Scaling Up Business with Bill Gallagher

Are you regularly in a crisis? Do you feel like your job is just to put out small fires every day? The biggest crisis Bill sees is cash. However, there is a solution. One of Bill’s clients went through a 4–5X growth spurt in a few years and the demands the business had on their cash resources ended up growing bigger and bigger. They knew their numbers like income, profit, and loss, and their balance sheet. But the missing puzzle? They were missing the cash flow report. It first started with a 13-week cash flow report that then grew into a 26-week report. Once they had the hang of it, their report grew into a one-year cash flow model where they could look 52 weeks out on what they were expecting to bring. Finally, they had better visibility and could foresee cash flow problems ahead of time. Resources: Scalingcoach.com/ccc-cash-conversion-cycle-worksheet/ Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts. Scaling Up is the best-selling business growth book by Verne Harnish and our team of coaches. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading coach. We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash and the 5th Decision about what kind of leader you want to be. Our purpose is helping you Scale Up successfully and beat the odds of business growth success.  

As we begin a new year, we reflect back on some of Scaling Up’s 10 best podcast episodes from 2020. Here’s to an even better year and thank you for being part of the Scaling Up show! This episode is also sponsored by SweetProcess, the best place to document your standard operating procedures! Klyn Elsbury was born with Cystic Fibrosis, a life-threatening disorder that damages the lungs and digestive system. Klyn was told she would not survive beyond 14 years old and spent most of her life going in and out of hospitals. Klyn knew she had to be smart with the time she had and so today, as she hits her 30s, she is a Keynote Speaker, Bestselling Author, and the host of the Neuroscience for Sales Success podcast. Les Lent has over 20 years of experience as a sales professional, manager, and leader. He has helped scale his sales department from $30 million to over $300 million in annual revenue. Les has led teams of seven to 70 and is the author of The Profession of Sales. He is currently working on his second book, Two Things Holding You Back. Warren Rustand is a serial entrepreneur, educator, and public servant. He served as Appointments Secretary to President Gerald Ford and has been Chairman or CEO of 17 companies. He was the previous Chairman of the World Presidents Organization and the Dean of Leadership for the Entrepreneurs’ Organization. He also has served on more than 20 boards throughout his career. Robert Glazer is the Founder and CEO of Acceleration Partners, a global performance marketing agency. He is also the co-founder and Chairman of BrandCycle. As a serial entrepreneur, Robert has a passion for helping individuals and organizations build their capacity to outperform. Ashley Goodall is an executive, leadership expert, and author of Nine Lies About Work, and has spent his career exploring large organizations from the inside. He is currently the Senior Vice President of Methods and Intelligence at Cisco, where his organization aims to reveal the answers to some of the most challenging questions about work. Darius Mirshahzadeh is a high growth CEO, serial entrepreneur, and culture-building mad scientist at The Money Source. He was ranked #9 on Glassdoor’s list of Top CEOs of Small and Medium Companies in the U.S. Through the use of values, Darius grew his company of 30 to over 1,000! Gary Hamel is one of the world’s most influential and iconoclastic business thinkers. He has worked with leading companies across the globe and has been on the faculty of the London Business School for more than 30 years. He also has written 17 articles for the Harvard Business Review and is currently out with a new book, Humanocracy, which he dives into further on this week’s episode! Patrick Galvin is a TEDx Speaker, Author, and Chief Galvanizer of The Galvanizing Group, a speaking, coaching, and consulting company in Portland, Oregon that helps high-performance companies and teams galvanize repeat and referred business through better relationships. By the time Cameron Herold was 35, he had built two $100 million companies. He was the second in command of 1-800-Got-Junk?, a company he built from $2 million in revenue to $106 million in under six years. Today, he is known as the CEO whisperer and is the catalyst behind hundreds of companies’ exponential growth. Do you believe in second chances? Andre Norman does. His work has led him to start his flagship transformational program, 180X, which works to redevelop underserved communities, repair families in crisis, and reduce prison re-entry. As a prior inmate faced with a 100-year sentence and serving 14 years of it before he got out, it’s Andre’s mission in life to teach individuals and corporations how to turn any situation around. Interview Links: Sweetprocess.com/scalingup “186: Klyn Elsbury — How to Unstick Yourself” “189: Les Lent — The Profession of Sales” “194: Warren Rustand — Leading in a Time of Crisis” “204: Robert Glazer — Adapting to a New Normal” “218: Ashley Goodall — Nine Big Lies About Work” “219: Darius Mirshahzadeh — The Core Value Equation” “227: Gary Hamel — Making Organizations as Resilient as Its People” “228: Patrick Galvin — Building Conscious Connection” “231: Cameron Herold — How to Run Smart Meetings” “234: Andre Norman — Believe in Second Chances”   Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.   Scaling Up is the best-selling book by Verne Harnish and our team for Gazelles Coaching, on how the fastest-growing companies succeed where so many others fail. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading Gazelles Coach. Gazelles is the term we use for fast-growing companies.   We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth success. Scaling Up for Gazelles companies is based on the Rockefeller Habits 2.0 (from Verne’s original best-selling business book, Mastering the Rockefeller Habits).  

