E15 Faster and Easier Upselling with Liam Pearce

E17 Securing Follow-On Funding with Chris Wiggin

In this episode, Granger Forson is joined by Christopher Charles Wiggin, an experienced leader who built a major legal presence in Birmingham before transitioning into a portfolio of non-executive roles . Chris shares his journey of "knocking on doors" to break into the competitive Birmingham insurance market and his success in building a dominant fraud department . They explore why culture is the "glue" that retains talent, the importance of formal structures as a firm grows, and a deep coaching session on how pre-launch tech startups can break through the "investment plateau". Key Takeaways Networking is Persistence: When Chris first opened in Birmingham, he was rejected by claims managers who had 20-year loyalties elsewhere . He built his firm through constant networking and strategic client swaps with partners in other sectors. Culture Over Cash: Chris emphasises that while remuneration is important, people stay for an environment where they feel supervised, supported, and valued . The "Friday Sandwich" Habit: To combat the isolation of a growing firm spread across three floors, Chris instituted informal Friday lunches for partners and heads of department to build camaraderie and understand each other’s personal challenges . Character Over Credentials: Chris famously bucked the trend of only hiring "2-1 degree" candidates, believing that initiative, drive, and personal values are far more predictive of success than academic grades . The Power of Recognition: Chris highlights how a simple personal note sent on a staff member’s work anniversary can significantly boost "brownie points" and office culture . The "Hurdle": Breaking the Investment Stalemate for Tech Startups Chris discusses a tech startup he advises that has global potential but is struggling to secure "second-in" investment to finalise trials and launch . Chris's Professional Insight: "As a business grows, communication can be a real sticking point. Structure and communication are key—but they aren't always easy to do." Resource Links & Contact Info LinkedIn: Christopher Wiggin [https://www.linkedin.com/in/christopherwiggin/] Mobile: 07768 485 299

E16 Selling Tech Alongside Services with Matt Spry

In this episode, Granger Forson speaks with Matt Spry, co-founder of RODA, a hybrid advisory and technology firm that designs "performance systems" for ambitious leaders. Matt explains the powerful concept of the Flywheel—a series of repeating activities that build momentum and compound over time. They discuss the transition from pure consulting to a software-plus-advisory model, the importance of transparency in leadership, and how to use data to focus marketing efforts on the "right" kind of clients. Key Takeaways The Flywheel Concept: Originating from Jim Collins’ Good to Great, a flywheel consists of sequential activities (e.g., Awareness → Opportunity → Delivery → Retention → Innovation) that get easier and faster with each rotation. Performance Systems vs. Static Strategy: Matt noticed that great strategies often fail during execution. RODA provides digital toolkits to help teams map, measure, and track their flywheels in real-time. Ambition as a Niche: Rather than focusing on a specific industry, RODA works with ambitious leaders in tech, the NHS, and the third sector who refuse to settle for the status quo. The Power of Transparency: Matt highlights that their platform is built on openness; if a leader is uncomfortable with their team seeing performance data, they aren't the right fit for the model. The "Hybrid" Pivot: RODA shifted from trying to be a pure SaaS (Software as a Service) business to a hybrid model that combines software with deep advisory work to ensure client success. The "Hurdle" - Integrating Tech into Consulting Matt and his partner Mark faced the challenge of evolving from traditional consultants into a tech-enabled business model that delivers scalable value without losing the depth of their client relationships. Matt’s "Experiment for the Week" Matt is launching the "RODA Plus One Lunch"—a private, low-pressure event where guests bring an interesting peer to foster deep networking without a formal sales pitch. Resource Links & Contact Info Website: https://www.rodastrategy.com/ [https://www.rodastrategy.com/] LinkedIn: https://www.linkedin.com/in/mattspry/ [https://www.linkedin.com/in/mattspry/] Free Tool:https://www.flywheelbuilder.io/— [https://www.flywheelbuilder.io/—] An AI-powered tool to help you start mapping your own organization's flywheel.

E15 Faster and Easier Upselling with Liam Pearce

In this episode, host Granger Forson talks with Liam Pearce, founder of Pearce IT, about the evolution of his managed IT and telecoms business. Liam shares how he transitioned from the corporate world to support SMEs with enterprise-level technology at a price that fits their budget. They explore the growing importance of compliance in industries like care and education, the value of fully automating internal billing systems, and a tactical coaching session on how to systematically upsell new technology to an existing client base without overwhelming the team or the customer. Key Takeaways * Enterprise Tech for SMEs: Liam founded Pearce IT in 2012 to give smaller businesses access to high-level technology and cybersecurity qualifications usually reserved for large corporates. * Compliance as a Growth Driver: Specialising in highly regulated sectors like schools and care homes has been key. All staff are DBS cleared, and the firm is Cyber Essentials Plus certified. * The Power of Automation: To regain energy and focus, Liam mandated that all suppliers have open APIs that integrate with his billing and ticketing systems, ensuring accurate billing from day one. * Growing People, Even if They Leave: Liam views a staff member leaving for a large corporate role as a "proud moment" rather than a loss, as it validates the high-quality training and empowerment they received at Pearce IT. * AI as a "Co-pilot," Not a Replacement: Liam believes AI should assist processes and simplify tasks but never replace the human judgment required to decide what is truly right for a client. The "Hurdle": Systematizing Upsells to Existing Clients The episode tackles a common frustration: the time-consuming effort required to introduce new products (like Microsoft Copilot) to a large existing client base of 650 accounts Liam’s "Healthy Business" Tip Liam emphasises the importance of a ticketing system for transparency. It keeps both the team and the client informed on the status of complex installations, reducing burnout by clearly prioritising tasks. Resource Links & Contact Info * Website:  https://www.pearceit.co.uk/ [https://www.pearceit.co.uk/] * Facebook: Pearce IT [https://www.google.com/search?q=https://www.facebook.com/pearceit]

