Building, Selling and Starting Again: Mark Skinner on Business, Risk and Reinvention | Episode 63

Building, Selling and Starting Again: Mark Skinner on Business, Risk and Reinvention | Episode 63

Mark Skinner didn’t wait for the “perfect time” to take the leap. He saw the opportunity, backed himself and built from there. After starting out in sales with Keystone Valves in Glasgow he was there for about 8 years and was then asked to join John Bell Pipeline in Aberdeen. When the business came up for sale, Mark and his colleague Brian decided to buy it. With everything mortgaged and plenty on the line, they built the business into the largest independent of its type in the UK before eventually selling it. In this episode of Success or Excuses, James Fleming sits down with Mark Skinner to explore buying, growing and selling a business, building an employee-centred culture, and learning to let go once a business is no longer yours. Mark also shares the story behind Scots Bridge, which he set up with Don Wong to help Scottish and UK companies enter Southeast Asia with more structure, due diligence and realistic ambition. The conversation covers moving into new markets, the impact of COVID, and how unexpected opportunities in food and beverage helped the business evolve. James adds his own experience throughout, reflecting on the fear of COVID hitting business overnight, the reality of running a business under pressure, and the mindset needed to keep finding a way forward.   Key moments include: ✔️ Mark’s early sales career and formative years at Keystone Valves ✔️ Buying John Bell Pipeline with belief, ambition and risk ✔️ Growing the business into the largest independent of its type in the UK ✔️ Planning the exit from the start ✔️ Building an employee-centred culture ✔️ Selling the business and learning to let go ✔️ Moving into Southeast Asia ✔️ Setting up Scots Bridge with Don Wong ✔️ Helping companies avoid wasted time, money and poor-fit partnerships ✔️ Moving from oil and gas into engineering and food and beverage ✔️ The impact of COVID and finding new opportunities ✔️ Mark’s three pieces of advice: be kind, have vision and goals, and make sure your product or service is different and scalable   Follow James Fleming: LinkedIn → https://www.linkedin.com/in/jamesflemingtpwtd/ [https://www.linkedin.com/in/jamesflemingtpwtd/] Instagram → https://www.instagram.com/successorexcusespodcast [https://www.instagram.com/successorexcusespodcast] YouTube → https://www.youtube.com/@SuccessorExcusesPodcast [https://www.youtube.com/@SuccessorExcusesPodcast] Website → https://thepowerwithintraining.com/ [https://thepowerwithintraining.com/] Follow Mark Skinner: LinkedIn → https://www.linkedin.com/in/mark-skinner-4a78792a/ [https://www.linkedin.com/in/mark-skinner-4a78792a/] Website → https://www.scotsbridge.net/ [https://www.scotsbridge.net/]   Timestamps [00:00] Introduction to Mark Skinner [00:01:00] Mark’s background and early sales career [00:02:30] Joining John Bell Pipeline [00:03:00] Buying the business with Brian [00:03:45] Taking the risk and backing the opportunity [00:05:00] Growing the business into the largest independent of its type in the UK [00:06:30] Selling the business [00:07:00] Moving to a 10-acre site north of Aberdeen [00:07:50] Building an employee-centred culture [00:09:00] Staying involved after the sale [00:10:00] Letting go after selling your business [00:14:00] Looking at international opportunities [00:15:00] Focusing on Southeast Asia [00:16:30] Setting up Scots Bridge [00:17:45] The purpose behind Scots Bridge [00:19:20] Helping companies avoid wasted time and money [00:22:30] COVID and the impact on business [00:25:00] Finding opportunity after everything was paused [00:27:30] Moving into food and beverage [00:28:00] Helping a sour sweets company enter Southeast Asia [00:30:00] Working with Loch Ness Water [00:31:30] Understanding what sells in different markets [00:33:00] Learning across different sectors [00:34:00] James and Mark discuss entrepreneurial thinking [00:36:30] Young Enterprise, mentoring and giving back [00:38:00] Don’t be a spectator or passenger [00:39:00] Mark’s three pieces of advice [00:44:00] Closing thoughts

The £35 Million Business That Collapsed: Stephen Pettigrew on the Exit Lessons Most Owners Learn Too Late | Episode 62

