245. Scaling a People-Powered Sales Team with Lisa Whitehouse

After coaching Jen O'Hare of Bell Box Co on defining her QBR (Queen Bee Role), Adrienne and Emily are back with a debrief — breaking down the biggest themes from the conversation and sharing how they apply to every business, not just gifting. This episode is a must-listen if your offers feel bloated, you're stretched too thin, or you're struggling to decide what actually matters to your customers. Here's what we cover: ✅ Why Jen's QBR wasn't product selection (and what it was instead) ✅ How to define your QBR when you're doing it all yourself ✅ Why trimming services is often the path to more profit ✅ How to structure your team so the QBR always comes first ✅ When to rewrite your big promise to match what customers value This is a powerful reminder that clarity doesn't just help you scale — it also helps you breathe. Whether you're a solo founder or leading a team, understanding your QBR will change how you hire, market, and grow. 🎧 Listen to Jen's original coaching episode here: Defining Your QBR with Jen O'Hare Top 5 Takeaways: You Are Not the Customer – Entrepreneurs often overdeliver in the areas they personally value… instead of what the client actually cares about. Trimming Is a Growth Strategy – Cutting SKUs, product options, or service add-ons can unlock more revenue and reduce operational drag. QBR > Primary Role – Everyone on the team has their own priorities, but the QBR has to come first — always. Redefine Your Promise – A vague or outdated "big promise" makes it harder to market and scale. Let your QBR inform the language you use. Define Before You Delegate – The clearer your QBR is, the easier it is to train others to protect it. ⏰ Chapters: 00:54 – Why Jen's QBR surprised us (and her!) 03:19 – What happens when you think it's the product 06:14 – Why narrowing offers is often the smarter path 09:25 – How the QBR changes your hiring priorities 13:01 – Protecting the QBR across different team roles 16:47 – When your big promise needs a rewrite 20:14 – Knowing your ideal primary role (and getting there) 23:55 – The mindset shift that unlocks sustainable scaling 26:38 – Why "simple" is often the most valuable 29:02 – Final takeaways + where to get QBR support 🔗 Episode Links: 🎧 Listen to Jen's original coaching episode🌐 Learn more about Clockworking your business: runlikeclockwork.com📲 Follow us on Instagram: @rlclockwork | @adriennedorison

In this episode of the CEO Help Desk, Adrienne and Emily coach Jen O'Hare, founder of Bell Box Co, through one of the most powerful prioritization tools we use at Clockwork: identifying her business's QBR (Queen Bee Role). Jen runs a high-touch, end-to-end corporate gifting service — but like so many CEOs, she's been wearing all the hats. In this real-time strategy session, you'll hear how we narrowed in on what actually matters most to her customers, and how that clarity can help her scale without sacrificing quality. Here's what we cover: ✅ Why Jen's customers choose her over off-the-shelf gift vendors ✅ How to define your QBR even when you "do everything" ✅ What to eliminate when your offers feel bloated ✅ How to balance logistics with customer experience ✅ Why your primary role should support — not compete with — the QBR Jen walked away with clarity on what her customers actually value — and a path forward that prioritizes premium experience over perfection. 🎁 Learn more about Belle Box Co: 🌐 https://www.belleboxco.com 📲@belleboxco on Instagram + LinkedIn 📚 Learn how to identify your own QBR: www.runlikeclockwork.com 🏆 Top 5 Takeaways Start with the Big Promise – Before you can define your QBR, you have to know what your customers are really buying. Experience Over Product – For Jen, her clients care more about trust, ease, and white-glove service than the specific gift inside the box. Trim the Extras – Premium doesn't mean everything — it means the right things, done well. Define Your Roles – Everyone on the team should know how their primary role supports the QBR. Futureproof with Clarity – When your QBR is clear, it becomes much easier to hire, market, and scale. ⏰ Chapters 01:00 – Meet Jen: What Bell Box Co offers and who they serve 03:22 – What makes Bell Box Co different from ecomm gift boxes 06:17 – The true "Big Promise" Jen delivers to clients 08:45 – Why customer experience trumps perfect product selection 12:02 – Defining your QBR when you wear all the hats 15:18 – How QBR clarity shapes your team and hiring 18:04 – Primary roles, secondary roles, and ideal roles 21:39 – Using your QBR to shape future marketing strategy 24:15 – Jen's next steps after the coaching session    

