Scaling Up Business with Bill Gallagher

If things in your business and professional life seem dim and impossible to turn around right now, then this is an episode for you. Today’s guest has experienced it all and was able to create new opportunities for himself despite slim odds. Do you believe in second chances? Andre Norman does. His work has led him to start his flagship transformational program, 180x, which works to redevelop underserved communities, repair families in crisis, and reduce prison re-entry. As a prior inmate faced with a 100-year sentence and serving 14 years of it before he got out, it’s Andre’s mission in life to teach individuals and corporations how to turn any situation around. Even though people have great companies and great lives, there’s always some form of struggle behind the facade. An increased access to money doesn’t remove hardship. You’ve got problems just like anybody else has problems. Andre uses the example of Dr. Dre and Suge Knight. When the partnership turned bad, Dr. Dre decided to walk away completely. He didn’t want royalties or to ‘get his cut’ because he knew he could go back out there and rebuild it himself. Why waste time in an unhealthy environment and waste more energy on recovering what’s yours in a bad deal? When Andre was in solitary confinement, his mother came to see him and despite everything he was faced with, he thought he was winning. He thought because he was the king of this place, never mind the fact he was locked in a basement with no sunlight, that he had made it. It wasn’t until two years later did he have an epiphany, “If I’m the king of this place, then let yourself out.” With the Academy of Hope, Andre teaches inmates to think differently. It’s not about ‘us vs. the prison staff’, it’s about doing what’s right. This is why members of the Academy of Hope often step in to save guards' lives because it’s what you’re supposed to do. “Is it right to watch this man die in this fashion? The answer is no.” Interview Links: Andrenorman.com Academy of Hope Academy of Hope News Story Documentary on Andre Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube TWEETABLES: “Everyday I get up, I ask the simple question, what can I do to be helpful?” “When you’re ready, you have to let go of the old and move into the new.” “You are the people you surround yourself with. You are them.” Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts. Scaling Up is the best-selling book by Verne Harnish and our team for Gazelles Coaching, on how the fastest-growing companies succeed where so many others fail. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading Gazelles Coach. Gazelles is the term we use for fast-growing companies. We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth success. Scaling Up for Gazelles companies is based on the Rockefeller Habits 2.0 (from Verne’s original best-selling business book, Mastering the Rockefeller Habits). Mentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

What do you really want? What should you be pursuing? Where are your passions? There are dozens of movies out there where people leave everything behind to go search for their meaning in life. Funny enough, the people in search of meaning end up finding out that it’s within them all along. Your life purpose or the purpose of your business is not something you go off and find. It’s something you consciously create. How do you create it? First, discover what lights you up. Make your life be what you’d love it to be about. What would make you proud? What would you want to tell your parents or children that you’ve achieved and done? What kind of legacy do you want to leave behind? These questions apply both to you and your business! So go out there and create your meaning. Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts. Scaling Up is the best-selling book by Verne Harnish and our team for Gazelles Coaching, on how the fastest-growing companies succeed where so many others fail. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading Gazelles Coach. Gazelles is the term we use for fast-growing companies. We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth success. Scaling Up for Gazelles companies is based on the Rockefeller Habits 2.0 (from Verne’s original best-selling business book, Mastering the Rockefeller Habits). Mentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

We have an exciting Scaling Up Insights episode for you today. We have returning panelists, Judy Guido and Daniel Marcos, and a new panelist, Liat Lazar, who is based in Israel to share their insights on branding differentiation, creating alignment within a company, and so much more! Liat was an HR executive for about 20+ years for two fortune 500 companies and is the first Scaling Up coach in Israel. Daniel is the Founder of the Growth Institute and coaches primary Latin American markets. Judy is the Chair of Guido and Associates and has overseen at least 100 several successful mergers and acquisitions. In times of Covid, some brands are having a hard time really standing out and being seen as different. Judy says, “Just because you say you’re different, doesn’t mean you are.” Daniel has observed another problem when companies are trying to stand out, they just don’t have a clue what really matters to the client. Liat agrees, this is a problem she sees throughout companies no matter the size. Founders create such broad statements, like “We are Legendary”, but no one knows what it means. Are you playing to win or are you playing to just get by? Judy qualifies her clients by seeing if they’re ‘Scalarious’; are you so serious that you want to scale? Bill has witnessed this too, sometimes two co-founders can disagree in the mission and it takes some deep communication to really get aligned to reach new heights and get acquired. Remember there is no silver bullet, but so many Founders are looking for it! When it comes to the coaches’ own backyard, how are people managing the virus and this new landscape that we’re in? For Liat, everyday is a new day in Israel. It changes rapidly as things open and then goes back into lockdown. Judy sees more investment pouring into outdoor resources, pools, heating, outdoor offices, etc. People are smart. They want to increase their property value and make it social distancing friendly. Daniel is in Toronto and sees his community suffering. Lots of restaurants are forced to close. Interview Links: Judy: Guidoassoc.com Daniel: Danielmarcos.co Liat: Liatlazar.co.il Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTubeMentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

When Bill realized he was overleveraged in his business to the point the bank was going to take his house, he freaked out. He was afraid he’d lose everything, including his wife, and he’d become a weekend dad. He decided to go to his team for help. His speech was messy. He admitted he didn’t know how to fix it or turn it around, but he was honest and transparent. He told the truth. What happened? Well, a year later, not only did he turn things around, the bank was no longer going to take his home. He and his team redesigned the business and they doubled the company in that time. They collaborated together. Tell the brutal truth. Don’t hide or coddle your people from the pending disaster uphead. You’ll be surprised what they come up with. Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts. Scaling Up is the best-selling book by Verne Harnish and our team for Gazelles Coaching, on how the fastest-growing companies succeed where so many others fail. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading Gazelles Coach. Gazelles is the term we use for fast-growing companies. We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth success. Scaling Up for Gazelles companies is based on the Rockefeller Habits 2.0 (from Verne’s original best-selling business book, Mastering the Rockefeller Habits). Mentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

Can you put a metric around civility or kindness in your business? And if so, what really is the business value of good customer and employee civility? Today’s guest showcases how you can create civility in your organization and why it’s important to practice it all throughout your company. Shelby Scarbrough began her career in the White House as a member of President Ronald Reagan’s advance team. Shelby’s experience both in the public service and the private sector, and as the global chairman of the Entrepreneurs’ Organization, has given her a unique insight into the practices that lead to positive relationships and communication between people and countries. Through the work that Shelby did at the White House, she was able to meet very prominent figures and leaders, one of them being Nelson Mandela. Through Shelby’s experience, each one of these people showed Shelby the full capacity of what civility looks like; both on a scale of what to do and what not to do. What is civility really? It’s not about being weak to your fellow man or passive. Civility really is about being able to say what you have to say in a way where people can truly listen to you. The point of civility is to show people respect. We have more commonalities with someone than we have differences. The key to building connection is finding those commonalities. If you start there, even when working with someone you disagree 100% on, you will be able to build connections and even friendships. Interview Links: Shelbyscarbrough.com Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTubeMentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

Meetings! How can we say no to more of them and, the ones that we do need to have, make it the most effective meeting of them all? Today’s guest has some insights! By the time Cameron Herold was 35, he had built two $100 million companies. He was the second in command of 1-800-Got-Junk?, a company he built from $2 million in revenue to $106 million in under six years. Today, he is known as the CEO whisperer and is the catalyst behind hundreds of companies’ exponential growth. Whenever Cameron walks into a mastermind event or conference, he always walks in with three action items: three people he wants to meet that he doesn't know yet, three people that he knows and wants to spend more time people, and three things he’s working on in his business that he wants to ask people about. Why are meetings so bad? Chances are, you’re really bad at running meetings. You need to put a conscious effort into training people on how to best conduct a meeting and tweaking it as you go. When Cameron first put a daily huddle in place in his company, so many people complained. However, he knows the daily huddle works, it just needed to be fine-tuned based on your culture. When it comes to recurring meetings, lock them into every employees’ calendar right away. There should be no reason why you’re scrambling to find a time that suits everyone week after week. If you’re not willing to put the top priority company meetings into everybody’s calendar, then get used to staying at 7% growth. Take one big to-do and go deep with it until it starts working. Don’t try to boil the whole ocean and incorporate daily huddles, quarterly plannings, and other strategic meetings all at once. You’ll really upset a whole lot of your employees if so! Interview Links: Cameronherold.com Cameron’s latest books Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

