Dealing with Goliath: Psychological Edge for Business Leaders

When communication breaks down and everyone’s working from a different playbook, even the best teams can fall into chaos. If you've ever felt the friction of misaligned expectations, unclear priorities, or endless status-chasing, this episode offers a clear way forward. We explore how to create shared definitions, structure meaningful conversations, and align teams—whether you're managing complex projects or just trying to get better results across departments. Discover why the first step to clarity isn't better tools, but better thinking. Host Al McBride speaks with Paul Koetke of Koetke Consulting about the subtle traps that derail collaboration, how to avoid assumptions, and why standardization isn’t about rigidity, it’s about freeing your team to focus on what really matters. Listen now to learn how clarity, conversation, and proactive alignment can transform how you and your team work. GUEST BIO: Paul Koetke is the Founder and Managing Partner of Koetke Consulting, a firm specializing in implementing Smartsheet PMO solutions for organizations seeking transparency and actionable intelligence in their project management offices. As a certified Smartsheet Platinum Partner with nine years of experience, Paul has designed and deployed over 100 PMO solutions for industry leaders like Cushman & Wakefield, Johnson & Johnson, Lineage Logistics, and Public Storage. A Control Center specialist, Paul empowers PMOs by transforming fragmented processes into scalable, automated workflows that provide real-time visibility and strategic insights. His expertise helps business leaders managing large project portfolios gain complete oversight, optimize decision-making, and enhance their teams’ project management capabilities. TOPICS EXPLORED: 1. The importance of creating a shared language before implementing any system 2. Common mistakes teams make when attempting to improve project visibility 3. How to balance structure with flexibility across engineering and creative teams 4. Why a tailored approach always beats one-size-fits-all in PMO solutions 5. The 3 foundational steps to begin standardizing your project processes 6. How clear definitions around quality and timelines prevent costly misunderstandings 7. The role of proactive discovery in building internal alignment and external trust 8. Why effective project management systems liberate rather than constrain RESOURCES:  Koetke Consulting: https://www.koetkeconsulting.com/ [https://www.koetkeconsulting.com/] COONECT WITH PAUL KOETKE: On LinkedIn: https://www.linkedin.com/in/paulkoetke/ [https://www.linkedin.com/in/paulkoetke/] If you're interested in more visit ▶ https://almcbride.com/minicourse for a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet. If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Feeling stuck between client projects with no clear path to your next buyer? You’re not alone! The real problem might not be your tactics, but a lack of strategic clarity. In this episode, we explore the critical (and often overlooked) shift from reactive marketing to intentional client attraction. Learn why doubling down on the latest tactic is rarely the answer, how to spot the signs you’ve outgrown your existing clients, and what to do when your messaging no longer lands. Host Al McBride is joined by Christine Campbell Rapin for a candid conversation on uncovering your blind spots, reconnecting with your market, and building a business that feels both grounded and compelling. If you’ve ever felt a disconnect between your ambition and your results, this episode will give you the strategic reset you need. Listen now to rethink how you attract clients and grow without the guesswork. GUEST BIO: Christine Campbell Rapin is an energetic, tell-it-like-it-is business advisor, mentor, consultant, speaker and 3x international best-selling author. To date she’s supported over 400 companies to create a combined revenue more than $1B and believes business growth CAN be elegantly simple when you focus on the 3 non-negotiable business foundations that build a client growth engine. TOPICS EXPLORED: - Why many B2B service providers hit a “sophomore slump” and how to get out of it - The myth of tactic-hopping and why clarity of strategy trumps new marketing fads - How to identify your next client and why your current or past clients might not be the answer - The hidden dangers of outgrowing your clients—or just getting bored of them - Why constant creation can sabotage your business momentum - How to rebuild connection with your market through values, strategy, and relevance - The essential role of a thinking partner to uncover blind spots and accelerate growth - The difference between being a "likeable expert" vs. the “must-hire” authority - Why real-time conversations—not automation—are your greatest growth engine RESOURCES: 25 Ways to Attract an Audience of Buyers to Create Consistent Client Growth: https://christinecampbellrapin.com/buyers/ [https://christinecampbellrapin.com/buyers/] CONNECT WITH CHRISTINE CAMPBELL RAPIN: On Linkedin: https://www.linkedin.com/in/christinecampbell1 [https://www.linkedin.com/in/christinecampbell1] If you're interested in more visit ▶ https://almcbride.com/minicourse for a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet. If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Struggling with the shift from doing the work to leading the work? You’re not alone. For many first-time managers and founders, the leap into leadership is one of the toughest transitions they’ll ever face — bringing challenges like imposter syndrome, micromanagement tendencies, and even loneliness. In this episode, we explore how to navigate that tricky middle ground between being “one of the team” and stepping into your new leadership role with clarity and confidence. You’ll learn how to avoid common pitfalls, build trust, and take simple steps to lead with greater self-awareness, integrity, and connection. In this episode Al McBride speaks with leadership coach David Hatch about the six key challenges new managers face — and what to do about them. Whether you’ve just been promoted or you’re building a team from scratch, this conversation will help you grow into the leader your people need. GUEST BIO: Everyone has a story to tell about a bad manager. David Hatch is on a mission to change that by bringing great leadership to every new manager he meets. David helps new managers and first time founders with their leadership skills, so they can become leaders not bosses, lead with integrity, and build happier, higher performing teams, more effective organisations, and, ultimately successful businesses. David has over 20 years of leadership experience, a MSc in Business and Management and is a Fellow of the Institute of Leadership and Management. TOPICS EXPLORED: * Transitioning from doing the work to leading the work: why it’s one of the toughest career shifts * The hidden complexity of being promoted from within and managing former peers * Six core leadership challenges every new manager faces: from imposter syndrome to uncertainty * Micromanagement vs. hands-off leadership: finding the right balance * Why loneliness is a common (but overlooked) struggle for new leaders * The importance of early conversations to align expectations with your team * How self-awareness lays the foundation for authentic leadership * The power of networking for emotional support and leadership development * Using fictional leadership archetypes to uncover personal leadership values RESOURCES:  David Hatch's Leadership Hero Quiz: https://leadingwithintegrity.co.uk/leadership-resources/leadership-hero-quiz/ [https://leadingwithintegrity.co.uk/leadership-resources/leadership-hero-quiz/] CONNECT WITH DAVID HATCH: On LinkedIn: https://www.linkedin.com/in/davidhatch-leadernotaboss/ [https://www.linkedin.com/in/davidhatch-leadernotaboss/] If you're interested in more visit ▶ https://almcbride.com/minicourse for a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet. If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

SHOW NOTES: Are your interviews, negotiations and client conversations not yielding the results you expect? The problem might not be what you're asking, but how you're asking it. Explore the nuances of effective interviewing and negotiation strategies with Mark Anderson, an expert in investigative techniques and behavioral science, in this enlightening episode of the Dealing with Goliath podcast. In this discussion, Mark sheds light on the transition from traditional to evidence-based, psychologically sound interviewing methods. He explores the pivotal role of rapport and authenticity in communication, offering practical tips on asking the right questions and building genuine connections. Whether you're looking to refine your professional interactions or enhance your investigative skills, this episode is packed with insights that can transform your approach. GUEST BIO: Mark Anderson is the Director of Training and Development with Anderson Investigative Associates. He is a career interviewer in the audit and investigation arena who believes interviewing is a skill at the foundation of our best and most complete work. He is a retired Special Agent with the U.S. Department of Justice, Office of the Inspector General (DOJ/OIG), and also served as a Special Agent with the FBI, the U.S. Nuclear Regulatory Commission, and as a Deputy Inspector General with the New York State Office of the Inspector General. Before retiring he instructed interviewing in the Behavioral Science Division at FLETC. His focus in training is the need for rapport and establishing commonality with those who we interview. This is done with the goal of maximizing the quality and quantity of information that we obtain. He instructs in the areas of interviewing, interrogation, employee misconduct, ethics, investigation planning, public corruption, and other requested areas of