Scaling Up Business Podcast

Leaders need to hear YES. Yes to the proposals, the offers, the pitches, the suggestions, the hiring offers. But how can you get more of those yeses?   Bill has the answer. Whether you’re raising money or partnering with someone, the secret to hearing yes is knowing what the other person needs. Knowing what people needed (even before they did) was the key contributor to the success of Steve Jobs and Apple.   If you want to hear yes, show more interest in other people. Offer commitment and action. Set your pitch aside and consider what is really going on with the other person. What is their world like? How can you improve it? What advanced research can you do to get the information you need? And how can you give them what they want?   The key is rarely what we say but how well we listen to what the other person is saying. Become a good listener. Be curious about other people, and you are going to hear yes far more often.   Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach durin

How can you get the most for your company and maximize the value of your company? The value of your business comes from how well the business can run without you. Nick Arellano is an award-winning M&A veteran who helps business owners get the most money from the sale of their companies.   Many business owners are surprised to learn that selling their company is much more complex than selling property. Unlike selling a house or a car, selling a business takes significant time and preparation to optimize value. Nick has experienced both the buying and selling side, as well as the risks associated with the deal.   By integrating your exit strategy with your overall business strategy, you can limit your risk and increase your company’s value. If you are working with a team to plan your exit now, you’re adding millions of dollars to the eventual sale of your business.   This conversation is filled with key moves that company owners need to consider when strategizing their sale, negotiation considerations, and

There are two ways to double your business. One is really hard, and one is significantly easier, and the difference is boldness.   It can take a long time to double your revenue, but 10X thinking can change everything. When you think on a 10X level, it becomes easier to reimagine everything. Boldness brings with it an excited kind of terror, but are you ready to play a big, bold game? If so, you need a BHAG.   Your BHAG needs to challenge you to think bigger than ever before. Consider Kennedy committing the U.S. to winning the race to the moon or Daniel Burnham’s invitation to do something truly awesome that has the magic to stir men’s (or women’s) blood. That is the kind of inspiration that people can get behind.   There is power in declaring your vision boldly, but there is also a balance that has to be met. It has to be something that has never been done before, it has to be something worth doing, and it has to be aligned with your purposes. But it has to be declared within reason. Bill Galagher might not

In this week’s episode, Scaling Up has lined up eight fan-favorite episodes from 2022. In case you’ve missed any of these classics, we have compiled a quick recap of each of the episodes and the guests below. Thank you for listening to the Scaling Up show!   Michael Solomon has three businesses today, artist management, freelance software talent management, and compensation negotiation services. He is also the author of the book, Game Changer, which dives into how to get the most out of the talent economy. After an industry change, this business owner saw some interesting parallels that made him realize that people are really the cornerstone of your company’s success.   Chris Ronzio is the founder & CEO of Trainual, an online training resource manual for your company to help train employees, contractors, and more. He was also named EY Entrepreneur of the Year in 2021 and is the author of the new book, The Business Playbook. Chris takes his Business Playbook to a different level and shares how to streamlin

Are you willing to show a side of yourself that is anything but strong and in charge? How can you present yourself in a vulnerable way without appearing like a weak or unfit leader?   Over 20 years ago, Bill was faced with threats of bankruptcy in his business and losing his house. Once he realized he was facing his worst fears, he recognized that he was also faced with the opportunity to fight to the end.   When he opened up to his team in an honest and vulnerable way, Bill found himself surrounded by a team who was ready to fight with him. No one quit because he didn’t have a plan and no one accused him of being weak. Instead, within one year they had a major breakthrough and turned the company around.   How is it possible that vulnerability and uncertainty turned out to be powerful leadership? By committing to fight to the end and never quit, Bill inspired his team to stick with him. Vulnerability can be powerful, especially when it’s coupled with the conviction to find a solution that you can reach togeth

This episode highlights a company whose growth has more than doubled in just over a year. Bill is joined by Herb Cogliano, Scaling Up Coach, and Katelynn Minott, CEO of Bright!Tax for a conversation about the systems that will help support rapid scaling in your business. They share their scaling-up story and how they’ve grown using a lot of the tools found in the world of Scaling Up.   Bright!Tax is an accounting company that focuses on U.S. Expat tax services. The uniqueness of Katelynn’s business has made it possible for her to both compete and scale in an effective way. Additionally, having a purpose-focused business has created opportunities for the company that wouldn’t be available any other way.   Even with a unique business niche, Katelynn recognized that her company could go significantly farther with the help of Scaling Up coach Herb Cogliano. Together they leveled up her team at a time when they were struggling to find talent. They used a variety of Scaling Up tools to enhance both the client and t

Again and again, Bill works with leaders who hold back from sharing what is really exciting and inspiring to them. Too many leaders think they need to be responsible and business-like instead of being unleashed and passionate.   In March 1963, in Washington DC, Martin Luther King, Jr. delivered a famous speech that was fueled by the passionate words of legendary gospel vocalist Mahalia Jackson — “tell them about the dream.” Her words changed a good speech into the fuel that launched the civil rights movement forward.   Bill knows a simple formula that will get you fired up about your work. First, talk about the way things are today, then consider where they are headed, and finally talk about your vision and what the future could look like if everyone was working toward that common goal. This formula will not only get you fired up but inspire those around you as well. And no matter what, don’t be afraid to let others see what you are really passionate about.   Resources: 20,000 Scaleups Scaling Up Summits (Sel