Do you have ideas all day long and just don’t know when you’ll find the time to start all your cool “startup ideas”? Well, today’s guest actually made it a reality. After collecting 350+ ideas over the years, he decided to just take a leap and see what business idea would stick… within a 31-day period. Mark Grimes is a Philanthropist, Angel Investor, and Startup Founder, where every one of his businesses since 1989 has been cash flow-positive within 90 days. He is the recent Founder of 31 Startups, an experiment to launch a startup every day for 31 days during the month of August 2020 and help them get cash flow positive within a 90-day period. Was he successful? Tune in to find out! Mark is currently on his journey to turn his 31 startups cash flow-positive. The deadline for this is the 30th of November. Mark has a formula for his success that he discovered over 15 years ago. The secret (which might not be that surprising) is Mark is hypersensitive to squeezing costs as far down as he can at the start and making sure there are paying customers first, before trying to scale further. Why did Mark decide to start this crazy challenge? Well, the pandemic changed two of his businesses drastically, one of them being a co-working space, and he also found himself to be an empty nester with a lot more time than before. So why just start one thing, when you could start 31 things? He wanted to show people how to do it strategically and smartly. How does Mark define a launch? He sees it as an idea he’s put to life and will be interviewing potential customers for it. He hasn’t registered all 31 business ideas as corporate entities yet because that would mean he’d be $100–200K in the hole! And Mark defines cash flow-positive as a business generating more money than what he’s spending on it. There are easy ways to game this system, but Mark has every intention to make it legitimate. He details every expenditure on his blog for full transparency. Interview Links: 31startups.ck.page 90daystocashflowpositive.com Mark on Twitter Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

Our three panelists in this episode of Scaling Up Insights are Cheryl Beth Kuchler, Cheryl Biron, and Matt Kazam. Cheryl Beth is the Founder of CEO Think Tank and has over 30 years of experience in business advisory services. Cheryl is a business growth coach and the Founder of LexaGen Freedom Accelerator. And finally, Matt is a comedian and corporate entertainer based out of Las Vegas. Cheryl Beth has seen more innovation in the last six months among entrepreneurs than we have seen in the last five years. When you put constraints around something, people will figure out how to make it work. Cheryl believes this to be true as well. She was an entrepreneur in the 2005-2009 time frame and had to adapt quickly when the recession hit. Her business was stronger because of it. Matt recognizes the ones who are going to be successful are never going to go back to where we were before. Matt is currently working with a commercial real estate client and they know their clients aren’t coming back. So, they’re reinventing themselves. All three of our panelists, including Bill Gallagher, knew that clients would not be wanting to spend any money during the pandemic lockdown. So, they decided to give their work away for free and became hyper-focused on helping others and being in service to others. Although unintentional at the time, this giving mentally has paid off drastically where they’re full of paying client work now. Interview Links: Ceothinktank.com Lexagen.net Reimagine Your Business event Theylaughyouwin.com Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube

Everything is online now — our meetings, our friends, our education, everything! It can feel like we’re getting closer to our already existing network, but it can also feel like business owners are struggling more than ever before to be seen. Today’s guest knows how to connect consciously and purposefully in the digital age. Patrick Galvin is a TEDx Speaker, Author, and Chief Galvanizer of The Galvanizing Group, a speaking, coaching, and consulting company in Portland, Oregon that helps high-performance companies and teams galvanize repeat and referred business through better relationships. In Patrick’s first six months in the family business, he burned through the entire marketing budget, which was $150,000. It was a painful moment for Patrick. New advertising wasn’t going to bring in new customers, it was building and cultivating relationships that were. How does Patrick build connections? If you’re trying to reach out to someone via LinkedIn, sending them a personalized video link really goes a long way. Patrick still writes handwritten letters. Communication in today’s world is not so much what you like to do, but adapting to how the other person likes to communicate. In order for you to be a good relationship builder, you have to have a good relationship with yourself first. That means taking the time to eat well, exercise, and pursue hobbies so that you can bring a renewed level of energy to each conversation and connection you make. Interview Links: Thegalvanizinggroup.com The Connector’s Way: A Story About Building Business One Relationship at a Time, by Patrick Galvin Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

Gary Hamel is one of the world’s most influential and iconoclastic business thinkers. He has worked with leading companies across the globe and has been on the faculty of the London Business School for more than 30 years. He also has written 17 articles for the Harvard Business Review and is currently out with a new book, Humanocracy, which he dives into further on this week’s episode! We still see people as a commodity and most organizations are not very good at turning on the capabilities of their people. We can confirm this by the fact that Gallup says only 15% of employees are engaged in their work. Management oftentimes was hastily put together by inexperienced CEOs or Founders. Bureaucracy really is just a product of its time. In Gary’s book, the top companies he interviewed understood the value of their employees and they were highly compensated for it. In the way we treat people today, there is a lot of false economy. Young people feel undervalued because they grew up with the internet, where the world was their oyster. They could seek out information, do things, and feel valued. In a corporate environment, they always have to ask for permission in order to advance and it’s making them seek out greener pastures. If you examine companies that have really lasted and scaled, as well as adapted to the changing times and reinvented themselves, they all prioritized their people and had a unique management style that kept them engaged, and happy. If you believe bureaucracy is a tax on human effort, then how are these big companies able to afford it? It seems managers are a fan of everything lean, except for lean management. It’s toxic when leaders start to believe they have the crystal ball. The best leaders strive to create an environment where it’s the best place to fail. Interview Links: Garyhamel.com Humanocracy.com Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

What can you learn about neuropsychology that can help you become a better leader? Today’s guest has used neuropsychology throughout his career as an entrepreneur and has accelerated his growth as well as become a better executive, coach, and leader because of it. Bill Flynn has more than 30 years of experience working for and advising hundreds of companies, including startups, where he has a long track record of success. He is the author of, Further, Faster: The Vital Few Steps That Take the Guesswork out of Growth, which dives into how to effectively scale quickly by leading with the emotional brain in mind. Bill had his hand in 10 startups over 25 years. He didn’t found them; he came in to help scale them. He’s been through 2 IPOs and 7 acquisitions. Throughout his career, he was a sales and marketing guy and as he was striving to be better in his career, he discovered neuroscience. When he started applying what he learned, he became the number one or number two sales guy wherever he went. What is neuroleadership? It’s all about leading with the brain in mind. At the end of the day, people are crazy. We are all a little nuts and we're highly impulsive, irrational, and emotional beings. If you don’t understand that as a leader, you’ll never be as good as you possibly could be. How many times have you heard, “We need to talk”? What response does this generate in your brain when this happens? Chances are, when you’re sitting down across from the person who “needs to talk” you’re incredibly stressed and in a flight-or-fight mode. You’re not ready to listen and you’re not ready to improve. Yet, leaders do these kinds of things to their teams all the time! By understanding how the mind responds and reacts to things and how you say those things, you can cater to those reactions ahead of time and get the most out of your people the fast-tracked way. Interview Links: Catalystgrowthadvisors.com Further, Faster: The Vital Few Steps That Take the Guesswork out of Growth, by Bill Flynn Bill on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTubeMentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

What if you could help connect with people on a whole new level through humor? What does it really take to get people to show their funny side? Today’s guest has a ton of experience with making people laugh and shares how it can be a powerful force towards building connection. Matt Kazam is a Humor Scientist & Las Vegas Headlining Comedian with over 30 years of experience. Matt Founded They Laugh You Win to harness his depth of knowledge in the craft of humor and performing. Matt has taught thousands of people and has helped hundreds of companies leverage the power of humor to accomplish their goals. Throughout Bill’s career, he was so afraid to mess up that he played a lot of things safe. He believes this is true for a lot of corporate leaders out there who don’t want to be the sole catalyst for everything falling apart. The downsides to playing it safe, though, is that you end up being so boring as a person because you’re afraid to offend someone. To top it off, you end up unable to engage or excite people while playing it safe. The truth is, everyone has these amazing stories within them, but they just don’t know how to tell it in an art form. It’s either too long or some of the boring bits get added in. When you refine your funny bone, you can tell the simplest life story and make it engaging and funny for anyone to hear (and not get offended by). Interview Links: Theylaughyouwin.com Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

