists and strategy documents The difference was dramatic. The context-rich AI project produced: Evidence-based strategic analysis SWOT recommendations Notion tasks Automated review scheduling A working hypothesis for the company's Hedgehog The session also introduced the practical "10/80/10" principle: 10% setup and context 80% AI execution 10% human review and refinement AI and the future of ISO auditing Jennifer also shared how ISO QSL is exploring AI-assisted auditing. Rather than replacing auditors, AI may: Pre-scan documents Identify gaps and trends Reduce low-value admin Allow auditors to focus on higher-value insight and improvement work The outcome: Increased capacity Better client experience Improved profitability without increasing fees Key Takeaways Strategic focus is often about deciding what not to do AI is only as valuable as the context you provide it Founder distraction is one of the biggest blockers to scale Recurring revenue models create stability and scalability AI works best as an enhancer of expertise, not a replacement for it The One Key Thing The businesses that scale most effectively are the ones disciplined enough to focus relentlessly on the few things they can genuinely become exceptional at. About ScaleUp Club ScaleUp Club is our monthly peer-to-peer session for ambitious business owners looking to scale with more clarity, structure and accountability. Each session combines: Strategic learning Practical workshops Peer discussion Expert guests AI and leadership updates Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It's a structured half-day session where we help founders identify the three to five priorities that genuinely matter over the next 90 days and build the systems to deliver them. Quarterly, virtual, and £97 a seat. You can find out more at http://Smart90.co.uk/summit . Jennifer can be found here: https://www.linkedin.com/in/iso-certification-iso9001/ https://www.isoqsltd.com/ https://oakhouseworkspace.co.uk/

May 29, 202612 min

Episode #612: ScaleUp Shorts - The Founder Blind Spot That's Holding Your Business Back

What happens when you put a brand strategist and a leadership development expert side by side? In this episode of ScaleUp Radio Shorts, Kevin Brent and Louise Blunt reflect on two recent ScaleUp Radio conversations with Giles Etherington, founder of Brand Satellite, and Meredith Bell, co-founder of Grow Strong Leaders. At first glance, branding and leadership may seem like very different disciplines. But both guests shared remarkably similar lessons about feedback, self-awareness, founder blind spots and the importance of gaining an outside perspective. The central theme running through both discussions is simple: When you're inside the jar, you can't read the label. Whether it's understanding how customers perceive your brand or recognising the impact your leadership style has on your team, scaling successfully requires the humility to seek honest feedback and the willingness to act on it. In this episode: Why founders struggle to see their own blind spots Giles shared a powerful analogy that many business owners will recognise. We become so immersed in our businesses that we often lose sight of how customers actually experience them. Similarly, Meredith explained how leaders frequently remain unaware of the signals they send to their teams and the unintended consequences those behaviours create. The value of independent feedback Both guests emphasised the importance of creating systems that reveal the truth. Giles uses independent customer interviews to uncover the emotional drivers behind buying decisions. Meredith uses 360-degree feedback tools to help leaders understand how their behaviour impacts those around them. Both approaches provide insights that founders simply cannot generate on their own. Why emotion matters more than features One of Giles' key messages was that customers rarely buy based on rational arguments alone. Businesses that focus only on services and features often end up competing on price. The strongest brands understand the emotional challenges their customers face and communicate how they help solve them. Hiring for fit, not just capability Meredith reflected on lessons learned during periods of rapid growth. Technical expertise alone does not guarantee success. Hiring decisions must consider culture, values and long-term fit. Structured onboarding, clear expectations and regular conversations create a much stronger foundation for success. Branding versus brand Many founders assume their logo is their brand. Giles challenged this thinking by explaining that logos, colours and visual identity are simply branding. Your brand is what people think and feel about your business once they experience it. Without a clear strategy behind it, even the most attractive branding becomes little more than decoration. Why values need systems Meredith highlighted how many organisations invest heavily in defining mission statements and values, only for them to become forgotten words on a wall. The difference comes when leaders intentionally build systems and behaviours that bring those values to life every day. Developing leaders instead of creating dependency As businesses grow, founders must move beyond solving every problem themselves. Rather than providing answers, Meredith encourages leaders to coach their teams by asking better questions and helping people develop their own judgement. This creates stronger leaders throughout the organisation and reduces dependency on the founder. AI is a tool, not a shortcut Both guests discussed the growing role of Artificial Intelligence in their work. Giles uses AI daily but warns that it cannot replace genuine customer understanding and emotional insight. Meredith uses AI as a coaching and reflection tool, helping her identify leadership habits and areas for improvement. In both cases, AI enhances expertise rather than replacing it. The One Key Thing The businesses that scale fastest are led by founders who actively seek perspectives beyond their own. Whether it's customer feedback, team feedback, leadership coaching or AI-assisted reflection, growth begins when we stop assuming we already know the answer. Key Quote "When you're inside the jar, you can't read the label." Resources Mentioned Brand Satellite Grow Strong Leaders 360 Degree Feedback Smart90 G90 Summit About Smart90 Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that's you, the G90 Summit is worth a look. A structured half-day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen. Quarterly, virtual, £97 per seat. Find out more at Smart90.co.uk/summit Production Note This episode of ScaleUp Radio Shorts was produced with the aid of Artificial Intelligence to help analyse themes, identify key insights and support the creation of episode summaries and content.

