Scale To Win with Dominic Monkhouse

Most people overcomplicate leadership. They're looking for the next framework, trying to do technical leadership that just doesn't work. Paul Adamson spent 25 years sailing yachts around the world—including two years circumnavigating with Eddie Jordan on an Oyster 885—and he learned that leadership isn't about theory. It's about making decisions without all the information, leading from the front, and remaining calm when the pressure is on. Then he walked into Oyster Yachts (the manufacturer of those luxury yachts) when it went into administration, won it out of admin by deliberately breaking the rules, and rebuilt it from zero to a £200M order book with 700 employees in four years.In this episode, Paul reveals why great leaders are energy-rich (not uninspiring boring managers), why you can't KPI great leadership, and why the three levers of state management—focus, inner dialogue, and movement—underpin everything in business. He shares his Virgin Atlantic story about blagging a gold card, getting upgraded to upper class by a flight manager who knew when to break the rules, and how copying Richard Branson into an Instagram post led to a phone call that changed everything. He also opens up about being diagnosed with lymphoma two weeks after leaving Oyster, how he applied everything he'd taught for years to his own health challenge, and why that gift led him to help raise £3M for follicular lymphoma research that could unlock cures for pancreatic cancer, leukaemia, and other incurables.What you'll learn:⚡ Why great leaders are energy-rich and how to manage your state (focus, inner dialogue, movement)🎯 The difference between managers (follow rules) and leaders (know when to break them)🚢 How to lead without all the information (lessons from sailing in high-stakes environments)💼 How to rebuild a business from administration to £200M order book (earn trust, two words)🇬🇧 Why UK social conditioning makes it hard to be energy-rich vs American optimism📊 Why you can't KPI great leadership—it's about being a lighthouse, not hitting metrics💪 How to find the gift in every challenge (even lymphoma diagnosis)🎤 Why copying Richard Branson into an Instagram post was the right moveBook recommendations:Man's Search for Meaning - Viktor Frankl - https://www.amazon.co.uk/Mans-Search-Meaning-Viktor-Frankl/dp/1846041244Who Moved My Cheese? - Spencer Johnson - https://www.amazon.co.uk/Who-Moved-My-Cheese-Amazing/dp/0091816971Shine: How to Navigate Life's Curveballs - Paul Adamson (forthcoming)About the Guest:Paul Adamson is a leadership and teamwork speaker who spent 25 years as a professional yacht skipper sailing luxury yachts around the world before transitioning into the business world about 15 years ago. His leadership development wasn't theoretical—it was forged at sea where you learn to lead from the front pretty quickly because in high-stakes environments, if you're not leading, you get into issues fast. Leadership at sea means making decisions without perfect information, remaining calm under pressure, and managing your emotional state when lives depend on it.Connect with Paul Adamson - https://www.linkedin.com/in/paul-adamson--------Sign up to receive our weekly Curious Leadership newsletter:https://subscribe.monkhouseandcompany.comFollow Dominic on LinkedIn:https://linkedin.com/in/dominicmonkhouseChapters:00:00 Introduction01:03 Transition from yacht skipper to business leadership07:45 Managing leadership styles through challenging transitions15:05 Utilising energy richness and state management19:00 Emphasising focus, inner dialogue and movement23:00 The importance of rule-breaking for leadership success27:00 Virgin Atlantic story – making customers raving fans34:45 Rebuilding Oyster Yachts from administration to success39:20 Strategic mindset: Earning trust to build a business43:00 Achievements and challenges at Oyster Yachts52:00 Transition from Oyster and personal health challenges56:30 Navigating a lymphoma diagnosis with a leadership mindset1:05:30 Paul’s book recommendations and personal insights on leadership

Council estate South London to 30 mergers and acquisitions. No capital, no plan, but always knew wealth was what he wanted. Lee Smith went from DJ to jewellers to law firms to web design and IT—then discovered mergers and acquisitions in 2014 and everything changed. Now he's building two sector groups to £10M in profit, buying businesses at 3-4x multiples and exiting at 7-10x, and he's got some contrarian views that'll make you rethink everything about UK business ownership.In this episode, Lee reveals why buying 100% of a business is almost always the worst deal structure, why you don't need to understand what a business does to own it successfully, and why by the end of this decade the most valuable asset in Britain will be an SME producing profits. He shares his ethical partnership structure that keeps founders and directors aligned, explains how he bought an HVAC company he barely understands and grew it while only being there one day per week, and why he thinks the UK government is waging war on business owners—making it harder to employ people, easier for rogue employees to sue, and creating a clear choice by 2030: own a business with options and spare cash, or be an employee struggling more than ever.What you'll learn:🏢 Why you don't need to understand a business to own it (just need right people in right seats)💰 How to structure deals that keep founders and key directors aligned (20% founder retention + director equity)📊 What to look for when buying: £2M+ revenue, second-tier management in place, profitability doesn't matter🎯 The buy-build-sell playbook: buy at 3-4x EBITDA, build to £10M+ profit, exit at 7-10x⚠️ Why the UK government is anti-business (more taxes, more regulation, easier to sue companies)Book recommendations:Who? - Geoff Smart & Randy Street - https://www.amazon.co.uk/Who-Method-Hiring-Geoff-Smart/dp/0345504194Think and Grow Rich - Napoleon Hill - https://www.amazon.co.uk/Think-Grow-Rich-Napoleon-Hill/dp/9388423526Die with Zero - Bill Perkins - https://www.amazon.co.uk/Die-Zero-Getting-Your-Money/dp/0358099765The Fourth Turning - William Strauss & Neil Howe - https://www.amazon.co.uk/Fourth-Turning-American-Prophecy-Rendezvous/dp/0767900464About the Guest:Lee Smith grew up on a council estate in South London with no capital behind him and no plan to wealth—but he always knew wealth was something he wanted to achieve. His career path was unconventional: DJ, jewellers, law firms, then starting his own web design and IT company. In 2014, he discovered mergers and acquisitions, which "completely flipped the switch" in his life. He's now completed 30 M&A transactions and is building two separate sector groups (HVAC/construction and renewable energy) to £10M in profit.His key message to business owners: the UK government is waging war on individuals through cost-of-living, energy costs, and employment regulations. By 2030, there will be a clear choice—either own a business and have options and spare cash, or be an employee struggling even more than now. His ideal scenario: buy more businesses, make all employees shareholders through EMI schemes, so when they exit, everyone gets a payday that gets them onto the wealth ladder.Connect with Lee Smith - https://www.linkedin.com/in/leeantonysmith/--------Sign up to receive our weekly Scale To Win newsletter:https://subscribe.monkhouseandcompany.comFollow Dominic on LinkedIn:https://linkedin.com/in/dominicmonkhouseChapters:00:00 Introduction02:03 Views on UK government's impact on business06:58 Why Lee chose to buy into HVAC sector08:44 Structuring deals with existing management in mind12:28 Challenges small businesses face in scaling and compliance14:36 Critique of UK government’s business policies20:02 Advice for first-time business buyers25:11 Offering employee share schemes to improve engagement31:27 Reflection on challenges like contracting with tier one customers35:27 Recommended books that influenced Lee’s outlook37:46 The Fourth Turning's impact on Lee's family planning

Work-life balance is a complete myth for founders and CEOs. The experience myth keeps people pigeonholed. Goals should force your identity change, not the other way around. Eric Partaker—McKinsey consultant turned Skype early team member turned restaurant chain founder turned CEO coach with 1.2M LinkedIn followers—breaks down why everything you've been told about building a successful career and company is backwards.In this episode, Eric shares why he went from world's worst procrastinator (bought books in 2000, didn't read them until 2010) to super producer, why he lost everything when his restaurant chain went up in smoke during COVID, and why that experience made him a better coach. He also unpacks the cultural differences between US optimism, UK scepticism, and Norwegian Janteloven (the law that says "you shall not think you are anything"), and why the Vikings' entrepreneurial spirit somehow disappeared from modern Norway.What you'll learn:⚖️ Why work-life balance is a myth—it's really about work-life satisfaction🎯 Why going for 10X goals forces identity change (not choosing identity first)🌍 How cultural attitudes toward ambition differ: US vs UK vs Norway📈 Why 10X is easier than 10%—and how it fundamentally changes thinking🏅 Why we don't question Olympic athletes chasing gold medals but judge business people💼 Why star performers deliver 800% more output than average in complex rolesBook recommendations:The Now Habit - Neil Fiore - https://www.amazon.co.uk/Now-Habit-Overcoming-Procrastination-Guilt-Free/dp/1585425524The Five Dysfunctions of a Team - Patrick Lencioni - https://www.amazon.co.uk/Five-Dysfunctions-Team-Leadership-Lencioni/dp/0787960756Built to Last - Jim Collins & Jerry Porras - https://www.amazon.co.uk/Built-Last-Successful-Visionary-Essentials/dp/0060516402About the Guest:Eric Partaker is a CEO coach, mentor, and peak performance expert who built a 1.2M+ following on LinkedIn over the last couple of years despite being 50 years old and "not a social media person" three years ago. His career has been a chain of massive pivots: started as a consultant at McKinsey, joined the early team at Skype (back when people actually used Skype before Riverside), helped with the blitz-scaling that led to a $2-3 billion exit to eBay about 21 years ago, then did a complete pivot to build a Mexican restaurant chain called Chilango.He went from being the world's worst procrastinator (so bad he bought books on overcoming procrastination in 2000 and didn't read them until 2010) to a super producer after reading The Now Habit by Neil Fiore. He credits Five Dysfunctions of a Team for helping him optimise leadership teams (particularly around avoidance of conflict and artificial harmony) and Built to Last for optimising company performance. His current mission: helping founders and CEOs stop pursuing the myth of balance, go for 10X goals that force identity change, and just have the courage to do whatever that critical thing is they're avoiding right now.--------Sign up to receive our weekly Scale To Win newsletter:https://subscribe.monkhouseandcompany.comFollow Dominic on LinkedIn:https://linkedin.com/in/dominicmonkhouseChapters:00:00 Introduction01:00 Eric's diverse career journey and background06:02 10x goals and their impact on mindset09:45 Cultural influences on ambition and success12:35 Work-life balance vs. work-life satisfaction18:01 Fascination with achievement and peak performance22:38 Transition from McKinsey to creating a restaurant chain28:03 Reflecting on debt and expansion mistakes33:30 Building leadership teams and hiring strategies38:43 Importance of reallocating resources and hiring stars40:42 Understanding and addressing business constraints42:28 Books that transformed Eric's personal and professional growth

Formal education is becoming irrelevant. The UK is a great place to build a business. These aren't platitudes—they're battle-tested beliefs from someone who spent 20 years in the military, led the UK's COVID testing programme, and is now co-founding Electric Twin with Ben Warner (the PM's former chief data advisor) to build synthetic audiences that let businesses test decisions in seconds rather than weeks.In this episode, Alex Cooper breaks down why the most memorable periods of your life will be the ones where you had zero balance, why you should hire polymaths with agility and hunger rather than certificates in AI, and how his company uses generative AI to simulate human decision-making with startling accuracy. He also shares lessons from scaling from 0 to 17 people, why founder-led sales matters even when you've never done it before, and why he'd rather die at 93 still working every day than retire to garden.What you'll learn:🎓 Why formal education and skills-based qualifications are becoming increasingly irrelevant🇬🇧 Why London is an underrated place to build a tech business (despite the moaning)⚖️ Why balance is bullshit—and why your deathbed memories will be from the unbalanced times🤖 How synthetic audiences let you test business decisions in seconds with real-world accuracy🚀 Why the OODA loop (Observe, Orientate, Decide, Act) gives decisive competitive advantage💼 Why founder-led sales is essential even when you've never done sales beforeBook recommendations:The Box - Marc Levinson - https://www.amazon.co.uk/Box-Shipping-Container-Smaller-Economy/dp/0691170819My War Gone By, I Miss It So - Anthony Lloyd - https://www.amazon.co.uk/War-Gone-Miss-Anthony-Loyd/dp/0140298541Bad Blood - John Carreyrou - https://www.amazon.co.uk/Bad-Blood-Secrets-Silicon-Startup/dp/1509868054About the Guest:It was during COVID that Alex met his co-founder Ben Warner, who was the Prime Minister's chief advisor for data and digital. They became friends, and a couple of years after the pandemic, Ben suggested they set up a business together. At the time, Ben had been experimenting with early AI models to try to simulate human decision-making, but the models weren't good enough. With the advent of generative AI, it became possible—and Electric Twin was born. The company combines high-quality seed data, builds out synthetic populations of agents, and uses complex processes powered by commercial LLMs (they don't have their own model) to generate results that match real-world responses. They've run 40,000 evaluations to date.Electric Twin now has 17 people and works primarily with enterprise clients like News UK (The Times), helping them make decisions about everything from podcast positioning to content strategy to product launches—all in seconds rather than the weeks traditional market research would take. They brought in a head of sales from MongoDB last year who implemented the MEDIC framework with discipline, focusing on setting up long-term relationships rather than rushing to close deals. The company has raised funding, is targeting the US market, and Alex is adamant about maintaining talent density as they scale from 17 to 50 people through what he calls "quite a difficult phase."Alex is unapologetically elitist—he loves being around super smart people who are the best at their job, which is all he's known for 20 years. He's nearly 50, has no retirement plans, and would rather be like his mentor who came into the House of Lords every day at 93 because "otherwise my brain would rot." He reads voraciously and eclectically (five books on piracy while surfing in Mexico, four books on shipping containers), spends weekends in South Wales mending fences and making cider to physically dislocate from the AI world, and firmly believes the periods of his life he'll remember on his deathbed are the ones where he had no balance whatsoever.Sign up to receive our weekly Scale To Win newsletter:https://subscribe.monkhouseandcompany.comFollow Dominic on LinkedIn:https://linkedin.com/in/dominicmonkhouseChapters:00:00 Introduction01:00 Formal education vs lifelong learning in the AI era04:02 Why balance is overrated and intense focus matters09:00 From army officer to founder of an AI startup13:54 Building human behaviour simulations with synthetic audiences17:17 How generative AI powers accurate real-time decision testing21:12 COVID, consumer behaviour, and why experts often get it wrong28:08 Why London is still a top place to start a business33:18 Lessons from 20 years in the military37:28 Scaling culture from 17 to 50 employees42:15 Learning B2B sales and the power of founder-led GTM47:58 Charisma, fraud, and lessons from Bad Blood and Theranos

Market research used to take four weeks and cost $20,000. Steve Phillips built Zappi to turn that into four hours and $2,000—and he started 12 years ago, long before generative AI made this vision sound obvious. Now, with nearly 300 people and $80 million in revenue, he's challenging his organisation to double revenues in five years without adding headcount by pairing every employee with an AI agent to handle the annoying, time-consuming work.In this episode, Steve breaks down why entrepreneurs can actually be lazy (in the right way), why you should never hire yourself, why innovation is a mindset rather than an age, and how going from 40 to 140 people in six months was utterly disastrous but created an amazing culture that propelled the business for years. He also shares why he stepped aside as CEO, how he maintains his role as Chief Innovation Officer, and why the future is already here—we're just not utilising AI to do amazing things in business yet.What you'll learn:💡 Why entrepreneurs can be lazy—and why doing "work" might be the wrong thing🚫 Why you should hire for your weaknesses, not people who are just like you🧠 Why innovation is a mindset at 56, not just for 23-year-olds in garages🤖 How to pair every employee with an AI agent to automate administrative tasks📈 Why going from 40 to 140 people in six months crashed productivity for a year⚙️ How to challenge your organisation to double revenue without increasing headcountPodcast recommendations:A16Z (Andreessen Horowitz) - https://a16z.com/podcasts/Hard Fork - New York Times / Platformer - https://www.nytimes.com/column/hard-forkAll In Podcast - https://www.allinpodcast.co/About the Guest:Steve Phillips is the founder and Chief Innovation Officer (and Chair) at Zappi, a consumer insights platform he started 12 years ago with the founding ambition of turning market research projects that took four weeks and cost $20,000 into four hours and $2,000. Zappi was AI-first from the beginning—using old-fashioned "if that, then this" automation to speed up and democratize consumer insights long before generative AI became mainstream. After merging with a South African technology company early on, Steve scaled Zappi to nearly 300 people and approximately $80 million in revenue, still growing at around 15% annually with growth rates now increasing as they focus more on AI deliverables.The company has raised multiple rounds, brought in a PE firm about three years ago to mostly replace VCs, and subsequently added new senior leaders with different skill sets (like an MIT MBA CEO who thinks very differently than Steve). Zappi had one genuine pivot—moving from automating work for other research companies to building their own IP and data asset. Now they're using AI agents internally for everything from writing quarterly business reviews to creating client proposals, and externally helping clients use their data to generate new product ideas and advertising campaigns. Steve's challenge to the organisation: double revenues in five years without increasing headcount by pairing every employee with an AI agent to eliminate time-consuming administrative tasks.Sign up to receive our weekly Scale To Win newsletter:https://subscribe.monkhouseandcompany.comFollow Dominic on LinkedIn:https://linkedin.com/in/dominicmonkhouse

