Curious Leadership with Dominic Monkhouse

300 episodes on Dominic's catching up with guest #1 Evgeny Shadchnev, Executive Coach and Founder & ex-CEO of Makers Academy, to talk about that all-important decision: Do you stay on as founder CEO, or do you go and what happens next?Evgeny's new book "Startup CEO Succession: a Founder's Guide to Leadership Transition" is out now SummaryThe conversation explores the topic of startup CEO succession and the importance of founders considering stepping down from their roles. The premise of Evgeny's new book is that founder-CEO succession is often the best thing for both the founder and the company. The conversation covers various aspects of CEO succession, including the need for founders to assess their fit for the role as the company grows, the different options for transitioning from CEO to another role in the company, and the challenges and benefits of employees setting their own salaries. The conversation also highlights the importance of having a clear understanding of the CEO's role and the need for open and early conversations about succession. The conversation explores the motivations and challenges of CEO succession in startups. It delves into the personal satisfaction derived from helping others and the shift in motivation when transitioning from a B2C to a B2B business model. The importance of open and early conversations about succession planning is emphasised, as well as the role of the board and the time required for a smooth transition. The conversation also touches on the impact of the COVID-19 pandemic on business operations and the need for adaptability.Keywordsstartup, CEO succession, founder, leadership transitions, stepping down, role fit, options, employee salaries, CEO role, open conversation, CEO succession, motivations, challenges, B2C to B2B, open conversations, board, transition, COVID-19TakeawaysFounder CEO succession is often the best thing for both the founder and the company.Founders should assess their fit for the CEO role as the company grows and consider transitioning to another role if necessary.There are various options for transitioning from CEO to another role in the company, such as becoming an executive chair or advisor.Employees setting their own salaries can lead to challenges in ensuring equality and can create administrative overhead.Having a clear understanding of the CEO's role is important for both founders and investors.Open and early conversations about CEO succession are crucial for a smooth transition. CEO succession in startups requires open and early conversations about the future of the business.Motivations for being a founder and CEO can evolve over time, from personal validation to making a meaningful impact on people's lives.Transitioning from a B2C to a B2B business model requires a different skill set and motivation.Succession planning should involve the founder taking charge of the process and driving it, rather than waiting for the board to initiate the conversation.CEO succession in startups takes time and should be approached with careful consideration and planning.Sound Bites"Founder-CEO succession makes sense more often than it's actually happening.""Behaviors that are genuinely helpful at the early stage get in the way after 50.""The admin overhead of employees setting their own salaries was not worth the benefits.""I wanted to create something that I could point my finger to and say, I've done it.""Our customers regularly describe their experiences as life-changing.""That's one of the reasons why I work as a coach. It's essentially about meaningful, deep one-to-one conversations."Chapters(02:55) Assessing Fit for the CEO Role as the Company

The 300th Episode! In this landmark episode of MYFB, Dominic Monkhouse talks with the man who's been called the UK's Most Hated Sales Trainer, Benjamin Dennehy, to discuss the art of selling and the common misconceptions about sales. This podcast is sixty-minutes that will change how you see sales. Benjamin explores the importance of self-confidence, being in control, and understanding the motivations behind prospects' questions. He emphasises the need for salespeople to focus on having meaningful conversations and helping prospects discover their needs rather than pushing products or services. He also highlights the importance of hiring and training salespeople effectively and challenges the traditional sales approach of show up, throw up, and hope for the best. In this conversation, the UK's Most Hated Sales Trainer shares his unconventional approach to sales and prospecting. He emphasises the importance of getting prospects emotional and focuses on the purpose of a prospecting call. He also discusses the need for consultative selling and the importance of asking probing questions. The conversation covers topics such as the future of cold calling, the myth of 'people buy people,' and the risks and rewards of entrepreneurship.Chapters(04:00) Book Recommendations and the Misconception of Sales Books(07:19) Why the UK's Most Hated Sales Trainer is Hated(09:08) The Problem with Traditional Sales Approaches(23:19) The Art of Asking and Answering Questions in Sales(28:44) Creating Comfort and Lowering Walls in Sales Conversations(31:25) Getting Prospects Emotional: The Purpose of a Prospecting Call(33:44) Consultative Selling: Asking Probing Questions and Understanding Pain Points(35:42) The Future of Cold Calling and the Rise of AI(39:03) The Myth of 'People Buy People'(45:49) The Risks and Rewards of Entrepreneurship(50:40) Mastering a Methodology: Continuous Improvement in Sales(51:33) Critical Thinking, Communication, and Emotional Control in Sales(59:51) Knowing When to Quit and When to Persevere in BusinessMentioned in this episode:Get Mind Your F**king Business

