Archives For Scaling Up

While profit fuels a business, it’s growth that is the real reward.

Every single person, when I was running my business as CEO, every person on the first day I would take them through the vision as the first thing that we did. I wanted to see the light in their eyes; is this something that excites them or is this something they think is hard work. I would say that every people decision in the business is based on our core values and that my job is to get the right people in the business and the wrong people out because we wanted to create a strong culture, an engaged culture, not a negative culture. So highly recommend building a great culture through the use of core values.” — Steve McLeod

A good plan violently executed now is better than a perfect plan executed next week. I see so many businesses that are planning and planning and planning and planning. Sometimes it is better to start, break a few things, and fix it along the way. Set some big goals and start taking action towards it.” — Steve McLeod

One of the numbers that I’m obsessed about in my business is how many current clients or prospective clients [do] my team go and see each week. I know that if we’ve got a team of 12 and they’re in front of 120 existing or prospective clients each week, the business will grow.” — Steve McLeod

I mentored a young woman a few years ago and she had a chocolate business. She said, “I want to sell my business in a few years’ time so that I can go have kids and take a break.” The first question I asked was, “How many hours per week are you spending meeting with prospective clients?” to which she replied, “Two.” I said, “Two is not going to get you the growth you want. I will mentor and help you if it is at least 15 hours every single week; not one week can you be less. In two years her business tripled because we worked out what was the activity we needed to drive, had the relentless discipline to do it week after week after week.” — Steve McLeod

Any business [needs to ask themselves], “How [are we] going to grow? Are we growing from existing customers and selling them more, launching new products to existing customers, or finding new customers?” — Steve McLeod

[Many entrepreneurs] fall in love with their product and service but hate selling. Sales is just going to speaking with someone and talking to them about [why you started your business]; go and tell the story. Sales is actually a really important profession and business owners can love it if they look at why they do what they do and how to connect prospective clients with it. Without [sales] no business can grow.” — Steve McLeod

Steve McLeod established his first company, Fire & Safety Australia in 2007. Today the business has revenues in excess of $10M and employs 150 people across Australia. Steve delivers a masterclass in how to grow your business.

Take nothing out of the business that doesn’t need to be taken out of. Reinvest it back into the company, and not into yourself. Initially in the first 5 years that’s where we got our growth. We were seeing 100% growth year‐on‐year and it was because of that. We kept throwing everything back into marketing and growth.” — Rory Boyle

I can’t recommend enough immersing yourself around entrepreneurs. I didn’t really start to learn until I put myself around people who were ambitious. You rise with the tide.” — Rory Boyle

A good salesperson gets on the phone and does the hardest thing you can do and that is to face potential rejection; but this makes or breaks your business. If you really want to have a successful business you need to have the guts and courage to get out there, contact people, get rejected, and get hurt. Have the courage to sell by getting on the phone and putting yourself out there, and not doing it the easy way by just sending an email. Did the first ten calls go bad? You’ll be better on the 11th. Pick up the phone and do the hard work.” — Rory Boyle

Rory Boyle founded Hampers With Bite with his brother Nick in 2004. It’s actually one of a group of companies that the pair are Directors and Owners of, including Wholesale Promotions, Tastebuds and of course Hampers with Bite. Throughout their growth, the Boyle brothers have held onto the family business feel of their companies and put the customer at the centre of all they do.

About Masters Series by WeTeachMe

Masters Series is a show about inspiring entrepreneurs, creative thinkers, and visionary dreamers, and the stories behind how they built their companies.

Subscribe to podcast

Podcast brought to you by

Thank you to Jahzzar for the music.

Masters Series is presented by WeTeachMe.

The Masters Series podcast is produced by Written & Recorded.

The views expressed by the contributors on this podcast and linked websites are not necessarily endorsed by the publisher.

Question of the day

What was your favourite quote or lesson from this episode? Please let me know in the comments.

Dreaming big for your business is a good exercise to prepare for that moment your startup takes off. What will be the biggest challenges?

I thought I knew something about business, and [then] went out and [learned that I] didn’t really know anything. [I] had no experience really. If you’re not exposing yourself to outside influences then you’re not growing, and you’re not learning.” — Andrew Hardwick

There has to be some sort of plan that’s founded with a truth about the business, about yourself, that there is something that you have proof points against, [and] to have a brand value proposition that has meaning and substance behind it.” — Andrew Hardwick

Having a story, knowing your why, is so very important not just from an external point of view but from an internal point of view. If you don’t personally engage and relate to what you’re doing and how you’re doing it, you’re probably not going to do very well.” — Andrew Hardwick

When it comes to business sometimes you’re so focused on getting the job done you just expect people to follow you and it doesn’t happen that way.” — Andrew Hardwick

The best way to engage people is to make them feel part of it. Let them have some autonomy. Let them make their mistakes. Let them have their input into our direction and where we’re going. I can categorically say everyone in our business has that ability to do that. And once they realise it, it’s funny the shift in their engagement in what we’re doing.” — Andrew Hardwick

Andrew Hardwick founded strategic creative agency Hard Edge in his home 12 years ago. Today the award‐winning business works with Mercedes Benz, Telstra and the National Road Safety Partnership. Andrew explains how he overcame the challenges in those early days.

The best way to find a solution to a problem is to ask people who have done it before.” — Joe Woodham

When I started out, as weird as it sounds, I went straight to one of my competitors and I got their advice. As weird as that might seem to people, they were open with the information. I’ve always gone and spoken with my competitors, because as much as they are my competitors, they are my biggest allies as well.” — Joe Woodham

At the start I found a niche and I leveraged the shit out of it. I found what no one else was doing and tried to work with that because then I could use it as a branding strategy, a marketing strategy, and to bring in clients. I just find areas that are pain points for the customers that I want to work with, and I leverage them.” — Joe Woodham

Joe Woodham is the founder of Torii Recruitment, specialising in finding the right team members for the IT sector. Joe describes the benefits of working alongside his competitors and how he consults them for advice.