What does it take for a leader to be happy? It’s no secret that many leaders can feel tapped out when it comes to their emotional and personal growth while working strictly and solely on the business. This is why today’s guest shares how to achieve both happiness and growth! Shawn is the co-founded DALS Lighting, an LED lighting business. He implemented the Scaling Up Growth System and it led the company to 3X its revenues into the 8-figure mark. Shawn later went on to Found Elevation, a business growth coaching and consulting firm. He is a big believer in the ‘Happiness Roadmap,’ where he teaches his clients how to achieve both happiness and success. Shawn has been an entrepreneur for 11 years and was the Former President of EO in Montreal. In the group, he would often hear some common words, ‘stressed out,’ ‘no balance,’ ‘overwhelmed,’ etc. Why are entrepreneurs so unhappy during their business journey? The first step is to actually take a huge step back and do a bit of introspection on what’s going wrong. Get ahold of your emotions and feelings and do a check-in on your stress levels. If you’re not happy, then craft a plan to shift things up. It is possible. Interview Links: Elevationcoach.ca Shawn on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

Today we invite a beloved guest back on to the show to talk about strengths-based development and how to use it effectively within an organization. Why is this approach so transformational for organizations? Listen in to find out! Dean Jones is a senior learning expert at Gallup, responsible for leading Gallup’s global learning strategy. In addition to advising clients on learning and organizational development interventions, he has overseen Gallup’s client learning strategy, the development of the organization’s workplace consultants and learning offering, and the growth of Gallup’s learning business worldwide. What does Dean mean by ‘strengths’ when talking about strength-based development? Dr. Donald Clifton, an American psychologist and researcher, life’s work was designed to study success. What he discovered was there was actually a connection between talent and success, and there was a way you could measure it. Strengths is about understanding your own innate talent and then being able to develop those into legitimate use cases that you can apply in both work and in life. Talent is something you are born with and you unfortunately can not create a new talent from scratch. This is why it’s critical to identify the ones you do have and hone those skills relentlessly. Interview Links: Gallup.com Dean on LinkedIn Now, Discover Your Strengths, by Donald O. Clifton and Marcus Buckingham Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTubeMentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

What do you do when your whole industry has been challenged? How do you make a pivot and think out of the box and adapt? Today’s guest shares how he’s turned his very physical business model online! Dan Chan is an award-winning Master Magician, where his talents have taken him all over the world. Dan is regarded as one of the nation’s top corporate magicians, which has been an industry that’s been affected lately. How is he managing to keep up with the changing times? By practicing in something called ‘Zoom magic’! Dan invested 20-plus years of his life learning magic and when the pandemic hit, he was depressed. He did what most people do and binge-watched Netflix. He thought his career was over and it was maybe time to get a day job. Some of his existing clients asked if he’d be willing to do a virtual show, but not wanting to disappoint anyone, he decided to start off small and work his way up from there. People have adapted quickly in these virtual times. Birthday parties, holidays, and family gatherings are all on Zoom now. In some ways, families in different time zones feel more connected because they see each other more often. It’s actually become more cost-effective to hire an entertainer via Zoom. For certain startups, they might not be able to afford entertainment, but this is actually a perfect time to get creative with your rates. Ask for stock or equity instead. When you’ve built a good standing relationship with clients, they’ll be more than willing to exchange ‘other goods’ for your services. Interview Links: Danchanmagic.com Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

Are you working on low-value things and not enough high-value action items? Do you dislike some of the tasks on your plate? What about your team? Today’s guest shares how you and your team can operate in their sweet spot and get good, and happy, work done. Andy Clayton leads Petra Coach Europe, the UK’s leading Scaling Up coaching company, and helps entrepreneurs and high-growth companies eliminate what’s getting in the way and focus on what truly adds value. Andy is also a long-time member of EO and the author of Sweetspot. Andy discovered the importance of the sweet spot within his own team member at first, who was running a lot of the mission-critical tasks at his organization. He knew she had to narrow down her skill sets and focus as the company grew bigger and if they wanted to scale. Andy decided to create four quadrants. 1. Sweetspot: High-value items and what you like doing, 2. Distractions: You like doing these tasks but they don’t add that much value, 3. Drains: Important work but you dislike it, and 4. Disasters: You’re neither good at these tasks nor do you feel like it’s a good use of time. The real question is, as we do this exercise a couple of times throughout both our professional and personal life, why don’t we spend more of our time in our sweet spot areas? Andy conducted a sweet spot workshop in a room full of entrepreneurs and just by doing this exercise for an hour, a number of his participants were able to save 100 hours each month just by putting some of their tasks in these four quadrants and seeing how to take delegation and outsourcing to another level. Interview Links: Sweetspot.guru Andy on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

Our three panelists in this episode of Scaling Up Insights are Lisa Ridley, Cheryl Biron, Kristin McLane. Lisa is a Scaling Up Coach and focuses on facilitating positive change with her entrepreneurial clients. Cheryl started her career in corporate before having an ‘entrepreneurial fit’ and starting her own business. Kristin has been an entrepreneur for the last 24 years in the software industry. Let’s talk about stress management! Lisa believes a lot of it comes down to mindset and how we approach upcoming problems. Cheryl believes it’s important to ask, ‘What’s the worst that can happen?’ Get it all out there and then reframe/reason with yourself on different ways to solve the problem. When Bill was faced with possible bankruptcy, his financial advisor told him that there is no such thing as debtor’s prison, it helped him relax and see the bigger picture. Kristin noticed that athletes use stress to help them get better at what they do. Stress isn’t seen as a negative thing, but a positive. It’s almost like you have to use stress to get to the next level. The truth is, how do you see stress? In a study of 30,000 people on stress management, if you think stress is a bad thing, then you are 43% more likely to die. If you see stress as something that is not harmful to you, your chances are drastically lowered. That’s how powerful our mindset is in deciding whether something is good for us or not. Stress can be used as a useful tool and is an important part of how we navigate conflict. Lisa shares an example. A large number of the population is afraid of public speaking. Before you go on stage to speak, you can tell yourself two things. That you hate this and that you’re nervous/scared of doing this or you can say that these emotions you’re feeling right now are your body’s way of energizing you. You can redirect this nervous energy into focus. There was a study that used these two different public speaking groups, one that was scared and the other that was energized, the audience believed the ones who used this fear in a positive way performed better, despite being just as scared. Interview Links: Compassgroupltd.com Lisa on LinkedIn Lexagen.net Cheryl on LinkedIn CIMx.com Kristin on LinkedIn The Upside of Stress: Why Stress Is Good for You, and How to Get Good at It, by Kelly McGonigal Solve for Happy: Engineer Your Path to Joy, by Mo Gawdat Man’s Search for Meaning, by Viktor E. Frankl Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

Does your company have values? Are you living them out each and every day or have they become another action item on the list? It’s okay to be a bit cynical about your values. Today’s guest showcases how values can really move mountains. Darius Mirshahzadeh is a high growth CEO, serial entrepreneur, and culture-building mad scientist at The Money Source. He was ranked #9 on Glassdoor’s list of Top CEOs of Small and Medium Companies in the U.S. Through the use of values, Darius grew his company of 30 to over 1,000! Darius has always been an entrepreneur, starting from the age of 10, and when he was 25, he started his first high-growth company. However, despite his success, he had no idea what he was doing. He joined the Birthing of Giants program and it opened his eyes to what core values could do to a company and its people. However, the journey was still not perfect. As Darius was sharing the core values to his team for the very first time on a call, one of his team members did not have their mic muted and he overheard what they — really — thought about the company’s values. He was upset, but looking back, that person was right. The company was still a mess. Three years into the Birthing of Giants program, they conducted an exercise to see which of the founders could remember their own core values. Half of the room didn’t (Darius being one of them), and the remaining other half didn’t believe their employees could remember them. Darius was dumbfounded, how could he not even remember his own core values? Darius went back to the drawing board. What he created was not memorable and they couldn’t be applied to real-life scenarios. He decided to rework his core values in a simpler way and have it be something that everybody could realistically live through and take action on. Interview Links: Themoneysource.com Darius on LinkedIn Birthingofgiants.com Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTubeMentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

Have you ever thought you were doing it all wrong? It could well be! Today’s guest shares some big lies about work that will help you get out of your funk and focus on the bigger picture. Ashley Goodall is an executive, leadership expert, and author of Nine Lies About Work, and has spent his career exploring large organizations from the inside. He is currently the Senior Vice President of Methods and Intelligence at Cisco, where his organization aims to reveal the answers to some of the most challenging questions about work. Ashley fell into business and when he worked at Deloitte, they would rate his performance on a scale of 1–5 every year. He hated this process and even more so when he had to do it to other people. Deloitte heard his disdain for it and put him in charge of making their system better. A theme that runs very powerfully throughout Ashley’s book is that we are humans, we are imperfect, we are different, and too much of the world of work finds that difference annoying. Large organizations make a conscious effort to level the playing field, but what they’re really saying is that they’re uncomfortable with human difference. The best organizations and the best teams have figured out how to help people prosper and grow within their organization using their unique talents and differences. Human individuality and uniqueness is a critical feature, not a bug! And, it’s the most important feature of them all. Interview Links: Ashleygoodall.com Ashley on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTubeMentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

