Secret Leaders with Dan Murray-Serter & Chris Donnelly

“I came across a job advert for a psychologist to join a matchmaking agency. I wouldn't describe myself as a spiritual person, but it just felt like my dad had sent [me] this opportunity. I had butterflies in my stomach. That was the moment that changed my life.”Are you unlucky in love? Or perhaps you’re exploring a very niche entrepreneurial path, then don’t miss Rachel Vida MacLynn, the founder of The Vida Consultancy, widely considered the best elite matchmaking agency in the world, on this week’s Secret Leaders. “One of our biggest challenges is we don't get to keep our clients for a lifetime. We have to keep finding new clients because most of our clients only stay with us for 12 months, and they're expensive to acquire.”It's a fascinating niche - they're a matchmaking service for high net worth individuals, entrepreneurs and business people looking for long term relationships. “I've pulled more and more psychology into the service, because it's become more apparent to me that a lot of clients think they know what they want in a partner, but what they think they're looking for isn't actually right for them.”But how does elite matchmaking work? What is the business model for such a niche? What does it cost? And how did Rachel get into it in the first place? From starting up to international expansion, to learn about Rachel’s incredible journey in elite matching and more, download and listen to this latest episode. We chat about: The role of psychology in matchmaking Finding customers for elite matchmaking Funding and international expansion --SponsorsVorboss - get better internet: https://vorboss.com/secretleadersVanta - get 20% off security certifications like ISO27001 and SOC2: https://vanta.com/secretleadersVertice - save on your SaaS or cloud spend ($5k off or a free benchmark) using the code secretleaders: https://www.vertice.one/l/secretleaders--NewsletterSign up here: https://secretleaders.email/You can find our historic newsletters here: https://www.secretleaders.com/episodes

Former FBI chief negotiator Chris Voss shares insights on negotiation skills, emphasizing the importance of listening and being coachable. He explains the psychological aspects of negotiations, the art of asking calibrated questions, and why deference is a superpower. Learn about his journey, key negotiation techniques, and why you should never split the difference.

“We were 100% sure about one thing: if you go to the fucking moon, you shouldn't go to the supermarket. We have the technology to go to space and we’re still going to the supermarket? This is counter intuitive.”Kağan Sümer is the founder and CEO of Gorillas, a grocery delivery service which promises to have your order delivered to your door in under 10 minutes, at retail prices. They’ve been blowing up. Recently launched in the UK, they’re the quickest ever European startup to be valued at over $1 billion and they’re only just getting started. “Gorillas is about four things: being authentic, taking bold decisions, keeping riding, and constantly changing things and owning the change.”Kağan (pronounced Kaan, not Kağan) is celebrating Gorillas becoming the fastest ever European startup to reach a billion dollar valuation, and is now fighting hard to introduce the venture to the UK and US. If you haven’t heard of Gorillas, you can bet your bottom dollar they’re about to be everywhere. “You can outsmart me. You can out-structure me. You can out X me. But you cannot out self-discipline me. You can't outwork me. Because if I want something, I go for it.”Before we strap ourselves into the Gorilla rocketship, we first find out what made Kağan the man he is, what shaped his foray into entrepreneurialism, how the company grew from one man storing drinks on his balcony to a billion dollar company, the four values of Gorillas, how Kağan’s vision for revolutionising delivery, building a new supply chain and infrastructure led to Gorillas phenomenal growth, and knowing when it’s time to move on and hand the mantle over. If you’re keen to learn from Kağan’s success story or to follow in his shoes, don’t miss this incredible episode. We chat about: Kağan’s path to Gorillas Gorillas phenomenal growth The mega funding round led by Coatue Management Hiring for behaviour, not skills.   The four values of Gorilla Links: sifted.eu/startuplife gorillas.io --SponsorsVorboss - get better internet: https://vorboss.com/secretleadersVanta - get 20% off security certifications like ISO27001 and SOC2: https://vanta.com/secretleadersVertice - save on your SaaS or cloud spend ($5k off or a free benchmark) using the code secretleaders: https://www.vertice.one/l/secretleaders--NewsletterSign up here: https://secretleaders.email/You can find our historic newsletters here: https://www.secretleaders.com/episodes