This week on Mind Your F**king Business, we have the immense pleasure of learning from Tom Searcy, a renowned expert in B2B sales strategy and the mind behind Hunt Big Sales. With a rich background in operations and a track record of aiding companies in doubling their size by targeting large accounts, Tom brings a blend of practical experience and strategic insight. Having scaled companies from under $10 million to over $100 million in annual sales, Tom’s consultancy specialises in helping businesses between $5 million and $250 million in annual sales achieve extraordinary growth. His systematic approach to sales is essential knowledge for any organisation looking to capture big contracts and drive substantial revenue. In this episode, Tom shares the different stages of his process for successful sales, emphasising the significance of alignment and accurate problem identification before crafting proposals and closing deals. We delve into the power of personalised closing statements to reassure clients and differentiate from competitors, along with the importance of leveraging customer references to build trust and overcome objections.Tom and Dominic discuss the challenges of being perceived as a risky option compared to larger competitors and how to address client fears to close deals effectively. If you struggle to stand out in this crowded marketplace, download, watch and listen to the full conversation today!On today’s podcast: Tom’s Stage-Gate Sales ProcessRemoving the sales stigmaHow to maintain your credibility during the sales processFollow Tom:Hunt Big SalesLinkedInThe Secret to Big SalesRecommended reading:The Challenger Sale100m Offers100m LeadsEnjoyed the show? Leave a ReviewMentioned in this episode:Get Mind Your F**king Business

Is your marketing team making the most strategic decisions with their budget? Do your marketing efforts align seamlessly with the latest digital platforms? If you question whether your brand could benefit from an in-house marketing shift, today's episode of Mind Your F**king Business is essential listening.This week, we get to learn from John Readman, a marketing visionary and founder of Modo25, a company dedicated to transforming the landscape of in-house marketing teams. John brings a wealth of expertise in crafting platforms that not only enhance the efficiency of marketing budgets across diverse digital platforms like Google, Facebook, and TikTok but also streamline complex decision-making processes with the help of AI-driven insights.In this episode, John delves deep into the mechanics of successful in-house marketing, the strategic deployment of budgets, and the revolutionary impact of his technology, ASK BOSCO®. He shares invaluable advice on building robust marketing teams and discusses the transformative effect of predictive analytics in optimising ad spending across numerous channels. John also shares his dedication to philanthropy through his charity cycling initiative, Ride25, which supports an orphanage in Uganda.Whether you’re an entrepreneur eager to reclaim control of your marketing strategies or a seasoned marketer looking to innovate, this conversation will give you essential insights to revolutionise your marketing approach.Download and listen today!On today’s podcast: Cycling around the world for charityBringing marketing services in-houseThe human element in business successFollow John:Ask Bosko® Modo25LinkedInRecommended reading:The Extra MileMultipliersEnjoyed the show? Leave a ReviewMentioned in this episode:Get Mind Your F**king Business

