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Scaling Up Business Podcast

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Scaling Up Business is all about how a few companies make it...and why the rest don’t. Our podcast shows are drawn from the lessons of our coaching clients, coaching partners, and the leading authors that contribute to our Conferences and the Scaling Up best selling book by Verne Harnish, and the Team at Gazelles.

We’ll share practical tools and techniques for building an industry-dominating business. These approaches have been honed over three decades of advising tens of thousands of CEOs a… Continue Reading >>
Scaling Up Business is all about how a few companies make it...and why the rest don’t. Our podcast shows are drawn from the lessons of our coaching clients, coaching partners, and the leading authors that contribute to our Conferences and the Scaling Up best selling book by Verne Harnish, and the Team at Gazelles.

We’ll share practical tools and techniques for building an industry-dominating business. These approaches have been honed over three decades of advising tens of thousands of CEOs and executives and helping them navigate the increasing complexities that come with scaling up a venture.

We want to turn what can feel like an anchor, into the wind at your back — helping you create a business where the team is engaged; the customers are doing your marketing; and everyone is making money.

Each episode of the Scaling Up Business show focuses on one of the four major decision areas every company must get right: People, Strategy, Execution, and Cash. We'll share the tools and methods that have been use << Show Less
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315: Richard Shaull — The Three Key Roles of a CEO As the CEO, do you ever feel like you get a little sidetracked? Do you feel you’re too in your business instead of focusing on what you’re actually good at? This week’s guest knows how to offboard those troublesome tasks so that you can get more productive CEO work done.   Richard Shaull is the Founder of Unleashed, a company that helps visionary CEOs free up 30 hours per week by training their COO counterpart, which then allows CEOs to focus on tasks that propel their company forward. After almost killing himself through two business ventures, Richard made it his mission to help other entrepreneurs never go through the same struggles again.   As a newly-married man and running two businesses at the same time, Richard couldn’t take it anymore. He was suffering on a level he did not know he could. He ended up losing investor money, got defrauded by the U.S. government, sued, you name it, Richard experienced it.   As Richard reflects on what he could have done better, he realizes that his fatal flaw was his leadership ability. Everyone external thought his company was doing great, but internally, nothing was working right. Everything was falling apart.   Richard had to take ownership. Everything rises and falls with leadership and he was the root source of the problem. He realized a little too late that what got him here was not what would get him there, and that was how the cookie crumbled.   Interview Links: Unleashed.ceo Richard on LinkedIn   Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Scaling Up is the best-selling book by Verne Harnish and our team for Scaling Up Coaches (formerly Gazelles). We share how the fastest-growing companies succeed where so many others fail.   Bill Gallagher, Scaling Coach and host of the show is an international business coach who works with C-Suite leaders to achieve breakthrough growth.   We help leadership teams with the biggest decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth. Scaling Up is based on Verne’s original best-selling business book, Mastering the Rockefeller Habits.   Did you enjoy today’s episode? If so, then please 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.
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315: Richard Shaull — The Three Key Roles of a CEO As the CEO, do you ever feel like you get a little sidetracked? Do you feel you’re too in your business instead of focusing on what you’re actually good at? This week’s guest knows how to offboard those troublesome tasks so that you can get more productive CEO work done.   Richard Shaull is the Founder of Unleashed, a company that helps visionary CEOs free up 30 hours per week by training their COO counterpart, which then allows CEOs to focus on tasks that propel their company forward. After almost killing himself through two business ventures, Richard made it his mission to help other entrepreneurs never go through the same struggles again.   As a newly-married man and running two businesses at the same time, Richard couldn’t take it anymore. He was suffering on a level he did not know he could. He ended up losing investor money, got defrauded by the U.S. government, sued, you name it, Richard experienced it.   As Richard reflects on what he could have done better, he realizes that his fatal flaw was his leadership ability. Everyone external thought his company was doing great, but internally, nothing was working right. Everything was falling apart.   Richard had to take ownership. Everything rises and falls with leadership and he was the root source of the problem. He realized a little too late that what got him here was not what would get him there, and that was how the cookie crumbled.   Interview Links: Unleashed.ceo Richard on LinkedIn   Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Scaling Up is the best-selling book by Verne Harnish and our team for Scaling Up Coaches (formerly Gazelles). We share how the fastest-growing companies succeed where so many others fail.   Bill Gallagher, Scaling Coach and host of the show is an international business coach who works with C-Suite leaders to achieve breakthrough growth.   We help leadership teams with the biggest decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth. Scaling Up is based on Verne’s original best-selling business book, Mastering the Rockefeller Habits.   Did you enjoy today’s episode? If so, then please 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.
