Most Owners Never Build a Sellable Business. Here’s Why.

Business Exit? Most Owners Never Build a Sellable Business. Here's Why.In this episode of the ActionCOACH podcast, Saul Cohen reveals why most business owners fundamentally misunderstand their business's value and what it takes to build a truly sellable company. Saul, a corporate finance expert who started at PWC and now specialises in mergers and acquisitions, shares the hard truths about scaling owner-managed businesses and the critical mistakes that prevent successful exits.Discover why the "hustle" stops working at £1 million in revenue and what you need to do differently. Learn why owner-managed businesses rarely exceed £10 million without proper structure, and why getting above £20-100 million while retaining full ownership is nearly impossible. Saul explains the two biggest reasons acquisitions fail: people and cash flow, why you should never make changes immediately after buying a business, and how successful entrepreneurs think about money differently: focusing on building assets rather than just P\&L thinking.This episode provides actionable frameworks for financial management, including the five essential components of a proper finance department, why you need a part-time financial controller (not just an accountant), and the critical difference between compliance and strategic financial planning. Saul also shares his recommended reading (Daniel Priestley's "24 Assets" and Alex Hormozi's "$100M Offers") and explains why every business owner needs to get a valuation immediately – even if they're not planning to sell for years.Whether you're doing £500K or £5 million in revenue, this conversation will change how you think about building business value and planning your eventual exit. Hosted on Acast. See acast.com/privacy for more information.

Dragons Den Failed Her, Then She Hit £10M in Revenue | Rachel Watkyn Tiny Box Company InterviewMost business owners give up after harsh rejection. Rachel Watkyn built a £10 million company instead.In this episode of the ActionCOACH podcast, Rachel Watkyn, founder of Tiny Box Company, shares her remarkable entrepreneurial journey. After being "absolutely slaughtered" on Dragons' Den, battling chronic fatigue syndrome that left her bedridden for years, and surviving cancer, Rachel scaled her sustainable packaging business from zero to over £10 million in revenue.What makes Rachel's journey extraordinary isn't just the numbers. It's how she achieved them. For 3-4 months across two consecutive years, she ran her entire business from her bed, a "guilty secret" she reveals publicly for the first time in this interview. Despite losing everything (her house, job, partner, and car), Rachel's "steel rod" determination and focus on something bigger than herself drove her forward when hope seemed impossible.Discover Rachel's core strategies for scaling from £1 million to £10 million, why the Dragons were wrong about sustainability being "niche," and how she built a team so strong that a former warehouse worker now runs the entire operation. Rachel reveals the power of visualisation and manifestation, why focusing on experiences matters more than material goals, and what truly defines success beyond wealth.Whether you're battling imposter syndrome, facing health challenges while running your business, or simply trying to scale past seven figures, Rachel's insights on servant leadership, trusting your vision over "experts," and the importance of surrounding yourself with people who lift you up will transform how you approach entrepreneurship.Key quotes: "If you're not helping people in some way, then you don't have a business model anyway.""Especially for women that do suffer from confidence issues, imposter syndrome is to focus on something that's bigger than you.""Your background, who you think you are, doesn't need to define you."Subscribe to the ActionCOACH podcast for weekly insights on business growth, leadership, and achieving extraordinary results. Hosted on Acast. See acast.com/privacy for more information.

Business Exit: Your Business Isn't Worth Selling Yet | Here's Why | James Ashford Entrepreneur InterviewMost business owners dream of a life-changing exit. James Ashford achieved it, selling his company for eight figures. But he reveals a hard truth in this episode: his business wasn't always worth selling. For years, it was practically worthless to buyers.What changed? Ashford spent three years systematizing his operations, building a company that didn't just run without him but actually grew without him. He shares the strategic decisions that separated his company from competitors, why he refused to discount, and how video marketing positioned him as the category leader.He also opens up about the unexpected aftermath: the identity crisis that followed his exit and the work of rebuilding purpose beyond the business. Now an active investor, he offers insights into what makes businesses truly valuable to both buyers and the entrepreneurs who build them.What You'll Learn:The Fatal Flaw in Most Small Businesses: Being the best at what you do makes your business worthless to buyers. Transform from operator to owner.The Three-Year Rule for Sellable Businesses: James explains which systems made his business attractive to acquirers and why it took three years to build them.Why Discounting Destroys Business Value: Saying no to discounts builds a premium brand that commands higher multiples at exit.The Video Marketing Strategy That Changed Everything: Educational content solved his core business problem and positioned his company as the category leader.The Emotional Reality of Selling Your Business: James shares the identity crisis that followed his exit and how he rebuilt his sense of purpose.From Operator to Investor: James now invests in multiple companies and shares what he looks for when evaluating opportunities.The Diamond Framework for Client Selection: Learn how to identify and nurture your most valuable client relationships instead of treating everyone equally. Hosted on Acast. See acast.com/privacy for more information.

