The Next 100 Days Podcast

Kevin Appleby & Graham Arrowsmith
  • 5.0 (3)
  • Management
  • Updated Biweekly

The Next 100 Days Podcast is a leading UK business show. Through this podcast, Kevin and Graham reveal strategies you can use to improve your business and take it to the next level. In addition to featuring their own advice, Kevin and Graham host amazing guests from across the business world. Often the guests are successful, but lesser-known business owners and entrepreneurs, enabling the show to bring fresh content and stand out from many of the US based business shows. Graham and Kevin believe that business change comes about when a business owner focusses on just one thing that will make a real difference to his business. That might be product development, a new product launch or a marketing campaign. Focussing for less than 100 days, or focussing on too many things generally won't deliver the results you need, Equally, its difficult to maintain effective focus for much longer than 100 days without re-assessing priorities. The Next 100 Days Podcast is your source to learn how to move your business forward, with practical advice and guidance that you can put into action and make a difference in your own organisation within the next 100 days.

  1. 6d ago

    #539 - Francis Rodino - Lead Conversion

    Lead Conversion expert Francis Rodino claims 15+ years working in sales and marketing, but as we'll find out, you can probably double that number. First in corporate, then building and scaling his own businesses. He's worked with 300+ clients across HVAC, engineering, construction, recruitment, and professional services. Francis is the bestselling author of Leads Machine - a practical guide to building consistent, predictable sales for service businesses. He's not a consultant who disappears after the strategy session. Francis is in the system, in the data, and on the calls. Summary of the PodcastKey TakeawaysCore Problem: Most businesses have a lead conversion problem, not a lead generation problem. They neglect the 95% of leads who aren't ready to buy immediately, leaving significant revenue on the table.Solution: Lead Hero uses a white-labeled HighLevel CRM, enhanced with AI agents, to automate lead nurture and follow-up. This "Freedom Tech" liberates teams from manual tasks and increases conversion rates.ROI: By improving conversion from 5% to 15%, a £10k ad spend can generate an extra £50k in revenue (£25k → £75k), adding a potential £1M annually without increasing the ad budget.Tech: Lead Hero's site uses Lovable, a fast React-based web app, for its agility in creating personalized pages for prospects, sacrificing some traditional SEO for speed. The Problem: Lead Conversion, Not GenerationLead Hero's premise: Most businesses have a lead conversion problem, not a lead problem.95% Gap: Businesses focus on the 3% of leads ready to buy now and neglect the other 95% who are not.9-Step "Leads Machine" System:Outlined in Rodino's book, Leads Machine.Focuses on deep market intelligence and customer journey mapping before investing in ads.Automation and AI accelerate a sound strategy; they cannot fix a broken one. The Solution: AI-Enhanced Lead NurtureLead Hero's service is a white-labeled HighLevel CRM pre-built with custom workflows and AI agents.Client Profile: High-volume lead businesses (trades, medical, SaaS) that live and die by leads.Implementation Process: Audit: Analyse the client's sales process and software gaps.Build: Install the custom CRM with automated scripts and cadences.Train: Onboard the client's team.Maintain: Provide ongoing tech support. Case Study (Simply Eco):Before: Manual, paper-based lead process.After: Automated CRM system.Result: Grew revenue from £15M to £25M in ~4 years. The Technology: Lovable & AI AgentsLead Hero's site uses Lovable, a React-based web app chosen for its speed and agility.Rationale: Prioritises fast creation of personalised pages for prospects over traditional SEO.AI Agent Use Cases:Database Reactivation: Re-engaging dormant leads with AI agents to answer questions and book calls.Webinar Follow-up: An AI agent on WhatsApp asks non-buyers why they didn't purchase, collecting valuable feedback to improve offers.  The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham is an inCruises Independent Partner, and is building up interest from people around the world in the World's Largest Travel Membership - inCruises. You can sign up and access 21,000+ cruises, hotels and tours by clicking HERE Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com