Companies claim they're too busy for AI, and leadership teams are bloated and ineffective. The UK's productivity crisis won't be solved by working harder. These aren't controversial opinions, they're the reality Gerry Tombs is seeing as he helps businesses navigate the AI transformation after scaling ClearVision from a garage startup to £7 million in revenue and 100 people before a successful exit three years ago.In this episode, Gerry breaks down why AI will expose leaders who aren't pulling their weight, why managers will soon oversee hybrid teams of humans and AI agents, and how the millennial generation (29-44) is perfectly positioned to lead in the AI era. He also shares the brutal lessons from scaling ClearVision over 25 years—from staying in hiring too long, to ring-fencing innovation teams, to building enough trust that his leadership team could hold each other accountable rather than relying on him to fire underperformers. And yes, he hit number one in the Sunday Times 100 Best Companies to Work For—but missed the ceremony due to a migraine.What you'll learn:🤖 Why companies claiming they're "too busy for AI" are actually just terrified⚡ How AI agents will work alongside humans in hybrid teams within two years🎯 Why 50% of senior people could do more with AI—and why the rest will be exposed📊 The delegate-to-elevate framework: giving AI the work you hate so you can do what matters👥 Why leadership teams of 6-7 (including the CEO) are optimal for decision-making🏆 How Tour of Duty hiring creates adult conversations and eliminates surprise resignationsBook recommendations:The Five Dysfunctions of a Team - Patrick Lencioni - https://www.amazon.co.uk/Five-Dysfunctions-Team-Leadership-Lencioni/dp/0787960756Raving Fans - Ken Blanchard & Sheldon Bowles - https://www.amazon.co.uk/Raving-Fans-Revolutionary-Approach-Customer/dp/0006530958Coaching for Performance - John Whitmore - https://www.amazon.co.uk/Coaching-Performance-Principles-Leadership-UPDATED/dp/1473658128Breath - James Nestor - https://www.amazon.co.uk/Breath-New-Science-Lost-Art/dp/0241289130Drive - Daniel H. Pink - https://www.amazon.co.uk/Drive-Surprising-Truth-About-Motivates/dp/184767769XRocket Fuel - Gino Wickman & Mark C. Winters - https://www.amazon.co.uk/Rocket-Fuel-Visionary-Integrator-Relationship/dp/1941631622Flourish - Martin Seligman - https://www.amazon.co.uk/Flourish-Visionary-Understanding-Happiness-Well-being/dp/1857885511The Alliance - Reid Hoffman, Ben Casnocha, Chris Yeh - https://www.amazon.co.uk/Alliance-Managing-Talent-Networked-Age/dp/1625275773Sign up to receive our weekly Scale To Win newsletter:https://subscribe.monkhouseandcompany.comFollow Dominic on LinkedIn:https://linkedin.com/in/dominicmonkhouse

Most people think AI is overhyped. Nick Holzherr thinks it's drastically undervalued. After selling Whisk to Samsung and scaling it from zero to 120 people across eight time zones, he's now building Gitlaw—an AI agent that creates and reviews legal documents for free, making legal services accessible to small businesses that have been priced out of the market.In this episode, Nick breaks down why fully remote distributed teams are the most effective way to scale fast, why async should be the default operating system for high-performing companies, and how he's doing the work of 50 people with a team of 15 by putting AI agents to work on everything from code to design to user feedback. He also shares why he promotes from within rather than parachuting in external managers, and how relationships built during one intense week together sustain distributed teams for the entire year.What you'll learn:🌍 Why hiring globally in a 3-4 hour time zone beats limiting yourself to local talent🤖 How AI is undervalued—and why most businesses are only scratching the surface⚡ Why async work should be your default operating system, not just a productivity hack👥 How one intense week together physically sustains remote team relationships for a year💼 Why legal services are fundamentally unfair—and how AI can level the playing field🚀 How to do the work of 50 people with 15 by orchestrating AI agents effectivelyWho should listen:✔️ Founder-CEOs scaling distributed or remote teams and navigating hiring challenges✔️ Tech leaders implementing AI and trying to understand its true potential beyond hype✔️ Anyone building products where top 5% talent makes the difference between success and failure✔️ Leaders interested in async-first cultures and alternatives to office-based workBook recommendations:Poor Charlie's Almanac - Charles T. Munger - https://www.amazon.co.uk/Poor-Charlies-Almanack-Expanded-3rd/dp/1578645018Four Thousand Weeks - Oliver Burkeman - https://www.amazon.co.uk/Four-Thousand-Weeks-Management-Mortals/dp/1847924522How to Win Friends and Influence People - Dale Carnegie - https://www.amazon.co.uk/How-Win-Friends-Influence-People/dp/0091906814Podcast recommendation:Lenny's Podcast - Lenny Rachitsky - https://www.lennyspodcast.com/About the Guest:Nick Holzherr is the founder of Gitlaw, an AI agent platform that helps small businesses create and review legal documents for free—democratizing access to legal services that have historically been too expensive or too slow for SMEs. Before Gitlaw, he founded Whisk, a recipe and food tech company he scaled from zero to 120 people distributed across eight time zones (minus eight to plus eight GMT) before selling it to Samsung in 2019, where he stayed for seven years.He's a strong believer that AI's value is massively undervalued despite stock market hype, that async work should be the default for high-performing companies, and that legal documents will become 100 times cheaper and 10 times faster within one to two years. Nick has built his recent companies entirely as fully remote distributed teams, having learned that trying to hire top 5% specialized talent locally is nearly impossible unless you're paying Google or Facebook rates. Instead, he hires the best people globally within a 3-4 hour time zone, brings everyone together physically once a year for an intense week of relationship-building, and orchestrates AI agents to amplify what his lean team can accomplish.GitLaw:https://git.law/?utm_source=Interview&utm_medium=Podcasts&utm_campaign=Curious_LeadershipSign up to receive our weekly Curious Leadership newsletter:https://subscribe.monkhouseandcompany.comFollow Dominic on LinkedIn:https://linkedin.com/in/dominicmonkhouseChapters:00:00 Introduction01:04 Nick’s background in startups, investment, and launching GitLaw03:05 Why AI will make legal work cheaper and faster07:09 The case for async work as an operating system10:01 Async culture as the foundation for AI integration12:46 Tools and rituals for managing high-output remote teams19:46 Why most companies underestimate AI’s real capabilities23:00 Using AI to 10x output without bloating team size25:58 Making legal services more accessible through GitLaw27:22 Leveraging different AI models for specific tasks29:45 Risk of AI bias, hallucination, and misplaced trust32:11 Timeless books that shaped Nick’s thinking and leadership35:33 Promoting from within vs parachuting external leaders37:26 How shared history and company culture drive better leadership

From global finance to eco-cleaning, regenerative farming, and rethinking entire systems — Mark Jankovich doesn’t do incremental change.He believes we’re living through a full-scale reset — and entrepreneurs have a responsibility to lead it.In this episode, Mark shares why climate change isn’t a mass participation problem, why consumers shouldn’t be asked to make hard choices at all, and why some products — from bleach to diesel engines — should simply disappear.You’ll hear how Delphis Eco was born from a moment of clarity on a family holiday, what he’s learned from two decades of being ahead of the curve, and why broken systems like farming, education, and climate must be fixed together — not in isolation.This is a provocative, systems-level conversation about leadership, responsibility, and designing a future where doing the right thing is the default.What you’ll learn:🌍 Why climate change messaging fails — and why it’s not a problem for the masses to solve⚙️ How removing bad choices entirely is more effective than asking people to “do better”🧴 Why bleach, virgin plastic, and outdated products should stop being sold🚗 The myths around EVs, infrastructure, and resistance to change🏢 How to build a sustainable business by letting systems and machines do the work🌱 Why soil health, education, and climate are deeply interconnected📈 What it’s really like to build a business 20 years ahead of the trendWho should listen:• Founders and CEOs building businesses with sustainability at their core• Leaders frustrated by slow progress on climate and systemic change• Entrepreneurs interested in policy, regulation, and government advisory• Anyone curious about regenerative agriculture, food systems, and land use• Builders who believe the next wave of innovation will be structural, not cosmeticChapters00:00 Introduction02:00 Mark’s worldview on cataclysmic change and entrepreneurial optimism05:02 Systems change starts with cutting off harmful choices10:03 Lessons from Dubai and the supermarket’s slow death15:20 The origin story of Delphis Eco and quitting finance17:37 Surviving 20 brutal years to finally see traction19:07 Shifting from B2B to retail and staying lean23:42 Letting tech run the business and outsourcing smartly25:46 Hiring for attitude and losing good people as you grow30:42 Rewilding unprofitable farmland for soil and social good34:07 How farming, education and nature can solve each other39:12 Book and podcast recs that shaped Mark’s thinking40:52 The power of paradigm shifts and the coming waveBook & media recommendations:• Harmony — HRH The Prince of Wales: https://www.amazon.co.uk/dp/0007413639• Green Swans — John Elkington: https://www.amazon.co.uk/dp/1785786431• The Ministry for the Future — Kim Stanley Robinson: https://www.amazon.co.uk/dp/0356508841• Future Noughts (podcast) — John Richardson: https://www.comedy.co.uk/podcasts/future_noughts/About the Guest:Mark Jankovich is the founder and CEO of Delphis Eco, one of the UK’s leading manufacturers of eco-friendly cleaning products.A former City finance executive, Mark now builds systems that challenge the hidden environmental damage of everyday industries.He also works with the UK Treasury and leads projects in regenerative agriculture — connecting corporates, small farms, education reform and nature recovery.📩 Sign up to the Scale To Win newsletter:https://subscribe.monkhouseandcompany.com🔗 Follow Dominic on LinkedIn:https://linkedin.com/in/dominicmonkhouse

From a council estate in Oxford to a £100 million exit by age 37. Andrew Hulbert's journey isn't a polished Silicon Valley success story—it's raw, real, and packed with hard-won lessons about what actually matters when you're building something from nothing.In this episode, Andrew breaks down the decade-long grind of scaling Pareto from his bedroom to a 500-person, £50 million turnover business serving the world's biggest tech companies. He shares why balance is bollocks when you're building, why bright yellow McLarens don't buy happiness, why you should retire early if you can, and how a council estate upbringing gave him the hunger and community mindset that fueled everything. This is a masterclass in bootstrapping, knowing when to go all-in, and actually achieving the goal you set out to hit.What you'll learn:💷 Why money doesn't buy happiness—but time does, and how an exit gives you that back🎯 The truth about balance: why it's bollocks when you're scaling (and when it matters again)🚀 How to build a £50M business with no funding, no backers, and no marketing budget⚡ Why you don't need expensive marketing to make a massive splash in your market👔 Why corporate life doesn't work for everyone—and why that's perfectly fine🏆 How changing your peer group at 16 completely altered the trajectory of Andrew's lifeWho should listen:Bootstrapped founder-CEOs grinding through the early stages of scaleAnyone in corporate wondering if they should take the leap into entrepreneurshipLeaders thinking about exits, life after the business, and what actually mattersEntrepreneurs from non-traditional backgrounds looking for proof it's possibleBook recommendations:The E-Myth Revisited - Michael E. Gerber - https://www.amazon.co.uk/E-Myth-Revisited-Small-Businesses-About/dp/0887307280The Escape Manifesto - Escape the City - https://www.amazon.co.uk/Escape-Manifesto-Freedom-Meaningful-Living/dp/1783521430Beer Mat Entrepreneur - Mike Southon & Chris West - https://www.amazon.co.uk/Beermat-Entrepreneur-Turn-Good-Great/dp/0273708074About the Guest:Andrew Hulbert is the founder of Pareto, a business he started from his bedroom at age 27 with nothing but a laptop and an idea. Over the next decade, he scaled Pareto to £50 million in annual turnover and 500 staff, serving some of the world's biggest tech companies before orchestrating a £100 million exit.Andrew finished working at 37 and has spent the last two years decompressing on a farm in Oxfordshire, reconnecting with his wife, kids, and the life he built outside the business. He's known for his unfiltered honesty about the realities of entrepreneurship, his belief that balance is a myth when you're scaling, and his conviction that money buys time—not happiness. He's also refreshingly candid about buying (and quickly selling) a bright yellow McLaren that made him feel like a "bus wanker" from The Inbetweeners.Sign up to receive our weekly Curious Leadership newsletter:https://subscribe.monkhouseandcompany.comFollow Dominic on LinkedIn:https://linkedin.com/in/dominicmonkhouseChapters:00:00 Introduction01:00 From council estate to $100M exit in 10 years03:56 Five things he believes that most people don’t07:34 What time wealth really looks like now12:14 Balance is bollocks and why he went all-in15:00 Zero marketing budget but still won the industry18:09 Donuts, logos and the power of experiential sales21:04 Founder should never stop selling big opportunities24:58 Social media success doesn’t equal real success27:17 Parents as hidden entrepreneurs and early hustle lessons29:12 How he built a loyal leadership team from scratch35:54 Networking done right and the secret power of downtime38:27 Three book recs for first-time founders42:23 Escaping the trap and how his path diverged

As 2025 draws to a close, we're replaying some of the show's standout conversations from this year. This episode with James Kerr remains one of the most thought-provoking discussions. Whether you're hearing it for the first time or revisiting the insights, there's plenty here to fuel your leadership thinking as we head into the new year.James Kerr is a writer, coach, and consultant who specialises in leadership, culture and mindset in high-performing teams. His global bestseller, 'Legacy' has been described by The Daily Telegraph as “the modern version of Vince Lombardi’s guides to coaching”, saying that "for those searching for genuine keys to team culture, it is manna from heaven".James has worked with Tier One Special Forces, the English Premier League, international cricket, Formula One, America’s Cup, Major League Baseball, and Olympic pathways. He has guest lectured at Westpoint Military Academy, Sandhurst and Eton College and written for the BBC, Independent, Times and Guardian. His corporate clients have included Google, Spotify, Goldman Sachs, McKinsey & Co, Adidas, and Arc'teryx.In this frank discussion, Dominic explores the synergy between individual leadership and collective vision, and the critical role of cultural evolution in maintaining relevance and potency. James shares how the iconic “Sweeping the Shed” mantra, revolutionised team culture at the All Blacks, and how these principles can be applied beyond the rugby field into business and everyday life.DiscoverThe Role of Values in Sustainable Success: By embracing values such as humility, responsibility, and respect, the All Blacks created a foundation for long-term success, demonstrating that values-driven cultures outperform talent-driven ones.The Power of Rituals and Symbols: The enduring significance of the Haka demonstrates how rituals and symbols can reinforce identity, unity, and purpose within a team.Leadership Across Domains: The principles of leadership and cultural excellence are universal and can be applied across diverse fields, demonstrated by James’ work in sports, military, and business.Neuroscience and Leadership: The interplay between neuroscience and performance underpins how understanding the brain's responses to fear and confidence can inspire leaders to strike a balance between challenges and support, fostering growth and accountability.Connect with James - https://www.linkedin.com/in/james-kerr-09a70bbConnect with Dominic - https://www.linkedin.com/in/dominicmonkhouseBook recommendations:Viktor Frankl - Man's Search For Meaning - https://www.penguin.co.uk/books/347571/mans-search-for-meaning-by-viktor-e-frankl/9781846046384Daniel Kahneman - Thinking, Fast and Slow - https://www.penguin.co.uk/books/56314/thinking-fast-and-slow-by-kahneman-daniel/9780141033570Daniel Coyle - The Culture Code - https://danielcoyle.com/the-culture-code/Jim Collins - Good To Great - https://www.jimcollins.com/article_topics/articles/good-to-great.html#articletopJames' book Legacy is out now - https://danielcoyle.com/the-culture-code/Dominic’s book Mind Your F**king Business is out now - https://www.monkhouseandcompany.com/mind-your-fking-business/--------Sign up to receive our weekly Curious Leadership newsletter: https://subscribe.monkhouseandcompany.comFollow Dominic on LinkedIn: https://www.linkedin.com/in/dominicmonkhouse