Stephen Pettigrew grew up around business long before he ever built his own path. From working in his family’s warehouse as a teenager to watching his parents’ business grow to £35 million in revenue before eventually collapsing, Stephen learned a hard lesson about value, timing and why a business should be built with the option to sell. In this episode of Success or Excuses, James Fleming sits down with Stephen Pettigrew to explore the reality of building, scaling and exiting a business. Stephen shares how his family business shaped his thinking, why he moved into mergers, acquisitions and private equity, and how he now supports founder-led businesses to grow, systemise and become more valuable. Stephen also explains what makes a business attractive to buyers, from clean financials and strong systems to reducing owner dependency and increasing transfer value. He speaks openly about why many business owners leave it too late to plan an exit, the risks of going to market unprepared, and why working with the right specialist matters. James adds his own experience throughout, reflecting on how he built The Power Within Training with an exit strategy in mind, including IP, systems, processes and a business model that could scale without being fully dependent on him.   Key moments include: ✔️ Growing up in a family business ✔️ Watching a £35 million business collapse ✔️ Why businesses should be built to sell ✔️ Stephen’s work as an operating partner ✔️ What buyers look for in a business ✔️ The importance of systems, team and transfer value ✔️ The reality of brokers and business sales ✔️ James’ approach to building IP and reducing owner dependency ✔️ Life and business in Dubai ✔️ Stephen’s three pieces of advice: work hard, treat your business as an asset, and build income-generating assets   Follow James Fleming: LinkedIn → https://www.linkedin.com/in/jamesflemingtpwtd/ [https://www.linkedin.com/in/jamesflemingtpwtd/] Instagram → https://www.instagram.com/successorexcusespodcast [https://www.instagram.com/successorexcusespodcast] YouTube → https://www.youtube.com/@SuccessorExcusesPodcast [https://www.youtube.com/@SuccessorExcusesPodcast] Website → https://thepowerwithintraining.com/ [https://thepowerwithintraining.com/]   Follow Stephen Pettigrew: LinkedIn → https://www.linkedin.com/in/stevenpettigrewinvestor/ [https://www.linkedin.com/in/stevenpettigrewinvestor/] Linktree →https://linktr.ee/stevenpettigrewinvestor [https://linktr.ee/stevenpettigrewinvestor]           Timestamps [00:00] Introduction to Stephen Pettigrew [00:01:00] Stephen’s background and growing up in a family business [00:03:20] What Stephen does now as an operating partner [00:05:30] How Stephen moved into acquisitions and private equity [00:06:00] The rise and collapse of his family business [00:07:50] Why a business should be built to sell [00:08:00] James’ approach to building The Power Within Training with an exit in mind [00:13:00] Owner dependency and building beyond your own name [00:15:50] IP, systems and transfer value [00:19:20] What makes a business attractive to buyers [00:24:20] The first step for business owners thinking about an exit [00:27:40] Why Stephen warns business owners to be careful with brokers [00:32:15] Why deals fall apart [00:36:10] Stephen’s perspective on life and business in Dubai [00:41:20] Stephen’s three pieces of advice [00:43:40] James’ closing thoughts on hard work, learning and looking after yourself

From One Business to a Group Model: Andrew Gilmour on Scaling Through Acquisitions | Episode 61