Bill and today’s guest go way back — nearly 18 years — and he served as a mentor and someone who inspired Bill to change directions from CEO to Coach. Today’s topics dive into boosting employee engagement, what it is, and some of the signs your team is highly engaged. Dean Jones is a Senior Learning Expert at Gallup, responsible for leading Gallup’s global learning strategy. In addition to advising clients on learning and organizational development interventions, he has overseen Gallup’s client learning strategy, the development of the organization’s workplace consultants and learning offering, and the growth of Gallup’s learning business worldwide. Dean doesn’t know if he’ll be getting on a plane this year. The pandemic has made people realize that there are other ways, and possibly better ways, to work. This falls in nicely with the work Dean is doing, which studies how people develop and how organizations can address development in really meaningful ways. Gallup, Inc. were the ones that coined the term employee engagement and have been studying this topic for longer than anybody else has. The reason for this is because they wanted to distinguish between employee engagement and employee satisfaction. Fundamentally, engagement is driven by a finite number of things. It starts with people knowing what’s expected of them, having the right materials to do their job right, and having the ability to do what they do best every day. When leaders and managers focus on those things, they create a culture that’s far superior to just buying ping pong tables for the break room. Interview Links: Gallup.com Dean on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTubeMentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

Our two coach panelists have both been on the show before. Bruce Eckfeldt is a consultant, Certified Gazelles coach, and speaker on organizational development and performance management. Anita Cabell is the Founder of Leading Edge and has been in the Chinese market for the last 18-plus years as a Scaling Up Coach. Today’s panel dives in on what they’ve been seeing when it comes to scaling forward during this pandemic. Bill has seen some surprising things happen this quarter, as some of his clients have been able to scale effectively to $1 million-plus in their revenue. Anita has been working globally for a number of years and her advice is to not be afraid of the virtual world. There is so much that can get done. Anita has a lot of Asian clients and since they were hit first, she was able to see what they did to pivot and bring that knowledge and advice back to her U.S. clients. Bruce has seen two things happening here when it comes to pivoting and scaling forward. The first is that his clients have been very quick to get a top-down approach and look to where their company can change and adapt within the market. Second, the mindset of the entrepreneur is very flexible. Those who have seen this level of crisis before are taking this as just another challenge to work through. As Bruce is currently working with a lot of CEOs in New York, he is noticing a lot of them are comparing these new events to 9/11. It’s bringing back memories of how to figure out things when everything was uncertain and up in the air. When this pandemic hit, Bill was concerned. He thought he might have to retire early because we were going through a recession. Not wanting to have idle hands, he provided coaching services for free or ‘pay what you can’ and because of this, his business is thriving and busier than ever, and revenues are up! Interview Links: Eckfeldt.com Bruce on LinkedIn Leadingedgebusinesscoaching.com Anita on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTubeMentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

We all know the benefits of having a conscious culture where innovation and reinventing are rewarded and supported, but realistically, most of us are not innovating or reinventing. Today’s guest shares how to incorporate the right structures to make innovation easy! Josh Linkner is a five-time tech entrepreneur, hyper-growth CEO, two-time NY Times bestselling author, and venture capitalist. Josh, who organically started his career as a jazz guitarist, uses his background to cultivate and create disruptive innovation. Josh put himself through college playing music. Whether you like jazz as an art form or not, one thing is very clear, 99% of what you play is made up as you go. Josh took the same approach when he started his tech company 30 years ago. He had no business education but knew that he could figure it out as he went along and adapt to whatever was thrown at him. He was right. The models of the past do not work today in this new environment that we’re in. We have to take a fresh approach if we want our company to succeed for years to come. However, just sitting down and thinking about it can be very overwhelming. Where do you start? Too often, we think good ideas come from a lightning bolt from the heavens and it arrives to us perfectly. That just doesn’t happen. The best ideas come from multiple iterations of experimentations until you get it down right. What great leaders do isn’t bet the entire company on one great idea, they run constant experiments on several ideas to see which one has legs to stand on, and then run with it. Interview Links: Joshlinkner.com Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

We are in the same storm, but not in the same boat. We have seen throughout history that when a recession hits, it comes in waves. Today’s episode is all about how to navigate whatever the future holds so that you and your business come out stronger! Jonathan Slain coaches high-growth leadership teams across the United States and helps them implement the Entrepreneurial Operating System also known as “Traction.” He is also the author of, Rock the Recession: How Successful Leaders Prepare For, Thrive During, and Create Wealth After Downturns. Since WWII, every 7–10 years the United States has had a recession. Jonathan knows people roll their eyes when he talks about the ‘next recession’ but honestly, if you lost your biggest client tomorrow, you’re in a recession! The economy can be booming around you and you are in a recession in your business. Jonathan talks about how to plan for a recession so you can adapt and cope! Jonathan wrote the book so that when something bad happened, you weren’t reactive and forced to pick between two ‘okay’ options. Taking from his very own painful life experiences, Jonathan didn’t have a plan when things went south and his business suffered because of it. Employees were coming to Jonathan asking if they still had jobs coming Monday, clients were asking for refunds, and, throughout all of this, no one had good answers for them. The only reason Jonathan survived was that a family member loaned him money. Running a private check on your mother-in-law might not be the best and most savvy business move for you. The good news is, this is all avoidable! Interview Links: Autobahnconsultants.com Recession.com Jonathan on LinkedIn Rock the Recession: How Successful Leaders Prepare For, Thrive During, and Create Wealth After Downturns, by Jonathan Slain and Paul Belair Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

People are often a challenge for business leaders and sometimes it can even be difficult to source the right types of talent. Everything in business revolves around people. They are your asset. Today’s guest shares how people are the key to helping you get through tough challenges. Tom Peters is author of 17 books and has been at the forefront of the management industry for the last 35 years. It is Tom’s belief that people and action-taking are what get good work done, not necessarily all the talking and the theory. Additionally, Tom’s work, both written and speech material, covering the last 15-plus years, is available for free on his website. Tom has been spreading the message of ‘people first’ for the last 43-plus years. As a 77-year-old man who understands his own mortality, his definition of what success looks like is if he can walk past the mirror without barfing. People are watching and what you’re doing now to manage this pandemic will be remembered. When the pandemic hit, Tom knew he could use his expertise to help people in need and help them through this crisis. It’s just good to give back. Sometimes people don’t necessarily need to know the strategy plan, but just need a bit of reassurance that everything is going to be okay, that they will make it through. Tom is not a fan of the word ‘vision’ or the way executives come up with ‘company values.’ These things don’t think about the people. He would help companies create their visions when he was working with McKinsey & Company. However, he discovered that the definition of vision is a strategy study marked up by 30%. Interview Links: Tompeters.com Excellencenow.com Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.)Mentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

This week, Bill Gallagher, Lisa Ridley, and Daniel Marcos discuss the new developments that are happening in the World of Scaling Up and cover news topics related to what’s happening in the country. Let’s talk about diversity in light of the recent police brutality attacks. It’s a tough topic because there are two white people and a Hispanic on the call, but the main point to drive home is how can we, as leaders, remove barriers for our people so they can thrive. We are seeing a profound social cost when we see a lack of respect and ignorance. There is forced transparency happening. Images are being shown in the media that are very difficult to see right now, and that’s the point. Lisa is getting to hear some conversation topics she’s never heard before and it’s giving people a voice to speak. We’re living in not only a pandemic right now, but also a social crisis. Daniel has lived in the U.S. for the last 15 years and has personally seen these things happen to him or people he’s known during his time here. It’s refreshing to have a voice, not just in the U.S., but also globally. People are marching all over the world against racism and police brutality. Bill has always been a straight white male. There’s no changing that and Bill recognizes this privilege. He remembers when he was a minority in a remote part of Pakistan and he was the only person there who looked like him. Not knowing how to speak the language, he felt vulnerable, but this was not something he had to experience every day. He has a lot of empathy for what people of a different skin color or cultural background have to go through on a daily basis. Interview Links: Lisa: Compassgroupcc.com Daniel: Danielmarcos.co Dr. Frances Frei Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTubeMentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