Most service businesses drown in the chaos between what customers ask for and what they actually need. Kit Cox has spent over a decade building Enate to solve exactly that, an orchestration platform that helps B2B service providers cut through vagueness, assemble data, and deliver consistently exceptional service powered by both AI and human workforce.In this episode, Kit breaks down the three stages of service delivery, why culture trumps everything else as a founder, and how radical honesty, not "fake it till you make it" builds the customer relationships that actually last. He also shares why the best hires might have learned their most valuable skills in drama class, and why lawyers and IT departments as we know them might not survive the next decade.What you'll learn:🎯 The three critical stages of service delivery and where AI actually makes the difference💡 Why culture is the single most important thing a founder can build🤝 How brutal honesty creates stronger customer relationships than polished salesmanship🧠 The "thousand types of clever" needed to build a company (and why education only tests two of them)⚡ How to systematise hiring so you're finding values and attitude, not just skills🔍 Why "what are you most proud of?" reveals more about a candidate than any competency questionWho should listen:Founder-CEOs scaling B2B service or SaaS businesses, particularly those in the 50-100+ employee rangeCTOs and COOs managing complex service delivery operationsLeaders implementing AI and automation in service environmentsAnyone trying to move from bespoke chaos to scalable, repeatable customer successPodcast recommendations:13 Minutes to the Moon - BBC World Service - https://www.bbc.co.uk/programmes/w13xttx2Mindscape - Sean Carroll - https://www.preposterousuniverse.com/podcast/About the Guest:Kit Cox is the founder and CTO of Enate, an orchestration platform helping B2B service providers deliver exceptional services powered by AI and human teams. A manufacturing engineer by training and software engineer by passion, Kit has spent over a decade building Enate through three distinct phases, from bespoke services to a focused product for BPO providers, and now to a full-scale platform supporting service delivery in the age of generative AI.Under his leadership, Enate has grown to approximately 100 people across the UK and India, achieving 40% year-on-year growth and reaching profitability in 2023. The company secured investment from Scottish Equity Partners in 2023 and now serves some of the world's largest service providers with a laser-focused account-based approach targeting just 100 key companies.Kit is known for his commitment to culture-first leadership, his belief that successful customer relationships require radical honesty, and his conviction that it takes "a thousand different types of clever" to build a successful company, most of which aren't tested in traditional education. He champions curiosity as a hiring requirement and structures his company to act as one unified team across geographies, with India serving as a profit centre rather than just a cost-reduction play.Sign up to receive our weekly Curious Leadership newsletter:https://subscribe.monkhouseandcompany.comFollow Dominic on LinkedIn:https://linkedin.com/in/dominicmonkhouseChapters:00:00 Introduction01:42 The three lives of the business and early AI pivot 05:12 Five contrarian truths Kit believes about business and tech 07:56 Enate’s scale, global team breakdown and revenue growth 12:10 Why culture is a founder’s most vital responsibility 14:02 How values are taught, lived and kept alive at Enate 19:15 Brutal honesty as the foundation of long-term clients 22:05 How honesty leads to transformation and customer trust 26:16 Drama skills, sales success and the many types of clever 30:00 Hiring for values over credentials and traditional education 33:58 Why lawyers and IT departments are headed for extinction 37:44 The shift from IT-managed apps to integrated business tech 39:16 Scaling via customer success and embedded partnerships 42:36 Sales strategy, ABM focus and long buying cycles 44:46 Hiring systems, culture fit, and essential interview questions 49:04 Where Kit learns: podcasts, YouTube and curiosity sources

Some industries are easy to disrupt. Infrastructure isn’t one of them. But by focusing on adoption over features, clarity over complexity, and tempo over comfort, Shelley Copsey has built FYLD into a company reshaping how frontline operations work.In this episode, she breaks down the real levers of transformation: making work visible, removing friction, earning trust in high-risk environments, and rebuilding leadership as the company scales. Her insights go far beyond infrastructure - they’re a blueprint for any CEO trying to grow a company inside a resistant or complex market.What you’ll learn:🔍 The root causes of productivity breakdowns in scaling organisations🎯 How to build products teams genuinely adopt and rely on⚠️ Common failure points in organisational transformation — and how to overcome them⚡ Practical strategies for maintaining operational tempo as your company grows🧩 How to evolve leadership roles to match the organisation’s next stage🛰️ Why organisational visibility unlocks high-quality, high-speed decisionsWho should listen:Founder–CEOs and execs scaling teams, product, and operationsLeaders driving change in complex or fast-growing organisationsInvestors and operators focused on AI-enabled execution and productivityBook recommendations:Any Human Heart - William BoydAmp It Up - Frank SlootmanFour Thousand Weeks - Oliver BurkemanAbout the Guest:Shelley Copsey is the co-founder and CEO of FYLD, an AI-powered fieldwork platform transforming operations for major infrastructure and utilities companies. She leads the company’s rapid scale-up across multiple regions, helping organisations deliver safer, more efficient, data-driven fieldwork.With 25+ years across infrastructure, emerging tech, and organisational transformation, Shelley has founded, grown, and led multiple enterprise SaaS ventures. Her experience includes building GeoSLAM into a global geospatial leader (acquired by Faro), serving on the founding board of Coviu through its pandemic hypergrowth, and contributing to several CSIRO spinouts, including Emesent and PaidRight.A Chartered Accountant with senior roles at CSIRO’s Data61, PwC, and KPMG, she has completed executive education at MIT and Stanford focused on AI and innovation. Her work has been recognised by EY Entrepreneur of the Year, Sifted 100, Tech Nation Future Fifty, and Startups.co.uk’s Hottest UK AI Companies.Shelley is known for her leadership in AI adoption, scaling SaaS in complex industries, and delivering technology with real operational impact.Sign up to receive our weekly Curious Leadership newsletter: https://subscribe.monkhouseandcompany.comFollow Dominic on LinkedIn: https://www.linkedin.com/in/dominicmonkhouse Chapters:00:02:04 - AI, Skill Shortages, and Industry Fallacies00:04:25 - Worker Productivity and Motivation00:06:34 - Shelley’s Move to the UK and Founding Story00:08:24 - FYLD’s Growth Journey and Market Traction00:09:25 - AI’s Societal Impact and Future of Work00:11:45 - How FYLD’s Technology Works00:13:55 - ROI: Productivity vs. Safety00:15:28 - Adoption vs. Innovation in Construction00:17:35 - Productivity Decline and Safety Regulations00:20:22 - Scaling and CEO Time Management00:22:08 - Leadership Team Evolution00:23:58 - Board Composition and Support00:28:05 - Systems and Scaling: CRM and Sales Process00:31:30 - Go-to-Market Strategy and Enterprise Sales00:33:58 - Hiring A-Players and Culture Fit00:36:29 - Handling Toxic Hires and Fast Exits00:36:52 - Book Recommendations00:39:45 - Maintaining Culture During Growth00:41:05 - Founder’s Role in Induction and Culture00:42:17 - Work-Life Balance and Passion

Most enterprise AI projects crash long before take-off. Hype, bad data, cultural resistance, and “enterprise chaos” stop even the biggest organisations from getting value.In this episode, Dominic speaks with Steve Salvin, founder & CEO of Aiimi, a data and AI company helping large organisations connect the messy, disconnected worlds of data, content, conversations, and operational history - and finally extract the insights buried inside.Steve explains why most companies are still on “the first rung of the ladder,” why linking LLMs to enterprise data often backfires, and why the real breakthroughs come from agentic systems doing work humans can’t (or won’t). He also breaks down how to drive adoption inside your own teams, build a culture that celebrates experimentation and failure, and reinvent your leadership style as your company scales.If you want to replace AI hype with genuine enterprise value - start here.What you’ll learn:💡 Why most organisations' data is too messy for GenAI to be useful💡 The real difference between adaptive intelligence and token-prediction tools💡 Why culture, not technology, derails adoption💡 Power tools, champions, and performance management💡 When to stop doing the work and start running the business💡 The questions that reveal whether a candidate will raise the barWho should listen:Founder-CEOs scaling from 30–150 people, CTOs/COOs trying to make AI stick, data/AI leaders, transformation teams, and operators frustrated that their organisation is “doing AI” without getting any value from it.Book recommendations:Feel The Fear And Do It Anyway - Susan JeffersFierce Conversations - Susan ScottHope Is Not A Strategy - Rick PageAbout the Guest:Steve Salvin is the founder and CEO of Aiimi, a leading British AI company which he has bootstrapped since its launch in 2013. Their tech helps teams find, make sense of and retain control over their data, and is used by various FTSE100 companies as well as the likes of the FCA, PwC, and the UK government. Having worked in tech since the 80s, Steve is a serial entrepreneur and is passionate about building AI that empowers users and gives them more control.Sign up to receive our weekly Curious Leadership newsletter: https://subscribe.monkhouseandcompany.comFollow Dominic on LinkedIn: https://www.linkedin.com/in/dominicmonkhouse Chapters00:01:44 - Aiimi's Founding Vision00:02:52 - Disconnected Corporate Data00:04:07 - Unlocking Value from Corporate Conversations00:06:20 - AI Hype vs. Reality in Enterprises00:08:45 - AI: Then and Now00:11:36 - Practical AI Use Cases in Enterprises00:13:35 - Extracting Knowledge from Calls and Messages00:15:24 - AI’s Impact on Jobs and Productivity00:17:25 - AI Adoption: Leadership & Cultural Change00:20:01 - Engineering Teams & AI Power Tools00:23:09 - Curiosity as a Leadership Requirement00:24:34 - Celebrating Failure00:27:26 - Agile, Experimentation, and Failing Fast00:28:09 - Steve’s CEO Evolution & Leadership Lessons00:32:02 - Book Recommendations

Can optimism really scale a company?In this episode, Dominic chats to Dan Williams, CEO of Orean Personal Care, to explore what it really takes to lead through chaos - from doubling revenue in tough markets to leading with vulnerability, optimism, and Ironman-level discipline.Under Dan’s leadership, Orean has grown from £3M to £30M turnover, becoming one of the UK’s fastest-growing contract manufacturers in the beauty industry — all while achieving B Corp certification and building a culture rooted in learning and care.What you’ll learn:💪 How training for an Ironman reshaped Dan’s mindset as a CEO💡 The power of optimism when leading through adversity❤️ Why vulnerability builds trust faster than authority ever could🏭 How Orean scaled without losing its culture or values📈 What it takes to grow sustainably - from £3M to £30MIf you’re a founder or CEO navigating the messy middle of growth — trying to scale your team, your systems, and your mindset — this is a masterclass in how to stay human while building something extraordinary.Book recommendations:Unbeatable Mind - Mark DivineThe Obstacle is the Way - Ryan HolidayStart With Why - Simon SinekMan's Search for Meaning - Viktor E FranklAbout the guest:Dan Williams is the CEO of Orean Personal Care, a UK-based contract manufacturer producing premium skincare, haircare, and wellness products for some of the world’s most innovative beauty brands.Under his leadership, Orean has grown tenfold in revenue and achieved B Corp certification, balancing profit with purpose.A lifelong endurance athlete, Dan brings his Ironman mindset into business — combining optimism, resilience, and relentless learning to build a company culture defined by progress, not perfection.Sign up to receive our weekly Curious Leadership newsletter: https://subscribe.monkhouseandcompany.comFollow Dominic on LinkedIn: https://www.linkedin.com/in/dominicmonkhouse Chapters:00:01:00 - Dan Williams: Background and Personal Life00:01:32 - Business Growth Journey00:03:39 - The Importance of Optimism00:04:53 - Vulnerability as a Strength in Leadership00:06:44 - Challenges of Turnarounds and Maintaining Energy00:08:24 - The Role of Sports in Personal Development00:10:42 - Achieving Goals Through Determination00:12:05 - The Impact of Belief and Support00:13:22 - Leadership and Management Styles00:16:03 - Promoting from Within vs. Hiring Externally00:18:05 - Succession Planning and Employee Development00:21:06 - Overview of Orean's Business Model00:23:34 - Curiosity and Understanding Customer Needs00:27:14 - Establishing a Five-Year Vision00:30:02 - Building a Strategy for Growth00:32:29 - Evolving Leadership Team Dynamics00:33:09 - Time Management and Work-Life Balance35:00.00 - Navigating Challenges in Leadership37:19.00 - Balancing Passion and Time Management as a CEO42:13.00 - Finding Balance Between Passion and Life43:19.00 - Effective Hiring Strategies and Lessons Learned45:23.00 - Mastering the Art of Interviewing49:02.00 - Book Recommendations

AI hype is everywhere - but most of it is just noise. This episode cuts through it.Dominic digs into what real artificial intelligence actually looks like with Daniel Hulme, Chief AI Officer at WPP and founder of Satalia and Conscium.They explore why most so-called “AI projects” are really just automation in disguise, how to spot where genuine adaptive intelligence can unlock value, and what’s coming next - from synthetic audiences that test creative before launch, to the race toward conscious machines.What you’ll learn:Why most “AI” isn’t intelligent - and how to tell the differenceWhere companies are misinvesting in generative toolsHow WPP uses AI to transform creativity and decision-makingWhy adaptive systems (not shiny models) are the real future of businessHow Daniel thinks about consciousness, empathy, and what humanity looks like in an AI-powered worldBook recommendations:Behave - Robert SapolskySurviving AI - Calum ChaceGenesis - Craig Mundie & Eric Schmidt About the Guest:Dr. Daniel Hulme is one of the UK’s leading voices in applied AI, ethics, and technology.He’s Chief AI Officer at WPP, where he leads strategy and deployment of AI across 100,000 people, and Founder & CEO of Satalia, the AI company he started from his PhD and later sold to WPP for a reported $100 million.Daniel recently co-founded Conscium, an AI safety company that tests and verifies AI agents - and is exploring whether machines could soon become conscious.He holds a PhD in Artificial Intelligence from UCL, where he’s also Entrepreneur in Residence, and was named by AI Magazine as one of the Top 10 Chief AI Officers globally.Who should listen:CMOs/CEOs/COOs, data/AI leaders, product & strategy teams, and founders deciding where to place AI bets (and what not to build in-house).Sign up to receive our weekly Curious Leadership newsletter: https://subscribe.monkhouseandcompany.comFollow Dominic on LinkedIn: https://www.linkedin.com/in/dominicmonkhouse

