The Ownership Journey

The Ownership Journey

From Council Estate to £100M Exit || Andrew Hulbert

1 h 23 min · 29. apr. 2026
Get Started
episode From Council Estate to £100M Exit || Andrew Hulbert cover

Description

Business growth doesn't require a silver spoon — it requires relentless execution, creative sales tactics, and the courage to start from nothing. In this episode of The Ownership Journey, James sits down with Andrew, the founder of Pareto, who built a facilities management business from his bedroom to a £50 million turnover before exiting at just 37 years old. Andrew's story is one of the most compelling entrepreneurship journeys you'll hear. Raised on a council estate with working-class roots, he climbed the corporate ladder to become a director at 24 — only to realise the corporate world wasn't for him. In August 2014, he left it all behind and started Pareto from his bedroom with nothing but his network, his reputation, and an unshakeable belief that he could be the best, not the cheapest. The first month brought in £10,000. The second? £70,000. From there, it was a rocket ship. But what makes this conversation truly unmissable is the sheer range of business growth strategies Andrew reveals. You'll hear about his legendary "doughnut strategy" — using branded, vegan and gluten-free doughnuts to create unforgettable first impressions with clients — and how it became a competitive advantage no competitor could copy. You'll learn how he won 8 out of 10 bids by being ruthlessly selective, personally showing up to site walk-arounds when competitors sent junior staff, and promising hands-on operational involvement from day one. Andrew also pulls back the curtain on the financial mechanics of building a business from scratch. He explains how facilities management is one of the most cash-generative, AI-proof, and fragmented industries in the UK — and why billionaires are pouring money into hard services while everyone else chases software. He breaks down his approach to cash flow management, including negotiating quarterly advance payments from clients while paying suppliers on 30-day terms, and how that cash engine fuelled organic and acquisitive growth. The conversation goes deep on M&A and business acquisition strategy — from Pareto's first acquisition of a £2 million soft services subcontractor, to the private equity deal that took the business from £18 million to £50 million in just three years, growing staff from 200 to 500. Andrew shares what he learned about due diligence, integration, and the emotional weight of selling a business you built from nothing. Finally, Andrew opens up about work-life balance, legacy, and what happens after the exit. From giving away 20% sweet equity to his team, to personally handing shares to people who helped him along the way, this is a story about building a business with soul — not just a balance sheet. Whether you're starting a business from your bedroom, scaling through acquisition, or planning your own exit, this episode is packed with actionable insights you won't hear anywhere else. Chapters: * (00:00) Introduction — From Council Estate to £50M * (02:30) Growing Up Working Class & Climbing the Corporate Ladder * (06:00) Leaving It All Behind: Starting Pareto From a Bedroom * (08:30) First Clients: London Zoo, Whipsnade & the Bulgari Contract * (10:00) The Doughnut Strategy That Won Deals * (13:00) Why Facilities Management Is the Ultimate Business * (17:00) AI-Proof Your Business: Hard Services & Human Skills * (20:30) Cash Flow Secrets: Getting Paid First * (22:00) The First Acquisition: Growing Through M&A * (26:00) Scaling From £18M to £50M in Three Years * (30:00) The Private Equity Exit & What Came After * (35:00) Legacy, Giving Back & Advice for Young Entrepreneurs → Show: The Ownership Journey → Guest: Andrew → Host: James Lamb → Editor: Taran (taran@ediflick.com [taran@ediflick.com]) Follow for weekly conversations with people who've built, bought, and sold real businesses.

Comments

0

Be the first to comment

Sign up now and become a member of the The Ownership Journey community!

Get Started

1 month for 9 kr.

Then 99 kr. / month · Cancel anytime.