In this debrief episode, Adrienne and Emily reflect on their conversation with Danielle Hendon — and break down what it actually looks like to loosen your grip without watching the whole business unravel. They share their own experiences stepping back from day-to-day decisions, the tools that helped them build trust with their team, and how to adapt leadership as both your business and personal needs evolve. Here's what we cover: ✅ Why delegation problems are usually communication problems ✅ How to use red/yellow/green light language with your team ✅ The difference between being helpful and being a bottleneck ✅ Why updating your user manual is a team-wide act of service ✅ What to do when your identity and values shift — and your business hasn't caught up yet This is a vulnerable, honest conversation about seasons of leadership, how to create shared language with your team, and what freedom really looks like when you've built a business that runs without you. Top 5 Takeaways: Shared Language is Liberation – Tools like "red/yellow/green" keep communication clear and expectations realistic. Update Your User Manual – You're allowed to change. But if your team doesn't know that, they'll keep working from outdated rules. Vision + Values Still Need Repetition – You can't just say it once. Culture needs constant reinforcement. Let Your Team Own the Outcome – Not just the tasks. You're Not Lazy — You're Leading Differently – And that's the whole point. ⏰ Chapters: 00:56 – Reflecting on Danielle's challenge 02:05 – What bottlenecks look like at different stages 04:18 – Shared language: the red/yellow/green light tool 08:00 – How to train clients and protect your team's boundaries 11:45 – When your internal values shift and your systems don't 14:30 – Rebuilding your work rhythm to support your brain + energy 17:30 – Voice notes > Zoom calls? The tools that work now 21:00 – You're allowed to do it your way Want to Clockwork your own business, too?: www.runlikeclockwork.comAdrienne's IGRLC IG

In this coaching session, Adrienne Dorison and Emily Doyle sit down with Danielle Hendon, founder of 4 Corners CFO, to unpack a surprisingly common (and sneaky) bottleneck: too many leads. If you've ever thought "more leads = more money," this episode might change your mind. Danielle shares the real challenges of managing overwhelming demand as a solo CFO — and why growing her client roster wasn't translating to growing her business. Together, they explore what it looks like to: Get clear on capacity before hiring Protect your most valuable skillsets And rebuild around you — not just your offers Whether you're at capacity, nearing burnout, or unsure if you should grow your team, this episode is packed with strategic and mindset shifts to help you move forward confidently. Here's what we cover: ✅ Why "too many clients" is a real bottleneck ✅ The hidden costs of discounting financial services ✅ How to restructure your offers around value, not time ✅ When to grow your team (and when not to) ✅ Why sustainable scaling requires tough trade-offs Top 5 Takeaways: Not All Leads Are Good Leads – Growth isn't always about more. Sometimes it's about better. Pricing Should Reflect Outcomes – Especially for expert services, time-based pricing leaves value on the table. Redesign Around the Right Roles – You can't hire until you know what you're hiring for. Avoid Scope Creep by Design – Define boundaries in your offers upfront — and stick to them. Build a Business That Works for You – Design your business to support your life, not consume it. ⏰ Chapters: 00:58 – Meet Danielle and her business challenge 03:44 – The overwhelm of too many leads 06:52 – Why underpricing is still hurting her business 11:20 – The hidden trap of being "easy to work with" 15:16 – Redesigning offers to reflect true value 21:30 – Hiring decisions: what's next? 25:18 – Scaling through boundaries, not burnout 31:04 – Danielle's next steps 📲 Connect with Danielle: Website: https://www.4cornerscfo.com Instagram: @4cornerscfo

When is the right time to start something new?  In this debrief, Adrienne and Emily unpack their coaching session with Catherine Roe and offer a powerful reframe for any multi-passionate CEO: context determines the strategy. They explore what made Catherine ready to grow something new — and how to know if you are too. 🎧 Listen in as they discuss: ✅ The truth about "multi-passionate" founders ✅ Why seasons of business matter more than hustle ✅ What happens when you try to grow two things that both need you ✅ The trap of chasing new ideas because you're bored ✅ Why minimum deposits might be the most CEO thing you do This episode is your reminder to stay focused, stay human, and trust that there's a right time for everything — just not everything at once. 🏆 Top 5 Takeaways: It's Not Burnout — It's Overcommitment – Trying to grow two things at once when neither can run without you = stress. Seasons Shape Strategy – What's wise in one season might be reckless in another. Minimum Deposits Matter – Everything doesn't need 100% — it needs intentionality. Context Is Everything – Advice isn't one-size-fits-all. Make decisions based on your reality. Stay Bored (Sometimes) – Not every lull means it's time to pivot. Mastery is boring — and powerful. 🕰️ Chapters 01:12 – Why we gave Catherine a green light 04:45 – When to not start the new thing 09:30 – The danger of distraction disguised as inspiration 13:18 – Our year of "yes"… and what we learned 18:42 – Why minimum deposits changed everything 23:40 – What to trim so your priorities can thrive 28:05 – Business ≠ Brand – How to stay in integrity when you're the face 32:11 – Your business can evolve. So can you.  