We can all get better at our marketing and today’s show is how you can implement easy marketing strategies into your business right now. You don’t need any special or creative mojo to get these strategies to work, simplicity is key! Bruce Rowley is the Founder of RSMarketing, which offers data-driven outsourced marketing services. They have appeared on the INC. 5000 list twice. Bruce launched his company at the bottom of the recession in 2010; he shares how you can keep your marketing easy and fresh during a crisis. Bruce, in addition to the U.S., has worked in Hong Kong and Singapore. He discovered that marketing is the same everywhere, no matter the culture. If you can understand what people want, listen to the market, and answer what the market needs, you will succeed. An operational playbook is necessary for all types of business, but you should also have one for sales as well as marketing. You can plan in advance for fun events and relevant trade shows your brand needs to appear at through the use of a playbook. It’s critical to understand your numbers in every step of the business. If you’re only partially aware of the numbers, you’re never going to fully and successfully scale. Growth has a tendency to eat your cash and if you don’t know your numbers inside and out, you might find yourself unnecessarily spinning your wheels. Interview Links: Rsmconnect.com Bruce on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube

As the world changes and you’re busy focusing on what new tools to use, business models, pivots you have to do in your business, there is another thing you might want to pay attention to: yourself. Today’s guest helps ask some key questions on how you can evolve and grow during these critical pivots. Todd Palmer is a collaborative business advisor and CEO of Extraordinary Advisors. He went from being a struggling entrepreneur with $600,000 in debt to making it in the INC. 5000 (A total of six times!) as one of America’s fastest-growing companies. Todd is also the author of the popular book, The Job Search Process. Todd learned at an early age that he could only depend on himself and that the path of entrepreneurship was the only real way for him to make it. But because of the way he was wired, his business got so paralyzed and so dependent on him and he was the main factor as to why his company had bottleneck and growth issues. Todd was stuck. He didn’t know where to go from here and despite business doing relevant okay, he was broke. The only option at the time to get out of this and his intense imposter syndrome was to hire a coach. He knew there was no way he could fail or quit. He was backed into a corner. When Todd came up with his list of core values for the company, everything changed. He began hiring for the DNA and not for the resume. His company began thriving because of it. Interview Links: Extraordinaryadvisors.com Todd on LinkedIn Todd on Twitter Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

This year, it might be smart to do a little bit less than you normally would. Can you actually make your company better and more valuable by doing less, though? The answer is yes! This week’s guest is a master of tackling overwhelm and simplifying your life. Ari Meisel is the best-selling author of The Art Of Less Doing: One Entrepreneur’s Formula for a Beautiful Life, and The Replaceable Founder. He is a self-described ‘overwhelmologist’ whose insights into personal and professional productivity have earned him the title of ‘The Guru’s Guru.’ Ari used to work really unhealthy 18-hour days and after three years of doing this, he found himself in $3 million worth of personal debt. He was also diagnosed with Crohn’s Disease, which made his productivity struggle. He couldn’t even get one hour of work done a day. He had to find alternatives and he had to do it quickly. Ari worked diligently on how to incorporate automation, business optimization, and team structures into his business so that he could maximize his time based on what he could physically do. Through these productivity discoveries, Ari created Less Doing, to help coach clients on doing the same. Now, he helps clients replace themselves as a CEO or Founder. Entrepreneurs often think, ‘If I could only find someone who was just like me.’ But, we all know that’s nearly impossible to do. Though, not all hope is lost if you’re feeling overwhelmed and like you’re working two full-time jobs in your business. Ari stresses the importance of conscious project management, outsourcing, and automation to make your life easier. Interview Links: Lessdoing.com Ari on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

This week, Bill features a client case study! Chin Beckman is the owner of DSP Concepts, an audio platform powering over 40 million of the world’s best devices and the leading supplier to top tier brands in automotive and consumer products like Tesla, GoPro, and Bang & Olufsen, among others. They recently closed a round of Series B funding last month, which saw investments from leaders in the industry like BMW, Porsche, MediaTek Ventures, and more. Chin Beckman and her husband, Paul, both work on the business together. Chin credits herself with helping Paul get into MIT because Paul used to copy her math homework in high school. Paul studied signal processing under two prestigious professors in the industry, Professor Oppenheim and Dr. Bose. This early start set them up to understand the mathematics and wave formats of how audio systems work. Chin has taken on the role of CEO and has helped with the fundraising as well as the business development side of DSP Concepts. Paul has taken on the technology development and engineering role in the company. Chin says she is a reluctant CEO, but she knew she needed help and that’s why she reached out to Bill shortly after they raised the needed funding. Chin shares why GoPro originally approached them. Since a lot of their customer base is jumping out of planes and doing extreme sports, the audio quality is critical. No one wants to hear themselves in a wind tunnel, so DSP worked with them on developing wind noise reduction technology. They needed a sound system that could handle 100 miles per hour. Interview Links: dspconcepts.com Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

How have you been sleeping? How are you feeling lately? Do you feel off? It’s critical to take care of your mental health and your mental state during times of crisis and stress. Our guest today has practical thoughts on what you can do to feel better now. Malorie Nicole is a Mindset Expert and Subconscious Reprogramming coach for high-achieving entrepreneurs and driven professionals. She helps her clients decrease their stress, create a more fulfilling life, lead their teams more efficiently, and generate more money through helping them uncover their mental barriers for success. Malorie was suffering from several different health problems and it caused her so much anxiety and tension in her life. That was the wake-up call she needed to take better care of herself. This is how she discovered her love for health and wellness. Everyone is freaking out right now. One of Malorie’s clients — he mentally lost it. He was ready to buy a gun and defend his family for the next six months. What was really happening was there were old emotions getting triggered about the need to feel safe and in control. What goes on in your subconscious is playing out into reality and you don’t even notice how these subtle things might be affecting you! What you’re after, the goals you’ve set, are completely possible, but when we don’t know how to work through that fear, it blocks our ability to get there. When we’re in touch with our emotions, we can create better products and offers to our clients because we now have an emotional connection towards them and what they’re feeling/going through. You can enhance your business and enrich the lives of others just by understanding what you’re feeling. Interview Links: Malorie-nicole.com Malorie on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

Deb Gabor is the CEO and Founder of Sol Marketing, she helps brands scale their content and helps create brand loyalty, Ami Kassar is the CEO and Founder of MultiFunding and a nationally renowned small business advocate and leader, and Anita Cabell is the Founder of Leading Edge and has been in the Chinese market for the last 18-plus years as a Scaling Up Coach. Since we’re living in a different world right now, Bill thought it was important to bring on the perspective of different coaches around the world to get their thoughts and insights on what is happening currently. As some of us have been hit really hard and had to lay off some people, others are dealing with a lot of overwhelm, our coaches today have some important insights on how they’re helping their clients through this pandemic. What is working and not working in the world of online Zoom meetings right now? Deb tried to replicate the office scenario where she’d just randomly pop into meetings and see how everyone was doing, but she realized she had to stop doing this as it was creating a lot of anxiety for her team. Another piece that she’s been struggling with is eye contact. Who is she supposed to be looking at? One of Ami’s friends had to cancel their son’s bar mitzvah, but they decided to host it on Zoom instead. It was an experience he’d never forget. They made the best out of an awful situation and 40 of their closest friends were able to attend from around the world. For Ami, it seemed a lot more intimate and meaningful than being in a synagogue. Anita is experiencing something similar. As all of her family is from different parts of the world, it offered a rare time for their entire family to tune in and be together on Zoom. She also understands Deb’s perspective on having to be a little more ‘on’ and experiencing much more fatigue than normal while being on a Zoom meeting. People are overwhelmed with everything we’re throwing at them. Bill, Deb, Ami, and Anita continue their discussion on what they’re currently seeing with online collaboration tools with their clients and how well they’re working as well as reflecting on how much time they’re saving on travel and being able to be home and connect with their families. Interview Links: Debgabor.com Deb on LinkedIn Multifunding.com Ami on LinkedIn Leadingedgebusinesscoaching.com Anita on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