Fundraising playbooks often skip the messy middle. This one doesn’t.In this panel episode, three founder–CEOs who actually closed rounds in the last year unpack how fundraising in the UK really works - from brutal pre‑seed rejections to Series A droughts, and everything in between.They break down the tactics that moved term sheets, the traps that wasted weeks, and how to run a tight process: negotiating with leverage, surviving due diligence, and choosing investors you’ll still want to text when the wheels wobble.We get into ARR “magic numbers”, family offices, co‑leads, board control, and why capital = time - so if you’re going to raise, spend it to move faster.What You’ll Learn -Running a process: staged “sexy → deep” data rooms, deadlines, partner‑first intros, FOMO at events like SaaStock.Numbers that matter: why $5m and $10m ARR are real gates for many funds; how fund size dictates your exit math.Investor fit: difference between US vs EU/UK funds, VCTs, growth equity, family offices - and what each expects from you.Negotiation & leverage: controlling access, not sending the deck without a meeting, co‑lead trade‑offs, when to push back.Due diligence without burnout: what to prepare, what to outsource, and why you still need extra hands even if you’re “organised”.People and pace: raising to move faster (recruiters, senior hires), opening in the US, and hiring outside London. About the Guests -Jo Saxby- Co‑Founder, SpruceSoftware for heat‑pump installers; accelerating decarbonisation of buildings. Latest raise £3m+; ARR moved from hundreds of £k to ~£1m run‑rate by Christmas. Pre‑empted round, sequencing, and pitching smarter.Paul Archer - CEO & Founder, DuelEnterprise brand‑advocacy platform powering growth via passionate fans for top fashion/beauty/retail brands. Recently raised $16m; ~$4m ARR at raise, targeting $10m ARR near term. Co‑lead lessons, NYC expansion, beachhead strategy.John Readman - Founder & CEO, ASK BOSCO®AI marketing & e‑commerce analytics. Raised £4.1m from a VCT; ~£3m ARR. Four‑day week with full pay/benefits; board structuring before the round; due‑diligence war stories and wins.Sign up to receive our weekly Curious Leadership newsletter:  https://subscribe.monkhouseandcompany.comFollow Dominic on LinkedIn: https://www.linkedin.com/in/dominicmonkhouse Subscribe wherever you get your podcasts:  https://link.cohostpodcasting.com/52495078-fc00-41b8-a42e-9371bb2fa3e0?d=sZwdKMGh4

Aytekin Tank - founder & CEO of Jotform, host of the AI Agents Podcast, and bestselling author of Automate Your Busywork - shares how he grew Jotform from a developer’s pain point into a 700‑person automation company serving 35M+ users. He explains why Jotform chose to replace itself with AI before someone else did, how users steered them from “AI that fills forms” to AI customer‑service agents, and why AI is the fourth tech revolution after PC, internet, and mobile. His north star: build tools that make people’s lives easier and give them time back.What You’ll Learn -Why “disrupt yourself with AI” is a defensible strategy for leadersJotform’s evolution: Forms → Sign (e‑sign), Apps (no‑code mobile apps), Tables, workflowsReal support gains from AI agents (resolution rate jumps, faster response times, redeploying humans to higher‑value work)Practical channels working today: Gmail drafts, Instagram DMs, web chat, presentation agentsLeadership lessons: fix the bottleneck, ship MVPs, learn from customers, scale with curiosityBook Recommendations -Creative Selection - Ken KociendaThe Goal - Eliyahu GoldrattNo Man’s Land - Doug TatumAbout Aytekin Tank -Founder & CEO of Jotform (2006 → 35M+ users). Host of the AI Agents Podcast. Bestselling author and regular contributor to Medium, Fast Company, and Entrepreneur. Began as a software developer in New York automating repetitive web forms - sparked the idea for Jotform. Expanded the platform with Jotform Sign, Jotform Apps, and Jotform AI Agents that help users complete forms, answer questions, and get instant, on‑brand support.Sign up to receive our weekly Curious Leadership newsletter:  https://subscribe.monkhouseandcompany.comFollow us on LinkedIn: https://www.linkedin.com/company/monkhouse-and-companyhttps://www.linkedin.com/showcase/curiousleadershipSubscribe wherever you get your podcasts:  https://link.cohostpodcasting.com/52495078-fc00-41b8-a42e-9371bb2fa3e0?d=sZwdKMGh4

What if the secret to skyrocketing your business lies not just in sales, but in understanding your customers on a deeper level? In this episode of Curious Leadership, Dominic Monkhouse chats with James Peach, award winning speaker, investor and brand marketing expert whose portfolio includes roles at Innocent, Uber, and Vinted, about customer obsession, and how it shapes brand marketing strategies that resonate and influence buyer perceptions. James dives head first into the very essence of brand marketing, how it transcends mere promotion to become a powerful tool for problem-solving and emotional engagement. Hear how effective brand marketing can transform what customers think about a business, driving loyalty and growth, and how the greatest challenge impacting every business lies in measuring brand impact versus direct sales metrics. Discover the vital collaboration between both brand and growth teams and how clear purpose is essential for motivating employees to enhance organisational efficiency - a principle not just applicable to large corporations but impacts all businesses, regardless of size or industry. Reflecting on his scale-up experience, James shares how fast-paced decision making can dramatically influence brand perception and the importance of maintaining a customer obsession throughout the journey. James's story is not just confined to corporate boardrooms and beanbags; it crosses over into global adventures and personal growth by pushing himself to the max - 2 years of solo cycling across the world, mirroring his leadership philosophy - embrace discomfort for growth and leverage experience for success.Book recommendations:Good to Great - Jim CollinsRadical Candor - Kim ScottWhen the Dust Settles - Lucy EasthopeWhat Got You Here Won't Get You There - Marshall GoldsmithSign up to receive our weekly Curious Leadership newsletter:  https://subscribe.monkhouseandcompany.comFollow us on LinkedIn: https://www.linkedin.com/company/monkhouse-and-companyhttps://www.linkedin.com/showcase/curiousleadershipSubscribe wherever you get your podcasts: https://link.cohostpodcasting.com/52495078-fc00-41b8-a42e-9371bb2fa3e0?d=sZwdKMGh4

What happens when you lead three HR tech brands through growth, acquisition, and the AI revolution? Phil Coxon is in the thick of it.In this episode, Dominic is joined by Phil Coxon, Managing Director of Breathe, Elmo UK, and RotorGeek - three HR and workforce management platforms tackling different ends of the market.Phil shares what he’s learned scaling global businesses like Criteo and Mindbody, and how he’s now applying those lessons in the world of SME and enterprise HR software. From sales strategy and product orchestration to company culture and AI integration, this episode dives deep into what it takes to lead through disruption and transformation.Phil also discusses how Breathe is deploying Gemini AI internally, how they’re navigating shifting regulation, and why whiteboard sales still beat PowerPoint pitches every time.Scaling Across Markets: How Phil navigates leading three brands (Breathe, Elmo UK, and RotorGeek) that serve wildly different customer profiles—from micro-SMBs to global enterprises.Whiteboard Sales Magic: Why abandoning PowerPoint in favour of live co-creation on a whiteboard leads to the most memorable and successful sales pitches.The AI Assistant Mindset: How Breathe is embedding Gemini into daily workflows, from sales to implementation, and why every employee is encouraged to spend an hour a day with AI.Security and Trust in AI: The rigorous compliance approach Phil takes to integrating AI in HR—where data sensitivity is non-negotiable.Driving Sales Without Demand: Why great sales today means educating customers who weren’t planning to buy—and how regulation is helping create urgency.From IPO to Impact: Phil’s reflections on scaling Critéo from $30M to $2.3B, leading teams in Manhattan and across the globe, and what stuck with him.Cultural Synergy After Acquisition: Lessons in merging different business cultures without breaking what works—from emergency ward scheduling to HR platforms.Mandatory Training Saves Lives: How small steps like cyber security and equality training aren’t just box-ticking—they can protect 147-year-old companies from collapse.The Fast-Follow Product Strategy: Why speeding up the delivery of customer-requested features is Breathe’s north star—and how AI-generated code will make it happen.Phil Coxon is the Managing Director of Breathe, Elmo UK, and RotorGeek. With a background in global SaaS, adtech, and scaling tech companies, Phil now leads a suite of HR products focused on small businesses through to large-scale enterprise clients.Key Topics Covered:Why culture is the key to post-acquisition successHow AI is supercharging sales, engineering, and implementationWhat it takes to sell HR tools to buyers who aren’t lookingThe future of engineering with code-generating AIWhy clarity beats complexity in modern leadershipWhere to Find Phil:LinkedIn – Phil Coxon📚 Book Recommendations from PhilThe 7 Habits of Highly Effective People by Stephen R. CoveyThe Underground Railroad by Colson WhiteheadDark Matter by Blake Crouch--------Sign up to receive our weekly newsletter:https://subscribe.monkhouseandcompany.comFollow us on LinkedIn:https://www.linkedin.com/company/monkhouse-and-companyhttps://www.linkedin.com/showcase/curiousleadershipSubscribe wherever you get your podcasts: https://link.cohostpodcasting.com/52495078-fc00-41b8-a42e-9371bb2fa3e0?d=sZwdKMGh4

Ivo Dimitrov is co-founder and Chief Venture Officer at Finum, a neobank and financial solutions provider for SMEs and freelancers across Europe. Previously serving as CPO for five years, Ivo transformed his role to focus on high-risk, high-reward products, particularly AI accounting solutions. Before Finum, he co-founded a startup incubator (before the term existed) that launched hundreds of products, including the successful Modul Bank, now a top-three fast-growing SME bank in Russia. Based in Berlin, Ivo brings over a decade of fintech and product development experience to building the future of AI-powered business tools.SummaryIn this episode, Dominic explores the evolution from traditional product management to venture-focused innovation with Ivo, who's pioneering AI accounting solutions that promise to revolutionise how SMEs handle their finances. From his unique "Chief Venture Officer" role to the strategic decision to orchestrate rather than build AI models, discover how Finum is creating proactive AI agents that handle accounting tasks automatically while ensuring human oversight and trust.The conversation delves into the psychology of AI adoption, the importance of conversational UI design, and why the future belongs to companies that can integrate seamlessly into emerging AI platforms rather than compete with them. Ivo shares hard-won lessons from launching AI products in regulated industries and explains why "storytellers" are more valuable than ML engineers in today's AI landscape.DiscoverOrchestration Over Creation: The biggest mistake AI companies make is trying to build their own models instead of orchestrating existing foundation models from OpenAI, Anthropic, and Google. Time-to-market and adaptability are more crucial than proprietary technology.The Storyteller Role: Success in AI products requires "storytellers" - people who can explain complex requirements to AI models in simple terms. This skill is more valuable than traditional ML engineering for most AI applications.Conversational UI Revolution: The future of software interfaces isn't traditional buttons and forms, but enriched conversational experiences that dynamically present the right UI elements based on context and user requests.Proactive vs Reactive AI: The most valuable AI products don't wait for user requests - they proactively identify opportunities, send reminders, and take action, requiring only verification rather than instruction from users.Platform Integration Strategy: As AI platforms like ChatGPT become dominant, success will come from seamless integration rather than platform competition. Think App Store dynamics rather than trying to build competing ecosystems.Trust Through Transparency: AI adoption in high-stakes domains like accounting requires insurance backing, clear reasoning explanations for every decision, and the ability for users to easily override AI choices when needed.The Psychology of AI Acceptance: Humans apply zero-tolerance standards to AI errors while accepting much higher error rates from humans. Overcoming this requires strategic trust-building and demonstrable value delivery.European Market Complexity: Despite appearing unified, Europe requires country-specific approaches - Germans spend 12-17 minutes reading terms and conditions that French users skip through in 7-10 seconds, fundamentally affecting product design and adoption strategies.Connect with Ivo- https://www.linkedin.com/in/millt/Book RecommendationDominic’s book Mind Your F**king Business is out nowSign up to receive the weekly newsletter: <a...

Dr. Jon Finn wrote his best-selling book ‘The Habit Mechanic’ (which took him over 20 years) because his life’s mission is to help people to be their best in the challenging modern world.He founded the award-winning Tougher Minds consultancy and has three psychology-related degrees, including a PhD. He has worked in performance psychology, resilience, and leadership science for over 20 years. He also writes regularly for Forbes.Tougher Minds uses cutting-edge insights from psychology, behavioural science, neuroscience, and world champions to help organisations develop “Habit Mechanics” and “Chief Habit Mechanics”—resilient people, outstanding leaders, and world-class teams.Having trained and coached over 10,000 people, Dr. Finn, and his colleagues, work with global businesses, high-growth startups, individuals, elite athletes, coaches and teams, leading educational institutes, families, the UK government, and think tanks.In this episode, Dominic explores AI's impact on the workforce and the journey of integrating AI into behavioural science and habit formation. Inspired by Geoffrey Hinton's work on neural networks, learn how blending traditional methods with cutting-edge AI enhances understanding of brain function and behaviour. Dr. Jon shares the concept of brain states - recharge, medium-charge, and high-charge - and how AI can revolutionise workflows by automating routine tasks and co-working with humans on complex tasks. Looking forward, we explore the concept of creating high-performing human-AI teams, guiding individuals and businesses toward harmonious collaborations with AI, enabling unprecedented speed and efficiency in achieving goals.DiscoverAutomatic Thinking: Human thoughts and behaviours are largely driven by automatic or semi-automatic processes. This is influenced by biases and past experiences, which affect the ability to generate truly conscious and unbiased ideas.Emotional Regulation in Athletes: In elite sports, the ability to regulate emotions plays a pivotal role in determining whether young athletes maintain or lose their professional status as they age.Effort and Performance: Sustained success in any field relies on consistent effort, ongoing learning, and the ability to perform effectively under pressure, particularly in challenging or high-stakes situations.Training Gaps in Mental Performance:&nbsp; While athletes typically receive extensive training in physical, technical, and tactical aspects, they often lack structured training on understanding and improving their cognitive and emotional processes.Risks from AI in the Workplace: AI is disrupting workplace roles that involve medium-energy tasks, and people unable to adapt or up-skill are at risk of being replaced. Emotional regulation and the ability to shift to higher-performance states are critical for adapting to these changes.

Paulo Savaget is Associate Professor at University of Oxford’s Department of Engineering Science and Saïd Business School. He holds a PhD from the University of Cambridge as a Gates Scholar and has a background working as a researcher, consultant, and entrepreneur, finding innovative solutions for a more inclusive world. His research covers the mechanics of entrepreneurship through a 'systems lens' and with a special focus on large-scale socioenvironmental issues (poverty, climate change, and global value chains etc). He has a particular interest in working with practitioners to find and explore solutions for systemic problems in situations where resources are scarce, stakes are high, and time is short.In this episode, Dominic learns how “scrappy organisations” tackle complex problems through innovative strategies such as piggybacking on existing systems and navigating loopholes in regulations. With Paulo explaining the importance of systems thinking and unconventional approaches to problem-solving. Hear about how businesses can navigate regulatory landscapes, repurpose technology, and leverage self-reinforcing behaviours to create effective workarounds. Paulo advocates innovation, resourcefulness, and adopting a scrappy mindset in addressing complex problems for individuals and organisations.DiscoverResourceful and Unconventional Problem-Solving: Creative solutions can be achieved by thinking outside the box and using limited resources in innovative ways to overcome complex challenges.&nbsp;&nbsp;Hacking Systems for Impact: Significant change can occur by finding innovative ways to navigate or bypass existing systems and challenges, much like hackers do in their domains.&nbsp;&nbsp;Holistic Solutions through Systems Thinking: Looking at problems as part of interconnected systems rather than isolated issues enables more comprehensive and effective problem-solving.&nbsp;&nbsp;Inspiration from Scrappy Organisations: Resource-constrained businesses and organisations demonstrate how leveraging opportunities like loopholes and existing systems can lead to remarkable success.&nbsp;&nbsp;Innovation Without Large Budgets: Success can lie in strategic thinking, resourcefulness, and ingenuity, proving that high impact doesn’t always require massive financial resources.Book recommendations:Hans Rosling - FactfulnessAdam Grant - OriginalsPaulo’s book The Four Workarounds is out nowDominic’s book Mind Your F**king Business is out now

Can AI revolutionise the way your business operates, or even redefine entire industries?This special episode of Curious Leadership was recorded as a live panel at the CEO Summit 2025, where Dominic was joined on stage by guests Neil Marley, Kevin Bradley, Pedro Arriaga, and John Readman to explore how AI is driving business productivity and innovation across various sectors. Neil reveals how Neologik pivoted from its roots in training technologists to harnessing AI for document automation, a strategic shift mirroring the evolving job market. Kevin brings a unique perspective on Omegro's strategic growth within Constellation, while Pedro shares how AI has supercharged productivity at his facilities management platform, Pego. John shares insights on AI's transformative role in digital marketing, moving beyond predictive analytics to empower data-driven decision-making at Modo25.Our panellists offer their perspectives on how businesses can navigate the challenges and opportunities presented by AI, balancing the human role of integrating it into teams, and how to align employee mindsets with technological advancements.&nbsp;Hear about the rapid evolution of software development and how agile methodologies can accelerate innovation, including advice on overcoming tech debt, enhancing user interaction through voice prompts, and the competitive edge offered by quick MVP development and AI-driven platforms. As AI continues to shape industries, we explore the need for education to prepare the next generation with skills in question formation, philosophy, ethics, and domain-specific expertise.&nbsp;