Most of the founders we speak to have already achieved much of their startup’s mission, but today’s Secret Leader is in the midst of a much longer journey with his company. Meet Matteo Berlucchi, a serial entrepreneur and the founder of Healthily which has spent several years building their product to a point where they can play for the ‘big prize’. “Healthily is a moonshot, it’s the textbook definition of a moonshot. The idea behind Healthily is to use technology to enable people to manage their health in a better way... To become the Spotify or Netflix of healthcare.”Launched in 2015, the app formerly known as Your.MD, now Healthily, is the first medically approved self-care app in the world, and is aiming for a user base of over a billion people. “To me, success is not making money, it has never been my definition of success. To me, success is building something that has impact.” From his first days founding startups, to helping create Healthily and turn it into a profitable startup; investment, failure and limiting beliefs, don’t miss Matteo’s hard fought insights.“Provided that you always do things with integrity and with belief, you believe that you're doing the right thing, then if it doesn't work out, it doesn’t work. Failure is lying to yourself, doing something knowing that it's not going to work and doing it anyway, that's a failure.”We chat about: What is actually success and failure Self care is the self service of healthcare How to make a company like Healthily profitable Failing to sell the story of Healthily to investors properly --SponsorsVorboss - get better internet: https://vorboss.com/secretleadersVanta - get 20% off security certifications like ISO27001 and SOC2: https://vanta.com/secretleadersVertice - save on your SaaS or cloud spend ($5k off or a free benchmark) using the code secretleaders: https://www.vertice.one/l/secretleaders--NewsletterSign up here: https://secretleaders.email/You can find our historic newsletters here: https://www.secretleaders.com/episodes

“I was a keen gym goer and I used to buy protein powder from what was the leading sports nutrition company in the UK at the time. And about six months in I looked at the back and thought, ‘what actually is this?’”Oliver Cookson founded the sports nutrition business Myprotein in 2004 with just a £500 overdraft, selling it to The Hut Group seven years later having kept 100% equity. The deal ended up being worth north of £350m for him. So how did he pull it off?“I don't live with regrets because some people said to me, ‘should you have held onto Myprotein longer?’ If I did, I’d be a billionaire now. There's no doubt about it. It is always growing. However, you can only make a decision at that moment, where you are now.”Oliver has written a book about his experience - Bootstrap Your Life - and hosts a podcast of the same name (links below). “If you want to create a leading brand, a national leading brand, or an international brand, there's no work life balance, especially if you’re bootstrapping. It’s impossible.”From students with an idea to FTSE 100 CEOs, this is an episode no entrepreneur should miss. “Stick to your guns. One thing private equity will do is they will try and ship you. So call their bluff early. I did. They will try and get you on bits and bobs of what comes out of the due diligence. Don't be bullied in that situation.” We chat about: Handling growth and achieving £1m EBITDA, still fully bootstrapped  What you have to sacrifice for success Selling Myprotein to The Hut Group Working on the board with people he’s in litigation with Links: www.myprotein.com Bootstrap Your Life - book Bootstrap Your Life - podcast --SponsorsVorboss - get better internet: https://vorboss.com/secretleadersVanta - get 20% off security certifications like ISO27001 and SOC2: https://vanta.com/secretleadersVertice - save on your SaaS or cloud spend ($5k off or a free benchmark) using the code secretleaders: https://www.vertice.one/l/secretleaders--NewsletterSign up here: https://secretleaders.email/You can find our historic newsletters here: https://www.secretleaders.com/episodes

How did two Americans called Jeff come to lead Seedrs, one of the UK’s leading crowdfunding platforms? And why did their planned merger with bitter rivals Crowdcube get blocked? In today’s ‘Double Jeffardy’ episode, Seedrs Co-Founder Jeff Lynn and CEO Jeff Kelisky share their experiences and learnings - from the biggest missed opportunities when scaling, to what the CMA got wrong with the merger.“The CMA has chosen to take an exceedingly aggressive stance on anything that looks like a tech merger. I think they feel very burned by having approved Facebook and Instagram, where they didn't understand or see the platform power that would emerge.”In this episode you’ll learn about: The biggest mistakes Seedrs made in the early days Seedrs vs Crowdcube When Jeff realised he needed to hire a CEO How to integrate a new CEO into a founder-led company The failed merger How to get motivated to compete again after a merger like that collapses --SponsorsVorboss - get better internet: https://vorboss.com/secretleadersVanta - get 20% off security certifications like ISO27001 and SOC2: https://vanta.com/secretleadersVertice - save on your SaaS or cloud spend ($5k off or a free benchmark) using the code secretleaders: https://www.vertice.one/l/secretleaders--NewsletterSign up here: https://secretleaders.email/You can find our historic newsletters here: https://www.secretleaders.com/episodes

