Scaling Up Business with Bill Gallagher

Robert Sher is the Founding Principal of CEO to CEO, a regular columnist for Forbes and CFO Magazine, and the author of two books, The Feel of the Deal and Mighty Midsized Companies. On this week's episode, Rob and I discuss growth and leadership. To start off, Rob shares a story about his client who recently had been promoted to CEO and had a big problem to solve that he just couldn't get his head wrapped around. Rob’s client had a management team, but he had to push them on every little thing, and then later chase them down because they would only compete the task halfway. It was exhausting and frustrating and he knew that playing babysitter was not the most effective way to spend his time. This company just seemed really, really, really hard to run. The company had pretty strict firing policies. In fact, the three top leaders had been there since 1985. The one thing Rob saw right off the bat was that the CEO's team needed help in leadership training and communication, as did the CEO. Since the CEO was more introverted, he preferred to hide away and work on his own things, but this created an imbalance in leadership. So, what did Rob do? He came in and introduced an operating plan. It's a one page plan that lists the goals of the company. Rob gave this plan, slightly customized depending on the department, to the six managers reporting to the CEO. When they incorporated the plan, it was completely new to the team. Every month the team would use this plan to gauge how they were doing in terms of achieving their goal. So, how did Rob help the CEO and his managers with leadership? Well, the introduction of this plan made managers feel like they were finally driving in the same car, giving them a clear vision of where they needed to direct their team. Within a year, profits jumped from break even to 3.5% profit despite having the same volume in sales. The manager leading the sales team had been there for a long time, but as this was his first job leading a sales team, he had no real sales experience and had no mentor to help him grow further as a leader. So, Rob and the CEO brought in a more experienced VP of sales (without firing anybody) and it skyrocketed the business. Sometimes if you really want to grow, you need to bring in extra and more experienced leadership.   Interview Links: Ceotoceo.biz The Feel of the Deal by Robert Sher Mighty Midsized Companies by Robert Sher More Resources: ScalingUpBusiness.com:  Learn about how growth coaching can help you and and your business see big results. Scaling Up Business Growth Workshops: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Bill on YouTube: Short videos to keep you Scaling Up. Did you enjoy today's episode? If so then head over to iTunes and leave a review. It helps other business leaders discover the Scaling Up Business Podcast so they can also benefit from the knowledge shared in these podcasts. __ Scaling Up is the best-selling book, by Verne Harnish and the team at Gazelles, on how the fastest growing companies succeed where so many others fail. My name is Bill Gallagher and I'm a certified Gazelles business coach.  We help leadership teams to get the 4 Decisions around People, Strategy, Execution, and Cash right so that they can Scale Up successfully and beat the odds of business growth success. Our 4 Decisions are all part of the Rockefeller Habits 2.0 (from the original best-selling business book, Mastering the Rockefeller Habits).

Ted Sarvata is a fellow Gazelles coach who is focused on reigniting your purpose to restore your sanity! He and I will be diving into purpose, how you find it, how you use it in a company setting, and so much more on this week's episode. How do you discover your own personal purpose? Business owners tend to downplay their purpose in terms of why they started their business, but the reality is they shouldn't. The team buys into the owner's vision and the company's purpose, so the 'why' needs to be prominent in the company culture. Why does purpose even matter? Isn't that a bit 'woo-woo'? For those who might think so, I share a story with the audience on why taking your team through the journey of discovering their purpose is so powerful. Purpose becomes the core motivator for your team and this is one of the reasons why it's so crucial for the team to discover it. As you begin the conversation, it is best to first ask people what they do and why they do what they do? You keep peeling back that layer until it starts to 'click' for them as to what their purpose might be in life and within the company. So, once you've discovered purpose, what's next? Well, now that you have this knowledge, what does it mean to you? Ted shares an example of how one of his clients used this new-found discovery of purpose and how they incorporated their purpose within their long-term company goals. People often get scared about choosing the wrong type of purpose, but the beauty of purpose is that it can and will change! You do not need to climb a mountain to discover yourself and your meaning. Purpose comes from you, which means there's no such thing as having a wrong purpose.   Interview Links: Ted Sarvata Start With Why – Simon Sinek TED Talk More Resources: ScalingUpBusiness.com:  Learn about how growth coaching can help you and and your business see big results. Scaling Up Business Growth Workshops: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Bill on YouTube: Short videos to keep you Scaling Up. Did you enjoy today's episode? If so then head over to iTunes and leave a review. It helps other business leaders discover the Scaling Up Business Podcast so they can also benefit from the knowledge shared in these podcasts. __ Scaling Up is the best-selling book, by Verne Harnish and the team at Gazelles, on how the fastest growing companies succeed where so many others fail. My name is Bill Gallagher and I'm a certified Gazelles business coach.  We help leadership teams to get the 4 Decisions around People, Strategy, Execution, and Cash right so that they can Scale Up successfully and beat the odds of business growth success. Our 4 Decisions are all part of the Rockefeller Habits 2.0 (from the original best-selling business book, Mastering the Rockefeller Habits).