  • Podcasts kun på Podimo
  • 20 lydbogstimer pr. måned
  • Gratis podcasts
Get Started

All episodes

24 episodes

episode Your Employees Can Just Walk Out Tomorrow — Here's Why | Laura Tutt artwork

Your Employees Can Just Walk Out Tomorrow — Here's Why | Laura Tutt

What if your best employees walked out tomorrow — and there was nothing you could do to stop them? In this episode of The Ownership Journey, host James Lamb sits down with Laura Tutt, founder of The Partnership, to break down why people and culture aren't just an HR checkbox — they're the single biggest lever in business ownership, employee retention, and long-term growth. Laura spent 20 years building an HR consultancy that goes far beyond compliance. From mergers and acquisitions due diligence to succession planning and the new Employee Rights Act, she shares hard-won lessons on what founders get wrong about leadership, why servant leadership matters more than ever, and how to build high-performing teams that actually stay. Her journey started at a dining table — today she and her team are the confidants that business owners call when the stakes are highest. With flexible working, the Fair Work Agency, and shifting employee expectations reshaping the landscape, her insights on people management have never been more relevant. This conversation covers the practical side of team management that every founder, small business owner, and entrepreneur needs to hear: how to handle employee engagement post-COVID, what employment law changes mean for your business, why most "mergers" don't actually exist, and the one employee retention strategy that costs nothing but changes everything. Key topics covered: * Why people are the primary job of every business owner — not the secondary * The dining table origin story: building an HR consultancy from zero * How COVID forced a total business pivot — and why it made the company stronger * M&A due diligence: the people questions acquirers always skip (and regret) * Succession planning: why you need to start 2-3 years before you sell * Servant leadership: the founder's burden and how to carry it without burning out * The Employee Rights Act 2025: unfair dismissal from day one, statutory sick pay changes, and third-party harassment liability * The Fair Work Agency: what we know, what we don't, and why every business owner should care * Duvet days, flexible working, and the new workforce expectations * Building high-performing teams with shared vision, DISC profiles, and real communication * Why AI can't replace a physical team with a shared mission * The optimum span of control: why 7-10 direct reports is the leadership sweet spot Chapters: * (00:00) Introduction — Why People Are the Primary Job * (00:51) What The Partnership Does: Holistic HR Beyond Compliance * (03:23) Laura's Origin Story: From Dining Table to HR Consultancy * (05:32) The COVID Pivot: How Hospitality Collapse Forced Reinvention * (08:44) Going All-In: Hiring Her First Employee and Never Looking Back * (11:35) M&A Deep Dive: Why True Mergers Don't Exist * (14:57) What Acquirers Get Wrong About People Due Diligence * (19:16) Succession Planning: Start 2-3 Years Before You Sell * (21:23) How Founders Stay at Peak Performance * (24:53) The New Workforce: Tech, Flexibility, and Purpose * (30:52) Duvet Days, Perk Boxes, and the Shift Beyond Salary * (35:57) Building High-Performing Teams That Stay * (42:26) Employee Rights Act 2025: Everything Changing for Small Business * (49:29) Recruitment Strategy: In-House, Agency, or Outsourced? * (52:27) Leadership Development and Closing Thoughts Show: The Ownership Journey Guest: Laura Tutt — Founder, The Partnership Host: James Lamb Editor: Taran (mail: taran@ediflick.com [taran@ediflick.com]) Follow for weekly conversations with people who've built, bought, and sold real businesses.

8. juli 202655 min
episode Selling Your Business for Millions: 3 ATMs to £100M Empire | Mark Mills artwork