Founders dream of being early to market, garnering flattering press, watching their product fly off the shelves and IPOing in record time. For Kuba Wieczorek, Co-Founder and former Chief Marketing Officer of Eve Sleep, the dream became a reality. And then the wheels came off.Kuba founded DTC mattress company Eve Sleep in 2015 with his cousin Jas, and they quickly started experiencing explosive growth. Within just two years they’d raised £35 million and were valued at £140 million. To top it off, they IPOd in record breaking time. It was the stuff of fairytales. But the fairytale wasn’t to last. “About six months after Jas left I hit rock bottom as well. You know, really rock bottom, I realised that it was either my health and my family, or staying at Eve, so I made the right choice. I resigned.”In today’s episode, Kuba shares his journey with Eve, the effect it had on him and his mental health, and what he will do differently in the future. “I’ll be stronger with myself and not be seduced by crazy growth and money and promises of IPO and riches and all of that stuff. Authenticity, be authentic. If you know who you are, and you know the brand you're building, just stick to that.”We chat about: The meteoric rise of eve Sleep The fastest ever British retail float The toll of eve on his mental health Know what you’re building --SponsorsVorboss - get better internet: https://vorboss.com/secretleadersVanta - get 20% off security certifications like ISO27001 and SOC2: https://vanta.com/secretleadersVertice - save on your SaaS or cloud spend ($5k off or a free benchmark) using the code secretleaders: https://www.vertice.one/l/secretleaders--NewsletterSign up here: https://secretleaders.email/You can find our historic newsletters here: https://www.secretleaders.com/episodes

Markus Villig was 19 when he decided to spend the $5,000 his parents had saved up for university on starting a business instead. His initial goal for Bolt, then called Taxify, was to solve Tallinn’s (Estonia) taxi problem. By 25 he was the youngest unicorn founder in Europe and had shown that Uber wasn’t going to win everywhere.“Today, Bolt is the fastest growing mobility company in the world. We have more than 50 million customers on the platform. We operate in more than 40 countries. And we’ve raised more than $600 million of funding with a team of about 2000 people.”Markus knew from an early age he wanted to start a company and build a product. “The only things that were really, really clear for me were that it needed to be in technology, I really wanted it to be a consumer product. And it needed in some ways to make the world a better place. But other than that, I was pretty agnostic of which space to get into.”He chose transportation, not only because he can’t drive, but because hundreds of billions of dollars are spent on transportation globally by consumers each year, and what they get in return isn’t good. From the problems caused by private cars, to taking on Uber, their unusual funding routes, making big mistakes in his early hires, and why his strategy to focus on Africa paid off. “The last straw for me was when I was in Serbia, in Belgrade, meeting one of the local taxi companies. And halfway through the meeting, I realised that these guys are essentially mafia, the guy had a revolver on the table and a big safe in the corner of his office.”This is a tale of tenacity and grit, and a CEO’s unwavering belief in his vision. Don’t miss it. It’s a good one. We chat about: Building his first company at 17 Taking on Uber The hardest challenges he faced as CEO Scaling and fundraising when no VC will touch you Not diluting the company’s focus too much Links:Eat Sleep Work Repeat - Perspectives on the work to come--SponsorsVorboss - get better internet: https://vorboss.com/secretleadersVanta - get 20% off security certifications like ISO27001 and SOC2: https://vanta.com/secretleadersVertice - save on your SaaS or cloud spend ($5k off or a free benchmark) using the code secretleaders: https://www.vertice.one/l/secretleaders--NewsletterSign up here: https://secretleaders.email/You can find our historic newsletters here: https://www.secretleaders.com/episodes