Joanna Bloor is a veteran in the media space and has worked in leadership roles with companies like CBS Interactive, Pandora, and OpenTable. Joanna is the CEO and Founder of Amplify Lab and has over 20 years of experience in digital media, broadcast television, and radio. In this episode, Joanna and I dive into what you actually want to be known for in your professional career and how to properly articulate that to your peers and clients. Joanna has spent a year talking with other women on how they can represent themselves as the experts and get C-suite leadership positions, which are usually very male-dominated. A big question that comes up is how do you figure out what you really want to be known for? As Joanna was trying to figure out how to answer this particular question, she found that it was actually quite difficult to really articulate that message for yourself. Another point that she discovered was that once you've figured out what you want to be known for, the actual process of explaining that to others is also incredibly difficult. If you look at examples of successful executives, the story of who they are and why they do what they do is deeply connected and tied into the company's brand as well. This means that companies need to focus on their executive’s story just as much as they focus on their brand's story. There is a lot of anxiety around getting your message wrong and there's quite a bit of challenge towards defining yourself down to just one particular thing. However, when you define the type of audience you want to connect with and the types of conversations you want to have with them, the process of 'what you're known for' becomes a lot easier. Another point you should consider is that it's really okay for your message to change and grow over time. Perhaps it's best to phrase the question as: What do you want to be known for in this phase of life? This will help you narrow down your options based on what you want to achieve -right now-. When you've found your message, Joanna encourages her clients to talk to 5 people who 'already love you', and talk to them about that message. Call them back 48 hours later and ask those same 5 people what they remembered about the conversation and see if they remembered any 'sticky' words that resonated with them. Just remember, words change and your definitions change, but the only thing that remains consistent is you. You have to be genuine about the message you put out there and you have to be genuine about the journey you're taking right now. When you have that in place, then defining what you're doing right now becomes a whole lot easier.   Interview Links: Joanna Bloor’s Website More Resources: ScalingUpBusiness.com:  Learn about how growth coaching can help you and and your business see big results. Scaling Up Business Growth Workshops: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Bill on YouTube: Short videos to keep you Scaling Up. Did you enjoy today's episode? If so then head over to iTunes and leave a review. It helps other business leaders discover the Scaling Up Business Podcast so they can also benefit from the knowledge shared in these podcasts. __ Scaling Up is the best-selling book, by Verne Harnish and the team at Gazelles, on how the fastest growing companies succeed where so many others fail. My name is Bill Gallagher and I'm a certified Gazelles business coach.  We help leadership teams to get the 4 Decisions around People, Strategy, Execution, and Cash right so that they can Scale Up successfully and beat the odds of business growth success. Our 4 Decisions are all part of the Rockefeller Habits 2.0 (from the original best-selling business book, Mastering the Rockefeller Habits).

