Grow A Small Business Podcast

In this episode, I interview Ian McCarthy the Founder, and CEO of Blue Claw Group based in Cape Cod, United States. Ian has set up his own business to provide landscape construction and maintenance services and assist contractors in their similar journeys. With over 20 years of experience working in different industries, Ian has decided to build his own contracting and consulting firm through his experience and the encouragement of his former and loyal employees. Blue Claw Associates was established in 2021 and has been running for over a year. Growing his business with over 10 million mark in revenue and 60 FTEs. Ian has said that growing a small business requires developing consistency in treating your employees right and making them feel not above you. So he says, "You keep a similar schedule so that you're available and your employees see you." This Cast Covers: Managing a business as a landscape and masonry contractor. Former accountant on Nantucket Island in the mid-90s. Started his business through his experience of handling clients with different kinds of businesses. Helping a lot of business owners around their country through his business workshops. Managed a sports business back in 2006. Dealing with a captive audience that needs them and appreciates the finer things in life. Learning how to build confidence in public speaking and engaging with people. Importance of showing good treatment and taking care of your employees. Went to numerous landscape conventions and trade shows. Getting the real value of the business by planning to sell it. Links: Ian's Linkedin Ian's Facebook Ian's Instagram Additional Resources: Blue Claw Group The E-Myth Revisited by Michael E. Gerber Quotes: "You have to be profitable to be sustainable, and then make clients happy." —Ian McCarthy "You're going after your prey and whatever you can do to get well known." —Ian McCarthy "You have to do what you have to do to make it right even if you did something wrong." —Ian McCarthy "Just be bold and be sociable, don't be afraid to ask for business." —Ian McCarthy "The key thing is to run a business while you own it as if you're planning on selling it." —Ian McCarthy Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

For this week's episode, Rob interviews Kay Miller, based in Greater Seattle Area. Kay has a book called "Uncopyable Sales Secret" and was named salesperson of the year in the automotive muffler industry. A truly well-accomplished woman. Sales are more of an investigative journey, understanding the customer, and finding out what's important to them. From her years in the sales industry, Kay helps small-medium business owners by sharing her experience, lessons, and her book that the ideal sale is helping your customer buy. Kay said, "They have problems, they have scenarios they're working with, and they have outcomes that they want. And so, I think letting them describe that is helpful." This Cast Covers: Marketing and Selling. Experiences of Kay Miller. The definition of the word, marketing. Attracting the best prospects. Helping customers buy. The investigative journey in sales. The importance of discipline in sales. The importance of timely silence in sales. Listening, focusing, and delivering solutions to the customer. Links: Kay Miller Kay's Website Additional Resources: Uncopyable Sales Secrets: How to Create an Unfair Advantage and Outsell Your Competition by Kay Miller Free Ebook: Five Proven Secrets to Get in the Door Quotes: "Your goal with marketing is to attract the people who are going to be your very best prospects." — Kay Miller. "Sales is more of an investigative journey, understanding the customer, and finding out what's important to them before you tell them what you've got because you want to make that the solution to what they need." — Kay Miller. "Listening is I feel like it's a discipline." — Kay Miller. "It's just how you make them feel important when you listen to them." — Kay Miller. "One thing that I think salespeople are afraid of, and it takes some getting used to, is letting silence happen." — Kay Miller. Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

In this episode, I interview Cairo Marsh the Founder, and CEO of Relativ* based in Tokyo, Japan. Cairo has set up his own business to help clients find solutions that build a profitable and sustainable connection with their customers. With over 6 years of working in agencies, Cairo has decided to leave his former job to build something new and try to put into effect his philosophy. Relativ* was established in 2018 and has been running for 4 years growing to 800% larger with over 31 FTEs. Cairo has said that growing a small business requires being stick-to-itiveness, for lack of a better way. So he says, "Whatever it takes, once you're out of the game, you're out of the game. The rule is to stay in the game." This Cast Covers: Focusing on marketing and advertising. Working with mainly multinational corporations. Understanding ways to connect with consumers. The premise is rooted in the idea of relationships. Helping clients find solutions that build that longer-term connection. From New York, now based in Tokyo for 13 years. Doing advertising for his whole career. Growing 800% larger with over 31 FTEs. Helping people bring great ideas to life. Learning how to become an authentic worker. Links: Cairo's Linkedin Cairo's Facebook Cairo's Twitter Additional Resources: Relativ* The Big Switch by Saul Griffith Tao Te Ching by Lao Tzu Quotes: "Success is doing the right work in the right way." —Cairo Marsh "You have to know what you stand on versus what your customer stands on. —Cairo Marsh "One of the biggest challenge that will make you stand out is staying true to what you believe." —Cairo Marsh "The joy and success in business is bringing great idea to life." —Cairo Marsh "Advertising is a great place to challenge the service model." —Cairo Marsh Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