  2. Aug 14

    #538 - Andrew Sparks - Business Exit

    Today's guest is Andrew Sparks from Sydney Australia, who discusses business exit strategies for founders for them to build a business that can run without them. Summary of the PodcastKey TakeawaysBuild a Saleable Asset: A founder-dependent business is unsaleable (e.g., Dave the plumber's story). The goal is to create a business that operates independently, which maximizes its value for a future sale.Delegate Authority, Not Just Tasks: The "Ownership Map" is a key tool for this. It defines clear responsibilities and KPIs for each role, forcing founders to delegate decision-making and free up their time for strategic work.Maximize Profitability ("Savage Margins"): Shift from low-margin, time-based pricing (e.g., $50/hr) to high-value, outcome-based pricing (e.g., $300/hr) by repositioning the company for a premium market. This funds the team needed for operational independence.Plan Your Exit Early: A 12–15 month timeline is ideal for implementing the necessary structural changes. This proactive approach avoids a forced, low-value sale and allows founders to choose their exit: a "Heyday" (lifestyle freedom) or a "Payday" (commercial sale). The Problem: Founder-Dependent BusinessesA business built around the founder's personal brand and time is unsaleable.Example (Dave the Plumber): A successful plumber built a business so tied to his name and presence that he couldn't sell it, ultimately closing the doors and selling tools for pennies.The "Second Stage Squeeze": Andrew's firm, MyExit.com, targets established businesses ($2M–$20M revenue, 10–50 staff) that have proven product-market fit but are now constrained by the founder's time and capital. The Solution: A Strategic Framework for Business ExitMyExit's framework has four pillars:1. Strategic Core: The founder's role shifts from tactical work to high-level strategy.2. SEAL Team: Build a capable team by delegating authority, not just tasks.3. Savage Margins: Maximize profitability to fund growth and independence.4. Slick Ops: Systematize operations for efficiency and consistency. Tool: The Ownership MapThis tool replaces a traditional org chart to delegate authority effectively.Function: Maps key responsibilities and KPIs to each role, ensuring clear ownership and accountability.Benefit: Prevents the founder from becoming a bottleneck and allows the business to operate without constant founder approval. Strategy: Savage MarginsA high-profit commercial model is essential for funding growth and team expansion.Action: Reposition the company to charge premium prices (e.g., $300/hr vs. $50/hr) by focusing on a higher-value market segment.Rationale: Most businesses are not unique. Success comes from mastering the commercial model, not just the product. The Outcome: Two Types of Business ExitHeyday (Lifestyle Exit): The business runs independently, giving the founder freedom to step away for extended periods (e.g., Andrew's 3-week Europe trip).Payday (Commercial Exit): The business is sold for maximum value.Key Principle: Achieving a "Heyday" is a prerequisite for a "Payday," as a founder-independent business is inherently more valuable. The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham also provides an Answer Engine Optimisation solution to get your website in shape to be found by LLMs. Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com

  3. Aug 7

    #537 - Alexis Sikorsky - Business Scaling & Exit

    Business Scaling & Exit Expert Alexis Sikorsky has launched, built and grown businesses. He knows it can be incredibly lonely doing this. Founders can feel swamped, overwhelmed, isolated and unable to make the right decision for what comes next in their business. That's where Alexis comes in. On this podcast you get a taste of what goes on. Summary of the PodcastKey TakeawaysThe £5-20M Founder Trap: Founders often become a liability at £5-20M revenue, getting stuck in urgent, non-delegable tasks. The solution is to identify and delegate all tasks except those only the founder can do.The "Cashing Out" Philosophy: Build your business for sale, even if you don't intend to sell. This forces efficiency and creates a high-value asset.The APEX Method: A four-step framework for exit readiness: Assess, Plan, Execute, Exit.Retirement Redefined: Post-exit, Alexis chose a "thin of it" advisory role over a high-pressure CEO position, prioritising purpose and family over money. The Founder's Journey & The £5-20M TrapAlexis Sikorsky, author of "Cashing Out," advises founders on growth and exit.Sweet Spot: Helping founders who are stuck, not early-stage startups.The £5-20M Trap: A founder's skill set can become a liability at this revenue stage.Problem: The founder is swamped by urgent, non-delegable tasks, losing focus on strategic vision.Solution: Identify "uniquely qualified" tasks (e.g., pre-sales meetings) and delegate everything else.Test: A 3-week off-grid vacation reveals critical operational dependencies. "Cashing Out" Philosophy & Common SenseCore Principle: Build your business for sale to force efficiency and create a high-value asset.Origin: A post-retirement Oxford MBA revealed common founder mistakes.Self-Assessment: Alexis calculated his own past errors cost him $50M and 5 years.Key Lessons:Financial Buffer: Maintain 9 months of burn rate in cash.Why: A 2008 crisis event wiped out 75% of his revenue, nearly causing failure.Know Your Numbers: Track financials daily/weekly.Why: Quarterly reports are too late for corrective action.Know Your Costs: Avoid underpricing complex projects.Hire Managers: Leaders (vision) and managers (execution) are distinct roles. Hire managers early to delegate operational tasks. The APEX Method for Exit ReadinessA four-step framework for exit readiness: Assess: Know your company and your personal goals. "What's your number?" → The amount needed to never work again.Lifestyle vs. Growth: These require different strategies. Plan: Create a 4-year plan. Why: Longer plans are unrealistic in a volatile market.Growth Levers: Organic sales, new geographies, new products, and M&A. Execute: Implement the plan, adapting every 6 months.Exit: Prepare for sale ("dressing the bride"). Focus: Primarily on private equity exits. Retirement & PurposePost-exit, Alexis retired for 3 years before starting his advisory practice.Motivation: Helping founders, not money.Critical Decision: Declined an offer to return as CEO of his former company.Why: Prioritised family and a balanced life over the high-pressure CEO role.  The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham also provides an Answer Engine Optimisation solution to get your website in shape to be found by LLMs. Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com