314: John Robertson — How to Leverage Crisis When you’re scaling your business, fires are likely to pop up and get your mission detailed. Business owners often face the problem that they’re unable to utilize their people effectively in times of crisis. Today’s guest has wisdom on how to keep culture aligned and have everyone’s mental stamina primed and ready for action.   John Robertson is the Founder & President of Fortlog Services. He built his services with an encouragement-based approach, resolving root causes at the source as opposed to treating crisis in the workplace symptomatically. He is a Workforce Wellness Expert and a Cultural Alignment Specialist and helps organizations develop and engage their people.   Why do we make people feel bad whenever something stressful happens in the workplace? The old school “walk it off” model when you’re in pain just doesn’t work. John has seen clients excel greatly in their position, but each and every task they did became a painful stone in their shoe that built up to the point where they no longer could take it. It’s John’s job is to prevent it from ever getting to that point.   “Why do you want to work here?” This is a poorly structured question. Many new hires don’t know how well they’ll be able to fit into your team. The question and all the actions supporting that should be rephrased to, “How can we help you work here?” Telling your team the crisis problem doesn’t exist only makes the bleeding become heavier.   Interview Links: Fortlog.co Runtowardtheroar.online John on LinkedIn   Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Scaling Up is the best-selling book by Verne Harnish and our team for Scaling Up Coaches (formerly Gazelles). We share how the fastest-growing companies succeed where so many others fail.   Bill Gallagher, Scaling Coach and host of the show is an international business coach who works with C-Suite leaders to achieve breakthrough growth.   We help leadership teams with the biggest decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth. Scaling Up is based on Verne’s original best-selling business book, Mastering the Rockefeller Habits.   Did you enjoy today’s episode? If so, then please 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.
313: Marc Reifenrath — Attract & Retain A-Players How do we attract and retain A-players? And how do we build an A-player culture in a me-over-we environment? Today’s guest knows that the number one asset of any successful company is the people, and he has joined the podcast to share his secrets of company culture success.   Marc Reifenrath is the co-founder and CEO of Spinutech. Spinutech has grown from a university dorm start-up over 20 years ago to a multinational digital agency with 150-plus team members across the U.S.   What does it mean to have the kind of company culture that attracts and retains top talent? From the beginning, Marc and the team at Spinutech aimed to shape their workplace as one that they wanted to work at. Since they aren’t in the business of saving lives, they aim to have fun with the work they are doing.   Leaders give their team permission to act, whether it’s through yelling at employees or playing and having fun while working. As CEO, Marc has had to give up some of his favorite fun parts of his work, but that hasn’t stopped him from striving to exemplify the company vision and motivate his team along the way.   Even a merger hasn’t slowed down the power of this team’s culture. Marc reveals the secret of a successful merger — to treat everyone like it’s their first day again — and the values that keep his company culture running strong. From attracting to retaining superior talent, Marc understands and shares how to find and keep the best person for any job.   Interview Links: Mark Reifenrath in Twitter   Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Scaling Up is the best-selling book by Verne Harnish and our team for Scaling Up Coaches (formerly Gazelles). We share how the fastest-growing companies succeed where so many others fail.   Bill Gallagher, Scaling Coach and host of the show is an international business coach who works with C-Suite leaders to achieve breakthrough growth.   We help leadership teams with the biggest decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth. Scaling Up is based on Verne’s original best-selling business book, Mastering the Rockefeller Habits.   Did you enjoy today’s episode? If so, then please 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.