Selling Your Business for Millions: 3 ATMs to £100M Empire | Mark Mills

Selling Your Business for Millions begins with a single observation in a New York corner store — and ends with a £250 million exit. Mark Mills turned 3 ATMs into Carpoint, a £100M Empire dispensing nearly half a billion pounds monthly across 6,500 machines in the UK, Germany, and the Netherlands. In this episode of The Ownership Journey, Mark shares the complete entrepreneur success story — the business growth tactics, the business acquisition strategy, and the serial entrepreneur mindset that took him from spotting an idea to building a business from scratch that achieved £98.2 million in revenue and £19.8 million in profit. For any UK entrepreneur seeking business motivation, this episode delivers the full arc of an entrepreneur journey: the controversial HBOS acquisition of 860 machines that put him before the Treasury Select Committee, the Daily Mail attack campaign that backfired into record transaction volumes, and the Securicor deal that handed him 1,232 locations overnight. Mark openly discusses managing £75 million in debt, listing on the AIM stock market, and the business exit planning discipline required when you're fielding a £250 million offer while your wife asks you to bring in the washing. This is exactly how to sell your business — and how to exit a business — from someone who lived it. Packed with actionable lessons on scaling, selling, and what comes after, this conversation is a complete business growth crash course from a serial entrepreneur who turned 3 ATMs into a £100M Empire — then walked away to teach others how to build a business and execute their own founder story. Key topics covered: * How Mark spotted the ATM charging model in a New York corner store * Scaling from 3 ATMs to 6,500 machines across three European countries * Listing on the AIM stock market and raising acquisition capital * The HBOS acquisition, Treasury Select Committee, and Daily Mail controversy * How negative press accidentally boosted Carpoint's transaction volumes * The £250 million exit offer — and why he walked away * Post-exit advisory: turning a £3M client offer into a £10M+ sale * The emotional reality of selling a business you've built from nothing * Mark's closing advice: ruthlessly interrogate your business model Timestamps: * (00:00) Intro * (01:23) The New York Corner Store Epiphany * (03:51) How the Cash Machine Business Model Works * (05:06) Carpoint by the Numbers — 6,500 Machines, £98.2M Revenue * (08:28) Machine Economics, ROI & Longevity * (09:40) Growth Through Acquisitions — HBOS, Securicor & More * (13:13) The HBOS Deal & Facing the Treasury Select Committee * (18:56) Building an Internal Engineering Team * (20:43) Managing People — The "Fun Farm" Framework * (25:02) Being a Listed Company & Sales Obsession * (28:04) Acquiring the Biggest Competitor for £90M * (33:22) The Decision to Exit — Why He Sold * (41:22) Post-Sale Life & Launching His Advisory Business * (50:16) Funding the Cash — The Alliance & Leicester Overdraft Deal * (54:15) Early Entrepreneurial Journey — Selling Biscuits to Millions * (56:57) Will Cash Disappear? Trends & Technology * (59:00) Advisory Deep-Dive — Turning £3M Exits into £10M+ * (01:07:18) Strategic Exits, Confidential Buyers & Ethical Deals * (01:11:49) The UK Business Environment * (01:17:51) Charity Work & Deputy Lieutenant Role * (01:21:00) High Points, Low Points & The Power of Persistence * (01:23:19) Advisory Business Structure & Intentional Simplicity * (01:26:29) Team Sports, Fitness & Personal Well-being * (01:28:27) Closing Advice — "Ruthlessly Interrogate Your Business Model" Show: The Ownership Journey Guest: Mark Mills Host: James Lamb Editor: Taran (mail: taran@ediflick.com) Follow for weekly conversations with people who've built, bought, and sold real businesses.

1. juli 20261 h 28 min
episode How to Grow an Accounting Firm 5x in 5 Years (Acquisitions & AI) | Edmund Cartwright artwork

How to Grow an Accounting Firm 5x in 5 Years (Acquisitions & AI) | Edmund Cartwright