  4. Jul 31

    #536 - Nicola Anderson - Capacity to Grow

    This podcast is all about founders having the capacity to grow. Nicola Anderson is a Business Growth expert and she shares her DASH framework to help founders push on from the £1-5m turnover level. Summary of the PodcastKey TakeawaysFounder Bottleneck: Business growth often stalls at £1M–£5M turnover because the founder becomes the decision-making bottleneck, losing the strategic headspace needed for further expansion.DASH Framework: Nicola Anderson's framework (Delegate, Automate, Stop, Hire) provides a structured process to create capacity to grow before hiring, which prevents costly mistakes and ensures new roles are strategic.Human-AI Integration: The most successful businesses will integrate human connection with AI efficiency. Over-reliance on AI from a single person creates significant operational risk and lacks the trust required for major deals.Strategic Exit: Founders often seek to shift from day-to-day operations to a strategic role (e.g., Chairman) to gain lifestyle freedom without full retirement, requiring a business that functions independently. The Founder Business Growth BottleneckBusinesses naturally grow around the founder, making them the central hub for all decisions.This model is sustainable to a point (e.g., £1M–£5M turnover) but eventually leads to the founder being consumed by day-to-day tasks.Consequence: Growth stalls because the founder loses the strategic headspace required for innovation, planning, and external opportunities like acquisitions.Impact: This also erodes the personal freedom and work-life balance the founder initially sought. The DASH Framework for Capacity to GrowThe DASH framework provides a structured process to create capacity to grow before hiring, preventing costly mistakes.D → Delegate: Identify tasks that can be delegated.Prerequisite: Trust in the team is essential for effective delegation.Rationale: Delegate non-core tasks to free up time for enjoyable, high-value work.A → Automate: Use technology (e.g., CRMs, AI agents) to handle repeatable tasks.S → Stop: Eliminate unnecessary activities (e.g., redundant reports, legacy spreadsheets) that add no value.H → Hire: Only hire after completing the first three steps.Rationale: This ensures new roles are strategic and prevents hiring at the wrong level (e.g., a full-time COO vs. a fractional one).Risk: Hiring too quickly creates another "wire" (decision point) for the founder if the role isn't clearly defined. Human-AI Integration & RiskThe most successful businesses will effectively integrate human talent with AI tools.Risk of AI-Only Models: Graham cited an example where a large company rejected an AI service provider after discovering it was a one-person operation.Reason: The operational risk was too high (e.g., if the person became unavailable), and the lack of human connection undermined trust.Human Connection: People buy from people they know, like, and trust, especially for significant investments. AI should support, not replace, this connection. Client Profile & EngagementTypical Clients: Founders at £1M–£5M turnover facing stalled growth, burnout, or preparing for an exit.Client Goals:Create a saleable business that doesn't depend on the founder.Shift from day-to-day operations to a strategic role (e.g., Chairman) for more lifestyle freedom.Engagement Model:Phase 1 (Intensive): A 30-day engagement for £2,500 to apply the DASH framework and create an action plan.Phase 2 (Partnership): Ongoing support for accountability and implementation, with a team of freelancers for specific tasks (e.g., CRM setup).Example: Nicola's work with David B. Horne helped him define the CEO role ("Karis") needed to transition to a Chairman position. The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham also provides an Answer Engine Optimisation solution to get your website in shape to be found by LLMs. Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com