Andrew Gilmour didn’t just start a business, he built it through setbacks, lessons and a shift in thinking. After more than 25 years in the security industry, Andrew launched his own business and experienced both strong post-COVID growth and significant financial losses, which forced him to rethink his approach. That shift led him into acquisitions, where he is now building a group of businesses under a single holding company. In this episode of Success or Excuses, James Fleming sits down with Andrew Gilmour to explore the reality of business ownership, scaling through acquisitions and the mindset required to keep moving forward. Andrew shares how he transitioned from running a single business to acquiring multiple companies, the strategy behind his group structure, and why profitability and scalability are non-negotiables when buying businesses. Andrew also speaks openly about the challenges that come with business, including financial pressure, being unable to switch off and balancing work with family life. He shares what success looks like to him, not money, but building a strong team that believes in the vision. James adds his own experience throughout, reflecting on the early struggles of building a business, the reality behind the highlight reels, and why mindset plays a critical role in long-term success.   Key moments include: ✔️ Starting and growing a security business ✔️ Experiencing financial highs and setbacks ✔️ Moving into acquisitions and building a group ✔️ The strategy behind buying and scaling businesses ✔️ The realities of business ownership ✔️ Defining success through team and culture ✔️ Andrew’s three pieces of advice: don’t make decisions in anger, start before you’re ready, be yourself   Follow James Fleming: LinkedIn → https://www.linkedin.com/in/jamesflemingtpwtd/ [https://www.linkedin.com/in/jamesflemingtpwtd/] Instagram → https://www.instagram.com/successorexcusespodcast [https://www.instagram.com/successorexcusespodcast] YouTube → https://www.youtube.com/@SuccessorExcusesPodcast [https://www.youtube.com/@SuccessorExcusesPodcast] Website → https://thepowerwithintraining.com/ [https://thepowerwithintraining.com/]   Follow Andrew Gilmore: LinkedIn → https://www.linkedin.com/in/andrew-gilmour-a1b40b61/ [https://www.linkedin.com/in/andrew-gilmour-a1b40b61/] Company LinkedIn → https://www.linkedin.com/company/dimagroup-ltd/ [https://www.linkedin.com/company/dimagroup-ltd/] Company Website → https://dimagroup.co.uk/ [https://dimagroup.co.uk/]       Timestamps [00:00] Introduction to Andrew Gilmour [00:01:00] Andrew’s background and 25+ years in security [00:03:30] Starting his own business [00:06:00] Post-COVID growth and financial setbacks [00:10:30] Lessons learned from losses [00:14:00] Moving into acquisitions [00:18:30] Building a group structure [00:22:00] What makes a business worth buying [00:27:30] Profitability and scalability in acquisitions [00:32:00] The realities of business ownership [00:36:30] Switching off and work-life balance [00:40:30] Defining success beyond money [00:44:00] Building a strong team and culture [00:48:00] Mindset, learning and resilience [00:52:00] Andrew’s three pieces of advice [00:55:00] Closing thoughts

No Degree, Two Failed Starts and One Stellar Business Journey: Colin Frame’s Story | Episode 60

Colin Frame didn’t build Stellar by following the traditional path. After leaving school without going to university or college, Colin used work as his classroom. After two failed attempts at business, personal challenges and moments that tested his resilience, he kept going and built Stellar into a business with just under 200 people. In this episode of Success or Excuses, James Fleming sits down with Colin Frame to talk about business, resilience, work ethic and making your own luck. Colin shares how an early opportunity at 16 shaped his belief in giving others a chance, why Stellar is built around doing things differently, and how the company’s mission is rooted in helping people build careers in technology. Colin also speaks openly about the sacrifices behind business ownership, including failed attempts, personal setbacks and learning to ignore criticism from people who don’t know the full story. James adds his own experience throughout, reflecting on the realities of building a business, delegation, hiring, selling with passion and why values matter when you’re building something meaningful. Key moments include: ✔️ Colin’s background and early career in banking ✔️ Building Stellar after two failed business attempts ✔️ Creating a niche through opportunity and technology ✔️ The sacrifices behind business ownership ✔️ Resilience, criticism and making your own luck ✔️ Delegation, hiring and building a trusted team ✔️ Selling with passion and telling the business story ✔️ Public sector tenders and pricing challenges ✔️ AI, automation and the future of work ✔️ Colin’s three pieces of advice: listen more than you talk, work hard, and never be scared to fail   Follow James Fleming: LinkedIn → https://www.linkedin.com/in/jamesflemingtpwtd/ [https://www.linkedin.com/in/jamesflemingtpwtd/] Instagram → https://www.instagram.com/successorexcusespodcast [https://www.instagram.com/successorexcusespodcast] YouTube → https://www.youtube.com/@SuccessorExcusesPodcast [https://www.youtube.com/@SuccessorExcusesPodcast] Website → https://thepowerwithintraining.com/ [https://thepowerwithintraining.com/]   Follow Colin Frame: LinkedIn→ https://www.linkedin.com/in/colin-frame-21a94915/ [https://www.linkedin.com/in/colin-frame-21a94915/] Website → https://stellaruk.co.uk/ [https://stellaruk.co.uk/] Email → colinframe@stellaruk.co.uk [colinframe@stellaruk.co.uk]           Timestamps [00:00] Introduction to Colin Frame [00:01:00] Hearts, Stellar and the front-of-shirt sponsorship [00:03:30] Colin’s background and early career [00:05:00] Starting the business and finding a niche [00:07:00] Giving people opportunity through technology [00:08:30] Failed attempts and early business lessons [00:10:00] Resilience, sacrifice and personal challenges [00:12:30] Spinning plates as a business owner [00:14:00] Values, culture and doing things differently [00:15:30] Delegation and trusting other people [00:18:30] Growing Stellar to just under 200 people [00:20:30] Sales, passion and telling the business story [00:25:00] B2B, B2C and different customer challenges [00:27:30] Public sector tenders and long timelines [00:31:00] Pricing, tender lessons and commercial decisions [00:35:00] AI, automation and the future of work [00:39:00] Scotland, technology and work ethic [00:41:00] Loving the work and building something meaningful [00:43:30] Colin’s three pieces of advice [00:45:30] How to contact Colin [00:46:20] Closing thoughts