How to grow an accounting firm is one of the most pressing questions for practice owners in today's rapidly consolidating market. In this episode of The Ownership Journey, host James Lamb sits down with Edmund Cartwright, Partner at Acumen — a firm that has scaled from 15 staff to nearly 90 and revenue from £1.2 million to over £9 million in just five years. Edmund unpacks the dual-engine strategy behind this explosive accounting firm growth: a sophisticated mix of organic marketing (revamping a near-dead LinkedIn presence, working with an ex-Google marketing expert, and refining lead quality) and three strategic accounting firm acquisitions sourced through brokers and personal connections. He reveals how deal structures typically involve roughly half upfront with the rest spread over years — incentivising sellers to ensure smooth client handovers — and breaks down why private equity's entry into the accounting sector has pushed valuations from 0.8–1× revenue to 8–10× EBITDA, fundamentally reshaping the buying an accounting firm landscape for independent operators. The conversation also dives deep into the firm's proprietary AI-powered practice management software, built in-house to automate admin-heavy workflows. Edmund explains why Acumen chooses to hire solely in the UK rather than outsource offshore, how they integrate acquired teams without losing key talent, and the critical importance of regular price increases and formal employment contracts when preparing your accounting firm valuation for sale. Whether you're an accountant eyeing your first acquisition, a small business owner curious about exit planning, or a firm leader navigating post-merger integration, this episode delivers actionable, data-backed strategies from someone who's lived every stage of the journey. Key topics covered: * Scaling an accounting firm from 15 to 90 staff * Organic vs inorganic accounting business growth * Structuring accounting firm acquisitions and earn-outs * Private equity's impact on accounting firm valuation * Post-acquisition integration — staff, clients, and brand * Building custom AI software for practice management * Marketing for accountants — LinkedIn, SEO, and lead quality * Preparing your firm for sale — price increases, contracts, IT due diligence Chapters: * (00:00) Introduction * (01:13) Meet Edmund Cartwright — Partner at Acumen * (02:32) The Evolution of Partnership Models in Accounting * (03:18) Edmund's Career Path and Growth Philosophy * (05:59) Scaling from £1.2M to £9M Revenue * (06:44) Organic Growth — Marketing, LinkedIn, and Lead Quality * (11:11) Inorganic Growth — Three Strategic Acquisitions * (13:43) Valuations and Deal Structures Explained * (17:41) Post-Acquisition Integration — What Worked and What Didn't * (22:19) Tips for Sellers to Maximise Value * (24:18) Client Reactions After Acquisition * (26:41) Working ON the Business vs IN the Business * (29:54) Advising Clients on Acquisitions and Exit Planning * (33:53) Price Increases and Tax Strategy for Maximum Sale Value * (36:17) UK Economic Sentiment and Its Impact on Business Owners * (39:25) Why Private Equity Is Flocking to Accounting Firms * (41:11) UK-Only Hiring vs Offshore Outsourcing * (44:01) Building Proprietary AI Software for Practice Management Show: The Ownership Journey Guest: Edmund Cartwright Host: James Lamb Editor: Taran (taran@ediflick.com) Follow for weekly conversations with people who've built, bought, and sold real businesses.

24. juni 20261 h 1 min
episode How This Entrepreneur Lost His House & Built It Back Bigger | Andrew Scott artwork

How This Entrepreneur Lost His House & Built It Back Bigger | Andrew Scott

What does it take for an entrepreneur who lost his house and everything he owned to rebuild a multi-million pound property empire? In this episode of The Ownership Journey, host James Lamb sits down with Andrew Scott — founder of Ascot Group, serial entrepreneur, and business turnaround specialist — who reveals how he overcame £100,000 in debt after 9/11 destroyed his business overnight and built it back bigger than anyone thought possible. Andrew shares the raw, unfiltered story of overcoming business failure at its most brutal level — losing his home, facing personal guarantees, and battling imposter syndrome while rebuilding from rock bottom. He breaks down the PERPLEX framework (Purpose, Plan, Execute) that became his comeback blueprint, the Sam Score system (Skills, Attitude, Momentum) he uses to assemble high-performance teams, and the VCOA marketing model (Visibility, Credibility, Offer, Action) that drives consistent business growth. This conversation also explores Andrew's property investment strategy and build-to-rent model for wealth creation, the lessons learned from selling Business Leader to Richard Harpin, the critical mistakes entrepreneurs make with personal guarantees and banking covenants, and why he believes the UK's attitude toward entrepreneurship needs a reset. Whether you're scaling a business, navigating a business acquisition, or searching for an entrepreneur mindset shift, this episode delivers hard-won lessons from someone who has been to the bottom and built it back bigger. Key topics covered: * Overcoming business failure and rebuilding from rock bottom * The PERPLEX framework: Purpose, Plan, Execute for business turnaround * Sam Score: Skills, Attitude, Momentum for high-performance teams * VCOA marketing: Visibility, Credibility, Offer, Action * Property investment strategy and build-to-rent wealth creation * Imposter syndrome in entrepreneurs and how to beat it * Business acquisition vs starting from scratch * Personal guarantees and banking covenant risks * Selling to Richard Harpin and scaling for exit * Entrepreneur mindset and UK vs US entrepreneurial culture Chapters: * (00:00) Introduction * (01:16) Growing Up in Belfast During The Troubles * (06:52) First Property Deal at Age 18 * (09:05) UK vs US Entrepreneurial Mindset * (11:07) The Acorn in a Pot — Environment & Limitations * (14:05) The PERPLEX Framework: Purpose, Plan, Execute * (15:46) Cambrian Turnaround: From £1M/Year to £1M/Month * (19:53) Losing Everything After 9/11 * (25:27) The BMW Story — A Daily Reminder to Keep Going * (28:38) Personal Guarantees & Banking Covenants * (31:11) Acquiring vs Starting a Business * (33:53) Selling Business Leader to Richard Harpin * (41:02) Imposter Millionaire — Overcoming Self-Doubt * (45:15) Property Strategy & Build-to-Rent Model * (54:11) The Sam Score for High-Performing Teams * (01:00:06) VCOA Marketing Framework Show: The Ownership Journey Guest: Andrew Scott Host: James Lamb Editor: Taran (mail: taran@ediflick.com) Follow for weekly conversations with people who've built, bought, and sold real businesses.