Business Growth: £50 Million Turnover Started With This Uncomfortable Truth | Jordan Brompton My Energi InterviewJordan Brompton scaled My Energi from minus £20,000 in debt to £50 million turnover in five years. But she wouldn't do it that fast again. This episode reveals the uncomfortable truths about rapid growth, securing investment without connections, and why believing in yourself is the hardest part.What You'll Learn:The Uncomfortable Truth About Scaling Fast: Jordan wouldn't scale at that pace again despite the success. Two redundancy rounds after building to 400 employees taught her that when external factors force you to retract quickly, there's a real cost.How to Secure Investment Without Connections: A working-class entrepreneur with no degree raised £1.8 million from Sir Terry Leahy and Bill Currie, then £30 million from private equity. Her biggest lesson: due diligence should go both ways.The Power of Product Identity: Naming products like "Eddi" and "Zappi" creates emotional connection and market differentiation. Jordan purposely gave products identities to educate children and build a brand that could compete in a crowded marketplace.Why Investors Want to See Sales First: Stop pitching with fancy decks and no substance. Jordan looks for order books, customer commitments, and proof you've invested yourself. AI can create a pitch deck in two minutes. What doors have you knocked on?The Reality of Manufacturing Scale: Gradual scale isn't optional in electronics manufacturing. Investment cycles (4-5 years) are too short for hardware businesses that need 15-20 year horizons.Maintaining Belief Through Turbulent Times: Jordan navigated government grant withdrawals, market oversaturation, and pulling back from an IPO when the war in Ukraine hit. Her biggest personal barrier has always been her own mind.The Grimsby Grit That Built a £50 Million Business: Growing up in a "forgotten about town" created the tenacity that pushed Jordan through every challenge. Wanting it more than your competition is everything. Hosted on Acast. See acast.com/privacy for more information.

Disruption: She Doesn't Look Like a Lawyer And That's Her Biggest Advantage | Sophie Murgatroyd Law by Sophie InterviewSophie Murgatroyd built Law by Sophie from nothing to a thriving practice in 18 months by rejecting every rule traditional lawyers follow: showing up in gym kit, niching into equine law, and marketing herself as "Legally Blonde." But her success runs deeper than tactics: five years ago, she survived violent trauma that took her unborn son Ashley's life, battled PTSD and depression, and rebuilt herself through therapy and sheer grit. Her secret? People buy from people, and authenticity is the ultimate competitive advantage.What You'll Learn:- Disruption in traditional industries: Being different attracts clients desperate for authenticity- Niching down: Specialising in equine law created a magnetic pull for clients who found someone who speaks their language- Courage to be disliked: Accepting you're not everyone's cup of tea grows your business faster- Trauma into resilience: Surviving violence and loss, therapy became essential for rebuilding- Therapy in high performance: Five years of consistent therapy transformed her life- Personal brand building: Showing up as yourself generates more business than corporate marketing- The By Sophie Empire: Building multiple businesses under one personal brand- Yorkshire farmer lessons: Early lessons about graft and earning what you want fuel her driveKey Quotes:"Replace the word 'algorithm' with 'audience' in any YouTube conversation, and you'll have your answer.""I'm not gonna be everyone's cup of tea. And do you know what? That's okay.""Therapy saved my life without a doubt.""Be unapologetically you."Sophie Murgatroyd's Background:Sophie Murgatroyd founded Law by Sophie, specializing in equine and agricultural law. A Yorkshire farmer's daughter, she qualified as a solicitor at a major Manchester firm. Five years ago, she survived a violent trauma that took her unborn son's life, leaving her battling PTSD and depression. Through therapy and her dog Kipper, Sophie rebuilt her life and launched Law by Sophie 18 months ago. She's now building the "By Sophie Empire" with multiple ventures and applying to become a judge. Hosted on Acast. See acast.com/privacy for more information.

