The Growth Lab Podcast

Matt Harris
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  • Entrepreneurship
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Most Soft FM operators stall. Not because they lack effort — because the business behind the work stops matching the quality of the work itself. Been the seller. Now the buyer. Almost 15 years inside Soft FM. The Growth Lab Podcast breaks down the commercial and operational patterns that determine whether a £1M–£5M cleaning, waste, or grounds maintenance business grows predictably or builds toward exit. Hosted by Matt Harris — operator, acquirer, and Growth Partner. Founder of Growth Lab Capital, a buy-and-build platform acquiring Soft FM businesses across London, the Midlands, and the South East. No tactics. No motivation. Operator-to-operator, every episode. Subscribe to Growth Lab Intelligence: thegrowthlabfm.substack.com thegrowthlabfm.substack.com

  1. Mar 16

    Why You're Winning 3 Out of 10 Deals (And Your Competitor is Winning 6) | Ep.55

    You lost a deal last month that should have been yours. Same scope. Better relationship. They went cheaper. And you still don’t know why. This isn’t a sales execution problem. It’s an ICP problem — and it’s costing you 60% of your BD capacity every single month. In this episode, I break down why inconsistent win rates happen when you’re pursuing three incompatible buyer environments with the same pitch deck. Construction buyers assess programme risk. Housing buyers assess compliance risk. Property buyers assess operational risk. Your pitch deck says “reliable service, experienced team, competitive pricing” — and none of that maps to their decision framework. Key Takeaways * Why 10 of your 15 opportunities were never winnable (not because of pricing) * The real cost of an unclear ICP: wasted BD capacity, founder dependency, constant discounting * Why “we can serve all three buyer types” is keeping you stuck at £3–10m * The one diagnostic exercise that reveals your actual ICP in 20 minutes * What improves when you stop chasing misaligned work: win rates, discounting, operations, positioning This is the clarity decision that changes everything. Not “how do we win more deals?” but “which deals should we stop chasing?” Resources * Substack: https://thegrowthlabfm.substack.com/p/the-180k-problem-why-youre-winning?r=1fx8p5 * Connect on LinkedIn & X: @iam_mattharris This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit thegrowthlabfm.substack.com

    Why You're Winning 3 Out of 10 Deals (And Your Competitor is Winning 6) | Ep.55

  2. 06/02/2025

    3 PROVEN Ways to Find Your Ideal Client (Expert Reveals All!)

    In this episode of The Growth Lab podcast, I discuss with Martin Riley the importance of identifying an ideal client and finding a competitive edge for your Cleaning, Waste, or Maintenance business. Martin emphasises the need to avoid competing solely on price and instead focus on unique value propositions. We also discuss strategies for narrowing business focus and leveraging existing client relationships for growth. Listen to the full episode here: Key Takeaways * Having an ideal client is crucial for business success. * Competing on price can lead to a race to the bottom. * Understanding your client's needs is key to pricing. * Finding your unique perspective can set your business apart. * Not all clients prioritise low prices; value matters. * The 80-20 rule helps identify valuable clients. * Customer feedback and referrals are essential for growth. Chapters 00:00 Intro 00:19 Identifying Your Ideal Client 01:33 The Pricing Problem 03:25 Finding Your Competitive Edge 06:13 Pricing Strategies and Market Positioning Connect with me LinkedIn: https://www.linkedin.com/in/iammattharris/ X/Twitter: https://x.com/iam_mattharris TikTok: https://www.tiktok.com/@iam_mattharris Instagram: https://www.instagram.com/iam_mattharris/ Facebook: https://www.facebook.com/iammattharris/ My website: https://www.iammattharris.co.uk/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit thegrowthlabfm.substack.com

    3 PROVEN Ways to Find Your Ideal Client (Expert Reveals All!)

  3. 05/26/2025

    How to Create a WINNING Sales Process (that actually converts) | Simple 7-Step Framework

    In this episode of The Growth Lab podcast, I discuss why you need a robust sales process with Kristy Davies-Shumpter. Kristy explains the importance of automation and why client engagement strategies must include tailoring your communication and marketing materials to different client types. We also discuss the role of testimonials, case studies, and the effectiveness of video in enhancing client interactions. This episode highlights the need for a structured sales approach that incorporates technology and personalised engagement to improve outcomes. Listen to the full episode here: Key Takeaways * Sales processes vary by customer needs. * Automation can streamline follow-up communications. * Automation is key to managing multiple opportunities. * Tailor marketing materials to the client's size and sector. * Video can enhance communication with decision-makers. * Testimonials and case studies build credibility. Understanding the client is crucial for success. Chapters 00:00 Intro 00:19 Understanding the Sales Process 02:20 CRM Automation 03:18 Using Sales Assets Wisely 04:16 Starting from Sales Process Zero 05:18 LinkedIn Video 06:46 Selling Your Story This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit thegrowthlabfm.substack.com

    How to Create a WINNING Sales Process (that actually converts) | Simple 7-Step Framework

  4. 05/19/2025

    How You Can Win Government Tenders with ZERO Experience (100% Success Rate Revealed!)