Welcome back to another episode of Scaling Up Insights! For this round, we have guests Daniel Marcos, head of our e-learning platform, The Growth Institute, and Herb Cogliano, a recent podcast guest who shared one of his many client success stories.   In this episode, our panel of coaches discusses leadership change, unreasonable hospitality, managing versus leading, where innovation comes from, how pricing evolves, all that is happening with the economy, and taking care of managing your time.   Bill, Daniel, and Herb each share several stories of unreasonable hospitality — times when leaders have gone above and beyond to connect with and delight the people they are serving.   How have leaders learned to balance the virtual and in-person teams? Daniel and Herb share ideas that they have seen work, including “leg week” and weekly leader update videos. Bill points out that any leader who is forcing their team to get back to work full-time in person is missing the lessons we have all learned from the pandemic. F

What kind of leader are you today? The leader that you’ve evolved into may not be the kind of leader you want to be in the long run. What brought you to this point may not get you to the next level you’re aiming to achieve.   Bill has the secret to becoming the kind of leader that you want to become. 20 years ago he found himself exactly where he thought he wanted to be in his professional and personal life, but found himself feeling miserable and stuck. His coach prompted him to consider the end game — what would the success story at the end of his life sound like?   The kind of leader that you currently are is probably great, but stop and consider where you want to go from here. Then you can start building on those strengths that you want to achieve and start to make real traction with your end-of-life goals.   Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Recruiter.com Shortlist (use code scaleup)   Scaling Up is

The number one leader that you need to work with is you. There is a direct correlation between company goals an the habits of CEOs. The leader and the organization are one and the same, so what the leader does affects the organization, and what the organization does affects the leader, for better or for worse.   Leaders deserve the company they have and have the company they deserve. If there is a problem or something that needs to change, the good news (and the bad news) is that it’s your fault and you have the ability to do something about it.   Bill once worked with a successful but undisciplined leader who was late to every meeting, event and deadline. It was no surprise with that leadership style that the company had plateaued and just couldn’t hit their next level goals. Despite meeting with Bill, this leader wasn’t willing to make the needed changes to improve both his company and himself. And if a leader isn’t willing to change, even with effective coaching, it’s almost guaranteed that the organizatio

“All work and no play make for a dull workplace… and a costly one.”   Organizations that provide opportunities for employees to playfully connect, bond, and build friendships see improvements in retention, engagement, and innovation. Intentional play at work creates a culture that benefits all employees’ physical and mental health and a company’s bottom line.   Kristi Herold helps connect people through play and helps companies unlock profit through play. Kristi’s vision is to get one million people playing annually. Her book It Pays to PLAY was born from the idea that play is a critical component of work.   Kristi spent 25 years connecting millions of people through play, and when the pandemic hit, was faced with the major challenge of pivoting to keep her business alive. What felt like a shot in the dark turned into a major business opportunity that helps connect people as well as helps companies unlock profit through play.   Kristi argues that a strong company culture does not come from having an organized

You might be able to build a $50 million business without the help of an executive assistant, but the work and relief they can offer you just might be the best thing to ever happen to your business. Especially for an entrepreneur who has never had an EA, bringing on an assistant who knows what they can take from your plate is invaluable.   Trivinia Barber is a speaker, author, and leadership consultant who helps entrepreneurs in businesses of all sizes scale growth, sharpen leadership skills, and build teams they can trust.   She founded Priority VA and developed The Momentum Method™ so clients may achieve better synergy between their products, people, and processes for greater growth & efficiency.   At every stage of growth, leaders wonder how to maximize their team, get the best help, and work well with the people that they have recruited. If there are problems, there are only two possible reasons for it — either the people or the process.   Too often leaders hire an executive assistant that wants to be

Getting your processes dialed and optimizing the processes you have to do again and again is key to scale.   Owen McGab Enaohwo is the CEO and Co-founder of SweetProcess, an easy-to-use software that enables company executives and their employees to collaborate to quickly document and/or improve their standard operating procedures, processes, and policies.   “There has to be a better way” is the thought that propelled Owen forward in his mission to improve employee onboarding. He took the time to interview potential customers about what they needed, and how he could provide a solution in the best way possible.   Identifying and documenting recurring processes is a critical first step to scaling up. Determine if they are income-generating tasks or production, behind-the-scenes tasks. Both have to be attended to, but Owen’s advice is to focus on the production side first. If you don’t, you’re not going to be prepared to meet the needs of your customers as they come in.   SweetProcess makes documenting standard