Elaine Jobson is a dynamic CEO, board director, and culture strategist with over 30 years of experience scaling fitness and wellness brands across Australia, Africa, Asia, and Europe.&nbsp;&nbsp;As CEO of Jetts Fitness, she spearheaded the Management Buyout (MBO), restoring the brand to private ownership and founder-driven leadership. Under her guidance, Jetts has flourished, expanding into new markets and repositioning for sustainable, high-performance growth.&nbsp;&nbsp;Elaine’s passion for values-driven, high-performing cultures is at the heart of her leadership philosophy. Her book, High Performance Through Happy People, captures her insights on building thriving teams that deliver exceptional results.&nbsp;&nbsp;A sought-after keynote speaker, Elaine energises audiences at industry conferences, leadership summits, and corporate events, sharing expertise on leadership, culture strategy, franchising, and team performance. Known for her sharp operational and commercial acumen, Elaine is a proven leader in strategic growth, franchising, and culture transformation - making her one of the most impactful figures in the industry today.In this episode, Dominic uncovers how the implementation of a Net Promoter Score (NPS) should be a business philosophy rather than just a survey. With Elaine providing insights on identifying detractors through customer feedback, the importance of delivering what she calls “brilliant basics”, and the significance of empowering her club managers and staff to enhance customer service to create a positive culture. Elaine also shares the rapid growth and expansion of the Jetts Fitness brand, their franchise model, commitment to good profit, the evolving perception of fitness as a means for mental health, and looks ahead at opportunities in the global fitness market, particularly in emerging territories like India.DiscoverHow Leadership Drives Growth: Strong leadership is essential for managing growth, stabilising operations, and adapting to changing business environments.How to Build a Positive Culture: A happy, engaged workforce leads to higher performance and better organisational outcomes. Culture is a key driver of long-term success.How Metrics Can Improve Performance: Tools like customer satisfaction scores provide valuable insights and help businesses refine their services to meet customer needs, fostering loyalty.Opportunities in Emerging Markets: Expanding into new markets with growth potential requires strategic planning, market understanding, and partnerships to capitalise effectively.How Scalable Business Models are Key: Structuring businesses to scale - for instance, through franchising or other replicable models - enables sustainable growth and adaptability across regions.Book recommendations:Elaine’s book High Performance Through Happy People is out nowDominic’s book Mind Your F**king Business is out now

Joseph Michelli is an internationally sought-after speaker, author, and organisational consultant who transfers his knowledge of exceptional business practices in ways that develop joyful and productive workplaces with a focus on customer experience. His insights encourage leaders and frontline workers to grow and invest passionately in all aspects of their lives.A Wall Street Journal, USA Today, Publishers Weekly, Nielson BookScan, and New York Times #1 bestselling author. Joseph’s most recent book, All Business Is Personal, features proven strategies for boosting customer loyalty, engagement, and sustainable growth, and offers insights leaders can apply across industries to create high-performing, customer-focused organisations.Joseph holds the Certified Speaking Professional designation from the National Speakers Association (NSA). He is a member of the Authors Guild, an editorial board member for the Beryl Institute's Patient Experience Journal (PXJ), and is on the founders' council of CustomerExperienceOne. Other achievements include winning the Asian Brand Excellence Award and being named as one of the Top 10 thought leaders in Customer Service by Global Gurus. He received his master's and doctorate from the University of Southern California.In this episode, Dominic explores the intersection of AI and human interaction, questioning the ability of AI to replicate genuine human care and creativity, and the complexities of customer experience, loyalty, and referrals. With Joseph advocating the necessity for CEOs to be passionate and unreasonable in their pursuit of exceptional customer service. He explores strategies for activating referrals, the importance of emotional engagement, and the design of customer journeys that foster loyalty.&nbsp;Joseph shares his insights on the transformation of patient experience in US healthcare, and the innovative approach that led One Medical to being acquired by Amazon. Emphasising the importance of redesigning processes to enhance care delivery, he highlights the cost reduction achieved through proactive health management and the role of technology in creating human-centric services.&nbsp;DiscoverThe Power of Emotional Connection in Business: Building an emotional connection with customers, beyond merely offering a product or service, fosters loyalty and helps establish a strong brand identity.The Importance of Customer Experience: Exceptional customer experience can significantly impact a business's success. By fostering emotional connections and going beyond basic transactional value, businesses can create loyalty and referrals among their customer base.Word-of-Mouth as a Powerful Marketing Tool: Customer referrals play a crucial role in business growth. Companies that focus on delivering exceptional experiences often benefit from organic word-of-mouth promotion, resulting in reduced sales and marketing costs.Balancing Cost-Cutting with Customer Experience: While reducing costs is a strategy some businesses consider, focusing solely on cost can lead to commoditisation. Prioritising customer experience and value can differentiate a business and create long-lasting success.The Influence of Net Promoter Score (NPS): Net Promoter Score is a useful metric for understanding customer loyalty and satisfaction. By asking customers how they found the business, insights can be gained that highlight the importance of customer recommendations and the overall impact of positive experiences.Book recommendations:Joseph’s book <a href="https://www.amazon.com/dp/B0DPNHQJ9S/?bestFormat=true&amp;k=all%20business%20is%20personal&amp;ref_=nb_sb_ss_w_scx-ent-pd-bk-d_de_k1_1_10&amp;crid=3S2UFOCAHWWPO&amp;sprefix=all%20busine"...

James Dawson and Richard Doherty are seasoned professionals from the fintech and financial services industries, each bringing decades of expertise to their respective fields.James Dawson, founder of Humble Technology, has over 21 years of experience in fintech. His career has been dedicated to addressing and overcoming the challenges fintech startups face in sales. James believes that many fintechs fail not due to a lack of funding but because they rely too heavily on relationship-driven sales rather than employing proven, science-backed methodologies. As a former Head of Europe at OpenFin, a leader in desktop interoperability, James successfully built high-performing teams and developed his own sales techniques. To share his strategic insights, James created the Fintech Sales FastTrack programme - a framework designed to help startups establish predictable and scalable revenue systems. In addition to his fintech achievements, James also owns Humble Grape, a wine bar and merchant that imports high-quality wines from 600 small vineyards across 22 countries, exemplifying his entrepreneurial versatility.Richard Doherty, meanwhile, leads the technology practice for Asset &amp; Wealth Management at Publicis Sapient, a prominent consultancy in financial services and digital business transformation. With over 20 years of experience in technology and financial services, Richard specialises in helping firms align their technological initiatives with business strategies. His expertise lies in implementing large-scale technological changes, including system overhauls, data transformations, and technology-focused innovations. Richard advises business leaders on building future-ready operating models that leverage technology to drive innovation, generate revenue, cut costs, and mitigate risks. By collaborating with both business and technology stakeholders, Richard fosters alignment that enables firms to ensure sustainable and expedited transformation in highly competitive markets.Together, James and Richard exemplify leadership and innovation in their fields, uniting expertise in sales strategy, technology, and enterprise transformation to shape the future of fintech and financial services.In this episode, Dominic explores methodologies used by founder-led sales to scalable sales operations. Learning that in the early stages of business development, a relentless focus on an initial product offering is essential. For example, for Amazon it was books and for Google it was search functionalities - even though their objective was expansion and market domination. With James and Richard emphasising the importance of aligning sales strategies with marketing efforts, they encourage leaders to nurture a growth-oriented mindset among sales personnel. Hear their insights on the complexities of building successful sales engines that can withstand the rigours of today's competitive landscape.DiscoverBusiness Growth and Focus: Successful companies often start by focusing on a single, straightforward offering before expanding into larger and more complex operations. This focus is essential in the early stages to build a sustainable foundation.Sales Transition Challenges: Transitioning from founder-led sales to scalable, enterprise-level sales processes is a significant challenge for businesses, especially in the fintech sector. It requires a particular skill set and mindset to scale sales effectively from small to large operations.Collaborative Expertise: Leveraging the collaboration of industry experts with diverse professional backgrounds, such as consulting and financial services, can help scale businesses by addressing complex challenges and driving transformation.The Importance of...

Mike Hicks' connection to investing in mid-market companies dates back to 1994, when he worked at the EBRD, contributing to the creation of the first private equity fund in Romania. After overseeing a joint venture between Creditanstalt Investment Bank and Advent International, he developed a keen interest in enhancing investor-management interactions, dedicating over 20 years to this pursuit.In 2010, Mike founded Catalysis, following several years of leading a similar practice at Grant Thornton. With the support of skilled colleagues, he has managed over 375 projects since the company's inception, Mike advocates the importance of coachability and partnership in navigating the complex landscape of mid-market firms.In this episode, Dominic explores the myths and realities of private equity as Mike dismantles common misconceptions about management and investment partnerships. Highlighting the nuanced dynamics between investors and business leaders, he explains that in smaller companies, collaboration often trumps the fear of management changes.&nbsp;Discover The Role of Private Equity in Business Growth: Private equity plays a crucial role in providing funding for businesses, particularly those lacking tangible assets for traditional bank loans, such as tech companies. It serves as an alternative to the UK's shrinking bank funding market by offering equity, facilitating business growth, and providing management teams a pathway to personal wealth.Misconceptions About Private Equity: Management teams often face misconceptions about private equity investment. Some assume operations will continue unchanged, while others fear losing control to investors. In truth, investors aim to add value and collaborate for improvements without seizing control of the business.Team and Organisational Alignment: Aligning the management team’s capabilities with the business's needs is crucial. This match depends on the business model's complexity, market conditions, and growth goals. Businesses often require guidance to optimise their leadership teams to effectively meet these demands.Governance and Strategy in Management: Effective governance should balance strategy formulation and operational execution without overwhelming management. Boards should prioritise maintaining this balance to ensure alignment with value creation rather than focusing solely on financial oversight. Keeping boards small and focused helps avoid operational inefficiencies.Mistakes in Scaling Businesses with Private Equity: Common mistakes in scaling businesses post-private equity deal include neglecting due diligence insights, misunderstanding strategy, underestimating organisational inertia, confusing change activity with results, hastily making key personnel decisions, and suffering from unbalanced governance. Avoiding these pitfalls is essential for the success of private-equity-backed ventures.Higher Multiples with Demonstrated Scalability: Businesses that can demonstrate scalability, such as sustainable growth and robust operational capacity, are more likely to attract higher multiples and favourable responses from investors during deals, highlighting the importance of long-term strategic planning.Book recommendations:Rory Sutherland - Alchemy<a...

Kat Thorne is a positive habits international keynote speaker, teacher and consultant. Her life story of workaholism, breakdown and burnout inspires global audiences to make one small habit change. Former Global Commercial Director &amp; CEO, after losing everything in 2016 due to a health scare, she had no choice but to start again. Kat now works with organisations, leaders and individuals around the world to create one small positive habit change that actually results in increased well-being &amp; resilience. Kat says “Burnout, anxiety, and stress are at an all-time high. People are the most important asset. The better people look after themselves, the better they perform in all areas of life. The result? A healthier, happier and high-performing work and home life”.In this episode, Dominic explores how small changes can have a monumental impact on our personal and professional lives, with Kat challenging the outdated notion of separating work from home life, emphasising how intertwined they really are. An advocate of how quality rest shapes his energy levels and daily performance choices, Dom explains the impact of technology on his mood and productivity, highlighting the delicate balance between connectivity and wellbeing.&nbsp;We also explore how positive habits can transform work environments, and the power of how small yet consistent changes can improve team dynamics, health, and productivity. From breaking the cycle of multitasking in meetings to achieve genuine engagement, this episode provides actionable insights for both personal and professional growth. Whether it's encouraging kids to embrace creativity without screens or finding simple ways to be present, you'll come away with a toolkit for fostering meaningful change in every area of your life.DiscoverThe Power of Morning Routines: Establishing a positive morning routine, like waking up early and dedicating time to self-care, can lead to significant improvements in both personal well-being and professional performance. Starting your day with intention sets a positive tone for everything that follows.Small Changes, Big Impact: Implementing small, positive habits - such as engaging in just 10 minutes of physical activity each day - can be transformative. These manageable changes can lead to increased energy, improved mood, and greater productivity in both personal and work life.Integrating Personal and Professional Life: Recognising the interconnection between personal habits and professional success is key. By fostering positive habits in your personal life, you can enhance your performance, satisfaction, and effectiveness at work.Mindful Technology Use: Be mindful of how and when you consume information, especially through technology. Checking your phone or emails immediately upon waking can inject unnecessary stress and negativity into your day. Instead, create a morning practice that supports a positive mindset.Overcoming Resistance to Change: While making positive changes, you may encounter resistance or negativity from others. Understand that this is a common challenge, and focus on the long-term benefits of your new habits. Staying committed despite external pressures can lead to profound personal growth and transformation.Book recommendations:Dominic’s book Mind Your F**king Business is out now

Keith Ferrazzi, founder of Ferrazzi Greenlight, is a pioneering executive coach, thought leader, and New York Times #1 bestselling author. For over two decades, he’s transformed Fortune 500 companies, unicorn startups, and governments by challenging teams to break silos and embrace "teamship" over leadership. As the leader of the Greenlight Research Institute, Keith drives innovation in team performance and collaboration. His Radical Innovators Collaborative unites bold thinkers for groundbreaking ideas and best practices. A prolific writer featured in Harvard Business Review, Forbes, The Wall Street Journal, and more, Keith’s books include Never Eat Alone, Leading Without Authority, and the cutting-edge Never Lead Alone. In 2024, he received the prestigious Coaches 50 Award, honouring the world’s top executive coaches. Beyond coaching, he’s a philanthropist and strategic investor committed to driving meaningful social impact.In this episode, Dominic explores innovative collaboration methods such as co-elevation and constructive conflict, the need for a shift from individual resilience to collective team resilience and the potential of AI in shaping future team structures. Keith shares anecdotes from coaching executive teams and the insights gained from his research on high-performing teams, highlighting the importance of collaboration, feedback, and a culture of candour in achieving team success. Hear his thoughts about moving away from traditional hierarchical models to more fluid, self-managed teams, advocating for a culture of openness and shared responsibility.DiscoverShift from Leadership to Teamship - Leaders are encouraged to empower their teams to self-manage rather than controlling or micromanaging by transitioning from a traditional leadership model to "teamship" - where responsibility is shared across the team. This helps dismantle silos within organisations, fostering collective accountability and better performance.Candour Over Conflict Avoidance - Radical transparency and open feedback are critical for high-performing teams. Avoiding conflict often leads to mediocrity, while embracing candid and constructive feedback leads to innovation and trust. Practical tools like "candour breaks" and stress testing enable teams to comfortably critique ideas and improve collaboration.Asynchronous Collaboration and Agile Practices - Traditional meeting-centric collaboration methods are inefficient. Harnessing asynchronous collaboration (e.g., collecting input via shared documents) and agile sprints can make decision-making faster and more inclusive. This modern approach aligns team efforts around Key Performance Indicators (KPIs) and prevents siloed working.Redefining Teams Beyond Org Charts - Teams aren’t merely those on the organisational chart. Instead, they should be built dynamically around specific goals or KPIs. For example, solving a sales issue may require involvement from marketing, product, and finance—not just the sales department. This approach reduces finger-pointing and fosters cross-functional ownership.Practices for Building Resilient and Celebratory Teams - High-performing teams focus not only on achieving results but also on maintaining team well-being. Practices like monthly "energy checks" ensure team members support one another during challenging times. Additionally, celebrating successes creates a culture of positivity and enhances morale. Peer-to-peer recognition is particularly impactful and energising.Book recommendations:Andrew McAfee - The Geek Way<a href="https://www.diamandis.com/abundance" rel="noopener noreferrer"...