Catherine Roe built a successful accounting firm that now runs without her. But instead of coasting, she's launching a second brand — an educational business focused on financial literacy. In this coaching episode of The CEO Help Desk, Catherine shares how she's balancing new ideas, team capacity, and her own energy as she grows her next business. If you've ever felt the pull to start something new and the fear of slipping back into overwork… you're going to relate to this one. Here's what we cover: ✅ Why her first business can grow without her — and what that changes ✅ How to build something new without burning out ✅ What it really means to be multi-passionate ✅ Why your boundaries matter more when you're energized ✅ The power of deciding what's "enough" in every season 👉 Learn more about Catherine's work at Cowart Roe, including her educational brand at Cowart Roe Academy 👉 Want to clockwork your own business so it runs without you? Get started with us here 🏆 Top 5 Takeaways: Run One Business First – Start something new only after the first can thrive without you. Excitement ≠ Sustainability – New energy doesn't mean you can (or should) do it all. Borrow Resources Thoughtfully – Use your current team wisely, without overloading them. Hold Your Boundaries – Set clear limits, even in seasons of expansion. Minimum Deposits Matter – Small investments in other areas of life + business keep everything steady. 🕰️ Chapters 00:00 – Meet Catherine + the two sides of her business 03:22 – Where the second brand came from 06:35 – The "No More 24/7" philosophy 10:41 – Navigating energy, seasons, and priorities 14:25 – How minimum deposits work in real life 18:58 – What she's cutting to make space 24:10 – Communicating priorities and boundaries 28:40 – Building the right foundation for new growth  

After coaching Ben and Cody from Five Star Interpreting, Adrienne and Emily are back to debrief the conversation — and dig into what it really takes to evolve from a hands-on founder to a strategic leader. If you've stepped out of the doing but still find yourself making all the decisions, this debrief will hit home. Here's what we cover: ✅ The illusion of being "out of the weeds" — and why decision fatigue proves otherwise ✅ How to train your team to spot problems and solve them ✅ Letting go of control… without letting go of clarity ✅ Navigating leadership with a co-founder who sees the world differently ✅ Why self-awareness and communication tools (like the Enneagram) are game-changers This is an honest, behind-the-scenes reflection on what it takes to truly design your business — so that the right people are solving the right problems at the right time. Plus, we unpack the metaphor of bikes vs. race cars — and why growth speed can look different even when the destination is the same. Top 5 Takeaways: You're Not Out Until You're Unnecessary – If every decision still needs your input, you're not free yet. Build Problem-Solvers, Not Just Task-Doers – Your team needs the skills and autonomy to act before they ask. Shared Vision = Smoother Roads – When co-founders stay aligned, everything else moves faster. The Enneagram Reveals More Than You Think – Understanding motivation helps reduce conflict and build trust. Compassion Over Control – Assume your partner is on your side, even when you disagree about the path forward. Read the transcript here Chapters: 00:56 – Why "not doing" isn't the same as "not deciding" 04:42 – Team autonomy starts with training and trust 08:14 – The dashboard difference: measuring + interpreting data 13:00 – Getting team leads to own problems and solutions 17:22 – Working with opposite strengths + communication styles 23:05 – How the Enneagram shifted their partnership 27:36 – Bikes vs. race cars: the real pace of progress 32:04 – Final takeaways + what this means for your business Connect with Adrienne: @adriennedorisonLearn more about Run Like Clockwork: www.runlikeclockwork.com

In this coaching episode, Adrienne Dorison and Emily Doyle sit down with Ben and Cody, co-founders of 5 Star Interpreting, to tackle a challenge many visionary founders face: What does your role become when the business runs without you? If you've ever felt unsure of how to stay involved at a strategic level without slipping back into the day-to-day, this one's for you. Here's what we cover: ✅ Why "letting go" doesn't mean disappearing ✅ How to build metrics that matter (and get your team to own them) ✅ Navigating partnership dynamics when your working styles clash ✅ Identifying the high-leverage work only you can do ✅ What a fully developed right-hand leader can unlock Ben and Cody share how their values-driven business model — serving the Deaf community across Utah, Illinois, and beyond — continues to thrive thanks to a strong team. But with growth comes a new challenge: redefining their leadership roles to focus on vision, alignment, and long-term impact. Hit play for a powerful conversation on leadership evolution, co-founder communication, and building a business that runs without you — but still reflects you. Top 5 Takeaways: Redefine Leadership – You don't have to leave your business to scale. You just need to lead differently. Design Your Dashboard – Tracking what matters helps you manage without meddling. Strengthen the Middle – Develop your internal leaders so they're solving problems before they reach you. Own Your Zone – Decide which high-value activities are truly yours — and delegate the rest. Stay Aligned – Founders don't need to agree on everything, but alignment on vision is non-negotiable. Chapters: 01:02 – Meet Ben and Cody + What 5 Star Interpreting does 03:24 – The challenge: leading without doing 07:10 – Why the same metrics won't get them to the next level 12:58 – Building trust through dashboards + team decision-making 19:42 – Reframing leadership roles as visionaries 25:06 – Personality conflicts + Enneagram insights 31:22 – Developing their right-hand leader for operational autonomy 35:44 – Takeaways + next steps from the session Read the transcript here  🌐Learn more about 5 Star Interpreting Adrienne's IGRLC IG