May 27, 20261 hr 4 min

Episode #611 - Why self-awareness is critical for effective leadership - with Meredith Bell

What happens when the founder becomes the bottleneck in their own business? In this episode of ScaleUp Radio, Kevin Brent speaks with leadership expert and co-founder of Grow Strong Leaders, Meredith Bell, about why leadership is often the hidden constraint preventing businesses from scaling. Meredith shares how founders unintentionally create dependency cultures by solving every problem themselves and explains the mindset shift required to build confident, high-performing teams that can operate independently. She also reveals how Grow Strong Leaders evolved from a consulting business into a SaaS platform long before software subscriptions became mainstream, and how AI is now accelerating leadership development through continuous self-coaching and reflection. In this episode: Why leadership is the number one reason employees leave businesses How founders unknowingly become the scaling bottleneck The power of asking better questions instead of giving answers Why self-awareness is critical for effective leadership How 360° feedback exposes blind spots leaders cannot see themselves The habit-building system behind sustainable leadership development Lessons from pivoting from consulting into software in the 1990s Why vulnerability builds trust and stronger cultures A practical framework for giving constructive feedback How to hire for character and culture fit, not just capability Why 90-day trial periods protect both employer and employee How Meredith uses AI tools like ChatGPT and Claude for personal coaching and development Key Insights from Meredith Bell Leadership is the real scaling constraint Many founders hit a growth ceiling because the business depends too heavily on them. Meredith explains that scaling requires leaders to stop being the person with all the answers and instead become someone who develops the capability of others. Rather than immediately solving problems, leaders should ask: What options have you considered? What are the pros and cons? What would you recommend? This shift creates ownership, confidence and accountability across the team. Feedback only works when it becomes a system Most organisations treat feedback as occasional and uncomfortable. Meredith believes feedback should become part of everyday culture. Her recommended framework for constructive feedback: Describe the behaviour Explain the impact Clarify the desired behaviour Gain commitment moving forward Positive feedback is equally important. Specific appreciation helps employees feel valued and increases the likelihood of repeating productive behaviours. The strongest leaders are willing to be vulnerable Meredith shares how leaders who openly admit mistakes create psychological safety for their teams. When people feel safe acknowledging problems quickly, businesses solve issues faster and avoid blame cultures. AI is changing leadership development One of the most fascinating parts of the conversation explores how Meredith uses AI tools to analyse sales conversations and podcast interviews. By reviewing transcripts with AI, she identified: A tendency to avoid being direct in sales conversations Missed opportunities to ask deeper follow-up questions Areas where communication clarity could improve This continuous, unbiased feedback loop is helping accelerate personal growth in a way previously unavailable to most leaders. The One Key Thing "The moment founders stop being the answer to every problem is the moment their business becomes capable of truly scaling." A standout quote from Meredith Bell "Self-awareness is impossible to achieve alone. We all have blind spots." Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It's a structured half-day session where we help founders identify the three to five priorities that genuinely matter over the next 90 days and build the systems to deliver them. Quarterly, virtual, and £97 a seat. You can find out more at http://Smart90.co.uk/summit . Meredith can be found here: Meredith@GrowStrongLeaders.com (757) 656-4765 (office) (804) 824-4958 (mobile) Website: https://growstrongleaders.com/ Books: Connect with Your Team: Mastering the Top 10 Communication Skills https://amzn.to/3jL0pEI Peer Coaching Made Simple https://amzn.to/37iq3MP Social Website: https://growstrongleaders.com/ LinkedIn: https://www.linkedin.com/in/meredithmbell Facebook: https://www.facebook.com/MeredithMBell Instagram: https://www.instagram.com/meredithmbell/ Twitter: https://twitter.com/meredithmbell Blue Sky: https://bsky.app/profile/meredithbell.bsky.social Grow Strong Leaders Podcast: https://growstrongleaders.com/podcasts/ https://www.youtube.com/channel/UC1Yqt-i8ehRSj5pEb1VEgSA Resources: "The Power of Systems" - Steve Chandler & Trevor Timbeck PODCAST - "Caffeine for the Soul"

