Unlocking Success in Public Sector Bids: A Conversation with Tom Sander-Daniel

From Shelf Stacker to Business Owner: Dave Faulkner Cross of PW Direct

Dave Faulkner Cross on Building PW Direct: From Stock Control to Online Signage and Real-World Growth. Dave Faulkner Cross shares his career journey from struggling with exams but thriving in practical YTS training at Iceland, progressing to management roles at Tesco before redundancy funded nearly a year backpacking in Australia. Back in the UK he worked across supermarkets, then joined his uncle’s packaging business, shifting from sales into office and operations management, improving payment terms, before leaving after a buyout changed the company culture. At 24 (2002) he launched his own packaging business, later rebranding to PW Direct and acquiring a sign business 12 years ago; today signage is ~90% of revenue, driven largely by eBay/Amazon with fast turnaround as a key USP. He discusses risks of platform dependence, moving to a main-road shopfront, winning local awards, using networking and LinkedIn to build “people buy from people” trust, redeveloping the website, and supporting apprenticeships, plus advice on backing yourself, fixing mistakes quickly, and staying calm with customers. 00:00 Welcome and Format 00:32 School Struggles 01:09 YTS at Iceland 03:07 Tesco Management Leap 05:30 Redundancy and Australia 07:07 Back Home Supermarkets 07:40 Uncle Packaging Role 10:12 Buyout and Breaking Away 12:15 Starting PW Direct 13:04 Signs Business Pivot 16:35 COVID Boom and Shift 18:37 Marketplace Dependence 21:07 Awards and Networking 22:37 Networking Nerves 24:14 Simple Networking Tips 24:53 Goals And Follow Ups 27:56 Beyond Marketplaces 29:59 People Buy People 33:35 Apprenticeships Impact 37:33 Future Growth Markets 39:44 Quickfire Advice 41:41 Fixing Mistakes Fast 45:44 Partner And Contact LINKS Website: https://pwdirect.co.uk/ [https://pwdirect.co.uk/] Dave’s LinkedIn Profile: https://www.linkedin.com/in/dave-faulkner-cross-2199b53a5/ [https://www.linkedin.com/in/dave-faulkner-cross-2199b53a5/] Company LinkedIn Page: https://www.linkedin.com/company/pwdirect-signs-designs/ [https://www.linkedin.com/company/pwdirect-signs-designs/] Instagram: https://www.instagram.com/pwdirectbacup/ [https://www.instagram.com/pwdirectbacup/]   ActionCOACH Bolton: https://business.actioncoach.co.uk/coaches/bolton [https://business.actioncoach.co.uk/coaches/bolton] ActionCOACH Bolton Events: https://business.actioncoach.co.uk/coaches-events-listing?id=15417591592 [https://business.actioncoach.co.uk/coaches-events-listing?id=15417591592] Paul’s LinkedIn Profile: https://www.linkedin.com/in/paul-limb/ [https://www.linkedin.com/in/paul-limb/]

Legacy and Innovation: The Story of Krishan Mistry and AVM Solutions

Krishan Mistry on Building AVM Solutions: From Retail AV to Scalable Workspace Tech and Software Krishan Mistry discusses his entrepreneurial background rooted in his immigrant family’s businesses in Bolton, studying engineering/software at university, DJing and producing 35–40 published tracks for adverts, then returning home to work in the family nightclub/function venue before starting AVM Solutions. He began by hiring DJ/AV equipment and grew through a long relationship with Quiz Clothing, evolving from design consultancy into project management and turnkey delivery. From 2007–2012 he learned by doing, then formalized services, hired apprentices, and built a customer-problem-solving culture. Retail work expanded to Disney UK stores, and a Goldman Sachs 10,000 Small Businesses accelerator in 2016 drove process documentation and scaling, alongside a major NEC Birmingham LED project and mentoring from David Edwards. AVM now provides workspace AV technology, has ~30 staff across the UK and India, built a software division, a custom ERP (“Hive”), integrates data and AI, and markets an IoT platform (digispace.app) to reduce building energy use. Key advice: avoid distractions, focus on customers, read more, work on the business, and stay purpose-driven; Krish also shares views on values, self-awareness, and spirituality. 00:00 Welcome and Podcast Purpose 00:49 Family Roots and Entrepreneurship 03:25 School Tech and DJ Beginnings 05:27 Music Production vs Coming Home 06:05 Family Club and Selling Up 07:42 Starting AVM Hire Hustle 08:39 Quiz Clothing Breakthrough 10:39 From One Man Band to Team 12:07 Problem Solving Business Mindset 14:37 Hiring People and Leadership Lessons 19:07 Retail Growth Disney and Beyond 21:21 Goldman Sachs Scaling Shift 22:45 Process Documentation and Systems 24:44 Big Projects Mentors and NEC 26:49 Winning the Turning Deal 27:27 Narrowing to Workspace AV 29:10 Tech as the Enabler 30:44 Podcast Purpose and Value 32:27 Vision Partners Over Profit 33:07 Core Values and Culture 36:35 Traction and Operating Systems 37:47 Building a Global Team 39:37 Breaking the Next Ceiling 41:10 Software AI and Data Strategy 45:28 Digispace and Carbon Savings 47:15 Advice Staying Focused 52:06 Purpose Spirituality and Self Awareness 57:16 Where to Find AVM LINKS Website: https://www.avmsolutionsuk.com/ [https://www.avmsolutionsuk.com/] Krish’s LinkedIn Profile: https://www.linkedin.com/in/krishanmistry/ [https://www.linkedin.com/in/krishanmistry/] Company LinkedIn Page: https://www.linkedin.com/company/avmsolutions/ [https://www.linkedin.com/company/avmsolutions/]   ActionCOACH Bolton: https://business.actioncoach.co.uk/coaches/bolton [https://business.actioncoach.co.uk/coaches/bolton] ActionCOACH Bolton Events: https://business.actioncoach.co.uk/coaches-events-listing?id=15417591592 [https://business.actioncoach.co.uk/coaches-events-listing?id=15417591592] Paul’s LinkedIn Profile: https://www.linkedin.com/in/paul-limb/ [https://www.linkedin.com/in/paul-limb/]