    In this episode of The Growth Lab podcast, I discuss the intricacies of navigating the tender process for government contracts with Samantha Read. Samantha shares her journey from domestic contracts to successfully bidding for tenders. We discuss the importance of learning from rejections and developing a robust document management system to streamline future tender applications. Samantha also touches on the costs of hiring bid writers and the time investment required to prepare substantial bids. Listen to the full episode here: Key Takeaways * Know the strengths of your business before tendering * Ask for feedback for every unsuccessful tender. * Tender’s are a big investment of time and money. * The success rate for tendering is typically very low - between 25-40$ Chapters 00:00 Intro 00:19 Navigating Government Tenders 01:29 Tendering Experience 03:28 The Learning Curve of Tender Writing 05:09 Building a Document Management and Bid Writing Strategies 05:27 How to navigate Tender Opportunities Connect with me LinkedIn: https://www.linkedin.com/in/iammattharris/ X/Twitter: https://x.com/iam_mattharris TikTok: https://www.tiktok.com/@iam_mattharris Instagram: https://www.instagram.com/iam_mattharris/ Facebook: https://www.facebook.com/iammattharris/ My website: https://www.iammattharris.co.uk/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit thegrowthlabfm.substack.com

    How You Can Win Government Tenders with ZERO Experience (100% Success Rate Revealed!)

  5. 05/12/2025

    The Role of Technology in Transforming Home Services to Home Management: the Next Big Shift

    In this episode of The Growth Lab podcast, I explore the evolving landscape of the home services industry with Matt Ricketts of Better Life Maids. Matt highlights the increasing demand for convenience and the role of technology in shaping customer experiences. We also discuss the industry's trend of consolidation, the potential for home management companies to emerge, and the importance of operational foundations for success. Listen to the full interview with Matt Ricketts here: Key Takeaways * Convenience is driving the direction of home services. * Cleaning services are the least profitable in the home service sector. * The industry is moving towards consolidation and home management. * Technology will level the playing field for smaller players. * Operational foundations are crucial for tech companies in home services. * Amazon and Google have previously tried to enter the home services market. * Speed and convenience are key factors for customers today. * Big cleaning companies may evolve into home management companies. Chapters 00:00 Intro 00:19 The Evolution of Home Services 02:08 Residential Facilities Management 04:21 The Role of Technology in Home Services Connect with me LinkedIn: https://www.linkedin.com/in/iammattharris/ X/Twitter: https://x.com/iam_mattharris TikTok: https://www.tiktok.com/@iam_mattharris Instagram: https://www.instagram.com/iam_mattharris/ Facebook: https://www.facebook.com/iammattharris/ My website: https://www.iammattharris.co.uk/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit thegrowthlabfm.substack.com

    The Role of Technology in Transforming Home Services to Home Management: the Next Big Shift

  6. 05/05/2025

    The 7-Part Business Model that Creates Predictable Revenue (and Growth)

    In this episode of The Growth Lab podcast, I discuss the foundational elements of a successful business model with business coach Martin Riley. Martin emphasises the importance of strategic priorities, sales and marketing, financial management, and building a strong team for sustainable business growth. We also discuss how businesses can identify barriers to growth and take a more streamlined and practical approach to achieving business goals. Listen to the whole episode here: Key Takeaways * Identifying strategic priorities is crucial for business growth. * Sales and marketing are essential components of a successful business. * Customer feedback is vital for continuous improvement. * Hiring the right people and building a strong team is key to business success. * Setting high-impact priorities can lead to significant growth. * Year-on-year growth can be achieved through focused efforts. Chapters 00:00 Intro 00:19 Foundations of Business Growth 01:11 Business Systems 02:07 Product Market Fit 02:37 Sales + Marketing 03:35 Pricing Strategy 04:32 Building the Right Team for your Business 06:29 Strategic Priorities for Success Connect with me LinkedIn: https://www.linkedin.com/in/iammattharris/ X/Twitter: https://x.com/iam_mattharris TikTok: https://www.tiktok.com/@iam_mattharris Instagram: https://www.instagram.com/iam_mattharris/ Facebook: https://www.facebook.com/iammattharris/ My website: https://www.iammattharris.co.uk/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit thegrowthlabfm.substack.com