Martin Reeves, Chairman of the BCG Henderson Institute, delves into the nuanced world of strategy, addressing its complexities in both personal and business spheres. In an engaging discussion, he highlights the scarcity of truly exceptional strategies and underscores the necessity of evaluating success progressively over time. Through his conversation with Dominic Monkhouse, Reeves elaborates on CEOs' critical role in executing strategies and the hurdles involved in preserving an innovative culture as organisations expand. He sheds light on why keeping strategies confidential can be beneficial, the adaptability required in strategic planning, and the risks posed by complacency and an inward focus.This podcast highlights the vital role of imagination and creativity in spurring innovation and fostering organisational change. They dissect the challenges associated with implementing transformative ideas, emphasising the need to move beyond conventional procedures and navigate internal politics effectively. The power of storytelling and the ability to mobilise enthusiasm for new ideas are discussed as pivotal tools in driving change. The conversation touches on the importance of framing the right questions, the paradox of hierarchy and innovation, and the need for depoliticisation and depth of debate in business. Martin shares insights from his book 'The Imagination Machine' and recommends other books on innovation and strategy.On today’s podcast: Great strategies are rare and enduring success is hard to achieve.The role of CEOs in strategy execution is important but not the dominant factor.Secrecy in strategy is not as valuable as having robust and evolvable scripts.Complacency and internal focus can hinder innovation and change.Imagination is a crucial aspect of strategy and should be given more attention. Change is a strategic problem that requires understanding the forces of change and resistance and working on both sides of the equation.Imagination is triggered by surprise and the ability to detect anomalies and changes in the world.Selling ideas and driving change requires storytelling, galvanising energy, and making it clear why the change is in everyone's best interest.Mental models can limit creativity and innovation, and it's important to challenge existing mental models and embrace counterfactual thinking.Depoliticisation and depth of debate are crucial for effective strategy and innovation.Ambidexterity is the ability to balance the focus on running the current business with preparing for the future.Diversity is important for variation and selection, but it requires a focus on both ethical and evolutionary aspects.Curiosity drives innovation and learning, and listening is a skill that can be continuously improved.Simplicity and focus are more valuable than comprehensive and exhaustive lists of strategies and actions.The biggest myth in business is that it's mostly a financial equation when in reality, it's about serving human ends and using human means to achieve them.Follow Martin:WebsiteLinkedInYour strategy needs a strategyRecommended reading:Co-Intelligence: Living and working with AI

Are you ready to demystify the complex world of artificial intelligence in the workplace? Are you unsure about how AI can transform your business strategy and operational efficiency? If you're grappling with these modern challenges, then this week’s episode of Mind Your F**king Business should be the top one in your playlist.This week we dive into the world of AI with the brilliant Asha Saxena, CEO and founder of Women Leaders in Data and AI (WILDA), and an admired technology veteran with 30 years of experience. As an innovator, author, and esteemed professor at Columbia University, Asha brings a wealth of knowledge in big data, analytics, and the transformative power of AI. She articulates the necessity of a role we'll soon come to know as the Chief AI Officer – a role tasked with marrying technology with business and strategic data implementation.Asha goes beyong beyond the mere technicalities and explores the human side of tech. Her book, "The AI Factor," penned during the pandemic, aims to simplify AI concepts for business leaders and tackles the crucial issue of biases in AI models, which have far-reaching impacts on society. With Women Leaders in Data and AI, she promotes diversity in technology spheres and emphasises inclusive AI development.Whether you're the head of a company contemplating using AI in your operations or a professional eager to upscale your skill set for a future integrated with AI, this episode will give you the insights you need for your journey.On today’s podcast: The role of tech leaders addressing gender biasAI in business strategyA peek into the future of Artificial IntelligenceFollow Asha:WebsiteLinkedInThe AI FactorRecommended reading:Good To GreatGreat By ChoiceEnjoyed the show? Leave a ReviewMentioned in this episode:Get Mind Your F**king Business

Sales and marketing strategies can make or break your business. That's why we invited no other than TEDx speaker, advisor and business author, Simon Severino for a new episode of Mind Your F**king Business.In this episode, Simon unpacks the intricacies of coaching across multiple domains, from the sales floor to the spiritual journey, all aimed at accelerating both personal and professional growth. We'll explore the significance of clear communication within a team and why having a structured sales approach can mean the difference between closing a deal and watching it slip through your fingers.Dominic and Simon also talk about creating "flywheels" to drive business, the power of role-play in sales meetings to boost confidence, and why training is as essential in business as it is in sports.Simon also offers a treasure trove of advice for solo entrepreneurs—from establishing structured processes to reducing reliance on the founder within 90 days. He'll explain why some tech founders flounder with sales and how his strategies can turn the ship around and create a culture brimming with opportunities.Whether you're a solopreneur, a tech founder struggling with sales, or simply someone passionate about mastering the art of business, this episode is tailored for you.Download and listen today!On today’s podcast: How can solopreneurs focus on their GeniusThe Importance of role plays in sales90 days cycles to accelerate a big businessFollow Simon:WebsiteLinkedInRecommended reading:The Power Of MomentsThe Sales Acceleration FormulaEnjoyed the show? Leave a ReviewMentioned in this episode:Get Mind Your F**king Business