The companies that last are the ones that are willing to pivot and adapt, and that have leaders who know how to lead the way.   Lori Michele Leavitt has coached, consulted, and trained hundreds of leaders around the world to achieve their objectives and generate momentum. She speaks globally on catalyzing momentum, leading, pivoting, and workplace culture change.   Lori is the founder and president of Abrige Corp., which offers the Aligned Momentum (A.M.)® leadership operating system to help managers lead better. She also leads the global 10x!® business & leadership peer groups.   “Pivoting” conjures up the idea of quick change, but the actual change from where you are to where you want to be is never a quick move. Pivoting requires orchestration, which only begins when a moment of pause provides clarity. Lori’s books, The Pivot and Pivot to Clarity, focus on that moment and the clarity that comes before the pivot can happen.   Lori shares several examples of companies that have successfully — and unsuc

What does it take to get prospects to come to you? The transition to becoming a sought-after expert who draws in the ideal audience starts with the story you tell.   Nancy Erickson, The Book® Professor, coaches people who aren’t writers to become authors of high-impact nonfiction books that can change lives, save lives, or transform society. She offers a step-by-step methodology that takes you from your initial idea, all the way to a published nonfiction book. All you need is an idea to get started.   Simply put, a book is not a book is not a book. In other words, when you are writing, you have to put forth your very best effort, your best thoughts, and your best self. Your book should establish you as an expert in your field, it should increase your credibility, and it should help you attract a following. But the surefire way to kill your credibility on page one is to have a poorly-written book.   Nancy has helped an array of business professionals to use their books to drive their speaking engagements and i

How do you build a billion-dollar brand? It rarely starts with a billion dollars, that much is certain.   Brian Smith has charted his own course to become one of the great entrepreneurial success stories of our time. In 1978, he imported six pairs of sheepskin boots from Australia, with a dream to build a business where every American would eventually be wearing the product.   That is how one of the world’s most recognizable brands began, and sales of UGG products have exceeded a billion dollars in each of the past six years.   It was a chilly day in California when inspiration struck, but it wasn’t long before Brian learned that his entrepreneurial idea wasn’t going to amount to anything without a profound amount of work.   Brian’s book Birth of a Brand highlights the most fundamental truth of any entrepreneurial idea — just as you don’t give birth to an adult, your fledgling idea won’t immediately appear as a successful, profitable, fully-functioning business either. Breakthrough-breakdown is the cycle that

When mindfulness, creativity, and innovation come together, the result is powerful leadership and impactful inventions that can change the world.   Faisal Hoque is the founder of SHADOKA, NextChapter, and other companies that focus on enabling sustainable and transformational changes. Throughout his career, he has developed over 20 commercial business and technology platforms and worked with public and private sector giants.   His bestselling book, Everything Connects: Cultivating Mindfulness, Creativity, & Innovation for Long-Term Value (Fast Company), is currently #2 on Wall Street Journal and USA Today.   Faisal grew up in Bangladesh and his world travel has inspired him to write several books with a focus on individual and organizational leadership, creating long-term value, and resilience.   Deep, daily mindfulness about our intentions and actions is essential. Faisal highlights the example of Leonardo DaVinci — he was constantly striving to determine who he was as an artist, sculptor, engineer, and

US-based entrepreneurs often underestimate the potential of expanding to other countries, but scaling globally requires an understanding of both company knowledge and local culture. Klaus Wehage and Aaron McDaniel are the co-authors of Global Class: How the World’s Fastest Growing Companies Scale Globally. They have seen first-hand the challenges that entrepreneurs face in translating their local success into international markets. Global companies are expected to localize their products and services to each country they are present in, as well as compete with both local and global competition. Language is the first level of how you operate and manage within a company, followed by pricing and marketing. But like an iceberg, there is so much under the surface that is required to operate legally and successfully in each different country. Global-class companies consider how their values resonate with the culture of each country, the importance or offense of offering feedback, and how technologies can be either

Companies that are scaling well can be faced with hiring large numbers of people at once, but often don’t have the systems in place that train, teach, and keep that new talent in place for long. Allan Boyle is the founder of Saltwater Consulting, where he helps companies scale well. He gained his “special ops” training at Amazon, and has since focused on leading organizations through transformation, particularly leveraging cloud-based disruptive technologies. Allan focuses on working with technology companies, which isn’t everyone’s strength. But his product market fit angle can be applied to anyone. There is a good chance that you have a vision for the way you can change the world, but any real effort must include the ability to lead people. To really scale, you have to get good at developing leaders and leaders of leaders. Too often, scaling companies hire a lot of people quickly, but then fail to fully train their new hires. Typically on Day 1, the new hire is given their laptop and a general overview of t

We all have the same 24 hours in the day, but leaders know how to use their time more effectively and generally find more happiness along the way.   Cassie Holmes is a professor at UCLA’s Anderson School of Management, where she is an award-winning teacher and researcher. Holmes’s work on the intersection of time and happiness has been widely published in lead academic journals and featured in such outlets as NPR, The New York Times, The Wall Street Journal, The Atlantic, The Washington Post, and more. Happier Hour is her first book.   A few years ago Cassie found herself so exhausted and overwhelmed that she wondered if she would ever catch up with the pressures of life. She found herself wishing for more hours in her day, but quickly realized that increased discretionary time in her day does not always result in increased happiness.   It’s not about becoming time rich, it’s about making your time spent more rich. We can feel fulfilled and satisfied at the end of each day by investing our time more carefully