Marketing: The Relationship Rule Every Marketer Gets Wrong | Charlotte Pearce Most brands treat marketing like a one-way street. Charlotte Pearce built Inpact into a company sending millions of handwritten notes for brands like Victoria Beckham and John Lewis by understanding that customers are humans first, and humans buy from people they feel connected to.What You'll Learn:The Dating Analogy That Changes Everything: Marketing works exactly like romantic relationships. Constantly demanding (buy this, do that, tell your friends) without giving anything first kills connection. Yet brands do this constantly and wonder why customers don't engage.The No-Call-to-Action Revolution: Charlotte proves through millions of notes that the most effective marketing often has no call to action whatsoever. Simply thanking customers for choosing your brand, without asking for anything in return, brings in more sales.From a Friend to a Friend Copywriting: Address recipients by first name, sign from a person and team, strip away jargon, and express authentic gratitude. The handwritten format lets you be more emotional than you could in other channels.The Mantelpiece Moment Strategy: Unlike emails that disappear or social posts that vanish in seconds, handwritten notes stay visible on mantelpieces, fridges, and walls. Every time customers see them, they remember your brand.Building a Scalable Human Touch: Charlotte shows that you can be genuinely thoughtful at massive scale. With 1,500 scribes worldwide, her company proves brands can stay authentic even when serving millions of customers. Hosted on Acast. See acast.com/privacy for more information.

Communication: Why You're Failing and the Real Reason People Don't ListenMost business owners think they communicate well. They're wrong. In this Business Growth Podcast episode, powered by ActionCOACH UK, former Apprentice candidate Frederick Afrifa, who trains Fortune 500 executives, reveals why your communication fails under pressure and exactly how to fix it.What You'll Discover:Learn the two psychological phenomena sabotaging your communication: explicit monitoring (overthinking automatic actions until you forget how to speak naturally) and distraction theory (focusing on audience judgment instead of your message). Frederick shares exact techniques to overcome these barriers, drawn from his background as a 10.3-second 100-meter sprinter who understands performance under pressure.Discover why practising in front of a mirror is worthless and what professional athletes do instead. Frederick reveals the "race simulation" approach that transforms nervous speakers into confident communicators in just 12 hours of intensive training.Master the four-part storytelling framework that made Frederick's Apprentice presentation go viral: relate to your audience, explain the challenge, resolve it, and deliver the moral. He demonstrates this live with examples for different audiences.Understand why listening, not speaking, is your most powerful business tool. Learn the Chinese philosophy of listening with your eyes, heart, and ears, treating every conversation partner as if they're the only person in the world. This single shift reduces resistance in negotiations, sales calls, and leadership situations.Build unshakeable confidence through evidence, not affirmations. Frederick explains why confidence is activity-specific and how to systematically develop it in any area where you currently struggle.Learn Frederick's biggest lesson from The Apprentice: energy management. He reveals how ignoring his introverted need for alone time, due to fear of judgment, depleted his decision-making ability and ultimately cost him the competition. This lesson applies directly to business owners burning out while trying to be everything to everyone.Discover the "Brian" technique for managing your inner critic. Frederick shares how naming the negative voice in your head and working with it, rather than fighting it, transforms anxiety into actionable focus. Hosted on Acast. See acast.com/privacy for more information.