Many businesses are hurting right now, so this is an excellent opportunity to look at ways you can pivot and adjust your business model as we embrace a new daily normal. Today’s guest had his business close overnight, but through some careful thinking has reopened his doors and has kept his staff employed. Kevin Hundal is the CEO of Atrend, a provider of high-end mobile electronic accessories for events that need acoustical solutions. As no one is currently hosting events right now, Kevin and his team had to pivot quickly to stay in business. At Kevin’s peak, he had 34 employees working for him and 25 contractors who all depended on Kevin’s business. His business started becoming affected in December when China was experiencing the impact of the virus because he was relying on imports from there. When the virus hit, it impacted revenue by about 15-20%. Then when the stay-at-home order happened on March 15, Kevin saw a 60 to 80% drop in revenue. Kevin put a challenge to his leadership team on how they could pivot and get their business back on track. Unfortunately, Kevin had to lay off 25% of their workforce. Kevin and his leadership looked around in their warehouse to see what they could make that would be useful today. Turns out, they can make face shields for grocery stores and companies who deal directly with customers and provide a safe barrier from them. Through a SWOT (Strengths, Weakness, Opportunities, Threats) Analysis, Kevin and his team are actually creating new products that are relevant to the crisis right now and are helping frontline staff like medical staff, nursing homes, and UPS drivers get access to their products. Interview Links: Atrendusa.com Kevin on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

There are many lessons from people navigating these times right now! If you’re worried about how to maintain your routine or keep connected with your personal and professional relationships, this week’s guest has some suggestions on how to start. Robert Glazer is the Founder and CEO of Acceleration Partners, a global performance marketing agency. He is also the co-founder and Chairman of BrandCycle. As a serial entrepreneur, Robert has a passion for helping individuals and organizations build their capacity to outperform. Despite everything that’s going on, whether it’s your business shutting its doors or customers unable to pay you, you do need an anchoring purpose to get through all of this and giving back to your community can be a great equalizer. Bill also knows the importance of giving back during this time and has been doing so in his business. His wife also joined an organization, East Bay FeedER, where they are currently feeding 250 ER personnel. With everything that’s going on, it will soon become the new normal. Human beings have the extraordinary ability to adapt, and this virus is no exception. As soon as we begin to settle in, we will not find the day-to-day as stressful. Interview Links: Accelerationpartners.com Brandcycle.com Robertglazer.com Eastbayfeeder.org Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

This crisis may have made you close your doors temporarily, or at the very least, shift the way you’re doing business. This episode is all about what you should be focusing on first to get the most out of this uncertain situation! Mike Michalowicz is the author of Profit First, The Pumpkin Plan, and his latest book, Fix This Next. He is also the Owner of Profit First Professionals, his third million-dollar venture. Mike has been an entrepreneur his entire life and also he is a popular main stage keynote speaker on innovative entrepreneurial topics. Mike was very successful, but he had no clue what entrepreneurship really was. He saw that sales cures everything, but in reality, a business needs so much more than just that. He ended up losing nearly everything except his family. When he was at the bottom, he thought long and hard about what his next career move would be, something that would give him meaning, and he decided that he wanted to become a business writer to really discover what the core of entrepreneurship is. Just like us as people, businesses have a common DNA. Mike investigated and researched micro-businesses to macro/big businesses. All businesses have a hierarchy of needs and if we understand what the needs are, we can pinpoint what to work on next and resolve it. Businesses have five levels of needs, Sales, Profit, Order, Impact, and Legacy. We often understand when we, as people, have needs. We know when we’re in danger or that we’re hungry, but with our business, we often use our gut feelings to solve the most pressing of problems. The first thing to do is make an assessment of all the challenges you might have and then, before you try to fix anything, back those up with empirical data. Interview Links: Mikemichalowicz.com Fix This Next: Make the Vital Change that Will Level Up Your Business Profit First: Transform Your Business from a Cash-Eating Monster to a Money-Making Machine Ask The Profit First Professional Facebook Group Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

Welcome back to another episode of Scaling Up Insights! We have guests Daniel Marcos, Andy Clayton, and Judy Guido to share their thoughts on the new developments happening in the World of Scaling Up. Andy is the Lead Coach at Petra Coach Europe and has helped Western companies operate over $50 million in sales in China. Daniel and Judy are returning panel guests. Daniel is the Founder of the Growth Institute and coaches primary Latin American markets. Judy is the Chair of Guido and Associates and has overseen at least 100 several successful mergers and acquisitions. Daniel is seeing a lot of people worried right now. There’s a lot of misinformation being spread around and they don’t know who to believe. Judy agrees. There is a lot of misinformation coming out in the health arena alone and it’s putting people at risk. Judy believes now is a great time to talk to your competitors and get a feel of the landscape. Don’t speculate, get the facts. Andy understands the worry. He spent 15 years in China and a lot of his friends and family are still living there. He is seeing Europe repeat the same patterns that China did. He believes whatever is happening currently, we will see lasting effects ripple throughout the economy. Things will not be 100% the same as they were before. In this episode, our panel of coaches discusses pandemic preparations, innovation in companies during times of natural disasters and war, and the types of changes we can expect to see happen. Interview Links: Daniel: Danielmarcos.co Judy: Guidoassoc.com Andy: Petracoach.com Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTubeMentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

Companies now have everyone working remotely. If you don’t have it yet, you’re about to. Remote work is becoming the new normal and most of us are not set up for it! Today’s episode is all about ways you can optimize your working-from-home situation. Daniel Ramsey is the Founder and CEO of MyOutDesk, a virtual assistant provider for businesses looking to take their needs offshore. Daniel has over 13 years of experience helping clients manage remote employees and has a quick checklist of all the tools, systems, and processes clients need to succeed. Daniel started his business in 2008, during the economic downturn, and had to think quickly on how to serve his clients. He helps his clients in four key areas, sales, administrative support, operations support, and marketing assistance. In Daniel’s checklist, the first step is to understand who your audience is and what are the different things that matter to them. This could be your employees, clients, and vendors. Once you understand who you need to be talking to, the next is to develop a remote checklist. Find your communication hub that everyone will use. Start your day with to-do tasks and end your day with a report on how those tasks went. Over-communication is critical at this time. Use video conference calls when chatting about important topics because that face-to-face interaction is critical. Interview Links: Myoutdesk.com Dave on LinkedIn Ringcentral.com Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

Each day this week, Bill has been sharing a podcast about important information you need to know during a crisis. We first started with Warren Rustand, who discussed leading in a time of crisis; he was followed by Heidi Hanna and she covered the mental health aspects of dealing with a crisis. Greg Crabtree covered business financials, Rich Manders spoke about how to create a Plan B without panic, and finally, Cameron Herold discussed how to execute during a crisis. You can look forward to Verne Harnish’s talk about the 5Cs for leading in a crisis in the next few days. There will be an upcoming podcast about remote work, as well! Don’t try to fake it during this time. If you have concerns or fears, lean into it and face it. Don’t you try to avoid it or replace it, or numb it. Bill woke up at 2 a.m. feeling anxious and he spent some time trying to find where these feelings were coming from. By developing your emotional intelligence and awareness, this gives you an excellent opportunity to show up as a leader and be there for your team as well. Also, don’t feel like you need to have a fully thought-through strategy. Leaders feel like they need a plan right now to guide them, but it’s hard to develop one when you don’t really know what’s happening yet. Get ready to plan on the go at a time like this. Sometimes you can even involve your team to help create the plan with you. It doesn’t have to all be on your shoulders. Use this opportunity to create leaders within your team. It’s really essential that you lead even before you have a foolproof plan, but you can start by just engaging with your team and letting them know you’re there for them. By pooling your resources together, you will be able to discover unique solutions to current problems. Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

Panic is contagious out there but so is leadership. It’s time for leaders to rise up! This is why we have a very special guest today and that’s Verne Harnish. He has spent 38 years working with the best leaders dealing with crises and has some words of wisdom for you today. Things are changing every 24 hours and so it’s important to keep your eye on the prize and plan for where you plan to be in the next ten years. What’s happening today, we will get through it. Just like we’ve gotten through world wars. Leaders need to be over communicating during this time. People need it. People don’t feel safe and when they have a leader constantly checking in and letting them know that all of us will persevere, your staff will think rationally and, most importantly, not panic. If you have something negative to share, make sure that’s what you talk about first. Don’t try to sugarcoat it. During this time, focus on giving. Give, give, give. You might want to consider turning off promotions because that might be seen as insensitive. Also, take some time to learn something new and focus your attention away from the news. Take care of the little tasks that you’ve been putting off. You have a great opportunity right now to recenter yourself and optimize processes. You might actually find that you’ll have extra cash laying around! Finally, remember to stay calm! A leader sets the tone for the entire organization. If you’re having a hard time remaining calm, try to breathe, adopt a new mantra, and/or practice mindful meditation. Just take a few deep breaths and be thankful you were able to take those breaths! Interview Links: Scalingup.com “5 (Practical) Cs For Leading In A Crisis/Downturn” Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