312: Becky Margiotta — Scaling Your Leadership Skills Today’s guest has an array of life experiences that uniquely shaped her leadership skills. From parochial school to West Point, Special Ops to stockbroker, Becky Margiotta has powerful insights into the leadership skills that lead to success.   Becky Margiotta is the cofounder and owner of The Billions Institute, LLC, the author of Impact with Integrity: Repairing the World Without Breaking Yourself, and the host of the Unleashing Social Change Podcast. Becky also directed the 100,000 Homes campaign for Community Solutions, working across 186 cities to permanently house more than 100,000 people.   With her diverse background, Becky was prepared to tackle the biggest challenge of her career — housing the homeless. Over the course of four years, she succeeded in reducing homelessness in Times Square by 87%. She highlights some of the situations she faced during this opportunity and how her leadership skills turned challenges into incredible success.   Over her 11 years working with the homeless, her curiosity and desire for interpersonal connections led her to found The Billions Institute. The aim of the institute is to support large-scale change as a matter of justice and to get solutions to everyone who can benefit from them as fast as possible. They work with social entrepreneurs, change leaders, and C-suite leaders in healthcare, public schools, and more to scale up in a major way.   For Becky, effective scaling as a leader starts with falling in love with the problem. When you love the problem you’re working with, it becomes easier to do whatever it takes to solve it. Dig deep into your personal motivation, be prepared to serve whenever the opportunities arise, and build your business around generosity.   Interview Links: Billions Institute   Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Scaling Up is the best-selling book by Verne Harnish and our team for Scaling Up Coaches (formerly Gazelles). We share how the fastest-growing companies succeed where so many others fail.   Bill Gallagher, Scaling Coach and host of the show is an international business coach who works with C-Suite leaders to achieve breakthrough growth.   We help leadership teams with the biggest decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth. Scaling Up is based on Verne’s original best-selling business book, Mastering the Rockefeller Habits.   Did you enjoy today’s episode? If so, then please 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.
311: Matt Hulett — Unlocking Market Leadership Are the most successful companies just the luckiest ones? Why is it that some companies scale quickly while others never really seem to take off? Today’s guest highlights the real secret to success, and the secret is leaders who are willing to ACT!   Matt Hulett has driven more than $2 billion in value creation as a four-time public company CEO and president and a two-time private company CEO. He is a seasoned technology executive with more than thirty years of experience building and leading world-class SaaS and consumer companies. He has had multiple turnaround successes in the public and private sectors, including Rosetta Stone, RealNetworks, and Expedia. Matt is also the author of Unlock: 5 Questions to Unleash Your Company’s Hidden Power.   Matt is a man with a particular set of skills, and those skills have taken him far. Rosetta Stone was his most satisfying turnaround, with a clear opportunity for market leadership and increased relevance within a premium market. By looking at technology trends and focusing on a core customer, Rosetta Stone was able to successfully dominate a segment of — but not the entire — market share.   By following the same model, Expedia grew from zero to a billion dollars in just three years. Matt may have suffered a bit of imposter syndrome along the way, but he took advantage of the opportunity to learn from the best in the industry and quickly scale Expedia to the powerhouse that it is today.   He highlights some of the leadership tactics that he has developed over the last two years through the pandemic, and underscores the importance of maintaining a strategic mindset while also managing “team capital.” No matter your position, if you want to do something big, you have to be able to work with other people.   Serendipity, perseverance, network, and capital all play a role in the kind of success that Matt and so many other market leaders have experienced. Zoom’s success did not happen by total chance; neither did Slack’s nor will any other business. The entrepreneur who understands the edge of the business and is willing to pivot makes all the difference. If you’re ready, Matt’s new book is the place to start changing your company’s destiny.   Interview Links: Matt on Twitter   Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Scaling Up is the best-selling book by Verne Harnish and our team for Scaling Up Coaches (formerly Gazelles). We share how the fastest-growing companies succeed where so many others fail.   Bill Gallagher, Scaling Coach and host of the show is an international business coach who works with C-Suite leaders to achieve breakthrough growth.   We help leadership teams with the biggest decisions around People, Strategy, Executi
310: Randy Cohen — Secrets of Swagger This week’s episode is all about swagger! It’s about you, your attitude, and the impact it can make on you and everyone around you. It’s a leadership conversation with a guest who has a passion for life.   Randy Cohen is an entrepreneur, restaurateur, author, speaker, investor, philanthropist, and successful business owner. Randy founded the online ticket reseller, TicketCity, in 1990. He serves as TicketCity’s Chief Energizing Officer and is one of the most well-known and successful entrepreneurs in the secondary ticket markets. He is the owner of Z Tejas Southwestern Grill, a thriving chain of restaurants in Arizona and Texas.   From his very first sales with TicketCity to a memorable experience at the 1996 Atlanta Olympics, Randy has been a leader who sets the example of going above and beyond. He is living proof that a leader who is authentic, sincere, humble, and kind is a leader who is going to win.   Randy’s goal is to be the energetic, rising tide that lifts everyone around him, but how he does that may not be the way that you should do it. Everyone brings their own brand of swagger, and when it’s done right, everyone wins.   Adversity is an inevitable part of leadership, but his goal is always to do the right thing long after the feeling of doing it leaves. Even when his company couldn’t deliver the Super Bowl tickets they promised, or when COVID-19 took them to zero ticket sales, Randy has met angry customers head-on with an open heart and a willingness to confront the good, the bad, and the ugly.   Interview Links: Sponsored by: Bit.ly/clariontech Randy on Twitter Email Randy Secrets of Swagger: How to Own Your Cool in Life and Business, by Randy Cohen   Resources: 20,000 Scaleups 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 <