E14 Differentiate to Win with Charlie Cadbury

In this episode, Granger Forson is joined by Charlie Cadbury, the founder of Say It Now, a pioneering agency that bridges the gap between traditional media (TV and radio) and digital engagement using voice technology. Charlie shares the journey of his 19-year career in the agency space—from his early days running a 50-person web agency in Soho to the challenges of navigating the "voice 2.0" landscape with his current venture. The discussion explores how to build defensible tech, why "Key Person of Influence" strategies beat generic marketing, and how to differentiate yourself when the market feels crowded. Key Takeaways Voice-Enabled Advertising: Say It Now provides a platform that allows listeners/viewers to interact with ads via smart speakers, creating a real-time data feedback loop for brands like Tesco and Diageo . Building a "Data Lake": Charlie highlights that while software can be copied, proprietary data sets provide a "moat" that software alone cannot. He is racing to fill a data lake with consumer engagement insights that do not exist anywhere else. The "Key Person of Influence" Strategy: To differentiate in a crowded market, Charlie advocates for building the personal brand of the business leader. If you have 100 factories, people will choose the one with the smiling leader . Iterative Growth: After the collapse of his first 50-person agency due to cash flow issues, Charlie shifted his focus to leaner models and high-value partnerships, valuing "surprising brilliance" over raw headcount . The Power of Consistency: Even when you’re "bleeding edge," don't underestimate simple habits. Charlie has written a monthly newsletter for 15 years; it remains his most consistent tool for keeping warm leads engaged . The "Hurdle": Standing Out in a Crowded Market Many business owners struggle to differentiate themselves, often feeling they have to compete on price or buy "Google placement" to be heard. The Coaching Discussion & Proposed Experiments: Don't Sell the Business—Sell the Leader: Build a personal brand alongside the company. Use PR to become an "industry commentator" rather than just another service provider . The "Partnership Hack" for Quick Results: If you need immediate leads, find a non-competitive partner to create a joint research paper or case study. This "1+1=3" approach allows you to leverage each other's audiences for faster market penetration . Hygiene Content vs. Hero Content: Use a monthly newsletter as your "hygiene" piece to maintain relationships. It keeps you front-of-mind so that when a prospect is ready to buy, they already trust you . "Sharpening the Pencil": Networking events are one of the fastest ways to refine your pitch. If you have to explain what you do to 30 people in a room, you will naturally discover how to articulate your value more clearly . Charlie’s Insight on AI Distraction "The distraction piece is... because these tools are changing on a weekly basis, it doesn't necessarily mean that I need to change my working habits on a weekly basis. Distinguish the signal from the noise." Resource Links & Contact Info Website: sayitsnow.ai [http://sayitsnow.ai] LinkedIn: Charlie Cadbur [https://www.linkedin.com/in/charlescadbury/]

E13 Improving Remote Team Communications with Phil Gibbens-Balaquidan

In this episode, Granger Forson speaks with Phil Gibbens-Balaquidan about the operational realities of managing short-stay accommodation. After transitioning from a long-term letting agent role, Phil and his husband, Jason, built a business that handles the entire lifecycle of a short-term rental—from marketing and guest liaison to maintenance, cleaning, and financial reporting . They discuss the importance of local expertise, the necessity of absolute control over the cleaning standards, and the transition from "doing it all" to managing a scaling team.     Key Takeaways •    The Full-Service Model: The business offers a completely hands-off experience for landlords, handling everything from listing strategy to the final clean-up after a guest departs . •    "Never Outsource the Outsourcing": Phil emphasises the importance of vertical integration. Unlike competitors who offload cleaning to external agencies, Phil keeps his housekeepers and managers close to ensure quality control . •    Review-Driven Success: In the short-stay market, reviews are everything. Phil notes that listing a property without reviews is difficult, so he prioritizes getting great initial feedback to build momentum . •    Responsive Management: A key differentiator is the team's ability to respond to guest issues immediately, 24/7, even going so far as driving to the property if an emergency arises in the middle of the night . •    The "Show Home" Advantage: Short-term letting can actually help landlords sell their properties faster, as the home is constantly dressed and "guest-ready," essentially acting as a permanent show home for potential buyers.   The "Hurdle": Managing the "Whirlwind" of Growth Phil manages over 70 units with a small team and struggles with the operational "whirlwind" of rapid growth. He is working 90-hour weeks and is looking for ways to transition from "doing the work" to "directing the team" without diluting the high standard of service his clients expect .   Phil’s Insight on Service "The test of a company is how you deal with something when it goes wrong, because stuff goes wrong all the time... it’s about putting yourself in the guest’s shoes and knowing how you’d expect the company to deal with it when they’ve screwed up" .     Resource Links & Contact Info •    Website: jasonphillip.co.uk [https://www.jasonandphilip.co.uk] •    Airbnb/Co-Hosting: Phil is a registered co-host on Airbnb for owners looking for hands-off management.