May 25, 202647 min

Episode #610 - The difference between "brand" and "branding" and why it matters - with Giles Etherington

What actually makes customers choose your business over a cheaper competitor? For many SMEs, the answer is unclear because their messaging sounds exactly the same as everyone else in the market. In this episode of ScaleUp Radio, Kevin Brent is joined by brand strategist Giles Etherington to unpack why so many businesses fall into the trap of competing on rational features and services instead of emotional connection and customer transformation. Drawing on experience from global agencies including JWT, Giles shares a practical framework for building a brand strategy that helps scaleup businesses stand out, increase trust, and avoid the race to the bottom on price. This conversation is packed with actionable advice for founders and leadership teams who want their brand to become a strategic growth asset rather than simply a logo or visual identity. In this episode: Why competing on services alone pushes SMEs into price wars The difference between "brand" and "branding" and why it matters How emotional positioning influences customer buying decisions The role trust plays in high consideration purchases Why most values workshops fail to create a meaningful brand The step by step process Giles uses to uncover a company's Brand DNA How customer interviews reveal emotional drivers founders often miss Why AI currently creates "average" brands rather than distinctive ones How expert-led positioning creates clearer messaging and stronger differentiation The importance of understanding customer transformation, not just customer problems Key Takeaways Brand is emotional, not rational Most SMEs describe themselves through services, products, or technical capability. The challenge is that competitors often say exactly the same thing. Giles explains why customers make decisions emotionally first and rationally second, and how founders can position their business around trust, transformation, and emotional outcomes. Branding is not the same as brand A logo, colour palette, and website are branding assets. A brand is the emotional perception customers hold about your business. Without strategic clarity first, visual branding alone rarely creates differentiation. Customer insight should drive strategy Instead of relying on internal assumptions, Giles advocates direct customer research and interviews to uncover the emotional concerns and aspirations driving buying behaviour. AI supports expertise but does not replace strategy AI can speed up execution and support ideation, but it lacks the nuance, emotional understanding, and strategic judgement needed to build distinctive positioning. Giles Etherington's Brand Strategy Framework Giles shares the structured process he uses to help SMEs clarify and strengthen their market position: Deep strategic questionnaire Independent customer research and interviews Collaborative workshop to challenge assumptions Development of a Brand DNA Blueprint Messaging aligned to customer emotion and transformation Branding execution built on strategic foundations One standout message from the episode "Businesses that compete on rational services alone end up in a race to the bottom. The brands that scale are the ones customers emotionally connect with." The one key thing The one key thing scaleup leaders should take away from this episode is this: Customers rarely buy purely because of what you do. They buy because of how you make them feel, the confidence you create, and the transformation they believe you can deliver. Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. If you would like to be a guest on ScaleUp Radio, please click here: https://bizsmarts.co.uk/scaleupradio/kevin You can get in touch with Kevin here: kevin@biz-smart.co.uk Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter. If that sounds familiar, the G90 Summit is worth a look. It's a structured half-day session where we help founders identify the three to five priorities that genuinely matter over the next 90 days and build the systems to deliver them. Quarterly, virtual, and £97 a seat. You can find out more at http://Smart90.co.uk/summit . Giles can be found here: https://www.linkedin.com/in/gilesetherington/ Resources: MEDIA Simon Sinnick Ted Talk "Find Your Why" https://youtube.com/watch?v=iFkCMeEhs0Y APPS Otter Chat GPT