Basic routines still matter as you are going through change and a bit of disruption in your standard patterns. Focus and great execution will help get you through this period of stress and uncertainty. Cameron Herold is a business consultant, best-selling author, and speaker. He built two million dollar companies by the age of 35 and grew one of his companies, 1-800-GOT-JUNK? From $2 million to $106 million in revenue within six years. Today, he is the Founder of the COO Alliance. Cameron publicly announced in January that he would shift 50% of his assets into cash to prepare for a downturn. He has been telling his coaching clients for the last 12 months to prepare for a downturn. It’s important to have a discussion around the ‘what ifs’ before you need to have them. To react in the moment of uncertainty is very stressful. Cameron recommends that for future crises, it’s important to take some time out of your day every month for a strategic thinking session. Give yourself some space to think about the next 12 months and what might the world look like. By having a plan, you can become adaptable during an uncertain time. For example, two of Cameron’s speaking engagements canceled. It’s not a big deal to Cameron because he is able to focus on his core plan, which is to grow COO Alliance and to continue on. Instead of freaking out, he is focused on his three-year vision that he is driving towards. Interview Links: Cooalliance.com Cameronherold.com COO on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

How do you move from surviving to thriving during the worst pandemic crisis we’ve seen in a very long time? You can write your own breakthrough growth story right now. Today, you’ll learn how to use the Strengths, Weaknesses, and Trends (SWT) tool to help accelerate your growth. Rich Manders was the Co-Founder of iAutomation, which started from $0 sales in 1998 and grew to a $90 million run rate with 185 employees. He is currently the Co-Founder of FreeScale Coaching Systems, a leadership team coaching firm focused on helping scale middle-market businesses. Rich works on a quarterly rhythm with his clients and they are stuck in uncertainty due to the Coronavirus. Clients are unsure how this pandemic will affect their business model going forward, but to help them get unstuck in this process Rich is helping them get their Quarter 2 plans done. The first step is to do an SWT analysis and update it. Rich estimates that 3/4 of his clients are severely impacted by the virus. Key conferences and flights are getting canceled, leaving a lot of people homebound and unable to work. Rich is working with clients on a backup plan. It is always good to develop a plan for the downside. Take your current business model and your income statement and broadcast ‘doomsday’ scenarios. Rich recommends three: 10% cut in revenue or sales, 25% cut, or a 50% cut and rework business plans around each of these cuts in advance. Interview Links: Freescalecoaching.com Rich on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTubeMentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

Cash is a king and you can’t survive without cash. You also cannot take advantage of opportunities without cash. If you’ve prepared well, you have a big cash reserve right now and you will be able to maximize your return on luck during this period. However, what happens if you don’t currently have enough in reserves? Greg Crabtree is a speaker, author, entrepreneur, and financial expert. He is the CEO of Crabtree, Rowe & Berger, PC, a CPA firm that focuses on helping businesses create sustainable profits, manage tax implications, and more. Greg is also the author of the book, Simple Numbers, Straight Talk, Big Profits, in which he shares his core principles on how to turn your business into a wealth-building engine. When Greg wrote his first book, it was during a time where the market had just recovered from the recession. During his research, he found that a fully capitalized business, which means businesses that had two-months of core capital targets achieved, were the ones that took advantage of their situation the most and not only survived the recession but thrived from it. Greg realizes that not every business has two months of cash on hand, which just means that businesses currently facing a crisis need to think creatively on how to navigate through situations like this. Whatever is happening in the world today, take a look at your profit engines and ask yourself, “Am I going to be losing money or am I just not going to make as much?” If you’re going to be losing money, look at the balance sheet right away and see how much runway you might have. Then, start cutting things that don’t make sense for your business right now. One of Greg’s travel clients realized that it made the most sense to turn off their paid search as fewer people will be willing to travel right now. There are big ripple effects happening all across industries. Investors are hesitant to invest, restaurant and service industries are down, people are staying home more. However, that doesn’t mean all businesses are affected equally. Greg’s real estate clients are OK in this uncertain time. Take a look at your particular industry and see if this is a disaster for you. Greg believes most industries have 90 days of runway to wait and see what this pandemic might turn into before it puts businesses in a tight situation. He is hopeful that by June things will be a little more clear and the pandemic situation will be positive. Most of Greg’s clients right now are growing between 10-30% a year. Greg’s advice is to reduce unnecessary spending, be cautious about staff adjustments, and ride it out. And remember, the stock market is not an accurate indicator of the economy. Interview Links: Simple numbers.me Simple Numbers, Straight Talk, Big Profits, by Greg Crabtree Greg on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

We’ve all heard of the advice that you must put on your own oxygen mask first before helping others. But how can you do that if you’re losing it yourself? We have a mental health expert to help calm your nerves. This episode is two of a series of five episodes on the five big moves leaders need to make right now during a crisis. Dr. Heidi Hanna is the Chief Energy Officer of Synergy Brain Fitness, a company providing brain-based health and performance programs to individuals and organizations. She is also a Founding Partner of the Academy for Brain Health and Performance and a Fellow and Advisory Board Member for the American Institution of Stress. Emotions are running very high and there has been a range of reactions to the latest pandemic news. When faced with challenges like these, ask yourself how you can become resilient through what you’re facing currently. What are the little things you can do today to take better care of yourself physically and emotionally? Heidi has a few different ways on how to better manage your emotional well being in times of uncertainty and a crisis. The first one is to have a bit of awareness of what’s actually happening, away from the fear and the hype the media might portray. It’s okay to validate your experiences and admit to yourself that we are in a difficult time and that you might be feeling overwhelmed, or fearful of what’s to come. Take some time to look for ways we can adapt more effectively to our new set of circumstances. Pay attention to what you can control to the best of your ability. Also, it’s okay to focus on the positives of life while still taking precautions. You can always take time to laugh, love, and enjoy your life despite the challenges around you. Interview Links: Heidihanna.com Ebrain.teachable.com Brainhealthandperformance.com Stress.org Heidi on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

How do you lead people when you don’t know what’s going on? Nor when you have a plan in place for an unexpected crisis? Teams are desperate for your leadership. This episode is one of a series of five episodes on the five big moves leaders need to make right now during a crisis. Warren Rustand is a serial entrepreneur, educator, and public servant. He served as Appointments Secretary to President Gerald Ford and has been Chairman or CEO of 17 companies. He was the previous Chairman of the World Presidents Organization and the Dean of Leadership for the Entrepreneurs’ Organization. He also has served on more than 20 boards throughout his career. Remember, you are a leader of your family, your business, and your community. The first thing to do is seek clarity while everyone around you might panic. Step back for a moment and make sure you have a very clear view of what’s going on. We have to be data-based in our decision-making. As a leader, think about how you might want to communicate to those who seek your advice. Communication should be driven by the available data that you have and not through rumor or speculation. During this time, it’s okay to be completely transparent that you might not know all the answers right now. It’s okay to be vulnerable and to lead your team by what data might be trickling in day-by-day. Write out your thoughts and create a plan of intentionality. List your planned steps of action on paper. This applies to both your family life and your work life. Review it and process it before you make choices and decisions. We have to find the right timing to make decisions correctly. Interview Links: Warren on Wikipedia Warren on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

How do you get your marketing to work better? How do you know when your messaging is working and how do you optimize it for maximum conversions? If you’re worried about whether your message is hitting home for your customers, chances are you have a branding issue. Lindsay Pedersen is a brand strategist and author. With her growth-oriented approach, she has advised companies like Starbucks, T-Mobile, IMDB, and more on how to hone their brand. Lindsay uses her Ironclad Method to run brands through a rigorous testing process to make sure they stand the tests of time. When Lindsay worked at Clorox, she had to get really good at developing the brand so that people would buy them over any other competitor. The truth is, brand-name bleach vs. a private label is the same thing product-wise, so what makes consumers buy a well-established version? It’s all in the branding! People often think that branding is just how your logo looks or how your social media is presented, or your personality. All those things add to the brand but are not the brand itself. Think of branding as your north star that will guide you into different mediums and product/service launches. In Lindsay’s book, Forging an Ironclad Brand, she wrote it to demystify how to create a compelling brand, how brand can be used as a leadership tool, and she shows you the method of how leaders can build this out and not feel so ‘lost’ in branding. The best part is you don’t have to be a creative type to build out this strategy. Interview Links: Ironcladbrandstrategy.com Forging an Ironclad Brand: A Leader’s Guide, by Lindsay Pedersen Lindsay on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTubeMentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