Dave Kashen is on a mission to help people love their work life by eliminating ineffective meetings. Did you know there are over 3 billion meetings a year in the United States, and over half of them suck? This is why Dave co-founded Worklife Inc., a tech startup that helps maximize team productivity without the meeting! Meetings are a fabric of our working lives and they help with collaboration. That being said, when groups of people get together, it seems meetings become an ineffective experience and nothing substantial is achieved. So, why is that? Well, Dave set out to find the elements that make up an effective meeting, and then simplify the process further by implementing software to optimize it. Dave found several contributing factors to how a successful meeting occurs, breaking down the process in three stages: before the meeting, during the meeting, and after the meeting. One of the factors to a successful meeting was to create an agenda before the meeting takes place. This makes a huge difference because it serves as a clear road map for those who are attending the meeting. An agenda allows your staff to prepare for the meeting. It also opens up a collaborative conversation before the meeting occurs, as staff brain-storm for an ideal solution. Further, it clarifies to the team who needs to and doesn’t need to attend the meeting. On your agenda, it's important to have a list of topics as well as what you want the ideal outcome to be. This will help direct your staff towards a goal as oppose to just spit-balling it. During the meeting, one of the biggest problems is that each staff member ends up leaving the meeting with differing opinions on what the solution is to their problem or what the company's next big action step is. So, to solve this, it is key to come to a shared agreement between everyone present on what the solution or next action step will be for the company before the meeting is over. This means everyone will be leaving with a clear goal in mind. After the meeting, communication goes out to the relevant staff members who can help execute the plan and then it's just a matter of accountability. The good news is, Dave's software makes this entire process incredibly efficient and effective. This software allows staff to collaborate and to come up with creative solutions in real-time before the scheduled meeting begins. When they attend the meeting, they already have several solutions to draw from and all they have to do is optimize the solution and create action steps before leaving the meeting.   Interview Links: www.worklife.com More Resources: ScalingUpBusiness.com:  Learn about how growth coaching can help you and and your business see big results. Scaling Up Business Growth Workshops: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Bill on YouTube: Short videos to keep you Scaling Up. Did you enjoy today's episode? If so then head over to iTunes and leave a review. It helps other business leaders discover the Scaling Up Business Podcast so they can also benefit from the knowledge shared in these podcasts. __ Scaling Up is the best-selling book, by Verne Harnish and the team at Gazelles, on how the fastest growing companies succeed where so many others fail. My name is Bill Gallagher and I'm a certified Gazelles business coach.  We help leadership teams to get the 4 Decisions around People, Strategy, Execution, and Cash right so that they can Scale Up successfully and beat the odds of business growth success. Our 4 Decisions are all part of the Rockefeller Habits 2.0 (from the original best-selling business book, Mastering the Rockefeller Habits).

Nick Nanton is a four-time Emmy Award Winning Director, Producer, and Filmmaker. A master storyteller, Nick is recognized as one of the top thought-leaders in the business world, and is the author of StorySelling. Nick and I dive right into the art of storytelling and how to tell your story in a compelling and engaging way. A friend once told Nick that he has a unique skillset, as he is able to create media on a budget that looks like it came out of Hollywood; and that he should get out of the music industry and join the business world instead. Nick took his friend's advice and now ten years later, here he is today. So, how do you create your own personal story? First of all, most people take their own journey for granted. Why talk about that? It's boring. That couldn't be farther from the truth. If you tell your story well, it will position you as the only person in the world who can possibly solve your ideal clients' problems. Your story has to make sense or at least connect well with what you're currently doing. When it does, it builds trust. When it doesn't, it just seems weird and awkward. However, when you've told your story a thousand times, you might feel like everyone has heard it. Often, this is not the case. You need to keep re-telling your story as if it's the first time you've ever told it and it needs to keep making sense. When you tell a compelling story, the listener's brain acts differently and it begins to build a bond of trust with the storyteller. A good story means you have body chemistry on your side. It also means you're able to transport your listener into another atmosphere and make them feel like they were a part of your journey. How does all of this tie into running an effective business? It all comes down to trust. In order for somebody to give you their hard earned money, they need to be able to trust you. The more personal hooks you add into a conversation, the more likely the listener will feel like they have a lot of things in common with you. By telling a story, you're relating a piece of your life to others and this makes them feel more comfortable around you.   Interview Links: www.nicknanton.com www.celebritybrandingagency.com StorySelling by Nick Nanton More Resources: ScalingUpBusiness.com:  Learn about how growth coaching can help you and and your business see big results. Scaling Up Business Growth Workshops: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Bill on YouTube: Short videos to keep you Scaling Up. Did you enjoy today's episode? If so then head over to iTunes and leave a review. It helps other business leaders discover the Scaling Up Business Podcast so they can also benefit from the knowledge shared in these podcasts. __ Scaling Up is the best-selling book, by Verne Harnish and the team at Gazelles, on how the fastest growing companies succeed where so many others fail. My name is Bill Gallagher and I'm a certified Gazelles business coach.  We help leadership teams to get the 4 Decisions around People, Strategy, Execution, and Cash right so that they can Scale Up successfully and beat the odds of business growth success. Our 4 Decisions are all part of the Rockefeller Habits 2.0 (from the original best-selling business book, Mastering the Rockefeller Habits).