In this episode, I interview Steve McCullagh, the CEO of Healthy Business based in Hobart, Australia. Steve has set up his own business to support workplaces and people to improve health, safety, and well-being. With over 10 years of experience working as a sports physio, Steve has decided to change his career and pursue new opportunities related to health. Healthy Business was established in 2002 and has been running for over 20 years. From tracking down during the pandemic, now back into a growth phase for about 65% top-line highs with over 30 FTEs. Steve has said that growing a small business requires setting your own schedule and ensuring that you're not getting carried away by what presents itself. So he says, "I create windows at the front end of my week, in the back end of my week, there is scheduled time to do those types of things at the front end, it's about planning the week and at the back end." This Cast Covers: Running a professional services firm and working across the blue-collar, and white-collar. Providing workplace health, proactive, preventative health, and well-being services. Growing a 20-year-old health business firm fastly in almost 2 years of involvement. Learned about health and well-being from professional sports. Sharing practical tips on how to overcome and handle too much stress. Started as a contractor and did some consulting. Helping entrepreneurs become clear with their intentions to make aligned decisions. Learning how to maintain work-life balance by setting a proper schedule and self-scoring. Learning the importance of having awareness of marketing and power. From working as a sports physio to a CEO of a service firm. Links: Steve's Linkedin Additional Resources: Healthy Business Managing the Professional Service Firm by David Maister Building Story Brand by Donald Miller Quotes: "Success is looking back in life and being proud to have an impact." —Steve McCullagh "One of the most valuable things in business is having clarity." —Steve McCullagh "Understand that stress is normal and good, so interpret the issue and try to remove some emotions." —Steve McCullagh "Put the right people in the right roles and give them the right environment to become effective." —Steve McCullagh "Learn to love the challenges and cope with them in order for you to endure the trials." —Steve McCullagh Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

In this week's episode, Michael interviews James Baker, the Co-Founder of Varicon, a construction cost management software, based in Hobart, Tasmania. James is all about efficiency in business, it's what drove him to co-create Varicon. James helps small to medium business owners, especially startups by convincing them to be as efficient as possible and recommending them to use the BMC (Business Model Canvas), which he states is a powerful tool for business owners. It shows all of the key building blocks of the business and how it comes together, aiding business owners in being efficient in costs. Leading to a well-understood value proposition. James has spoken from experience that "before we go and spend a lot of effort on something, we want to find out how we can do this as cheaply as possible, with as little possible capital investment." This Cast Covers: The importance of efficiency in business startups. Carefully evading possible risks. Proving the significance of your product in the market. A business owner should be an expert. The advantages and disadvantages of being an expert. Generating capital for the startup. Constantly thinking of ways to innovate. Finding ways to involve customers in your business. Utilizing the Business Model Canvas. Business owners should be more curious and humble, listen to customers. Links: James' Linkedin Additional Resources: The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses _______________________________________________________________________ Quotes: "So we went through before even incorporating our business, we spent about a year just interviewing as many potential customers as we could." — James Baker. "So as a business owner, you might be the expert in this thing that you do. And sometimes being an expert is a massive advantage. But sometimes it can be a big disadvantage." — James Baker. "But the experimentation journey didn't definitely didn't finish there. We're doing it all the time. And a lot of the time, we're doing things like things very manually, that will be done in the future by software." — James Baker. "But the reality is that for someone to come and ask for something doesn't cost them anything. Whereas on that journey, we get our customers more and more involved. And this is what any small business owner can be doing." — James Baker. "If there was one thing that I could recommend to any business owner to do is to be more curious and to be humble." — James Baker. __________________________________________________________________________ Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