17. juni 20261 h 10 min
episode Business Acquisition Strategy: How I'm Building Zero to £150M in the Built Environment | Sam Turner artwork

Business Acquisition Strategy: How I'm Building Zero to £150M in the Built Environment | Sam Turner

Sam Turner's business acquisition strategy is reshaping how specialist technical services companies in the built environment get scaled. In this episode of The Ownership Journey, Sam shares his complete roadmap for buying a business, integrating it, and repeating the process until his group hits £150M. After 22 years in global corporate roles — including scaling a travel tech business from €750M to €6B — Sam left it all behind to start his entrepreneurship journey as a group CEO building from scratch, without taking a salary for three years. The reality of business acquisitions in the built environment is far messier than any M&A course teaches. Sam's first acquisition nearly killed the group: a post-Ukraine inflation crisis, fixed contracts with soaring costs, and poor diligence on culture exposed how dangerous it is to rush a small business acquisition. In this conversation, he breaks down his deal structure (3x EBITDA, 60–70% on completion, deferred consideration over 3–4 years), his debt and equity funding model, and why mergers and acquisitions in technical services require a fundamentally different approach to how to buy a business in other sectors. He also addresses the roll up strategy and plug-and-play integration playbook he's developing to create a credible, founder-friendly platform for scaling a business through acquisitions rather than organic growth alone. Beyond the mechanics of M&A, Sam goes deep on the human side: people and culture as the core driver of business growth, building a board with non-executive advisors who challenge conventional thinking, centralising finance, HR, and legal without eroding technical depth, and the buy and build strategy that positions his group for a private equity exit at a significantly higher valuation multiple. His personal development habits — gym four times a week, no alcohol, continuous learning during every commute — reflect the same performance-first mindset he applies to every HVAC business or electrical firm he acquires. For any entrepreneur serious about scaling a business and building a group from the ground up, this is the most honest, data-backed conversation on James Lamb's show to date. Chapters: * (00:00) The Real Cost of Cash Flow — When You Can't Make Payroll * (01:14) Introduction: Building a £150M Technical Services Group * (03:09) Sam's Corporate Career: From Chartered Accountant to Global Executive * (07:06) Why the Built Environment? Selecting the Right Industry for Acquisitions * (10:08) Cash Flow vs Profit: The Brutal Reality of Business Ownership * (15:07) The First Acquisition: Inflation, Poor Diligence, and Near Collapse * (23:24) Rock Bottom, Resilience, and the Mindset That Pulled It Through * (28:47) Current Portfolio, Deal Structure, and the Self-Funding Growth Model * (37:01) People, Culture, and the Five-Pillar Employee Engagement Framework * (41:10) Centralisation vs. Autonomy: How to Structure a Growing Group * (47:13) Centralising Sales, Finance, and HR — And the Group Sales Director Role * (53:02) Building a Board: How Sam Chooses Non-Executive Advisors * (57:01) The Road to £150M: Acquisition Roadmap and Growth Targets * (01:05:46) The CEO Role: Strategy, Senior Hires, and Data-Led Oversight * (01:13:08) Personal Development: Morning Routines, No Alcohol, and High Performance Show: The Ownership Journey Guest: Sam Turner Host: James Lamb Editor: Taran (taran@ediflick.com [taran@ediflick.com]) Follow for weekly conversations with people who've built, bought, and sold real businesses.

10. juni 20261 h 16 min