It was a daily grind of ‘win the work, do the work, get paid for the work, only to have to find more work to replace the work’ that led David Hart (known as the ‘Agency to SaaS guy’) to sell his agency and embark on a new SaaS business.After founding digital agency Codegent in 2004, by 2014, after acquiring another agency, Thin Martian, David felt like he was on the treadmill to nowhere. In 2016, he launched SaaS business, ScreenCloud, which hit 8 figures in ARR after only six years and continues to see strong growth year-on-year. The switch has created significant financial value for him and his co-founders, investors and staff.&nbsp;David now advises other agencies and early-stage SaaS founders on scaling their own products, He sits on five boards as a NED and is the author of Productized: Stop Selling Time and Transition to Selling SaaS.&nbsp;In this episode, Dominic uncovers the strategies and mindset shifts necessary to transform a service-oriented business into a thriving SaaS company. We explore the contrasting dynamics of hiring and growth between the agency and SaaS models and the critical role of building an experienced team to achieve rapid expansion. David lays bare the exhilarating yet daunting task of burning through investment to scale revenue, the importance of aligning with market needs and avoiding the pitfalls of launching products without demand. DiscoverStart by Testing Your Idea: Before creating a product, it's important to make sure people actually need it. You can do this by asking potential customers questions that get to the heart of their problems. A good product should either help people make money, save money, or solve an important issue they worry about.Moving from Services to Products: David transitioned from running a company offering services to selling a product. This shift allowed his business to grow faster and become easier to scale compared to offering services.Spending Money to Grow: To grow a software business like ScreenCloud, David had to spend money up front, especially to get new customers. Investors encouraged him to spend boldly to grow quickly, even if the business wasn’t immediately profitable.Focusing on One Thing Is Key: David realised that trying to create multiple products at once made it hard to succeed. Instead, focusing on creating one strong product helped him and his team direct their time, energy, and resources more effectively.Learning from Early Failures: Before ScreenCloud, David worked on many products that didn’t succeed. He learned that talking to potential customers early on and finding out if they’d actually pay for a solution are critical steps to avoid wasting time and money on ideas that won't work.Book recommendations:April Dunford - Sales Pitch &amp; Obviously AwesomeRob Fitzpatrick - The Mom TestDavid’s book Productized is out nowDominic’s book Mind Your F**king Business is out now

Maria Ross, a keynote speaker, author, strategist, and empathy advocate, believes cash flow, creativity, and compassion can coexist. Founder of Red Slice, she advises organisations on leveraging empathy for better engagement. She authored ‘The Empathy Dilemma: How Successful Leaders Balance Performance, People, and Personal Boundaries’ and hosts ‘The Empathy Edge’ podcast. A dynamic speaker, Maria has addressed top conferences like TEDx, The 3% Conference, and Salesforce, with her insights featured in outlets such as MSNBC, NPR, Forbes, and Huffington Post.In this episode, Dominic explores empathy's role in leadership and business success. With Maria explaining how empathy can be cultivated, especially in education, and addresses the challenge of balancing empathy with performance. Maria introduces the five pillars of empathetic leadership - self-awareness, self-care, clarity, decisiveness, and joy - offering a framework to enhance empathy while ensuring high performance. They explore effective leadership, the role of decisiveness, joy, and empathy in workplace culture, and how leaders can make tough decisions without causing team stress.DiscoverBalance Empathy with Action: Empathy doesn’t mean avoiding tough decisions. Instead, it’s about acting compassionately while staying focused on goals. Gathering different perspectives helps make thoughtful choices, but avoid overthinking - decisiveness keeps progress on track.Clarity and Transparency Build Trust: Clear communication is essential. Whether setting boundaries, making decisions, or solving problems, being explicit about your intentions reduces misunderstandings and creates trust. Explaining your rationale helps others feel heard and valued, even if they don’t agree with your decisions.Empathy Can Be Learned and Strengthened: Empathy is a skill that can grow with practice. Similar to building a muscle, environments that promote listening, curiosity, and collaboration can nurture this ability. Making an effort to understand others’ experiences leads to stronger connections and better outcomes in every aspect of life.Empathy Drives Problem-Solving and Innovation: Empathy allows you to understand others' needs, fears, and motivations, which can lead to better solutions in any situation. Empathy isn’t just about relationships - it’s also a catalyst for better decision-making and innovation.Book recommendations:Rob Volpe - Tell Me More About ThatDr. Adam Dorsay - Super PsychedRobin Dreeke - Unbreakable AlliancesAnna Liotta - Unlocking Generational CodesMaria’s books The Empathy Dilemma &amp; <a href="https://red-slice.com/the-empathy-edge-book/"

Kaihan Krippendorff is a world-renowned business strategist, innovation authority, and CEO of Outthinker Networks - a powerhouse of chief strategy and innovation leaders shaping the future of business. A former McKinsey consultant, he’s heralded as one of the top 30 global thinkers in strategy and innovation by Global Gurus and Thinkers50, with a proven track record of helping organisations generate over $3 billion in transformative growth.The bestselling author of six books, including Outthink the Competition and Driving Innovation from Within, Kaihan’s latest work, Proximity, is a Next Big Idea Club must-read endorsed by thought leaders like Adam Grant and Malcolm Gladwell. He’s a go-to voice for innovation and strategy, regularly writing for Harvard Business Review and Fast Company and hosting podcasts like Outthinkers and The Chief Strategy Officer.Kaihan has partnered with global giants like Microsoft, IBM, Procter &amp; Gamble, and JP Morgan, while teaching at top institutions like Wharton Executive Ed and NYU. A sought-after speaker and media contributor, he inspires audiences worldwide, blending his global perspective and multicultural insights from his base in Miami, Florida.In this episode, Dominic explores the intricacies of strategic thinking and the critical distinction between strategic planning and true strategy. With Kaihan highlighting the growing importance of proximity in value creation, focusing on how businesses can innovate closer to the moment demand arises. They also examine the shifts in various industries including the evolution of defence technology, the disruptive impact of 3D printing on manufacturing, the need to rethink inventory and production processes, and how AI is reshaping information delivery.DiscoverProximity as a Strategic Advantage: How businesses can achieve competitive advantages by creating value closer to the time and location where demand appears. Examples include Coca-Cola's Freestyle machines and advances in 3D printing for customisable solutions.Strategic Insights from Ancient Principles: The 36 strategic patterns derived from ancient Chinese fables, such as “Seize the Deer in the Headlights Moment” and “Embrace What’s Been Abandoned,” which empower businesses to outthink competitors and exploit overlooked opportunitiesShifting from Planning to Creation: Traditional strategic planning processes and shifts in focus toward narrative-driven strategy, emphasising the power of constraints in sparking innovative ideas.Sustainable Innovation in Multiple Industries: How proximity can lead to both environmental and business advantages. Real-world examples of sustainability-driven innovations include hydroponic farming and lab-grown meat, to eliminating waste in production and inventory management. Book recommendations:Bruce Greenwald - Competition DemystifiedMarcus Collins - For The CultureDr. Sandra Matz - MindmastersKaihan’s books Proximity and The Art of the Advantage are out nowDominic’s book <a...

James Kerr is a writer, coach, and consultant who specialises in leadership, culture and mindset in high-performing teams. His global bestseller, 'Legacy' has been described by The Daily Telegraph as “the modern version of Vince Lombardi’s guides to coaching”, saying that "for those searching for genuine keys to team culture, it is manna from heaven".James has worked with Tier One Special Forces, the English Premier League, international cricket, Formula One, America’s Cup, Major League Baseball, and Olympic pathways. He has guest lectured at Westpoint Military Academy, Sandhurst and Eton College and written for the BBC, Independent, Times and Guardian. His corporate clients have included Google, Spotify, Goldman Sachs, McKinsey &amp; Co, Adidas, and Arc'teryx.In this frank discussion, Dominic explores the synergy between individual leadership and collective vision, and the critical role of cultural evolution in maintaining relevance and potency. James shares how the iconic “Sweeping the Shed” mantra, revolutionised team culture at the All Blacks, and how these principles can be applied beyond the rugby field into business and everyday life.DiscoverThe Role of Values in Sustainable Success: By embracing values such as humility, responsibility, and respect, the All Blacks created a foundation for long-term success, demonstrating that values-driven cultures outperform talent-driven ones.The Power of Rituals and Symbols: The enduring significance of the Haka demonstrates how rituals and symbols can reinforce identity, unity, and purpose within a team.Leadership Across Domains: The principles of leadership and cultural excellence are universal and can be applied across diverse fields, demonstrated by James’ work in sports, military, and business. Neuroscience and Leadership: The interplay between neuroscience and performance underpins how understanding the brain's responses to fear and confidence can inspire leaders to strike a balance between challenges and support, fostering growth and accountability.Book recommendations:Viktor Frankl - Man's Search For MeaningDaniel Kahneman - Thinking, Fast and SlowDaniel Coyle - The Culture CodeJim Collins - Good To GreatJames' book Legacy is out now. Dominic’s book Mind Your F**king Business is out now.&nbsp;

In this conversation, Ben Hunt-Davis shares insight into what drives and empowers an Olympic gold-winning team. A Former Olympic rower turned successful entrepreneur, Ben is the author of the acclaimed book Will It Make the Boat Go Faster?Tune in for invaluable insights from Ben’s illustrious rowing career, recounting the journey from consistently finishing at the bottom to clinching Olympic gold. Discover the transformative power of team alignment and purpose, the crucial role of feedback and trust, and the non-negotiable importance of shared goals—whether in sports or business.This episode delves into the details of team dynamics, the impact of clear communication, and the courage to embrace discomfort for the sake of improvement. Tune in, and let’s make your business unstoppable!TakeawaysFinding team alignment and purpose.Fostering a culture that values collective success over individual glory.The pivotal role of clear goals and regular feedback in driving continual improvement.Everyone brings different strengths and life situations to the table. Leveraging those differences to optimise performance.Embracing open, honest feedback as a tool for growth, even when it’s uncomfortable.Timestamps(00:00) Title with Ben Hunt-Davis.(01:05) Coining A Phrase.(03:10) Uni Drop Out To Full-Time Athlete.(08:01) How Clear Expectations Lead To Gold.(11:27) Helping A Team Get Clarity and Purpose.(13:52) Team Dynamics.(17:44) Constructive Conflict.(19:09) Improving Focus and Learning.(22:34) Helping Others Improve With Uncomfortable Truths.(25:19) Difficult Real-Life Scenarios.(27:02) Quick Fire Questions.(32:58) People a bit better inspire relatable progress.(33:54) Dad advises but feels unqualified for career guidance.About Ben Hunt-DavisBen is an experienced performance coach, facilitator and world-class keynote speaker. Ben has spent the last 20+ years specialising in translating his Olympic-winning strategies into everyday business success.Specifically focusing on leadership and team development, Ben has designed and run training courses, conferences and events for more than 100 different organisations.Ben and executive coach Harriet Beveridge published the best-selling book Will It Make The Boat Go Faster? in 2011. Their real-world application of Ben’s rowing crew’s strategies, habits, and mindset is world-renowned. The performance principles underpinning their story still shape the philosophy of our business today. Ben is an expert in galvanising executive teams and organisations behind a shared ‘Crazy Goal’.Ben consistently leads and inspires teams to deliver exceptional results. He is a three-time Team GB staff member at the Summer Olympics and chair of organising committees for two international rowing events in the UK.Follow Ben Hunt-DavisWebsite: https://willitmaketheboatgofaster.com/&nbsp;LinkedIn: https://www.linkedin.com/in/benhuntdavis?originalSubdomain=uk&nbsp;X: https://x.com/olympianben&nbsp;Books by Ben Hunt-DavisWill It Make The Boat Go Faster Book RecommendationsJames Holland books - https://griffonmerlin.com/&nbsp;Mentioned in this episode:Get Mind Your...

In this conversation, Chris Fenning – communications expert, coach and author – deep dives into transforming workplace communication. Tired of inefficient meetings? Chris suggests empowering all participants to take charge, seeking clarity on agendas, and addressing distractions head-on to boost engagement.Chris offers his unique perspective on communication, including his methods for delivering impactful updates and simplifying complex topics. From his advice on honing email effectiveness to his insights on intertwining leadership skills with everyday exchanges, Chris offers valuable tools for ensuring your message is heard loud and clear.Listen and get practical tips on breaking down the barriers to effective communication in the workplace and how to leverage AI's potential. Chris shares book recommendations and a fresh outlook that will leave you inspired. Whether you're an intern or an executive, this episode promises actionable strategies to revolutionise how you connect and convey your ideas. So, let's jump in and learn how to mind your f**king business more efficiently!TakeawaysClarity is key for clear communication.Shared responsibility for effective and efficient meetings.How to handle distractions and bring conversations back politely.Positive problem solving to demonstrate competence.Top tips for effective email communication.Goal, Problem, Solution Communication Model.Public Speaking vs. Communication Fundamentals.Timestamps(00:00) Be More Effective in Communication with Chris Fenning.(00:17) Early Life Crisis Leading To Comms.(04:36) Learning How To Teach.(06:48) Clear, Concise, and To-The-Point Methodologies.(09:20) Asking The How.(11:40) Goal, Problem, Solution.(14:08) Safety in Mediocracy.(18:16) Psychological Safety in Leadership.(19:09) Delivering Bad News.(21:05) Effective Emails and AI.(26:55) Clear Communication in Questions.(29:32) When Should Comms. Be Taught?(32:42) Teaching Across Levels.(34:41) How To Do Meetings Differently.(39:35) Quick Fire Questions with Chris Fenning.(41:40) Book Recommendations.About Chris FenningChris Fenning helps us master our communication at work. He helps experts talk to non-experts, teams talk to executives, and much more. Chris's practical methods are used in organisations like Google and NATO, and have appeared in the Harvard Business Review. He is also the author of multiple award-winning books on communication and training that have been translated into 16 languages.&nbsp;Find out how Chris can help you at www.chrisfenning.com&nbsp;Follow Chris FenningWebsite: https://chrisfenning.com&nbsp;LinkedIn: https://www.linkedin.com/in/chris-fenning/&nbsp;YouTube: https://www.youtube.com/channel/UCmIXD8AIH-LUV-B1V5KJ4Ww&nbsp;Books by Chris FenningThe First Minute: https://chrisfenning.com/books/#the-first-minute&nbsp;Effective Emails: https://chrisfenning.com/books/#effective-emails&nbsp;39 Ways to Make Training Stick:

Today we are re-sharing one of our most controversial episodes so far, with the man who's been called the UK's Most Hated Sales Trainer, Benjamin Dennehy. Benjamin joins Dominic as they discuss the art of selling and the common misconceptions about sales. This is truly a sixty-minute conversation that will change how you look at 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.TakeawaysSales is the art of conversation and enabling prospects to discover their needs.Good salespeople are self-confident and in control, while poor salespeople often beg and plead.Salespeople should focus on understanding the motivations behind prospects’ questions and avoid making assumptions.Hiring and training salespeople effectively is crucial for success in sales.The traditional approach of show up, throw up, and hope for the best is ineffective. The purpose of a prospecting call is to get the prospect emotional.Consultative selling requires asking probing questions and understanding the prospect’s pain points.Cold calling will become more challenging with the rise of AI, but there will still be a need for skilled salespeople.The myth that ‘people buy people’ is not entirely true; people buy people who are like them.Entrepreneurship requires taking risks and being willing to fail.Success in sales is about mastering a methodology and continuously improving.Salespeople should focus on critical thinking, communication, and emotional control.It’s important to know when to quit and when to persevere in business.Timestamps(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 BusinessAbout Benjamin DennehyHe’s been called the UK’s most hated sales trainer and the GOAT of cold-calling; Benjamin Dennehy is an engaging and entertaining trainer and speaker. He will shake up your thinking about your role and function in sales with humour, insight and psychology.Benjamin is The UK’s Most Hated Sales Trainer, but why?Marketing of course. He made it up. There is no international body that measures hostility towards sales...