In this episode, I interview Olivia Jenkins the Founder, and CEO of Olivia Jenkins Consultancy based in Adelaide, Australia. Olivia has set up her own business to provide advice and expertise required to help entrepreneurs improve leadership and generate revenue. From working as a general manager in a global beauty brand, Olivia has decided to leave her former job to open a new door of opportunities by growing her own business. Olivia Jenkins Consulting was established in 2019 and has been running for over 3 years. Growing her business rapidly into a 7-figure consultancy and growing sales to 270% with over 9 FTEs. Olivia has said that growing a small business requires time blocking, and becoming very intentional about where you're spending your time. So she says, The more disciplined we can be around service-based, the better life can be." This Cast Covers: Running a consulting firm based out of Adelaide. Serving clients all over the country and working with several international clients as well. Focusing on growth for eCommerce businesses in particular. Work across areas like email marketing, promotional planning, etc. Offering a broad mix of services and making sure that the clients don't experience growing pains. Helping entrepreneurs learn the importance of implementing an amazing team. Having a signature combination of strategy and implementation. Experience rapid growth at her early stage in the business through offering expertise. Became a 7-figure consultant and grew sales to 270% from FY 19 to FY 21. Learning how to adjust and grow productively in a new environment in business. Links: Olivia's Linkedin Olivia's Facebook Olivia's Instagram Additional Resources: Olivia Jenkins Consultancy Rocket Fuel by Gino Wickman Essentialism by Greg McKeown Quotes: "Don't just focus on the growth, but also on the sustainability and what underpins that as well." —Olivia Jenkins "If you're going to start your business, you need to fully embrace that and stand on your own two feet." —Olivia Jenkins "You have to provide the best quality service to your client to get the best results." —Olivia Jenkins "If you're not working to a plan, you won't know what your objectives are." —Olivia Jenkins "If you're not investing your mindset and how you're showing up every day, you won't be able to reach your full potential." —Olivia Jenkins Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

In this episode, I interview Blaine Oelkers the President, and CRO of Selfluence based in Phoenix, Arizona, United States. Blaine has set up his own business to help entrepreneurs cultivate habits that bring success and good results to their businesses. With over 27 years of experience in growing different businesses, Blaine has decided to enter coaching to pursue new opportunities and help people improve their businesses. Selfluence was established in 2008 and had been running for over 14 years. Growing to estimated $2 million annual revenue with 6 FTEs. Blaine has said that growing a small business requires taking next-day planning and guidance from a mentor in order to make an excellent performance in managing a business. So he says, "Never let a day end without planning the next one, and I think even though chaos can slip in and your day could get all out of control." This Cast Covers: A training and education company for business owners. With most income from helping small groups, typically mastermind groups. Making sure the members get results each week and every week. Sharing his two moments of dawning comprehension. Formerly working as a software engineer in a corporate job. Working from home with his own business for several years. Learning the importance of having a good business model. Using the Entrepreneur Operating System as the best tool for good hiring. Improving business habits like NDP (Next Day Planning). Links: Blaine's Linkedin Blaine's Facebook Blaine's Instagram Additional Resources: Selfluence Think Grow Rich by Napoleon Hill Quotes: "Life is just way better when you're kind of ahead of the game." —Blaine Oelkers "Success is someone moving towards their personal goals." —Blaine Oelkers "You can't win all the time, because then you're not learning." —Blaine Oelkers "Make sure that your business model is correct because if that business model is off, you're going to struggle." —Blaine Oelkers "Never let a day end without planning the next one." —Blaine Oelkers Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