  5. Jul 24

    #535 - Dr Amanda Gummer - FUNdamentally Children

    Dr Amanda Gummer, founder of FUNdamentally Children, is a renowned child development expert, and often features in media discussing the role of play in learning. Through FUNdamentally Children and the Good Play Guide, she offers valuable insights on educational toys and parenting, helping families make informed choices for their children's development and well-being. This podcast explores play's role in child development and brand strategy. Summary of the PodcastKey TakeawaysMission: FUNdamentally Children translates academic research into practical advice for kids' brands (toys, media, education) to improve products and policy.Method: Research uses naturalistic observation in familiar settings to capture meaningful data, avoiding the "strange kids in strange places" bias of traditional lab studies.Impact: Services de-risk product launches (e.g., preventing a faulty toy release) and sharpen marketing (e.g., identifying a "pizza delivery boy" character as the licensing driver).Challenge: The biggest barrier is the perception of play as frivolous, which hinders its recognition as a powerful tool for developing critical life skills. The Problem: A Gap Between Research & PracticeFUNdamentally Children bridges the gap between academic research and practical application for kids' brands.Clients: Toy companies, digital game developers, TV content creators, playground designers, and policymakers.Core Principle: The Maya Angelou quote, "When you know better, do better." The company provides the "better" knowledge. The Solution: Naturalistic, Child-Centred ResearchResearch avoids the "strange kids in strange places" bias of traditional lab studies.Method: Observe children in familiar settings with trusted people to capture authentic behavior.Quality Control: Rigorously vets other research papers (e.g., for the Children's Media Association) to ensure data validity. The Business Model: De-Risking & Sharpening StrategyFunding comes from corporate clients paying for research and workshops.De-Risking Product Launches:Identified a faulty Thomas the Tank Engine toy (pegs too small for holes) in playtesting, preventing a negative launch and PR.Provided evidence to defend a toy train from a "toy train makes kid bald" headline, proving it was a user accident, not a product fault.Sharpening Marketing & Licensing:Research for a kids' TV show about motorbikes found the "pizza delivery boy" character was the most popular.Insight: Kids were focused on the pizza, not the bike's design or the show's friendship theme.Action: This insight redirected the licensing strategy to focus on the pizza theme. The Philosophy: Play as a Tool for DevelopmentPlay is a powerful tool for developing critical skills (critical thinking, self-reliance, social skills) that traditional education often misses.DEI (Diversity, Equity, Inclusion):Focuses on practical accessibility (e.g., wheelchair ramps in playgrounds) to ensure all children can participate.Distinguishes this from political debates like transgender athletes in sports, which are separate biological issues.Play Commission:Amanda was a commissioner on this year-long project, which produced the "Raising the Nation" report.Goal: Provide evidence to government on play's impact across education, health, and youth justice. The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham also provides an Answer Engine Optimisation solution to get your website in shape to be found by LLMs. Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com