In this special episode, we hear from Dominic and other industry experts (Michelle Hulse, Director of Revenue Operations at PAX8, Paweł Nicał, a pioneering RevOps expert from Poland) from the UPGRADE'24 conference.&nbsp;Revenue Opertions is at the heart of this panel discussion. Listen in to how aligning sales, marketing, and finance creates a seamless customer journey. Michelle shares examples from PAX8 and how they revolutionised their lead handling with data-driven strategies. Dominic provides a walk through of the strategic implementation of OKRs and how RevOps can drive sustainable growth without the need for constant funding. Paweł discusses the critical metrics for RevOps success and the role technology plays in this unified approach.Real-world examples are shared of optimising sales performance, leveraging AI for operational efficiency, and the philosophical underpinnings that make RevOps a game-changer across industries—from SaaS to any business with a recurring revenue model. Whether RevOps is a buzzword or the future of strategic alignment, this discussion reveals its undeniable impact on business agility and growth.TakeawaysCollaboration is Key: Revenue Operations joins the dots between Marketing, Sales, and Customer Experience providing a seamless workflow instead of silos.Strategic Growth through OKRs: Objectives and Key Results are significant for structuring tasks and teams.Tech and Innovation in RevOps: pioneering technology tool 'Clay,' which integrates various data sources and automates processes, enabling "all bound" operations.AI can automate data collection, but humans will always lead creative strategic decisions.Timestamps(03:35) Panel Introductions from Karol Popa: UPGRADE’24(05:31) What is Revenue Operations?(08:51) Is RevOps A New Way Forward or Just A Buzzword?(13:53) When To Bring RevOps Into Business.(18:03) Example of RevOps Teams in Pax8.(22:13) Silo Focus Needs To Align.(23:37) Steps To Start With RevOps In Your Business.(26:33) Different Functions In A RevOps Team.(29:00) Strategic Growth Opportunities.(34:21) Aligning Teams With Data.(38:03) Real Impact and KPIs.(44:19) Segmentation of Ideal Partner Profile.(49:16) Technologies For Effective RevOps.(55:37) AI in Revenue Operations.(58:22) Boldest Experiments Within RevOps.(01:03:39) Use RevOps To Drive Innovation &amp; Strategic Change.About UPGRADE'24The UPGRADE'24 conference took place on 21-22 November 2024 in Wrocław, Poland. Organised by ITCorner, the event focused on the technology sector and catered to business owners and C-level executives in the IT industry.The conference addressed strategies for adapting to market changes, methods to enhance business growth and profitability, and opportunities for networking and knowledge exchange with industry leaders. Attendees participated in talks, workshops, and panels designed to help businesses stay competitive during rapid technological transformations.For more information about UPGRADE'24, please visit www.letsupgrade.pl or search for #UPGRADE'24 on social media platform.Follow UPGRADE'24Website: https://letsupgrade.pl&nbsp;About Dominic MonkhouseFounder of Monkhouse &amp; Company, Elite Business Coach and CEO Mentor, author of two smash hit books 'Mind Your F**king Business' and 'F**k Plan B’ and Host of the Top 2% Global Podcast 'Mind Your F**king Business’; Dominic Monkhouse is on a mission to demystify business growth. As a Founder and CEO, he has a track record scaling up award-winning technology service businesses and has been called ‘Britain’s best boss’ for his habit of...

In this conversation, Kevin Dutton explores the fascinating world of cognitive flexibility and how adaptability in decision-making can pave the way to success in business. Known for his groundbreaking work on psychopathy, Dr Kevin Dutton is a British psychologist now working down at the University of Adelaide in Australia. He's the author of a number of books including, Flipnosis: The Art of Split Second Persuasion, Wisdom of Psychopaths, and A Good Psycho's Guide to Success (co-authored with Andy McNabb).Kevin shares his unique perspective on psychopathic traits, likening them to a mixing desk of personality settings. We'll delve into his thoughts on "precision-engineered psychopathy," the benefits of certain psychopathic traits in professions, and the crucial distinction between "good" and "bad" psychopaths. From humorous anecdotes to profound insights, this episode is packed with thought-provoking discussions. Whether you're curious about how low empathy scores impact leadership or how Kevin's fearless nature led him to the brink of risk-taking, this conversation promises to enlighten and entertain.TakeawaysCognitive flexibility is crucial and the importance of adapting decision-making strategies.Precision-engineered Psychopathy can be advantageous in specific professions, from surgeons to CEOs.Decoupling emotion from behaviour in difficult conversationsUnpack the distinctions between harmful and beneficial psychopathic traits.Empathy types and their impact.Psychopath Quiz: Test where you fall on the psychopathy spectrum with Kevin’s personality test!Timestamps (00:00) Being a Good Psychopath with Kevin Dutton.(04:17) Public understanding of psychology.(05:19) Why study psychopaths?(08:03) Kevin’s upbringing and journey.(13:08) Defining “psychopath”: traits and stereotypes.(18:12) Hot empathy and cold empathy.(20:40) Quiz: Are You A Psychopath?(26:21) Measuring psychopathic personality.(28:07) Training traits and emotion regulation.(33:42) Tips for making difficult conversations in business.(37:49) Quick Fire Questions.(45:41) Book Recommendations.About Kevin DuttonProfessor Kevin Dutton, PhD, FBPsS, is one of the world’s foremost authorities on psychopaths. Having spent the last twenty years at the Universities of Oxford and Cambridge, he was appointed in 2022 as Australia’s first Professor of the Public Understanding of Psychology at the University of Adelaide. He is a Fellow of the British Psychological Society.Kevin is the author of the acclaimed bestsellers Flipnosis: The Art of Split-Second Persuasion, The Wisdom of Psychopaths: Lessons in Life from Saints, Spies and Serial Killers, The Good Psychopath’s Guide to Success (with Andy McNab), and Black and White Thinking: The Burden of a Binary Brain in a Complex World. The Wisdom of Psychopaths saw him awarded a ‘Best American Science and Nature Writing prize, and Black and White Thinking was nominated by the Big Ideas Club as one of the must-read non-fiction titles of 2021.Kevin’s work has been translated worldwide into over twenty-five languages, and his writing and research have been featured in Scientific American, New Scientist, the Guardian, the Times, Psychology Today, the New York Times, the Wall St Journal, the Washington Post, Newsweek, Slate, USA Today among other publications. He regularly publishes in leading international scientific journals and speaks at conferences around the world.Alongside his academic commitments, Kevin also consults in the elite sport, business, and military sectors and often appears on radio, TV, and podcasts. He also co-hosts the podcast Psycho Schizo Espresso with Iron Maiden front man, Bruce Dickinson.Find out more about Kevin and his...

SummaryIn this conversation, Matt Phelan, the co-founder of the Happiness Index and author of "The Business Case for Happiness" and "The Happiness Index, " shares valuable insight into measuring emotions in the workplace. Matt challenges the old business adage, "If you can measure it, you can manage it," emphasising that understanding and supporting employee happiness leads to better performance.Listen to this entrepreneur’s story, which led to pioneering the integration of happiness metrics in workplace culture. Highlighting Richard Branson's belief that employees come first, Matt introduces his data-driven approach to fostering workplace happiness and its significant impact on business outcomes.The episode explores the complex relationship between measuring and managing happiness and the importance of emotional well-being in the workplace. Matt also offers book recommendations and practical advice for enhancing happiness at work, making this a must-listen for any leader eager to disrupt the norm and prioritise employee satisfaction.TakeawaysMythbusting the business concept, “If you can measure it, you can manage it.”Understanding the correlation between happiness and productivity.Professor Jeremy Dawson’s fascinating NHS hospital research.Breaking down the Employee Net Promotor Score questions.Debating in the office or work-from-home models.Pixar’s global emotions framework.Chapters(00:11) From digital agency to workplace happiness with Matt Phelan.(03:48) The Happiness Index V1(05:54) Measure it and understand it better.(07:52) Changing the value prop.(09:23) Defining happiness as an understandable business metric.(13:26) Employee Net Promoter Score questions.(17:23) TED Talk - Super Chickens.(20:22) Solving different problems from client to client.(24:31) Are happier employees more productive?(27:01) Happy Hospitals vs. Unhappy Hospitals.(28:53) In The Office or Work From Home?(31:40) Building Relationships.(34:08) Quick Fire Questions with Matt Phelan.(39:18) Book recommendations.About Matt PhelanMatt Phelan is the co-founder of the Happiness Index, an organisation that aims to understand what makes people happy at work and how that relates to their work performance. He is a self-confessed proud geek and a supporter of decent people.Matt’s career started when he founded a digital marketing agency called 4Ps Marketing when he was 25 years old. After driving this agency to immense success, Matt and his partners sold the company and opted to double down their investment to go again.The Happiness Index is a SAAS platform that helps organisations measure their key employee engagement and happiness drivers.&nbsp;Follow Matt PhelanWebsite: https://mattphelan.co.uk/&nbsp;LinkedIn: https://www.linkedin.com/in/matthewphelan/&nbsp;X: https://twitter.com/MatthewPhelan&nbsp;Happiness and Humans Podcast: https://open.spotify.com/show/7h6wCWnjsgOIZSR6h0DKbq&nbsp;Book RecommendationsFreedom To Be Happy: The Business Case For Happiness by Matt PhelanThe Happiness Index by Matt Phelan<a...

SummaryFarley Thomas, the co-founder and CEO of Manageable joins today’s conversation and shares his revolutionary insights on empowering organisations through highly skilled management.&nbsp;Farley highlights the incredible impact of upskilled, confident, and competent managers on organisational success, and why traditional training methods often fall short, diving into the practical approaches his company adopts and drawing fascinating parallels between language learning and workplace skills training.&nbsp;Farley also unpacks the critical importance of practice and real-world application in management training, supported by eye-opening examples and personal experiences. From the harmful effects of untrained management on employee well-being to innovative solutions like the Leadership Capacity Profile, this episode is packed with actionable insights that challenge conventional leadership development, advocating for early-career focus and continuous learning that can transform the future of work.TakeawaysThe concept of Empowerment and the importance of skilled management.Ineffectiveness of traditional training and the importance of practice over theoretical knowledge.The Impact of poor management on employees and Manageable’s approach on managers training.Differences between Managers and Leaders.Evaluating leadership capacity- a hypothetical scenario for discovering leadership potential among contributors.Skill development and behavioural change through practice.Redefining leadership and management roles- ​​reallocating training resources towards early career managers.Timestamps(02:15)&nbsp; Introducing Farley Thomas - the Concept of Empowerment and effective management in organisations.(14:01) Traditional Training vs. Practical Application.(18:01) The five principles of Manageable’s effective training programs- the importance of data-driven efforts, bite-sized training, social learning, live sessions, and role models.(24:00) The impact of Poor Management on Employee Well-Being.(28:00)&nbsp; Effective Leadership and Management Practices (Manager vs. Leader).(34:01) Continuous learning and resource allocation for early career Managers.(45:00) Thomas’ personal reflections and business advice (critique of work practices).(54:02) Book Recommendations(57:00) Final Thoughts and future vision.About Farley ThomasFarley Thomas is the co-founder and CEO of Manageable, the leadership-skills-focused EdTech firm on a mission to give everyone the gift of a great manager.&nbsp;Prior to founding Manageable in 2020, Farley established a highly successful executive coaching and leadership advisory practice in 2014. He has been advising and coaching CEOs and their teams across diverse industry sectors ever since.&nbsp;The core of his previous corporate experience was gained at HSBC, where he was CRO at HSBC Asset Management for over a decade, ultimately setting up and leading teams in over 30 countries worldwide. He has consistently been trusted to develop new initiatives, products and markets.Follow Farley ThomasWebsite: https://www.manageable.worksLinkedIn: https://www.linkedin.com/in/farleythomas/Manageable Conversations Podcast: https://podcasts.apple.com/gb/podcast/manageable-conversations/id1586790766Book recommendations<a...

SummaryIn this conversation, Marques Colston, a former NFL player transitioned to leading the boardroom playbook, dives into the dynamic world of sports and business ventures. Marques discusses his innovative investments in the sports value chain, including sports medicine, technology, and fan engagement. The conversation covers Marque's insights on the socioeconomic impact around stadiums, the rising popularity of lacrosse, and his hands-on approach to parenting. He also opens up about coaching his son's football team and the importance of instilling resilience in his children.Marques also shares his football crossover strategy to finding sustainable and scalable investments, his philosophy on team dynamics, and the challenges athletes face when transitioning from professional sports. From founding Champion Venture Partners to raising a $100 million fund, Marques Colston's story is a testament to innovation and resilience.TakeawaysMarques’ investment portfolio focuses on the sports value chain.From athlete to investor, Marques seamlessly transitioned from the field to venture capitalism.Marques introduces his three levels of awareness—self, peripheral, and situational.Understanding team dynamics and individual roles can maximise collective performance.A focus on democratising investments, making it more accessible for others.Marques shares his parenting approach to build resilience.Chapters (00:00) From Football Field to Business Strategy with Marques Colston.(03:43) Run down of Marques Colston’s 10-year football career.(06:13) Introducing Champion Venture Partners, a fund that invests in sports companies.(07:00) Democratising private investments for average investors.(12:51) Humble beginnings and embracing challenges to strengthen growth.(14:37) Sports teach resilience and self-awareness through adversity.(16:59) Marques Colston’s career highlights include consistency.(20:04) Motivation as an internal standard.(21:50) Transitioning from professional football to next career.(23:36) Early career investments built skills and confidence for the next steps.(30:16) Evaluating scalability and sustainability of businesses.(35:37) Creating access to opportunities in alternative investments.(37:27) Changes to opportunities in the pandemic.(40:10) Taking football team experience into executive coaching.(45:12) Culture and leadership impact performance and rewards.(46:06) Quick fire questions with Marques Colston.(49:12) Book recommendations.About Marques Colston&nbsp;Marques Colston is a former NFL star now leading wins in the business field of venture capitalists. He is a Founding Partner at Champion Venture Partners, a fund dedicated to innovative investment opportunities that generate meaningful returns in the sports ecosystem.Marquesis humble about his outstanding 10 year career as a wide receiver for New Orleans Saints. He was the Saints all time leader in receptions, receiving yards, touchdowns, and he played a key role in their super bowl victory in 2009. Since stepping off the field, he's seamlessly transitioned into the world of business applying the same Creating Separation mindset that defined his football career.Over the last 15+ years, he has become a trusted leader in business strategy, private equity, and sports business, driving sustainable growth for companies across various sectors. He's passionate about supporting athletes in navigating the shift from professional sports to business, creating a pathway and holding the door open for those coming up behind him.Marques wants to democratise investment capability, or the ability of people to invest in early-stage businesses. His current $100 million fund

SummaryIn this conversation, Minette Norman, a seasoned leader and author, explores psychological safety, leadership myths, and managers' real impact on employee wellbeing. Minette shares her journey from technical writer to leading an enormous team of 3,500 engineers at Autodesk without learning any code.&nbsp;Minette has a genius way of simplifying the complex. She shares insight from her two books, The Boldly Inclusive Leadership and The Psychological Safety Playbook, giving you tangible how-to’s. Minette successfully navigated resistance to collaboration in her long-held position in Silicon Valley. From book recommendations to actionable insights for creating safe and productive work environments, this episode is packed with wisdom for aspiring leaders and curious minds alike.TakeawaysDebunking leadership myths and offering a model of vulnerability.Psychological safety fosters an environment where team members can openly ask questions, make mistakes, and share ideas without fear.Career pathway options for leaders and individual contributors.Building an inclusive workplace with the tipping point percentage.Offering the How-To guidance leaders are seeking.The importance of having an open mind in business.Chapters (00:00) Collaborating Ideas With An Open Mind With Minette Norman.(03:08) Minette’s Journey From Technical Writer To Leader.(04:59) Transforming Workspace Culture and Unify Teams.(06:54) Overcoming Resistance To Collaborative Coding and Internal Competition.(10:57) Importance of Yearly Summit In-Person Gathering.(12:01) Adapting Meetings to Equalise Space &amp; Include Quieter Individuals’ Insights.(14:52) Reasons Behind The Boldly Inclusive Leader.(17:36) Conceit of Leadership.(21:47) Psychological Safety, Inclusion &amp; Interpersonal Risk Taking.(24:28) Co-Authoring Focused on How To Increase Psychological Safety.(26:27) Asking For Other Points of View With An Open Mind.(28:16) Learning From Mistakes.(31:59) Diversity, Equity, and Inclusion Leadership Conference.(35:17) Overcoming Affinity Bias To Embrace Diverse Groups.(38:49) Loneliness in the Workplace.(41:39) Quickfire Q&amp;A with Minette Monkhouse.(47:02) Book Recommendations.About Minette Norman&nbsp;Minette Norman is an author, speaker, and leadership consultant who previously spent decades leading global technical teams in the software industry.Minette has extensive experience leading internationally distributed teams and believes that when groups embrace diversity in all its forms, breakthroughs emerge, and innovation accelerates. Before starting her consultancy, her most recent position was as Vice President of Engineering Practice at Autodesk. Responsible for influencing more than 3,500 engineers around the globe, she focused on state-of-the-art engineering practices while nurturing a collaborative and inclusive culture.​Minette is a keynote speaker on inclusive leadership, psychological safety, collaborative teams, and empathy. Named in 2017 as one of the “Most Influential Women in Bay Area Business” by the San Francisco Business Times and as “Business Role Model of the Year” in the 2018 Women in IT/Silicon Valley Awards, Minette is a recognised leader with a unique perspective.​Minette is the author of The Boldly Inclusive Leader and the co-author of The Psychological Safety Playbook.Minette holds degrees in Drama and French from Tufts University and studied at the Sorbonne Nouvelle in Paris.Follow Minette NormanWebsite: https://www.minettenorman.com/LinkedIn: <a...