For this week's episode, Michael interviews Tom McMeekin. He's a financier, debt adviser, coach & strategist, and Tom is based in Hobart, Tasmania, Australia. Tom gets what it takes to be a banker, his experience and certifications will vouch for his reputation. In the past 25 years, Tom specialized in assisting small-medium business owners, specifically in working capital and debt funding. Tom focuses on the mastery of cash flow, that before business owners will embark on a change, they have to make sure that the cash flow is sufficient. The reason things don't usually go as planned and that there hasn't been a project that didn't have complications. However, with a cash flow plan paired with clever leverage of debt you can "plan for the worst but expect the best." This Cast Covers: Generating capital through debt funding. Understanding cash requirements for each business goal. Seeing business as a team sport. Outsourcing a particular problem if you're not equipped for it. Keeping in mind capitalization whilst making growth objectives. Generating income from the debt made. Not forgetting the last thing, which is taxes. Monitoring the balance sheet. Mastery of cash flow. Links: Tom's Linkedin Tom's University of Tasmania Profile Additional Resources: Raising Money: Get the Money You Need To Grow Your Business by Andrew J. Sherman Quotes: "Quite often people will come up with a good idea or have some ideas that they're trying to execute, but not understand the cash requirements for each one." — Tom McMeekin. "If you don't have the skill, it's not a particular problem, you need to outsource it." — Tom McMeekin. "Spending time building out those forecasts with the right people on your team, I think is critical." — Tom McMeekin. "You can plan for the worst but expect the best." — Tom McMeekin. "If you're leveraging to generate income, who cares how much debt you've got." — Tom McMeekin. Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

In this episode, Troy had a chat with David Ridden the Founder, and CEO of Granddad Jack's Craft Distillery based in Gold Coast, Australia. David has set up his family business to operate a distillery creating craft spirits & liqueurs for the world to enjoy. From owning an outdoor events business, David has decided to transfer to a different industry to pay homage to the legend that was Granddad Jack. Granddad Jack's Craft Distillery was established in 2017 and has been running for just over 4 years. Became one of Australia's most awarded & recommended artisan producers with over 17 FTEs. David has said that growing a small business requires sacrifice and focusing on your priority. So he says, "There ain't no days off. And you think about it all the time you wake up in the night thinking about it." This Cast Covers: A super premium spirits manufacturer with a very unique model direct to the consumer model. Focused on the super-premium end of the market. Exporting products in Norway, North America, Singapore, Malaysia, and New Zealand. Making a range of four different gins, vodka, coffee, secure whiskey, and all types of whiskey rise. Had Australia's two biggest mobile bars and customers with bigger brands. Build his company to share his grandfather's inspiring life story. Worked for himself for 30 years now. Trained and opened their first distillery 8 months after entering the industry. Good at planning by getting the very tunnel visioned on people and the systems around. Ended up raising 786,000 dollars with 330 people. Links: David's Linkedin David's Facebook David's Instagram Additional Resources: Granddad Jacks Quotes: "You have to understand the goal of your business." —David Ridden "You have to have the right partners if you plan international games." —David Ridden "The great thing about having a privately owned business is that we can change tomorrow." —David Ridden "If it's not working where you want it to be, keep changing and you'll find exactly what you need to do." —David Ridden "You have to be prepared not to know everything." —David Ridden Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

In this episode, I interview Per Sjofors the Founder, and CEO of Sjofors & Partners, Inc. based in Los Angeles, United States. Per has set up his business to provide predictive pricing strategies that increase revenue and growth. With over 23 years of experience in running a business, Per has decided to change his career and apply his knowledge in pricing by creating his own pricing consultant firm. Sjöfors & Partners, Inc. was established in 2007 and has been running for over 15 years with 5 FTEs. Per has said that growing a small business requires a passion for what you do to become successful in managing your business. So he says, "Entrepreneurs need to be passionate about what they're doing." This Cast Covers: Predict sales volume, revenue, and profits at different prices with great accuracy. Willingness to pay for research. Expert in setting prices in a way you don't leave money on the table. Running companies in Europe and in the US and doing experiments with pricing. Developed a European-wide business and grew about 6 million in 3 and a half years. Part of different network organizations. Learning more about price imaging/price anchoring. Learning how to become a tough and smart leader. Helping entrepreneurs explore the art of pricing and fast marketing. Wrote a book called "The Price Whisperer" to approach pricing power. Links: Per's Linkedin Per's Facebook Per'sinstagram Additional Resources: Sjofors The Price Whisperer by Per Sjofors Crossing Chasm by Geoffrey Moore Quotes: "The price itself sets an expectation of the value of quality." —Per Sjofors "You can't leave things for and just hope they do themselves they don't." —Per Sjofors "Always try to hire people that are smarter than you." —Per Sjofors "If you run a company and certain team knows the simple calculation, a lot is going to change in the company." —Per Sjofors "If you don't have passion for what you do, you're not going to succeed." —Per Sjofors Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0