    The 7-Part Business Model that Creates Predictable Revenue (and Growth)

  7. 04/14/2025

    Level Up Your Sales Process | CRM Mastery + Follow Up Secrets (Selling Tips for Success)

    In this episode of The Growth Lab podcast, I discuss the importance of tracking sales metrics, building a solid foundation for sales processes, and the significance of effective follow-up strategies with the DayPorter team (James and Angel). We emphasize the need for personal touches in prospecting and the role of attention in sales success. We also discuss the importance of brand recognition and how to position oneself effectively in the market. Listen to the full interview with the DayPorter team here: https://thegrowthlab1.substack.com/p/how-to-sell-more-commercial-cleaning Key Takeaways * Track sales metrics effectively * Building a strong foundation with CRM is crucial. * Follow-up procedures can significantly impact sales success. * Personal touches in communication can set you apart. * Engaging with clients on multiple channels is beneficial. * Attention is the first step in the sales process. * Utilizing video summaries can enhance client engagement. * Sales success often comes from consistent engagement and follow-up. Chapters 00:00 Intro 00:17 Understanding Sales Processes and the importance of a CRM 03:04 Effective Follow-Up Strategies and Personal Touches 05:46 Leveraging Attention in Sales and Marketing 06:28 Outro Connect with me LinkedIn: https://www.linkedin.com/in/iammattharris/ X/Twitter: https://x.com/iam_mattharris TikTok: https://www.tiktok.com/@iam_mattharris Instagram: https://www.instagram.com/iam_mattharris/ Facebook: https://www.facebook.com/iammattharris/ My website: https://www.iammattharris.co.uk/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit thegrowthlabfm.substack.com

    Level Up Your Sales Process | CRM Mastery + Follow Up Secrets (Selling Tips for Success)

  8. 04/07/2025

    11 Opportunities in 60 Days: My Google Doc Sales Method

    In this episode of The Growth Lab Podcast, I break down a powerful but simple outbound sales technique that generated 11 sales opportunities in under 60 days, leading to three scheduled calls and two new contracts. The best part? It all started with a Google Doc. I walk through how I discovered this method, how to implement it for LinkedIn and email outreach, and the exact structure to create a persuasive sales letter that pre-qualifies prospects and overcomes objections before you even get on a call. If you’re looking for a scalable way to improve your outbound sales process, this episode is a must-listen. Key Takeaways * Cold Outbound with a Purpose * The Google Doc: Your Secret Weapon * Tracking & Optimizing Chapters 00:00 Intro 00:25 The power of the Google Doc method 00:55 How I learned this strategy 01:28 The Google Doc Breakdown 02:12 Social Proof & Case Studies 02:58 Handling Objections 03:08 Tracking & Iteration Connect with me LinkedIn: https://www.linkedin.com/in/iammattharris/ X/Twitter: https://x.com/iam_mattharris TikTok: https://www.tiktok.com/@iam_mattharris Instagram: https://www.instagram.com/iam_mattharris/ Facebook: https://www.facebook.com/iammattharris/ My website: https://www.iammattharris.co.uk/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit thegrowthlabfm.substack.com

    11 Opportunities in 60 Days: My Google Doc Sales Method
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About

Most Soft FM operators stall. Not because they lack effort — because the business behind the work stops matching the quality of the work itself. Been the seller. Now the buyer. Almost 15 years inside Soft FM. The Growth Lab Podcast breaks down the commercial and operational patterns that determine whether a £1M–£5M cleaning, waste, or grounds maintenance business grows predictably or builds toward exit. Hosted by Matt Harris — operator, acquirer, and Growth Partner. Founder of Growth Lab Capital, a buy-and-build platform acquiring Soft FM businesses across London, the Midlands, and the South East. No tactics. No motivation. Operator-to-operator, every episode. Subscribe to Growth Lab Intelligence: thegrowthlabfm.substack.com thegrowthlabfm.substack.com

Information

  • Creator
    Matt Harris
  • Years Active
    2023 - 2026
  • Episodes
    84
  • Rating
    Clean
  • Copyright
    © Matt Harris
  • Show Website
    The Growth Lab Podcast