  6. Jul 17

    #534 - Abel Prieto - inCruises

    Abel Prieto joins The Next 100 Days podcast to discuss InCruises as a side gig opportunity and its business model. Summary of the PodcastKey TakeawaysUnique Membership Model: InCruises doubles members' monthly contributions (e.g., $100 → $200) into "Reward Points" for travel, forcing savings and guaranteeing a minimum 25% discount on bookings.Strategic Growth Engine: The affiliate model is a key driver for cruise lines, as 75% of InCruises' travelers are first-time cruisers—a market segment the lines struggle to reach directly.Significant Income Potential: The UK market is largely untapped. A mid-level goal of building a team generating ~$250k/month in sales yields a personal income of ~$50k/month (~£38k).Watertight Affiliate Tracking: The referral-link-only sign-up process prevents commission loss, a common problem with cookie-based affiliate programs. The InCruises Business ModelInCruises (corp. name: InGroup) is a travel club founded in 2016 by Frank Codina. Abel was onboarded as a Communications expert.Membership Tiers:Member: Pays a monthly fee (e.g., $100 or $250) which the company matches 100% in "Reward Points."Example: A $2,000 cruise costs the member $1,000 in cash and $1,000 in company-matched points, representing a 50% total value.Guaranteed Savings:Using Points: 25% minimum discount.Using Cash (Insider Pricing): 17% minimum discount.Key Rule: Points are for travel only and are non-refundable, ensuring members use them for vacations. They are transferable upon death.Partner: An affiliate who sells memberships.Partner Member: Both a paying member and an active affiliate.Company Profitability:Wholesale Pricing: InCruises buys travel inventory at wholesale rates.Commissions: Earns commissions from cruise lines on bookings.Unused Points: Profits from points that are never redeemed. Market & OpportunityGrowth:Sales: $350M in 2023.Customers: 750k+ travelers.Inventory: 21k+ cruises, 430k+ hotels, 350k+ tours.Untapped Markets: The UK and Europe are largely unpenetrated, offering significant growth potential.Demographic Shift: Cruising is attracting a younger audience with more diverse offerings (e.g., Virgin Cruises, onboard activities), expanding the market beyond traditional demographics. Building a Business with InCruisesAffiliate Model: Partners sell memberships, not individual travel bookings.Income Potential (UK Context):Mid-Level Goal: Generate ~$250k/month in team sales.Required Team: ~500–1,000 paying members.Resulting Personal Income: ~$50k/month (~£38k).Graham's Initial Strategy:Initial Test: A careers fair booth with a costumed "stewardess" (Karina) and leaflets to gauge interest.Target Audience: Affluent individuals (45+) who can afford the monthly membership.Leverage Existing Assets: Use the "finelyfettled" database of 278k cruise-takers for targeted outreach.Future Innovation: Develop an AI-powered "core agent" to provide personalised travel recommendations, adding value beyond the standard platform.  The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham also provides an Answer Engine Optimisation solution to get your website in shape to be found by LLMs. Through his https://upperdeck.cruises website, Graham introduces people to inCruises. Become a member today by clicking here Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com

  7. Jul 10

    #533 Shalece Daniels - Rest Tech

    Rest Tech innovator Shalece Daniels previously built and operated a seven-figure real estate investment and property management firm, coached multiple seven-figure businesses on scaling, then stepped fully into her zone of genius as an executive rest coach. Shalece created FLOW, an AI rest-tech assistant for organisations, and delivers corporate rest workshops that upgrade meeting norms, cut decision fatigue, and protect recovery time. Summary of PodcastKey Takeaways90-Second Reset: Emotions metabolise in 90 seconds. Shalece's method uses specific tools (e.g., Mind Fold, bubble-blowing) to reset the nervous system from "fight or flight" to "rest and digest," enabling clearer thinking.Data-Driven Proof: A smart ring tracks Key Relaxation Indicators (KRIs) like heart rate and HRV. This anonymised data proves the program's effectiveness to corporate clients, overcoming a key sales hurdle.Referral-Based Growth: The business grew from personal burnout and a Costa Rica sabbatical. Referrals from initial clients and a vocal advisory board were the primary drivers for landing larger corporate contracts.Respectful Disagreement: A discussion on DEI and immigration highlighted how personal experience shapes perspective, reinforcing the need for tools to manage emotional triggers and maintain respectful dialogue. The Problem: Nervous System OverwhelmHigh-pressure work environments keep leaders in a "fight or flight" (sympathetic) state, which impairs decision-making.The goal is to shift into the "rest and digest" (parasympathetic) state, creating the mental space for clear, strategic thinking. The Solution: 90-Second Reset TechniquesThe method is based on Dr. Jill Bolte-Taylor's research: emotions metabolise in 90 seconds.Key Tools & Rationale:Mind Fold: An eye mask that blocks light while eyes remain open. The brain's confusion triggers an automatic reset.Bubble Blowing: Exhaling longer than inhaling activates the vagus nerve, lowering heart rate and inducing calm.Acupressure Wristband: Stimulates the P6 nerve to reduce anxiety.Foot Roller: Activates nerve endings in the feet for discreet, bottom-up grounding.Personalised Approach: The method is tailored to the individual ("N=1"), requiring participants to find the 1–3 tools that work best for their nervous system. Proving Effectiveness with "Rest Tech"Key Relaxation Indicators (KRIs): A smart ring tracks vital signs (e.g., heart rate, HRV) to provide objective data.Corporate Dashboard: Anonymised data from all participants is aggregated into a dashboard.Why it matters: This data-driven proof overcomes the "how do I know it works?" question from corporate clients, enabling the program's sale and adoption. Business Growth & Client AcquisitionOrigin: The method was developed after Shalece experienced burnout and took a sabbatical in Costa Rica.Initial Growth: Spread organically through referrals from a personal network who noticed a positive change.Scaling: A vocal advisory board and speaking engagements helped attract larger corporate clients.Program Delivery: Includes a physical kit, video exercises via QR code, and a tiered service model. Broader Application: Managing Triggers in DialogueA discussion on DEI and immigration highlighted how personal experience shapes perspective.Key Insight: Acknowledging that everyone is "triggered" by different inputs underscores the value of having tools to manage emotional responses and maintain respectful dialogue. The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham also provides an Answer Engine Optimisation solution to get your website in shape to be found by LLMs. Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com