A Certified Gazelles Coach with quite a rich background, Jim Jubelirer helps leaders improve their business performance and personal satisfaction. He also speaks to a wide variety of audiences about leadership and business excellence. On this episode, Jim and I expand upon a topic the show has covered in the past and that's people! People seem to be the biggest challenge and resource for entrepreneurs and other business professionals. So, how can we get the right people on the bus? Through the use of Topgrading methods. Jim expands on how you can apply Topgrading with software tools and how you can effectively use the  assessments Topgrading provides to gain a different perspective. Jim also provides key tips on how to hire effectively. Topgrading tells us that only one in four people turn out to be a top performer, which means around 75% of people you hire don't move the needle in terms of culture and performance. Poor performance is one of the top complaints among growth companies. Companies are quite poor at hiring talent. In fact, after growing the company for nearly three years, one bad hire nearly destroyed an entrepreneur's entire business. One person! The cost of a bad hire is enormous. If it's a frontline worker, it can be as much as 4x their salary if you get it wrong. But what if it's a C-suite or an executive? It can be as much as 15x their salary. So, what if Jim told you that you could hire A-players and go through the hiring process much more effectively without even reading their resume? Well, it's true. You can stop reading resumes! You can now cast a wide net to attract a variety of different and high-quality talent. The biggest concern for entrepreneurs is that they don't want to sort through all the resumes after that net has been cast, but through the use of software like Hireology, you can now find the right candidate in much less time. There is a lot of testing and measuring to get it right in the beginning. But once you have it dialed in, it can give you a lot of power to assessing talent and saving you from those costly hiring mistakes. You can apply this method to any industry as well. What kind of assessment tools can a hiring manager or entrepreneur use that goes beyond their own personal opinion about that prospect? Jim wants you to be aware that this is a multi-step process, there isn't just 'one thing' you need to focus on. Jim personally likes to use the Caliper Profile assessment test, but there are others like DiSC and Predictive Index. The reality is we're just not good interviewers and the mistakes can be costly, so we need to put extra measures in place to ensure we get it right the very first time.   Interview Links: www.jubelirerresultsgroup.com www.topgrading.com www.hiremojo.com www.hireology.com www.calipercorp.com www.predictiveindex.com www.discprofile.com www.strengthsfinder.com More Resources: ScalingUpBusiness.com:  Learn about how growth coaching can help you and and your business see big results. Scaling Up Business Growth Workshops: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Bill on YouTube: Short videos to keep you Scaling Up. Did you enjoy today's episode? If so then head over to iTunes and leave a review. It helps other business leaders discover the Scaling Up Business Podcast so they can also benefit from the knowledge shared in these podcasts. __ Scaling Up is the best-selling book, by Verne Harnish and the team at Gazelles, on how the fastest growing companies succeed where so many others fail. My name is Bill Gallagher and I'm a certified Gazelles business coach.  We help leadership teams to get the 4 Decisions around People, Strategy, Execution, and Cash right so that they can Scale Up successfully and beat the odds of business growth success. Our 4 Decisions are all part of the Rockefeller Habits 2.0 (from the original best-selling business book, Mastering the Rockefeller Habits).    