investigation, audit, evaluation, human resources, compliance, and inspection work. TOPICS EXPLORED: - Foundational Interviewing Skills: The critical importance of rapport and commonality in extracting quality information during interviews. - Modernizing Interview Techniques: Shifting from outdated, confrontational methods to evidence-based, psychologically sound practices. - Stress and Its Impact: How stress influences fallback to outdated techniques during high-stakes interviews and negotiations. - Rapport Building and Its Pitfalls: Effective strategies for establishing genuine connections and the common errors that break them. - Authentic Communication: The significance of authenticity and self-knowledge in building trust and credibility. - Asking the Right Questions: Moving away from yes/no questions to open-ended questions that elicit comprehensive responses. - Continuous Learning and Integrity: Mark’s approach to constantly updating his methods and materials to stay credible and effective. - Manipulation vs. Influence: Exploring the ethical boundaries in professional interactions, focusing on intent and outcomes. - Self-Knowledge as a Tool: The power of deep self-awareness in maintaining integrity and managing challenging interactions effectively. RESOURCES: Mark's Website www.andersoninvestigative.com [http://www.andersoninvestigative.com] Over 100 insightful articles on interviewing & having better conversations: https://andersoninvestigative.com/blog/ [https://andersoninvestigative.com/blog/] CONNECT WITH MARK ANDERSON:  On LinkedIn: https://www.linkedin.com/in/mark-a-anderson-a46a1658 If you're interested in more visit ▶ https://almcbride.com/minicourse for a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet. If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Many small business owners struggle with sales, not because they lack a great product or service, but because they’re uncomfortable “selling themselves.” They overinvest in polished branding, only to freeze when it’s time to show up and connect. If this sounds familiar, you’re not alone and this episode is for you. Discover how to bridge the gap between marketing and sales to create a more authentic, customer-focused business. We'll explore how to overcome the fear of rejection, build momentum without burning out, and use real conversations to unlock smarter strategies that actually work. In this episode of Dealing with Goliath, host Al McBride speaks with Ciaran and Rachel McKenna of Wood Hazel Consultancy. With decades of combined experience in sales and marketing, they share practical advice for reluctant salespeople and growing teams on how to align their message, process, and customer experience. Listen now to sharpen your edge and build a business that connects and converts. GUEST BIOS: Ciaran and Rachel McKenna run Wood Hazel Sales and Marketing Management Consultancy. Ciaran boasts a robust career in senior management and sales leadership. Known for his excellent track record in boosting profit growth under various market conditions, he is recognized for his great listening skills, intuition, and fearless commitment to accountability, often asking the tough questions that drive progress. He is profoundly supportive, always considering the holistic development of his clients Rachel McKenna is a seasoned marketing professional and mentor with a strong commercial sense, having cultivated her expertise primarily in the financial services sector across the UK and Ireland, alongside experiences in retail and startups, which has equipped her to lead marketing teams highly successfully. She values the authentic qualities of individuals and champions the belief that our unique differences enhance our collective strength. TOPICS EXPLORED: * Bridging the gap between sales and marketing for aligned customer engagement * Why authentic branding starts with the business owner's true personality * The role of collaboration and listening in cross-functional business success * How real-time customer conversations outperform costly market research * Overcoming fear of selling: shifting mindset from ‘sales’ to ‘helping’ * Building confidence for “reluctant salespeople” to grow their business * Common pitfalls small business owners face in marketing and sales alignment * The danger of misaligned branding that doesn’t match the service experience * Reframing rejection in sales: why “no” is often more valuable than “maybe” RESOURCES:   Wood Hazel : https://woodhazel.ie/  YouTube:  https://www.youtube.com/@woodhazelconsulting4473  CONNECT:  On LinkedIn: Ciaran McKenna [https://www.linkedin.com/in/ciaran-mc-kenna-3b24318b/] https://www.linkedin.com/in/ciaran-mc-kenna-3b24318b/ Rachel McKenna [https://www.linkedin.com/in/rachel-mckenna-25a56237/] https://www.linkedin.com/in/rachel-mckenna-25a56237/ If you're interested in more visit ▶ https://almcbride.com/minicourse for a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet. If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.