You might not have heard of today’s guest or his company, but if you’ve had a Covid jab in the UK (or are going to) there’s a good chance you’ve used their tech. Laurence Bargery is co-founder of accuRx, a healthtech supplier trusted by 99% of GPs, and with ⅓ of all vaccine bookings in the UK now taking place through their systems.“Within about four or six weeks of us releasing this suite of Covid tools we'd gone up from that 50% point to about 99% of GPs using us.”Laurence and co-founder Jacob Haddad built a tool to allow GPs and other healthcare providers to communicate more effectively with their patients. To date, their software is used by 7,000+ GP surgeries and has messaged 30m+ patients. But they didn’t start out down this avenue. In fact, they started off looking at antibiotic resistance, but the market wasn't there, so they pivoted. They knew they wanted to create something that added value to healthcare, but not knowing enough about the industry and its sticking points, they immersed themselves in a GP practice. “And that's where this idea came from, of something super simple we can do that's going to be really powerful when applicable to so many of the problems in general practice and healthcare and ultimately, that was communication.”From getting traction with GPs, to building individual Wix websites, Laurence shares how they grew accuRx pre-Covid, to how they've dealt with the explosive growth during and post the pandemic.If you’re a founder and you’ve had to pivot your business, or you’re thinking about pivoting, don’t miss this latest episode of Secret Leaders. We chat about: Pivoting the business to accuRx Dealing with explosive growth Strategically handling 99% market share Monitoring employee engagement   Links:Jacob Haddad--SponsorsVorboss - get better internet: https://vorboss.com/secretleadersVanta - get 20% off security certifications like ISO27001 and SOC2: https://vanta.com/secretleadersVertice - save on your SaaS or cloud spend ($5k off or a free benchmark) using the code secretleaders: https://www.vertice.one/l/secretleaders--NewsletterSign up here: https://secretleaders.email/You can find our historic newsletters here: https://www.secretleaders.com/episodes

We’ve been making the UK’s startup podcast since 2017 and this is our 100th episode. To celebrate, we’re doing something a little different and bringing you a bunch of the most powerful stories and insights from some of the amazing guests we’ve had the honour of talking to over the years. In celebration of this milestone, we’re also giving away a pair of Apple Airpod Pros to a lucky Secret Leaders subscriber/follower. Entering is super simple and takes just a few seconds - go to www.secretleaders.com/competition to win.We’ve divided this episode into three sections. In the first, you’ll hear war stories from the founders of some of the world’s biggest unicorns; in the second we share tales of mental health and adversity; and in the third we bring you big ideas. “What I want them to learn from me is to find that thing that really makes you happy, and where you're really creative, because that's what will bring you fulfilment in your life.” From Daniel Schreiber, co-founder of insurance disruptor Lemonade, on how he formulated the product, to Jo Malone talking about growth, to Will Shu, founder of Deliveroo, talking about those early scrappy days when everyone had to roll up their sleeves and get stuck in:“We would do stuff like just hand out flyers in the street. I wore a kangaroo costume too many times. I didn't enjoy wearing the kangaroo costume.”You’ll hear Cal Henderson, co-founder of Slack, talking about his company's reaction to the pandemic, former Chief Business Officer for Google X, Mo Gawdat, sharing how even the worst times in our lives can be gateways into something beautiful, and Jason Calcanis, the self-proclaimed ‘greatest angel investor of all time’: “A lot of founders and people have early success. The things that made them successful in that first phase of their career will actually work against them in the second phase.”For all you entrepreneurs out there, don’t miss this ultimate episode, jam packed full of 12 insightful, key takeaways. Download and listen now. We chat about: How to be a disruptor Lay the foundations for success  The value of happiness, resilience and a culture of openness Develop atomic habits Support women in business  Be humble Links: Daniel Schreiber Will Shu Jo Malone Cal Henderson Nicola Kilner Mo Gawdat Martha Lane Fox Damien Bradfield James Clear Debbie Wosskow Alain De Botton Jason Calcanis www.secretleaders.com/competition --SponsorsVorboss - get better internet: https://vorboss.com/secretleadersVanta - get 20% off security certifications like ISO27001 and SOC2: https://vanta.com/secretleadersVertice - save on your SaaS or cloud spend ($5k off or a free benchmark) using the code secretleaders: https://www.vertice.one/l/secretleaders--NewsletterSign up here: https://secretleaders.email/You can find our historic newsletters here: https://www.secretleaders.com/episodes