Today we have a very special episode for you. It’s the first of our newly branded Mind Your F**king Business podcast. If you are a leader struggling to steer your company through the complexities of transformation in the digital age, our guest this week will bring you the answers. John Rossman, former Amazon executive, and best-selling author, joined Dominic Monkhouse for a truly enlightening conversation.Not just content with shaping Amazon's strategies, John co-authored Big Bet Leadership, a crucial playbook for leaders navigating the uncharted waters of major transformations.In a riveting conversation, John dismantles the intricacies of innovative leadership, discussing everything from the dangers of "zombie projects" to finding your company's "fish hook in the eye." With insights drawn from his extensive background and expertise, John maps out the terrain of high-stakes decision-making with the precision and acumen that only a seasoned expert can offer.Whether you're at the helm of an enterprise or simply intrigued by the mechanics of successful strategic changes, this episode will equip you with the insights to set your compass towards triumph in a hyper-digital landscape.Download and listen today!On today’s podcast: The key elements and complexities of a Big BetFinding your company’s ‘Killer Feature’Dealing with Innovation ‘zombie projects’Looking to the future of businessFollow John:LinkedInBig Bet LeadershipThe Amazon WayRecommended reading:Elon MuskHow big things get done

Are you ready to explore the intersection of passion, leadership, and the groundbreaking world of AI in the tech industry? If you're intrigued by how AI is revolutionising the marketplace and the ways in which businesses can stay ahead of the curve, then this episode of The Melting Pot with Dominic Monkhouse is a must for you today.This week we had the pleasure of learning from Scott Chasin, Chief Technology Officer at Pax8, a leading cloud marketplace for managed service providers. Scott's extensive background in technology and cybersecurity, coupled with his transformative insights on artificial intelligence, positions him as a vanguard in the cloud commerce sector. His keen understanding of how passion drives quality within the workplace, and how it's cultivated through thoughtful leadership and a nurturing culture, makes Scott a true maven in engineering dynamic business environments.In this episode, Scott shares why he believes AI is not just evolutionary but revolutionary, and those who are not embracing it might soon find themselves out of business. He also shares the exciting journey of Pax8’s record months in operations—bucking the narrative of a global recession—and how their business model is innovatively leveraging AI to redefine the way software and hardware services are provided to small and medium-sized businesses. Scott delves into the Pax8 partner ecosystem, consisting of over 30,000 MSPs, and their strategy in utilising AI to fine-tune customer lifecycle solutions, thereby sculpting a three-sided marketplace ripe with opportunities.Moreover, Scott reflects on the resilience and adaptability required to thrive as a unicorn company, underscoring the importance of sustainable growth and conscientious execution. He also weighs in on the potential of remote work and the hybrid models that may shape the future of the workforce. Download and listen today!On today’s podcast: Embracing The AI RevolutionPax8: Passion And InnovationHow Can Leaders Develop People’s PassionHow To Hire And Retain Great PeopleFollow Scott:LinkedInPax8Recommended reading:This Is How They Tell Me The World EndsIn Plain SightEnjoyed the show? Leave a Review

This week we're diving deep into customer experience, leadership, and the relentless pursuit of excellence with a returning guest, Joseph Michelli. He is an organisational consultant extraordinaire and the author behind Customer Magic – The Macquarie Way, his new book out on Kindle today in the UK. Joseph shares his insights on the non-negotiable personality traits for success in technology careers, the inherent service gene, the grit to work hard, and the strategic vision to see beyond immediate gratification. He will unpack the fascinating story of Macquarie Technology Group and their bold move from outsourcing to onshoring, hiring savvy university students part-time, and creating a formidable talent pool.Macquarie’s contrarian approach has positioned them exceptionally well in the tech world. Joseph will their clever transition from legacy systems to dominating the cloud business, their diverse revenue streams, and their winning philosophy which intertwines top-tier customer service with solid profitability.A deeply insightful episode with Joseph. He never disappoints. Download and listen today to enjoy the full conversation!On today’s podcast: The Macquarie WayWhat it takes to be a great place to workA high-performing hiring processMcquarie’s contrarian approachFollow Joseph:WebsiteLinkedInX Customer Magic – The Macquarie WayRecommended reading:Think Like A HorseEnjoyed the show? Leave a Review