Scaling Too Fast & Learning the Hard Way: John Cox on Growth, Alignment and Leadership | Episode 59

John Cox didn’t follow a straight path into business; he built it from the ground up. After a short stint in professional rugby, John went on to start Cox and Co, a property services company based in Edinburgh. Over the past 20 years, the business has grown across Scotland and into the north of England through the Casa Group. In this episode of Success or Excuses, James Fleming sits down with John Cox to explore growth, leadership and capacity. John shares how he scaled the business quickly, the challenges that came with it, and the lessons learned around alignment and decision-making. He also speaks about selling his business, buying into a larger group, and what it really takes to lead at that level. Alongside that, John reflects on family, non-negotiables, and the importance of managing your capacity both in business and in life. James brings his own perspective into the conversation, sharing the realities of leadership and the pressure that comes with it.   Key moments include: ✔️ Starting Cox and Co with family ✔️ Scaling quickly to hundreds of properties ✔️ The challenges of rapid growth and misalignment ✔️ Investing heavily in coaching and marketing early on ✔️ The need for a “big brother” in business ✔️ Selling the business and buying into a larger group ✔️ Leading at scale across multiple regions ✔️ Balancing business growth with family priorities ✔️ Setting non-negotiables as a leader ✔️ Capacity, discipline and long-term thinking   Follow James Fleming LinkedIn → https://www.linkedin.com/in/jamesflemingtpwtd/ [https://www.linkedin.com/in/jamesflemingtpwtd/] Instagram → https://www.instagram.com/successorexcusespodcast [https://www.instagram.com/successorexcusespodcast] YouTube → https://www.youtube.com/@SuccessorExcusesPodcast [https://www.youtube.com/@SuccessorExcusesPodcast] Website → https://thepowerwithintraining.com/ [https://thepowerwithintraining.com/]   Follow John Cox LinkedIn → https://www.linkedin.com/in/john-cox-coxandco-scotland/ [https://www.linkedin.com/in/john-cox-coxandco-scotland/] Company LinkedIn → https://www.linkedin.com/company/coxandco-scotland [https://www.linkedin.com/company/coxandco-scotland/posts/?feedView=all] Website → https://coxandco.co/ [https://coxandco.co/]       Timestamps [00:00] Introduction to John Cox [00:00:10] John’s background and current roles across Cox and Co and Cassa Group [00:01:00] Family life, non-negotiables and being present as a father [00:01:40] Going back to the early days of the business [00:05:30] Starting a second business with family and rapid growth [00:06:30] Scaling quickly and the challenges of alignment [00:07:00] Vision differences within a family business [00:16:50] The need for a “big brother” in business [00:17:50] Selling Cox and Co and buying into a larger group [00:18:30] Growth through acquisitions and expanding the brand [01:05:20] Lifestyle choices, discipline and managing capacity [01:06:00] Closing thoughts and where to connect with John