SummaryIn this conversation, Alan Miltz, a renowned financial analysis and business strategy expert, shares insights into scaling up a business and improving its cash flow. He dives deep into the intricacies of financial management, from optimising cash flow and managing working capital to the fine art of pricing strategy.Alan keeps the conversation simple, outlining how small 1% changes in one day can revolutionise a company's financial health. He offers his understanding of The Magic Number 200 and practical tools for improving cash flow and sustaining growth, even in challenging economic climates. Finally, Alan provides some excellent book recommendations for anyone looking to find hidden value in their business segments.TakeawaysMastering the seven financial levers to enhance cash flow.Understand the power of incremental 1% improvements.Ensure your financial strategies are aligned with your bank's focus.Keep financial reports simple and relatable.Manage meetings so everyone understands the company’s story.Overcome the hesitation to raise prices.The Magic Number 200 explained simply.Chapters(00:00) Discussing Cash Flow, The Power of One and More With Alan Miltz(05:13) Cash Flow Is Crucial In The Current Economy(9:58) Seven Levers and Four Chapters In Business(13:53) Management Team Responsibilities(17:08) Cash Flow Burn&nbsp;(20:42) Relationship of Price vs. Volume to Cash Flow and Profit(25:37) Identifying Profit Segments Using Cash Flow Ladder(34:12) Magic Number of 200(38:58) Cash Flow Story Software Tool(41:02) Book Recommendations for Improving BusinessAbout Alan MiltzAlan Miltz has dedicated his life to helping business leaders and everyone in their team love the numbers. Revenue is vanity, Profit is sanity and Cash is king (or queen) are usually his opening words.Alan is a co-author of Verne Harnish’s global best-selling book Scaling Up (having written the financial component of the book).Alan believes that running a business is like managing a sports team: Everyone needs to know the score. Every business wants to scale up its profit, cash, and value. The Power of One, developed by Alan and the team at Cash Flow Story, is your company’s code. How many 1% or 1-day changes do you need to make to achieve your desired financial results?Everything Alan has developed has had one common theme – to make the complex simple. As a founder of Inmatrix (known as Optimist software) in 1998, which is now the global standard for over 500 banks in more than 90 countries. More recently co-founded Cash Flow Story allowing non-financial individuals to easily analyse and improve business Profit, Cash &amp; Value. This has helped 1000’s of businesses to scale 2xProfit, 3xCash and 10xBusiness Value.Alan has been voted best speaker in Australia for TEC (the world’s largest CEO forum) and continues to speak at many CEO conferences globally, including the CEO syndicate in Australia, Entrepreneurs Organisation, and YPO. He also sits on the boards of 15 well-recognised companies globally.Follow Alan MiltzWebsiteLinkedInMentioned in this episode:Get Mind Your F**king Business

SummaryIn this conversation, Nick Bradley - world-renowned author, speaker, and business growth expert - shares his insights on private equity, business exits, and the common myths and mistakes entrepreneurs make when preparing to sell their businesses. He emphasises the importance of leadership, understanding the dynamics of private equity, and the need for businesses to focus on growth and valuation strategies. Nick also discusses the impact of customer concentration on business value and the transition from being a business owner to an investor. Throughout the conversation, he highlights the significance of personal growth, defining success, and the role of culture in scaling businesses. Finally, Nick offers book recommendations that can aid entrepreneurs on their journey.TakeawaysCommon myths about exiting businesses can lead to mistakes.Leadership plays a vital role in business growth and scaling.Understanding private equity dynamics is essential for business owners.Valuation is influenced by both tangible and intangible assets.Customer concentration can significantly impact business value.Preparing for a successful exit requires strategic planning.The transition from business owner to investor can be rewarding.Personal growth and defining success are key to a fulfilling entrepreneurial journey.Chapters(00:00) The Importance of Recording Interviews(02:57) Navigating Private Equity and Exits(05:56) Common Myths and Mistakes in Exiting Businesses(08:53) The Role of Leadership in Business Growth(12:00) Understanding Private Equity Dynamics(15:06) Valuation and Growth Strategies for Businesses(18:03) The Impact of Customer Concentration on Value(21:01) Preparing for a Successful Exit(24:04) The Transition from Business Owner to Investor(27:00) The Evolution of Business Owners(29:56) The Role of Culture in Scaling Businesses(32:50) Defining Success and Personal Growth(35:52) The Next Act After Exiting a Business(38:59) Book Recommendations for Entrepreneurs(42:07) Quickfire Questions with Nick BradleyMentioned in this episode:Get Mind Your F**king Business

SummaryIn this conversation, Jade Green discusses sustainable business growth through effective recruitment strategies. She emphasises the importance of understanding client needs, creating attractive job descriptions, and nurturing new hires. The discussion also covers the significance of company culture, purpose, and values in attracting and retaining top talent. Jade shares insights on the war for talent, interviewing techniques, and the ideal recruitment process, along with recommended readings for further understanding of these concepts.TakeawaysSustainable business growth requires fixing people problems.There is always a war for A-plus players in the job market.Understanding the job to be done is crucial for recruitment.Selling the opportunity to candidates is essential.Culture is caught, not taught; leaders must model desired behaviors.What you permit in your organisation, you promote.Nurturing new hires is key to their success and retention.Defining purpose, mission, and values helps attract the right talent.An attractive employer brand is vital for recruitment success.Effective interviewing techniques can reveal a candidate's true potential.Chapters(00:00) Introduction to Sustainable Business Growth(02:53) The War for Talent(05:47) Understanding Client Needs in Recruitment(09:04) The Importance of Job Descriptions(11:55) Recruitment Challenges and Solutions(15:08) Interviewing Techniques for Success(18:01) Creating an Attractive Employer Brand(20:54) Executive Recruitment Strategies(24:10) The Ideal Recruitment Process(26:54) Nurturing New Hires(30:03) Defining Purpose, Mission, and Values(32:57) The Role of Culture in Recruitment(36:10) Recommended Reading for Recruitment SuccessAbout Jade GreenAs a transformational teacher, best selling author, global speaker, and adventurer, Jade has built an international reputation as a hard-charging, rule-breaking, serial entrepreneur and high performance coach. As a certified trainer and facilitator for Mindvalley and The Genius Group (Entrepreneur Resorts/Entrepreneurs Institute/GeniusU), Jade combines world class content and methodologies with two decades of experience building businesses. Among other accolades, she has been honoured as one of StartUp Daily's Top 50 Women Entrepreneurs Under 40, received two Bronze International Stevie Awards for Women in Business, and her Search Firm, Velocity Consulting, was the very first business to receive investment from The Entourage Growth Fund.Follow Jade GreenWebsiteLinkedInInstagramFacebook YoutubeSpotifyXMentioned in this episode:Get Mind Your F**king Business

SummaryIn this conversation, Dan Pontefract discusses his journey as a leadership strategist, focusing on the importance of emotional intelligence, culture change, and the impact of nurturing curiosity within organisations. He shares insights from his experience at TELUS, where he helped transform the corporate culture and introduced innovative programs like the TELUS MBA. The discussion emphasises the need for a unified leadership philosophy and the significance of treating employees with kindness and respect to foster a thriving workplace. In this conversation, Dominic Monkhouse reflects on the evolution of corporate culture and leadership, emphasising the importance of emotional intelligence, collaboration, and a unified purpose within organisations. He discusses the identity crises faced by companies like Starbucks and Wells Fargo, highlighting the need for leaders to foster a culture of learning and development. Dominic also shares insights from his books and recent readings, advocating for a more human-centric approach to leadership and work-life dynamics.TakeawaysEmotional intelligence is crucial for effective leadership.Organisations often promote individuals without considering their EQ.Culture change requires a unified leadership philosophy.Learned helplessness can hinder organisational growth.Leaders should focus on developing their teams.A supportive work environment fosters collaboration and innovation.Work-life balance is not always achievable; it's about blooming.The canoe metaphor illustrates the need for aligned leadership.CEOs play a significant role in shaping organisational culture.Continuous learning is essential for personal and professional growth.Chapters(00:00) Building Bridges: The Journey Begins(03:14) Leadership Strategies: Transforming Organizations(05:54) Culture Change: Lessons from TELUS(09:11) The Importance of Emotional Intelligence in Leadership(11:52) Learned Helplessness: A Barrier to Growth(14:47) Nurturing Curiosity: The Key to Engagement(18:07) Creating a Unified Culture: The TELUS Leadership Philosophy(20:53) Measuring Success: Engagement and Performance Metrics(27:04) Reflecting on Leadership and Culture(29:00) The Identity Crisis of Corporations(31:22) The Importance of Emotional Intelligence in Leadership(33:42) Collaboration and Constructive Conflict(35:59) The Shift from Know-it-alls to Learn-it-alls(39:54) The Role of Leaders in Team Development(40:50) Exploring the Books of Dominic Monkhouse(44:30) Navigating Work-Life Dynamics(46:51) Recent Reads and Inspirations(49:39) Quickfire Questions and InsightsAbout Dan PontefractDan is an award-winning author, leadership strategist, culture change expert, and renowned keynote speaker. His books and keynotes are a great starting point for transforming your team or corporate culture into a competitive advantage.His five books include WORK-LIFE BLOOM, LEAD. CARE. WIN., OPEN TO THINK, THE PURPOSE EFFECT, and FLAT ARMY. WORK-LIFE BLOOM won the 2024 Axiom Business Book Gold Medal in the Leadership Category and is one of the Thinkers50 Top New Management Books for 2024.LEAD. CARE. WIN. won the 2022 Nautilus Book Awards Silver Medal in the Leadership/Business category. It was a short-list finalist for the 2021 getAbstract International Book of the Year. OPEN TO THINK won the 2019 getAbstract International Book of the Year and the 2019 Axiom Business Book Silver Medal winner in the Leadership Category.Dan has presented at four different TED events and also writes for Forbes and Harvard Business Review. Previously as Chief Envisioner and Chief Learning...

SummaryIn this conversation, Dominic Monkhouse and Ben Arendt, author of 'How to Suck Less as a Manager: A Practical Guide to Making Your Team Less Miserable Today', discuss the challenges and nuances of effective management and leadership. They explore the importance of understanding team members, adapting to change, and fostering a culture of trust and autonomy. The discussion also touches on the impact of leadership on employee wellbeing, the significance of company values, and the lessons learned from both good and bad management experiences. Arant advocates for a more empathetic approach to leadership, encouraging managers to connect with their teams and prioritise mental health and engagement.TakeawaysManagement is about continuous improvement, not perfection.Understanding your team's personal goals can enhance motivation.Mental wellbeing is crucial for productivity and engagement.Trust and autonomy are key to effective leadership.Company values should be authentic and practiced, not just stated.Not everyone is cut out for management roles.Effective communication can resolve conflicts and improve team dynamics.Leaders should invite skepticism and differing opinions to foster innovation.Self-awareness is essential for effective management.Leadership impacts employee wellbeing significantly.Chapters(00:00) Introduction to Management Insights(03:11) The Importance of Understanding Your Team(06:00) Adapting to Change and Mental Wellbeing(08:52) Trust and Autonomy in Leadership(12:13) The Role of Values in Company Culture(15:07) Learning from Bad Management Experiences(17:48) The Transition from Individual Contributor to Manager(21:08) The Impact of Leadership on Wellbeing(23:57) Effective Communication and Conflict Resolution(27:12) Final Thoughts and RecommendationsAbout Ben ArendtBen is the author of the Amazon best-selling “How To Suck Less as a Manager: A Practical Guide to Making Your Team Less Miserable Today!” and the founder of Depth Charge Consulting. Ben’s years in the US government, CEB, and Gartner shaped his approach to serving leaders and their organizations. Through these experiences, Ben has supported hundreds of executives around the C-Suite, empowering leaders to achieve their goals, whether double-digit growth, improved employee experiences, or successful transformation.At Depth Charge, Ben's two main customer groups include: Development-focused executives looking to improve manager quality at their organizationsGTM leaders seeking to improve sales efficacy, messaging, and commercial acumen.Industry/Sector Expertise: Technology (incl/ SaaS), Energy, Retail, Manufacturing, Government, Education, Healthcare, Insurance, Financial Services, Professional Services, BioTech/Pharma, NonprofitMentioned in this episode:Get Mind Your F**king Business

SummaryThe conversation explores the concept of high-performing sales behaviour and the challenges faced by sales professionals in the current market. It delves into the importance of understanding buyer indecision and the four key behaviours that help overcome it. The conversation also touches on the role of persuasion in sales, the need for sellers to adapt to changing buyer behaviours, and the potential retirement of salespeople who are not effective in their roles. In this conversation, Ted McKenna and Dominic Monkhouse discuss the importance of establishing trust and expertise in the sales process. They emphasise the need for sellers to own the flow of information and demonstrate their knowledge and experience to buyers. They also explore different profiles of business developers, with the activator profile being the most successful. Ted shares his thoughts on success, the most significant risk he's taken, and the worst business advice he's received.TakeawaysHigh-performing sales behaviour is defined as the top 20% of performers in a company, and it is important to study their behaviour to replicate their success.Buyer indecision is a common challenge in sales, and it is driven by fears such as options overload, analysis paralysis, and fear of failure.Sellers should be cautious about using persuasion techniques when buyers are indecisive, as it can backfire and make the situation worse.To help buyers overcome indecision, sellers should focus on understanding the depth of indecision, making firm recommendations, limiting excessive exploration, and managing risk.The sales profession needs to evolve and keep pace with changing buyer behaviours and preferences.There is still a need for salespeople, as buyers rely on them for guidance, assurance, and personalised recommendations. Establishing trust and expertise is crucial in the sales process.Sellers should own the flow of information and demonstrate their knowledge and experience to buyers.The activator profile is the most successful in business development.Success is measured by doing right by the people you love and finding joy in your work.Trying to be all things to all people is not effective in business.Chapters(00:00) Introduction to High-Performing Sales(02:53) Defining High Performance in Sales(06:04) The Role of Salespeople in Modern Buying(09:05) Understanding Buyer Indecision(11:48) The Jolt Effect and Overcoming Indecision(18:00) Key Behaviors of Successful Sellers(24:11) The Activator Advantage in Sales(29:56) Professional Services and Selling Dynamics(36:00) Books and Resources for Sales Professionals(41:49) Personal Insights and Closing ThoughtsAbout Ted Mckenna Ted McKenna is one of the world's leading experts in sales, business development, and customer experience and a co-author of the bestselling book The JOLT Effect: How High Performers Overcome Customer Indecision and the upcoming book The Activator Advantage: What Today's Rainmakers Do Differently (April 2025).Mentioned in this episode:Get Mind Your F**king Business