Michael Synk is the owner and execution coach for In-Synk. He is also a Senior Certified Gazelles Coach with over 14 years of coaching experience. Michael and I talk today about brand promises, how to improve on them, and offer two client case studies to boot. Let's dive right in. Michael has been coaching Uniform Masters for the last year and a half. Unfortunately, it was only until two months ago that he and his client began to see brand promise. It has taken them quite some time to figure out the market and their core strengths. The company itself has been around for seven years and their operations have been great, but they've just been a little too shy in telling their company story. Although some time has passed, quite a bit of things have improved in the last year and a half. When Michael kept highlighting the company's key strengths, that's when he was able to see brand promise shine through. This is often a very different approach compared to the norm. Normally to achieve brand promise, you first look into the customer data and the first-hand customer experience. However, Michael began by digging into the customer experience from an operations point of view. He found some interesting points and discovered that competitors were having a difficult time keeping up with the quality of service Uniform Masters offered. Once equipped with this data, he took it to a marketing firm to help spin it in a customer friendly way. The second company Michael is working with is a food co-op startup. They are currently in their second year and are working with 16 farmers. The farmers focus on raising grass-fed meat and the co-op handles the processing and the sale of that meat. The client was a bit self-absorbed in their message, which was that their customers bought from them because they wanted to support local farmers. Michael wanted to put this to the test and so he asked 10 of their best customers about why they chose to buy from this co-op. The results? They were completely different than what the client originally thought, but you'll have to listen to the interview to discover what that is! Don't miss this portion of the interview as it is filled with great insights on how to leverage a company's strengths and advertise them to the market.   Interview Links: www.uniform-masters.com/ www.in-synk.com More Resources: ScalingUpBusiness.com:  Learn about how growth coaching can help you and and your business see big results. Scaling Up Business Growth Workshops: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Bill on YouTube: Short videos to keep you Scaling Up. Did you enjoy today's episode? If so then head over to iTunes and leave a review. It helps other business leaders discover the Scaling Up Business Podcast so they can also benefit from the knowledge shared in these podcasts. __ Scaling Up is the best-selling book, by Verne Harnish and the team at Gazelles, on how the fastest growing companies succeed where so many others fail. My name is Bill Gallagher and I'm a certified Gazelles business coach.  We help leadership teams to get the 4 Decisions around People, Strategy, Execution, and Cash right so that they can Scale Up successfully and beat the odds of business growth success. Our 4 Decisions are all part of the Rockefeller Habits 2.0 (from the original best-selling business book, Mastering the Rockefeller Habits).

Caryn Kopp is an award-winning CEO, best-selling author, and self-proclaimed Chief Door Opener at her company, Kopp Consulting. Did you hear that 40-second audio recording at the beginning of the show? What is wrong with that message? Well, for today's podcast episode, Caryn will shed some light as to how to never be that kind of sales opener. People are missing several components when they're trying to get into the right door. Most of the time, people are lacking one or more of these five key pillars. To give a quick overview, the five pillars are: The right target/sales message, the right answers for objections, the right door opener doing the work, which also includes the right door opening mindset, then the right execution followed by the right workflow by that right person. It boils down to hiring talent and using their strengths effectively for the position that needs to be filled. Although it may sound easy, this is a big blind spot for companies. If you hire a closer to be a door opener, this will often lead to disaster and you will find yourself having trouble scaling. Very few people are able to be both an opener and a closer at the same time. So, after you have the right people in place, how can you get into these doors? It takes a bit of digging. The biggest mistake companies often make is looking at their current A-list clients and asking them what they did right, but what you should focus on instead is why did your very best clients originally want to speak to you in the first place? Dig at this why and then see if there are parallels based off what your different clients are saying. When you get this feedback, you can take it to the market and attract new customers that otherwise wouldn't have known or even realized you offer x service. It's not always obvious to your customer what you offer, so being able to highlight specific things that your A-list clients loved about you is a great door opener.   Interview Links: www.koppconsultingusa.com/ Biz Dev Done Right by Caryn Kopp More Resources: ScalingUpBusiness.com:  Learn about how growth coaching can help you and and your business see big results. Scaling Up Business Growth Workshops: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Bill on YouTube: Short videos to keep you Scaling Up. Did you enjoy today's episode? If so then head over to iTunes and leave a review. It helps other business leaders discover the Scaling Up Business Podcast so they can also benefit from the knowledge shared in these podcasts. __ Scaling Up is the best-selling book, by Verne Harnish and the team at Gazelles, on how the fastest growing companies succeed where so many others fail. My name is Bill Gallagher and I'm a certified Gazelles business coach.  We help leadership teams to get the 4 Decisions around People, Strategy, Execution, and Cash right so that they can Scale Up successfully and beat the odds of business growth success. Our 4 Decisions are all part of the Rockefeller Habits 2.0 (from the original best-selling business book, Mastering the Rockefeller Habits).