About Masters Series by WeTeachMe

Masters Series is a show about inspiring entrepreneurs, creative thinkers, and visionary dreamers, and the stories behind how they built their companies.

Subscribe to podcast

Podcast brought to you by

Thank you to Jahzzar for the music.

Masters Series is presented by WeTeachMe.

The Masters Series podcast is produced by Written & Recorded.

The views expressed by the contributors on this podcast and linked websites are not necessarily endorsed by the publisher.

Question of the day

What was your favourite quote or lesson from this episode? Please let me know in the comments.

I thought I knew something about business, and [then] went out and [learned that I] didn’t really know anything. [I] had no experience really. If you’re not exposing yourself to outside influences then you’re not growing, and you’re not learning.” — Andrew Hardwick

There has to be some sort of plan that’s founded with a truth about the business, about yourself, that there is something that you have proof points against, [and] to have a brand value proposition that has meaning and substance behind it.” — Andrew Hardwick

Having a story, knowing your why, is so very important not just from an external point of view but from an internal point of view. If you don’t personally engage and relate to what you’re doing and how you’re doing it, you’re probably not going to do very well.” — Andrew Hardwick

The best way to find a solution to a problem is to ask people who have done it before.” — Joe Woodham

When I started out, as weird as it sounds, I went straight to one of my competitors and I got their advice. As weird as that might seem to people, they were open with the information. I’ve always gone and spoken with my competitors, because as much as they are my competitors, they are my biggest allies as well.” — Joe Woodham

When it comes to business sometimes you’re so focused on getting the job done you just expect people to follow you and it doesn’t happen that way.” — Andrew Hardwick

The best way to engage people is to make them feel part of it. Let them have some autonomy. Let them make their mistakes. Let them have their input into our direction and where we’re going. I can categorically say everyone in our business has that ability to do that. And once they realise it, it’s funny the shift in their engagement in what we’re doing.” — Andrew Hardwick

At the start I found a niche and I leveraged the shit out of it. I found what no one else was doing and tried to work with that because then I could use it as a branding strategy, a marketing strategy, and to bring in clients. I just find areas that are pain points for the customers that I want to work with, and I leverage them.” — Joe Woodham

With thanks to

Andrew Hardwick founded strategic creative agency Hard Edge in his home 12 years ago. Today the award‐winning business works with Mercedes Benz, Telstra and the National Road Safety Partnership. Andrew explains how he overcame the challenges in those early days.

Joe Woodham is the founder of Torii Recruitment, specialising in finding the right team members for the IT sector. Joe describes the benefits of working alongside his competitors and how he consults them for advice.

About Masters Series by WeTeachMe

Masters Series is a show about inspiring entrepreneurs, creative thinkers, and visionary dreamers, and the stories behind how they built their companies.

Subscribe to show

Show brought to you by

Masters Series is presented by WeTeachMe.

Our strategic alliance partners: MYOB, SitePoint and Entrepreneur’s Organization.

Our media partners: Startup Victoria and Digital Marketers Australia.

Our content partners: Written & Recorded.

The views expressed by the contributors on this show are linked websites are not necessarily endorsed by the publisher.

Question of the day

What was your favourite quote or lesson from this episode? Please let me know in the comments.

Any business [needs to ask themselves], “How [are we] going to grow? Are we growing from existing customers and selling them more, launching new products to existing customers, or finding new customers?” — Steve McLeod

A good salesperson gets on the phone and does the hardest thing you can do and that is to face potential rejection; but this makes or breaks your business. If you really want to have a successful business you need to have the guts and courage to get out there, contact people, get rejected, and get hurt. Have the courage to sell by getting on the phone and putting yourself out there, and not doing it the easy way by just sending an email. Did the first ten calls go bad? You’ll be better on the 11th. Pick up the phone and do the hard work.” — Rory Boyle

[Many entrepreneurs] fall in love with their product and service but hate selling. Sales is just going to speaking with someone and talking to them about [why you started your business]; go and tell the story. Sales is actually a really important profession and business owners can love it if they look at why they do what they do and how to connect prospective clients with it. Without [sales] no business can grow.” — Steve McLeod

Subscribe to show

Show brought to you by

Masters Series is presented by WeTeachMe.

Our strategic alliance partners: MYOB, SitePoint and Entrepreneur’s Organization.

Our media partners: Digital Marketers Australia.

Our content partners: Written & Recorded.

The views expressed by the contributors on this show are linked websites are not necessarily endorsed by the publisher.

Question of the day

What was your favourite quote or lesson from this episode? Please let me know in the comments.

Take nothing out of the business that doesn’t need to be taken out of. Reinvest it back into the company, and not into yourself. Initially in the first 5 years that’s where we got our growth. We were seeing 100% growth year‐on‐year and it was because of that. We kept throwing everything back into marketing and growth.” — Rory Boyle

I can’t recommend enough immersing yourself around entrepreneurs. I didn’t really start to learn until I put myself around people who were ambitious. You rise with the tide.” — Rory Boyle

Subscribe to show

Show brought to you by

Masters Series is presented by WeTeachMe.

Our strategic alliance partners: MYOB, SitePoint and Entrepreneur’s Organization.

Our media partners: Digital Marketers Australia.

Our content partners: Written & Recorded.

The views expressed by the contributors on this show are linked websites are not necessarily endorsed by the publisher.

Question of the day

What was your favourite quote or lesson from this episode? Please let me know in the comments.