Building a Great Mortgage Business: Rachel Gill's Story

Rachel Gill shares her career journey from early part-time work to financial services at Newcastle Building Society, studying marketing, training as a mortgage adviser, and working in estate agents, The Woolwich, and broker firms before launching her own brokerage (Aspect Mortgages) 22 years ago after completing a business plan course. She describes the challenges of being solo for three years, hiring her first employee without management experience, and later bringing her husband Richard into the business. Gill recounts surviving major disruptions including the 2008 downturn, COVID-19 (using furlough), and the Liz Truss period, noting improved preparedness and planning over time; the firm now has eight staff. Aspect Mortgages focuses on mortgages and protection with service-led KPIs (callback/response times, CRM tracking) and strong Google reviews, and Gill specializes in equity release/lifetime mortgages, which she aims to grow for an aging client base while beginning to consider long-term exit planning. LINKS Website: https://aspectmortgages.co.uk/ [https://aspectmortgages.co.uk/] Rachel’s LinkedIn Profile: https://www.linkedin.com/in/rachel-gill-59113315/ [https://www.linkedin.com/in/rachel-gill-59113315/] Company LinkedIn Page: https://www.linkedin.com/company/aspect-mortgages/ [https://www.linkedin.com/company/aspect-mortgages/]   ActionCOACH Bolton: https://business.actioncoach.co.uk/coaches/bolton [https://business.actioncoach.co.uk/coaches/bolton] ActionCOACH Bolton Events: https://business.actioncoach.co.uk/coaches-events-listing?id=15417591592 [https://business.actioncoach.co.uk/coaches-events-listing?id=15417591592] Paul’s LinkedIn Profile: https://www.linkedin.com/in/paul-limb/ [https://www.linkedin.com/in/paul-limb/] 00:00 Welcome and Setup 00:29 Early Jobs and Uni 01:38 Mortgage Broker Path 03:08 Entrepreneur Spark at 16 03:53 Business Plan Breakthrough 06:38 Launching Aspect Mortgages 08:34 Solo Founder Years 09:45 First Hire Lessons 12:07 Leadership Skills Matter 16:23 2008 Crash Survival 19:28 COVID and Market Shifts 23:27 Service First Culture 26:13 Equity Release Explained 30:30 Client Niches and Insurance 33:46 Future Plans and Exit 38:03 Challenges and Resilience 40:59 Quick Fire Advice 44:59 Where to Find Aspect 46:03 Closing Thanks