This episode is about an early-stage entrepreneur that used the Rockefeller Habits in Scaling Up early on his in company’s growth and was able to scale it to a million in sales within a couple of years. You will learn about his story and how he was able to keep it small. George Papazov started his trading career at Scotiabank and roughly 10 years later he launched TradePro, an academy to help provide trading education, growth, and collaboration. George trades daily with his community of professional traders and is also a licensed Master Practitioner of NLP. George started his business a bit backward. He spent long hours creating content and when he finally launched the website, nobody came! George was wondering how he could turn this into a viable business and his wife introduced him to the Rockefeller Habits. After reading it, things started to click. Through the book, he was able to take a complex goal and verbalize it in a simple sentence. This was incredibly helpful for George because it helped him not get side-tracked when developing their product. Also, by developing their brand promise early on, it was very clear what they stood for and what they wouldn’t tolerate. The next step George took was getting clear on what KPIs were important to the company. This was critical when George began growing from a one-man-show to an entire team. He needed his staff to be accountable and the KPIs helped him through that. Interview Links: Tradeproacademy.com George on LinkedIn Mastering the Rockefeller Habits: What You Must Do to Increase the Value of Your Growing Firm, by Verne Harnish Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTubeMentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com

Are you feeling stuck, stalled, and stale? This show is for you! Today’s expert dives into what you can do when your growth stalls out and how to reignite it back on track. With 30-plus years of experience, the answers might surprise you. Steve McKee is the President of McKee Wallwork + Company, a nationally recognized marketing advisory firm that specializes in generating new momentum for stalled, stuck, and stale organizations. He is also the author of three books, When Growth Stalls, Brand vs. Wild, and Power Branding. After five years of being in business, Steve found himself on the Inc. 500 list as the fastest-growing private company in America. This was great news, but within a few months their growth stalled and things began to decline. They couldn’t figure it out and they went on a 20-month drift where they had 94% turnover. As they were on the verge of going bankrupt, Steve commissioned a research piece on all the fastest-growing companies in the Inc. 500 list to see what they were doing right. He found some shocking factors: three external and four internal dynamics that shook up company growth. He also found out that he wasn’t the only one suffering from this problem, as 20% of those companies were in the same position he was in. The four internal dynamics are lack of alignment, loss of focus, loss of nerve, and inconsistency. These four things follow a vicious cycle with one after another and this slow buildup of problems leads to what seems to be a sudden mountain of problems overnight. If you get into this cycle and you don’t interrupt it, you will go down. Interview Links: Mckeewallwork.com Steve Mckee’s books Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Mentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

As a leader, you need to learn how to speak and command a room. The ability to speak effectively opens a lot of doors and helps your team understand the overarching goal you’re trying to achieve. It’s also an incredibly useful skill to have if you are presenting a talk or being interviewed. Today’s guest is a veteran broadcaster and media trainer! Steve Kosch began his TV career at the age of 15 as a weathercaster, which led to forecasting positions on camera at ABC, NBC Bakersfield, The Weather Channel, and a 10-year-long career at CNN. Today, he operates a video editing and production business and the Media Training Network, where he helps prep his clients on how to speak during important presentation engagements. Back in the day, The Weather Channel and CNN were considered startups and they didn’t have the budget to send reporters onsite to natural disasters occurring throughout the country. This meant the team had to get creative and innovative with the resources they had. With a world so easily accessible with cameras and video, Steve reminds CEOs to always think of themselves as ‘on stage’ to avoid an embarrassing hot mic situation. People are always watching. So, be the leader, be the example of what an executive presence looks like. CEOs are used to winging it on the spot, but media interviews or recorded interviews are far less forgiving and it can end badly. People can also get their words right in interviews, but if the body language doesn’t match, the audience will know this person has something to hide as they will believe body language over words. A good media trainer teaches both the words and the tonality and body language to nail those interviews. Interview Links: Mediatrainingnetwork.com Steve on LinkedIn Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTubeMentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

People get into sales because they’re great at talking, but once they’re in it, they realize they also need to be good at listening. Once they have these two things down, the final step is to have a repeatable process so that you can close deal after deal, seamlessly. Les Lent has over 20 years of experience as a sales professional, manager, and leader. He has helped scale his sales department from $30 million to over $300 million in annual revenue. Les has led teams of seven to 70 and is the author of, The Profession of Sales. He is currently working on his second book, Two Things Holding You Back. Les failed at his first sales job. He struggled over a year to get the hang of things before finally quitting and starting a new career field. Fast forward 10-15 years later and Les realized he could become good at this and he started to teach himself the sales process. When he learned that there was a method to the madness, he succeeded. Your sales book will change and grow as your organization does, but the importance of this book is to develop consistency in the sales process. This makes it easier for you to grow when your entire sales staff is on the same page. A lot of companies will have part of their business process set up in a way where it is duplicatable, but the sales teams are often the last department that gets that kind of attention. And in the cases where they might have a sales process, salespeople are so strict in following the process, — the script — that when you get a lead that doesn’t fit the mold, they blunder it. Interview Links: Leslent.com Les on LinkedIn The Profession of Sales, by Les Lent Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners! Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTubeMentioned in this episode:Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.comQ20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20

What’s happening in the world of Scaling Up? Our panel guest is Eugene Terk; he is the VP of Business Development & General Counsel for Align Technologies. He and Bill discuss everything from Horst Schulze’s biography, Excellence Wins, to the #1 investment of the decade, how to best leave a fulfilling legacy, and so much more! Horst Schulze is the man behind designing an excellent experience at Ritz Carlton. In his book, Excellence Wins, he details how he scaled the brand while beating an incurable form of cancer along the way. Eugene admits he is a loyal Marriott fan, but it is true that staying at Ritz Carlton is a very exceptional experience. Everyone remembers your name there. The best investment of the decade… is bitcoin? $1 invested in 2010 would be worth $90K today. Although amazing, Bill thinks it’s too volatile. $1 of gold is now worth $1.34 and crude oil performed the worst overall; $1 of oil is now worth $0.74. Eugene noticed that the U.S. stock market is currently performing the best in the world. Park it, chill out, and play the long game. One of Scaling Up’s highest-rated speakers, Jeff Hoffman, talks about leaving a business legacy and how to truly take care of your people and connect with them. Your work family is often as important as your family at home. People want to surround themselves with good people and you want to see them grow and succeed. It might sound simple, but by keeping your employees happy, they end up staying at your company for longer! Interview Links: Alignwithscalingup.com Aligntoday.com Eugene on LinkedIn The #1 investment of the decade Excellence Wins: A No-Nonsense Guide to Becoming the Best in a World of Compromise, by Horst Schulze Leaving a Legacy A <a href=...

Today’s episode is all about marketing, marketing, marketing! How do we integrate old-school marketing with new-school methods? Is it possible to do it in a cost-effective, repeatable way? Our guest has some answers! Andy Buyting is an established thought leader in the world of content marketing and brand positioning. He is a TEDx speaker and the author of two books: The Retailer's Roadmap to Success and How to Win Clients & Influence People. Andy has successfully leveraged his integrated marketing approach to print, digital, and through interactive marketing, to help captivate an audience and build reputation. When Andy was in Verne Harnish’s program, Birthing of Giants, he was exposed to the concept of building a reputation through print media. Andy was running the marketing for his retail family business and he decided to launch their own retail magazine. This helped the business tremendously because they were the only retailer who had a magazine! Through his magazine, other retailers/businesses throughout the country were approaching Andy and asking if he could replicate the same thing for their business. He developed a program so that companies could quickly create their own plug-and-play magazine. The next thing he knew, he was building a magazine company on the back of his retail business and leveraging his customers’ mailing lists. His first issue with these partners had a print and distribution size that was 4X the size of the largest home and garden magazine in Canada, which had been in print for 120 years. After that, the rest was history. Interview Links: Tulipmediagroup.com The Retailer's Roadmap to Success: 33 Secrets for Driving Your Business to the Next Level How to Win Clients & Influence People: Create Instant Credibility and Gain an Unfair Advantage Over Your Competition “Become the Yellow Flower in the Sea of Red” | Andy Buyting | TEDxUNB Birthingofgiants.com Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTubeMentioned in this episode:Q20 Diagnostic OfferStuck? Q20 Growth Diagnostic will give you a fresh perspective and it's free. ScalingCoach.com/Q20Busy is Broken bookOur new book, Busy is Broken, coming this September. Sign up for the release at busyisbroken.com