David Hassell is a serial entrepreneur and founder of 15Five, a SaaS company focused on helping managers and CEOs get effective insights from their people. Having managers and high-level executives become more aware of certain aspects of their company, allows them to proactively address issues before they become problems, acknowledge successes, discover great ideas, and support their team's growth and development. When David was a young entrepreneur, he raised some capital to build his business, but shortly after, the dotcom crash happened and his capital quickly dried up. This forced him to reinvent his company during a market crisis. He could no longer offer competitive salary to his talent, so he got creative with the hiring process. Instead of finding emerging talent from amazing universities, he looked for the diamonds in the rough that perhaps had gaps in their resume or were only high-school graduates. As his company grew, his talent was given much more responsibility and autonomy than they ever had before. This allowed them to excel and grow, exponentially, within the company. Resumes don't always reflect how your talent will react in a real work scenario. What might look like a B or C team on paper, would actually become an A team in reality, just by the way the team engaged and communicated with one another. Fantastic A teams on paper don't always work well, or become difficult, when engaging with other talent, as they're used to being the lone wolf that hogs all the attention. What did companies do differently where they were able to accomplish their goals and objectives years down the line vs. the ones that couldn't? The thing David kept coming back to was that it all boiled down to the team. You obviously need clarity and clear objectives, but does the team have a good culture? Is there high engagement? What are the dynamics that create these things? These questions are how David got to where he is today, and it is what led him to create his company, 15Five.   Interview Links: www.15five.com More Resources: ScalingUpBusiness.com:  Learn about how growth coaching can help you and and your business see big results. Scaling Up Business Growth Workshops: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Bill on YouTube: Short videos to keep you Scaling Up. Did you enjoy today's episode? If so then head over to iTunes and leave a review. It helps other business leaders discover the Scaling Up Business Podcast so they can also benefit from the knowledge shared in these podcasts. __ Scaling Up is the best-selling book, by Verne Harnish and the team at Gazelles, on how the fastest growing companies succeed where so many others fail. My name is Bill Gallagher and I'm a certified Gazelles business coach.  We help leadership teams to get the 4 Decisions around People, Strategy, Execution, and Cash right so that they can Scale Up successfully and beat the odds of business growth success. Our 4 Decisions are all part of the Rockefeller Habits 2.0 (from the original best-selling business book, Mastering the Rockefeller Habits).

Kevin Daum is an award-winning and bestselling author of 5 books. He is a marketer, speaker, and columnist for Inc.com and Smart Business Magazine. On this episode, Kevin and I dive into one of his books, ROAR! Get Heard in the Sales and Marketing Jungle. What does ROAR mean and how is it useful? Kevin says the idea behind ROAR came from seeing so much noise in the marketing space and how advertisements and other marketing pieces would all just fall so flat. Everybody has a story to tell and most people simply do not care. However, with ROAR, Kevin addresses two of the above issues. The first one speaks to how you can tell your story in a compelling way. You may have fantastic ideas for the world, but the reality is the world is not about you. Boasting about how great you are will rarely generate good results. However, telling a great story has to start with empathy. What is the pain that you're solving? There are three core emotional motivators people will buy on: logic, greed, and fear. The most powerful of those three is fear. The weakest is logic. A perfect example of this is our current presidential election. How are the candidates selling? They are selling fear. To achieve massive growth, it's not about the customers you currently have; it's about the ideal customers that you want. When you've found the optimal customer that you're looking for, what is their pain that you have yet to address? If you're able to communicate that pain to them on the level of empathy, that becomes a magnet to them. Once you've gotten your ideal customer to realize they have a pain point and they have connected to it emotionally, the next step is to address that pain point objectively. What is the solution? When you present it objectively, it starts a conversation. Do not try to sell the solution at this point in the process, all the customer needs to realize is that there is a solution for their problem and that you have the answers to it. What does this mean for the end-goal sale? When the customer becomes aware that there is a solution, the sell becomes an easier conversation to handle. By trying to convince them off the bat that they need your service, and only your service, their guard is up and they are unlikely to pursue you further.   Interview Links: www.kevindaum.com More Resources: ScalingUpBusiness.com:  Learn about how growth coaching can help you and and your business see big results. Scaling Up Business Growth Workshops: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Bill on YouTube: Short videos to keep you Scaling Up. Did you enjoy today's episode? If so then head over to iTunes and leave a review. It helps other business leaders discover the Scaling Up Business Podcast so they can also benefit from the knowledge shared in these podcasts. __ Scaling Up is the best-selling book, by Verne Harnish and the team at Gazelles, on how the fastest growing companies succeed where so many others fail. My name is Bill Gallagher and I'm a certified Gazelles business coach.  We help leadership teams to get the 4 Decisions around People, Strategy, Execution, and Cash right so that they can Scale Up successfully and beat the odds of business growth success. Our 4 Decisions are all part of the Rockefeller Habits 2.0 (from the original best-selling business book, Mastering the Rockefeller Habits).