Happy New Year everyone! Bill shares his year-end practices and what he does to end his year on a high note in this week’s Tuesday Tip. Bill likes to sit down and review all the structures, processes, and documents he used/put in place for that year. He has a one-page plan that’s broken down by quarter. It’s also color-coded so that Bill can see at a glance what’s been done vs. what’s pending. Bill also likes to create a vision board in Powerpoint at the beginning of each year and likes to review how he did as the year winds down. He also likes to look at his calendar/photos on a week-by-week basis to see what he did, who he met with, and more! As busy people, we often are so in the moment or in the “grind” that our memory can only handle so much before it forgets. This is a great exercise to see everything you’ve achieved thus far! A lot can happen in 52 weeks that we end up forgetting about.   Resources: Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.   Scaling Up is the best-selling business growth book by Verne Harnish and our team of coaches. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading coach.   We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash and the 5th Decision about what kind of leader you want to be. Our purpose is helping you Scale Up successfully and beat the odds of business growth success.  

No matter what industry you’re in, there are lessons for all of us on how we can be more adaptable to new environments and circumstances. No one has a crystal ball, so how can we prepare mentally for what’s to come? Today’s guest has some answers.   Jeremy Bodenhamer is the Co-Founder & CEO of ShipHawk, a premier packing and shipping software for ERP connected companies. He is also the recent author of Adapt or Die, which underlines the profound shifts in retail and ecommerce.   Jeremy started his first business when he was 12 to help keep his family afloat. When he was in college and working multiple jobs to pay for his way, he found himself in the shipping industry and ended up helping the new owner double the business.   This experience was key because he would later acquire a failing shipping business with every remaining penny he had. Through this experience, he discovered that shipping software was where it’s at and that’s how he came to Found ShipHawk.   Amazon is eating local retailers alive. Bill has had personal experience working with Amazon. You have to jump through a lot of hoops and they offer a “take it or leave it” deal that is not always favorable for the independent small business owner. And once you’re on the other side, you get lost in the shuffle as everyone else does. Jeremy understands it’s not fair. It’s not fair at all, but what are we going to do about it? Adapt.   Interview Links: Jeremybodenhamer.com Shiphawk.com Jeremy on LinkedIn   Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube  

Are you struggling with breakdowns in communication and unclear who is responsible for what? An accountability chart could be the solution you need. The next step when you’re feeling growing pains is to identify the core processes of the business. When you have functional accountability, your team can handle common things that crop up and they don’t need to be micromanaged. You actually empower your people to take action! There will always be hand-offs between departments and by having a chart that describes each department’s core functions, there will be less likely for a breakdown in communication and fewer tasks “falling through the cracks.” Resources: Scalingcoach.com/pace-process-accountability-worksheet Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts. Scaling Up is the best-selling business growth book by Verne Harnish and our team of coaches. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading coach.   We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash and the 5th Decision about what kind of leader you want to be. Our purpose is helping you Scale Up successfully and beat the odds of business growth success.  

Working smarter within a smaller time frame is every entrepreneur and C-suite executive’s dream, but how do you get it done without playing out all the old cliches? Today’s guest discusses how you can use practical times to get your time and sanity back. Daniel Ramsey is the Founder and CEO of MyOutDesk, the highest-rated Virtual Assistant company in the marketplace with hundreds of five-star reviews and serving more than 6,000 clients over the last 12 years. Daniel is also a licensed real estate broker, mortgage broker, and general contractor, having built a real estate staffing company prior to creating MyOutDesk. Daniel was newly married celebrating his honeymoon in a beautiful tropical paradise in Guatemala, but instead of enjoying this time with his new bride, he spent it working! When the bartender ended up taking his phone away to help him enjoy more of life, Daniel realized he had a business that owned him, not the other way around. Fast forward to today, Daniel spent intentional time working on processes so he could step away from the business. In fact, this year the business is set to make 50 million dollars, making it one of the best years ever as a company! Remote employees do not want to go back to an office, so as a Founder or CEO, you have to be thinking about what the future of your company looks like if 50% or over of your staff does not want to come back when the pandemic is over. Things are changing.   Interview Links: Myoutdesk.com Daniel on LinkedIn   Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTubem

Have you been feeling a bit disconnected from your team lately? And, you’re not sure what to do about it? One of Bill’s clients went from 30 people to 180 people and it became difficult to keep track of everyone. It also created a lot of miscommunication, so much so, that the culture began to turn into a distrustful one. The tool that Bill used to get everyone on track and to gauge employee satisfaction is the Employee Net Promoter System, where it asks a series of questions to figure out if someone is a right fit for the company, why they love the company, so that you can preserve those values, and to determine who wasn’t the best fit for the organization.   Resources: Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.   Scaling Up is the best-selling business growth book by Verne Harnish and our team of coaches. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading coach.   We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash and the 5th Decision about what kind of leader you want to be. Our purpose is helping you Scale Up successfully and beat the odds of business growth success.

We have four coach panelists to discuss the upcoming holiday season, the recent loss of Zappos Founder Tony Hsieh, good communication protocols, and some of the top-tier things to think about as we grow for the new year. A bit about our expert coaches: Herb Cogliano runs his own advisory practice based on the Scaling Up and the Rockefeller Habits methodology. Roberto Erario is an International Business and Leadership Coach with more than 20 years of experience and was a former executive in the banking industry. Liat Lazar was an HR executive for about 20-plus years for two Fortune 500 companies and is the first Scaling Up coach in Israel. Anita Cabell is the Founder of Leading Edge and has been in the Chinese market for the last 18-plus years as a Scaling Up Coach. “Managers can waste a lot of time at the outset of a crisis denying that something went wrong. Skip that step” — Jack Welch. Roberto loves Jack Welch but doesn’t agree with the quote. It’s unrealistic to skip steps when you’re in the trenches of it. Instead, work with human nature. When reading that quote, Herb believes Jack meant that leaders need to orient quickly to a crisis and not be stuck like a deer in the headlights. So many entrepreneurs have used Tony Hsieh’s example of how to build a company like Zappos into their own companies. His passing has been a real loss. News has come out that Tony struggled with depression and addiction yet he was so focused on bringing happiness to everyone else. That was his mantra. The two things entrepreneurs and C-suite executives like to hide the most are their cash flow numbers and their feelings. Bill has seen executives go through emotional breakdowns and have their mental wellbeing completely collapse. These high-achievers are more prone to burnout than the average person, so it’s critical that leaders get their rest and put their own oxygen mask on first. Anita understands. When it comes to doing good work, 95% of it is psychological. Focus on the mindset first and then everything else will follow. When Herb was a CEO, he was so invested in the company, that everything outside of that suffered. He wasn’t balanced and that imbalance made him a lesser leader. Interview Links: Herb: Aspiregrowthadvisors.com Roberto: Robertoerario.com Liat: Liatlazar.co.il Anita: Leadingedgebusinesscoaching.com   Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube  

Do you find yourself putting off a necessary action or even being indecisive? Are you unsure why you seem to constantly put off these vital decisions? Fear is real and you’re always going to be afraid of something, but you can get over that hurdle by creating goals and priorities. You don’t have to bear it alone. Your team can help you become accountable and get good work done. By having a planning session, which means having an open and honest conversation with leadership, you’ll be able to schedule in these important action items and leverage helpful tools to fuel that success.   Resources: Scalingcoach.com/rockefeller-habits-checklist-worksheet Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.   Scaling Up is the best-selling business growth book by Verne Harnish and our team of coaches. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading coach. We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash and the 5th Decision about what kind of leader you want to be. Our purpose is helping you Scale Up successfully and beat the odds of business growth success.  

When you receive coaching, do you find yourself picking and choosing what you want to do? It’s a funny human thing that we do. We take what we want and leave the rest behind, but it can lead to a mixture of incomplete results. Bill recently experienced this with one of his clients. They were able to receive massive amounts of results within the first few months, but after this stride, they slowly began to receive a mixed bag of results. This is because the team was picking and choosing the coaching that made them feel safe. However, by doing this, it led to additional problems that the team did not anticipate. The Rockefeller Habits is based on one of the world’s most successful businessmen and comprised of many leaders that succeeded after him. It’s a “best of” framework. Don’t reinvent the wheel or pick and choose your coaching, follow what others have done to truly succeed. Resources: Scalingcoach.com/rockefeller-habits-checklist-worksheet Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.   Scaling Up is the best-selling business growth book by Verne Harnish and our team of coaches. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading coach.   We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash and the 5th Decision about what kind of leader you want to be. Our purpose is helping you Scale Up successfully and beat the odds of business growth success.