After coaching Lisa Whitehouse on her team and scaling challenges, Adrienne and Emily are back to debrief the conversation — and get honest about how fear, beliefs, and untested assumptions shape our most critical business decisions. If you've ever delayed a hire, undercharged for your work, or jumped back into client delivery because "it's just easier," this debrief is a must-listen. Here's what we cover: ✅ Why journaling and mindset work alone won't help you scale ✅ The numbers that make hiring decisions feel safer ✅ How to calculate your onboarding runway + caseload breakeven ✅ The belief that "I must work hard to make money" — and why it lingers ✅ Building a business that doesn't need you (and why that's hard) Adrienne and Emily share what Lisa's episode revealed about the unspoken rules so many founders still follow — and why building a self-sufficient team starts with building a belief system that supports growth. 👉 If you want to stop getting pulled back into the work and start leading with clarity, this is your episode. Top 5 Takeaways: Beliefs Drive Behavior – If your subconscious says growth = danger, no strategy will override it. Track Onboarding Timelines – Knowing when a hire becomes profitable gives you confidence to scale. Budget for Training – Create a team training account, just like you would for marketing or software. DIY Is a Trap – Re-inserting yourself into the work feels helpful… until it kills momentum. Leadership Starts with Choice – You can run a solo business or build a team — just don't complain about the trade-offs. Chapters 00:56 – Adrienne's take: mindset as the true bottleneck 02:10 – Emily's POV: mindset without numbers won't cut it 04:20 – How long does it take a new hire to become profitable? 07:15 – Why you must budget for the training runway 10:02 – "Scrappy" doesn't scale: why scrappiness isn't strategy 12:58 – Adrienne's own growth edge: wanting things done yesterday 16:33 – Trade-offs: fast results vs. long-term freedom 20:20 – Resentment happens when you say yes to too much 23:00 – Letting go isn't just tactical—it's emotional 27:50 – Choosing your hard: reframe vs. repeat Want to be a guest on the podcast? Just fill in this form now!

In this coaching session, Adrienne Dorison and Emily Doyle sit down with Lisa Whitehouse, founder of Clever Vine — a UK-based outsourced business development agency — to unpack the mental and operational roadblocks keeping her from hiring and scaling with confidence. If you've ever second-guessed whether it's safe to grow your team, this one's for you. Here's what we cover: ✅ What "team trauma" looks like — and how it lingers in your decision-making ✅ Why Lisa keeps jumping back into client work (and what it's costing her) ✅ The challenge of hiring for soft skills and high performance ✅ How to create capacity before you need it ✅ Navigating the tension between small clients and large contracts Lisa shares how a past business failure still shapes her thinking — and how that fear shows up in her leadership today. Plus, Adrienne and Emily break down: - The mindset shifts required to grow sustainably - How to set up hiring systems that feel safer - Why pricing must reflect skill (not just service) If you're a service-based business owner trying to scale your team without losing quality or control, this episode will help you lead with clarity instead of fear. 🔥 Hit play and let's get into it! Top 5 Takeaways: Fear Isn't Strategy – Past business trauma can silently shape present-day decisions. Unpack it or risk staying stuck. Hire Ahead of Demand – Build the bench before you need it. Otherwise, you'll always be catching up. Let Go to Grow – Just because you can jump in doesn't mean you should. Founder fill-ins cost more than they save. Profit Needs Pricing Power – If your service is high-touch and human-led, your pricing should reflect that. Don't Just Attract Talent—Train It – A clear onboarding timeline builds trust (and saves money). Chapters 01:10 – Meet Lisa: What Clever Vine does and who they serve 03:42 – The challenge: balancing demand with capacity 06:58 – Why past team layoffs still shape Lisa's fear 10:24 – Jumping back in: the hidden cost of being the fallback 14:08 – Improving onboarding speed with better hiring clarity 17:02 – Balancing a values-driven culture with performance goals 19:50 – Creating team diversity across big and small clients 22:20 – Why pricing must match value in a human-led business 25:12 – Facing the fear: journaling, self-awareness, and belief work 31:00 – Lisa's biggest takeaway + next step Connect with Lisa: 👉 Website: https://www.clevervine.co.uk