309: Andy Buyting — Increasing Sales without Hiring More Salespeople When trying to scale, too many companies think that their only option is to hire more salespeople. But today’s guest argues that adding more salespeople to your team is not the answer at all.   Andy Buyting is a serial entrepreneur, learning junkie, and Scaling Up coach who brings over 20 years of sales, marketing, operations, business development, entrepreneurship, management, and executive experience to his clients. He is the founder of Tulip Media Group as well as various real estate developments and is the author of Double Sales/Zero Salespeople.   Andy has joined the podcast to share his experiences with doubling sales without hiring additional salespeople. Salespeople certainly have a place in growing businesses, especially as the conduit that connects customers to the needs and wants of a company. But in many cases, there are other employees within a company, like digital marketers or production people, that can fill the sales role, maybe even more effectively than a salesperson.   Andy shares an inspiring success story of helping a company increase its sales without hiring more salespeople. Waypoint Insurance used storybranding to pivot from ineffective marketing and branding and tell a better story about their company. They came to understand that when customers don’t like what they see on your website, they’re most likely going to leave and never come back again.   How can you unlock the full potential of your company? By understanding your core customer. If you know what your customer needs and wants, your biggest challenge will become managing growth. Scaling comes much more easily when companies effectively communicate their brand promises and service attributes.   Interview Links: Sponsored by: Bit.ly/clariontech Andybuyting.com Andy on LinkedIn tm.media/doublesales to download a free chapter of Double Sales/Zero Salespeople   Resources: 20,000 Scaleups 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).
308: Ronny Leber — A Memorable First Presentation So often, we are pitching our companies to new prospects and potential investors, but the slightest wrong move, especially in the beginning, can throw the whole impression off. This week’s guest talks about how to create a memorable impression that gets people calling you back.   Ronny Leber is an expert on Public Speaking and loves to motivate his listeners and create magical moments that enhance team-building skills. Not only is Ronny a renowned keynote speaker, but he is also a TV host and legacy coach that has entertained millions of people worldwide.   The biggest mistake Ronny sees with new speakers is that they’re way too focused on themselves. The reality is, that people don’t particularly care about your product, company, or who you are until they know you can solve a very critical problem they’re having. The world is not waiting for you!   It begins with a bit of empathy and understanding your clients’ needs and wants first. Part of Ronny’s job is to take the audience through an emotion and create build-up, mystery, and intensity, before giving them the big show. However, in order to do that, you need to be in their heads, hearts, and souls.   How do you create a magical moment for your investor or even your employees? It starts with being able to be in the moment and not in your head. If you’re too in your head, the presentation does not come off natural, and you won’t be able to move with the audience and their needs. It’s important not only to have an outline in your presentation but also to be open to the flow of how people are interacting with you.   Interview Links: Sponsored by: Bit.ly/clariontech Ronnyleber.com Ronny on LinkedIn   Resources: 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).
307: Eric Robichaud — How to Face Barriers and Grow the Business Today’s entrepreneur shares some of his growth challenges when entering into a booming market that still has some pending legal clarity around it. Everything from not being able to advertise, losing merchant accounts, and not being able to get bank accounts is part of today’s guest story!   Eric Robichaud is a Serial Entrepreneur with over 30+ years of experience in tech, marketing, and business management. He is the CEO of Green Goddess Supply, a cannabis tech accessory brand. Eric has made his transition from traditional “computer geek” to “the weed guy,” and shares some of the challenges that possesses.   Eric is trying to democratize the plant. Medicine should not be for those who can only afford it. He wants to empower people to be able to grow the herb at home and by themselves.   Eric got his start off of Amazon. In the beginning, he had a criterion of what a good product looked like, most of the time it matched five out of the seven checkboxes until one day one of his team members came to him with a “unicorn” product. It ended up being a weed smoke accessory. Fast forward three months later, and nearly all of their best-selling products were from the cannabis industry.   As a marketing guy, Eric could not ignore the facts. He took a deeper look into this growing market and realized that there was real potential here. He identified some missing pieces in the market and decided to fully invest in the brand; he sold his agency and fully committed to the Green Goddess Supply company in 2017.   Interview Links: Sponsored by: Bit.ly/clariontech Greengoddesssupply.com Eric on LinkedIn   Resources: 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).
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