The Absolute Journey: Business Insights with Chris Hodgen

The Absolute Journey: Business Insights with Chris Hodgen Chris recounts founding Absolute in Bolton after working in marketing at Reuters in London, launching on 5 October 1999 with interactive CD-ROM “business cards” before the internet and using a European license to win major clients (e.g., Fujifilm, Honda, Mattel, and 2.3 million “PokeRoms”). He describes early portfolio-driven growth, work in schools and universities, and a partnership ending around 2001. He explains a later diversion into a publishing/“Entertainment” venture (For Dummies digital license, a failed Nick Faldo golf product that led to losses, and a “pass your driving test” product), then refocusing after the 2008 crash to rebuild the agency and win larger work (e.g., Amir Khan, AA Driving School, Man City campaigns, Redrow rebrand). He outlines splitting the business into Absolute Agency (brand/campaign) and Absolute Nexer (bespoke web development) under Absolute Group, discusses culture, hybrid working, recruiting/process challenges, AI opportunities (including AI-only ads and Tefal imagery), and advice to pursue passion, get external support and use frameworks like Traction and Radical Candor. 00:00 Podcast Introduction 00:36 Chris Origin Story 01:04 CD-ROM Business Idea 02:41 Launching Absolute 1999 03:52 Motorsport Sponsorship Work 05:39 Naming Absolute 07:51 First Clients Portfolio 10:22 Partner Split Early Years 11:29 Early Growth Numbers 12:48 CD-ROM Boom Clients 14:02 Diversifying Mistake 15:05 Faldo Deal Goes Wrong 19:32 Golf Networking Stories 21:15 Reinventing After 2008 25:52 Splitting Into Two Brands 27:39 Ideal Client Fit 29:06 Redrow Rebrand Case Study 31:06 Premium Brand Breakthrough 31:45 Culture Values And Trust 32:50 No Yes Agency Mindset 34:00 Tendering Versus Creativity 34:47 Hybrid Work And Collaboration 37:20 Community Buzz In Studio 39:59 Five Year Plan Focus 41:06 AI Opportunities And Limits 42:44 Owner In Versus On 44:04 Leadership Role Lessons 45:50 Biggest Challenges Today 47:33 AI And Future Jobs 50:46 AI Creative Work Examples 56:06 Quickfire Business Advice 01:01:23 Books Podcasts And Learning 01:04:41 Closing Thanks And Wrap LINKS Absolute Agency Website: https://absolute.agency/ [https://absolute.agency/] Absolute Nexa Website: https://absolute-nexa.agency/ [https://absolute-nexa.agency/] Chris’s LinkedIn Profile: https://www.linkedin.com/in/chrishodgen/ [https://www.linkedin.com/in/chrishodgen/]   ActionCOACH Bolton: https://business.actioncoach.co.uk/coaches/bolton [https://business.actioncoach.co.uk/coaches/bolton] ActionCOACH Bolton Events: https://business.actioncoach.co.uk/coaches-events-listing?id=15417591592 [https://business.actioncoach.co.uk/coaches-events-listing?id=15417591592] Paul’s LinkedIn Profile: https://www.linkedin.com/in/paul-limb/ [https://www.linkedin.com/in/paul-limb/]

Unlocking Success in Public Sector Bids: A Conversation with Tom Sander-Daniel

From Bid Writer to Managing Director: Tom Sander-Daniel onGrowing Thornton & Lowe and Winning Public Sector Work  Tom discusses his career journey from studyinggeography to joining Thornton & Lowe as a bid writer eight years ago and becoming managing director last year, supported by leadership training (including ILM) and experience gained as the company grew from around 10–15people to about 65, including an acquisition. He explains Thornton & Lowe's core focus on helping organizations win public sector work through bid writing, advisory support, training, recruitment, and software: Tender Pipeline (opportunity searching with free and licensed options) and Tender Library (finding and reusing past bid content). The conversation covers bid/no-bid strategy, evidence-led responses, supplier engagement, frameworks and dynamic purchasing systems, challenges for SMEs versus incumbents, and how marketing and relationship-building before tenders drop can improve win chances. Tom shares three SME tips: build a targeted pipeline, plan engagement, and usestrong evidence.   00:00 Welcome and Intro 00:18 From Geography to Bids 02:15 Growing Into Leadership 03:59 Training and Accidental Managers 05:35 Becoming Managing Director 07:42 Team Growth and Remote Work 08:42 What Thornton and Lowe Does 10:03 Bid Support Levels Explained 11:51 Finding Tenders With Software 14:36 Tender Library Content Search 15:49 Training and Recruitment Services 18:24 SME Advice for Public Tenders 20:38 Winning Without ISO 21:41 Procurement Act Flexibility 22:25 Incumbent Myth Busting 23:22 Spotting Unfair Tenders 24:59 Shape Requirements Early 27:58 Framework Strategy Matters 28:17 Tender Types Explained 31:04 Frameworks Need Marketing 34:10 Bid Mentor and Outsourced Marketing 35:56 Three Tips for SMEs 38:01 Career Growth Advice 40:11 Where to Find Them LINKS Website: https://thorntonandlowe.com/ [https://thorntonandlowe.com/] Tom’s LinkedIn: https://www.linkedin.com/in/thomasdaniel94/ [https://www.linkedin.com/in/thomasdaniel94/] Tender Pipeline: https://bidsoftware.thorntonandlowe.com/tenderpipeline/ [https://bidsoftware.thorntonandlowe.com/tenderpipeline/] ActionCOACH: https://business.actioncoach.co.uk/coaches/bolton [https://business.actioncoach.co.uk/coaches/bolton] Paul Limb: https://www.linkedin.com/in/paul-limb/ [https://www.linkedin.com/in/paul-limb/]