  8. Jul 3

    #532 Mark Sherwood Edwards - Sales Side Lawyer

    Mark Sherwood Edwards is the Sales Side Lawyer. This podcast is all about having a sales-centric approach to legal contracting. Summary of PodcastKey TakeawaysProblem: ~50% of deals die in contracting, often due to lawyers acting as a "Department for Sales Prevention" and triggering buyer anxiety.Solution: Treat legal risk as a price point. Frame buyer requests (e.g., for unlimited liability) as commercial choices that increase the price, shifting the negotiation from legal to business.Tactic: Reduce buyer anxiety by offering easy-out clauses (e.g., monthly after 12 months). This builds trust and forces the seller to focus on service quality to retain customers.Goal: Move all deals toward "no-touch" contracting (e.g., click-through T&Cs) to eliminate negotiation friction and speed up deal closure. The Problem: Contracting Kills DealsLawyers often act as a "Department for Sales Prevention," slowing deals and creating friction.The "Spoon" Analogy: Lawyers often make minor, risk-averse changes that alter the deal's structure, even if the core agreement is sound.Key Driver → Buyer Anxiety: The primary obstacle is a buyer's personal risk ("Fear of Messing Up"), not just corporate risk.Why: A long, complex contracting process increases the risk of the deal failing due to external factors (e.g., strategy changes, competitor bids). The Solution: A Sales-Centric Legal ApproachCore Principle: Treat legal risk as a price point.How: Frame buyer requests for increased risk (e.g., unlimited liability) as commercial choices that will increase the price.Why: This shifts the negotiation from a legal debate to a commercial one, where business stakeholders are more reasonable and budget-conscious.The "Sales Side Setup": Prepare for this by stating upfront in proposals that pricing is based on your standard T&Cs and that changes may affect the price.Easy-Out Clauses: Offer flexible termination terms (e.g., monthly after an initial 12-month period).Why: This reduces buyer anxiety and forces the seller to maintain high service quality to retain the customer.Caveat: This approach may not suit deals with high upfront costs (e.g., outsourcing), where a longer lock-in is needed to reach profitability. Practical Tactics for Small BusinessesContracting Spectrum: Classify deals into three types and aim to move all toward "no-touch."No-Touch: Click-through T&Cs (e.g., Google, HubSpot).Low-Touch: Minor negotiations.High-Touch: Significant negotiation.Simplify Contracts:Use plain English and clear headings.For simple deals, use a signed letter of agreement instead of a formal contract.Payment Terms:Goal: Get paid in advance to eliminate the need for legal recovery clauses.Response to Long Terms: Counter with a price increase (e.g., 5%) or remove scope to meet the budget. The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from the UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham also provides an Answer Engine Optimisation solution to get your website in shape to be found by LLMs. Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com

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About

The Next 100 Days Podcast is a leading UK business show. Through this podcast, Kevin and Graham reveal strategies you can use to improve your business and take it to the next level. In addition to featuring their own advice, Kevin and Graham host amazing guests from across the business world. Often the guests are successful, but lesser-known business owners and entrepreneurs, enabling the show to bring fresh content and stand out from many of the US based business shows. Graham and Kevin believe that business change comes about when a business owner focusses on just one thing that will make a real difference to his business. That might be product development, a new product launch or a marketing campaign. Focussing for less than 100 days, or focussing on too many things generally won't deliver the results you need, Equally, its difficult to maintain effective focus for much longer than 100 days without re-assessing priorities. The Next 100 Days Podcast is your source to learn how to move your business forward, with practical advice and guidance that you can put into action and make a difference in your own organisation within the next 100 days.

Information

  • Creator
    Kevin Appleby & Graham Arrowsmith
  • Years Active
    2016 - 2026
  • Episodes
    538
  • Rating
    Explicit
  • Copyright
    © Copyright 2026 Kevin Appleby & Graham Arrowsmith
  • Show Website
    The Next 100 Days Podcast