AI-Enhanced Email Marketing: The ROI Revolution with Matthew Montoya | Constant Contact InterviewMost small businesses are leaving money on the table with their email marketing. Matthew Montoya from Constant Contact knows better. In this episode of the Business Growth Podcast, powered by ActionCoach UK, we reveal the strategies that actually work for business owners and entrepreneurs looking to maximise their digital marketing ROI.Matthew brings 15 years of experience from the world's number one email marketing platform, having taught over 14,000 small businesses face-to-face. His insights? Email marketing delivers £36 return for every £1 spent, with an average 2% conversion rate that outperforms nearly every other marketing channel at a fraction of the cost.Discover why click-through rate is the ultimate KPI that matters, not open rates. Learn the exact email structure that captures attention in just 9 seconds: no more than 25 lines of text, 3 images maximum, and 3 calls to action. Understand why 80% of your content should educate and only 20% should promote, and how this balance keeps your audience engaged rather than teaching them to ignore you.Matthew debunks the biggest myth in digital marketing: that email is dead. Despite the flashiness of TikTok and social media, email marketing has thrived for 30 years because it works. The secret? Strategy, segmentation, and understanding that your audience is talking back to you through their behaviour. Are you smart enough to listen?This episode reveals how AI has transformed email marketing from an eight-hour manual process into a minutes-long strategic exercise. Constant Contact's AI builds entire omnichannel campaigns, identifies target segments, determines optimal send times, and creates content that mirrors your brand voice. The friction that once prevented small businesses from competing with large corporations has been removed.Learn why you should never buy email lists, how to grow your database organically, and why owning your email contacts gives you control that social media platforms never will. Understand the critical importance of relevance, timing, and personalisation in an era where audiences expect tailored content and have increasingly short attention spans.Whether you're a small business owner just starting with digital marketing, an entrepreneur looking to optimise your email strategy, or a content creator seeking better engagement, this episode provides the blueprint for email marketing success from real experience growing campaigns to millions of subscribers. Hosted on Acast. See acast.com/privacy for more information.

From Paralympic Silver to Building a Purpose-Driven & Life-Changing Business | Dr Mark Williams Limb Art InterviewMost people who face life-changing adversity spend years coming to terms with it. Dr Mark Williams turned his into a superpower within months. After losing his leg in a cycling accident at age 10, Mark became a world champion Paralympic swimmer and world record holder. Following 25 years climbing the corporate ladder at Ecolab, a chance encounter in a Morrison's car park changed everything. A 4-year-old boy spotted Mark's prosthetic leg cover and begged his mum for one. That moment birthed Limb Art, a company transforming how amputees see themselves. Today, Limb Art operates in 15 countries and has won the King's Award for Enterprise. One ex-para who'd lost three squad mates and his leg in an IED explosion had their memorial tattoo recreated on a leg cover. When he clipped it on, he said "my mates are back," a moment that left everyone in tears.Dr Mark Williams lost his left leg in a cycling accident at age 10 in 1982. He broke British swimming records, won silver at the 1988 Seoul Paralympics, and became world champion in 1989. After 25 years at Ecolab, he founded Limb Art in 2017, now operating in 15 countries and winning the King's Award for Enterprise in 2024. Hosted on Acast. See acast.com/privacy for more information.

TV Advertising Demystified: Insider Secrets for Business GrowthMost business owners believe TV advertising is reserved for corporate giants with bottomless budgets. Kurt Edwards knows better. In this episode of the Business Growth Podcast, powered by Action Coach UK, we reveal how businesses of any size can leverage TV advertising to build trust, scale rapidly, and achieve extraordinary results.Kurt Edwards brings over 20 years of media experience leading business development for the UK's most iconic media brands. Now working with AdSmart from Sky, the world's leading addressable TV platform, he shares exactly how modern TV advertising has transformed to level the playing field for small businesses.What You'll Learn:Why TV Advertising Builds Trust:Discover why trust has become the second most important factor in consumer purchasing decisions post-pandemic, and why TV remains the most trusted advertising environment whilst social media ranks as the least trusted.The Real Cost of TV Advertising:A six-week TV campaign on Sky starts at just £3,000, with creative production around £2,000. Kurt shares a case study of a local bed retailer spending just £1,000 per month who saw customers mentioning his TV ads within two weeks, compared to eight years of Facebook advertising where not a single customer ever mentioned seeing an ad.Sophisticated Audience Targeting:With Sky's access to 9 million customers and approximately 1,200 data points per customer, small businesses can now target audiences with surgical precision using data matching—competing on the same playing field as multinational corporations.The Science of Creative Effectiveness:Learn about System One research on "The Price of Being Dull" and the concept of "Compound Creativity" that explains why the best brands stick with what works rather than constantly chasing creative refreshes.10-Second vs 30-Second Creatives:With attention spans now between 10 and 20 seconds, discover how brands are creating impactful short-form content alongside traditional formats.The Power of Audio Branding:Fascinating research on sonic logos and how music influences consumer behavior in ways people don't consciously recognize. Hosted on Acast. See acast.com/privacy for more information.