Engineering Success

Rick Merten

Every entrepreneur starts their business full of dreams. Whether it’s innovating a better product or service, creating wealth, building a life to be proud of, or changing the world in some way, engineers are no different. ’Engineering Success’ is a podcast about keeping your dreams alive when things get tough. Because even the strongest technical skills can get overwhelmed by the endless demands of building a business, and one day, you realise that even the best product or service isn’t enough to guarantee success. ‘Engineering Success’ features engineering and industrial leaders chatting candidly about their journey to long-term success: the challenges they encountered, the lessons they learned and the solutions they put in place. Whether you’re an engineering consultancy, an industrial service provider, or a manufacturer, you’ll hear actionable insights from your peers on how they established strong company cultures, systemised operations, leveraged sales and marketing to generate customers consistently, overcame financial challenges, faced increasing competition, adapted to change and managed growth. The host, Rick Merten, has been running his own business for over two decades, partnering with hundreds of SMES to help them achieve sustainable success. Rick’s ambition with this podcast is to let entrepreneurial engineers know you are not alone, and to share real-world insights that will help you engineer your success and build a better business.

  1. 29 SEP

    Next Generation Thinking and the Future of Structural Engineering: Andrew Gall, Argall

    Andrew Gall walked away from a secure engineering career to challenge the industry’s biggest perception problem: that engineers are box-ticking cost centres rather than creative partners in design. Andrew is the founding director of ARGALL, a structural and civil consultancy based in Melbourne, with over 15 years of technical expertise and an entrepreneurial mindset. He has positioned ARGALL as the partner of choice for progressive architects, developers, and councils across Australia. The firm is recognised for its next-generation thinking, combining sustainability, creativity, and operational maturity to deliver award-winning projects. If you’re an engineering leader looking to grow without losing your values, this conversation is a blueprint for scaling smart, building a team that thinks differently, and proving that structural engineering can deliver both creativity and commercial success. Episode Highlights:  (00:00) Meet Andrew Gall: Founder of ARGALL (05:25) Next Generation Thinking in Practice (13:48) Scaling Argall Without Compromising Values (17:42) Transitioning from Technical Expert to Business Leader (33:10) Building a Strong Team with DISC Profiling (37:21) Future Vision and Advice for Aspiring Entrepreneurs   Connect with Andrew Gall  https://www.linkedin.com/in/andrewrgall/ Connect with Rick Merten https://www.linkedin.com/in/rickmerten Subscribe to the Newsletter https://www.linkedin.com/newsletters/inside-out-with-rick-6956089421838307328/   Engineering Success is an InsideOut Group production. -------------------------------- Get our latest insights on marketing wisdom and SME success tips. Subscribe: https://insideoutgroup.com.au/#letstalk Our thinking: https://insideoutgroup.com.au/blog/ Our work: https://insideoutgroup.com.au/case-studies/ Join the conversation: https://www.linkedin.com/company/insideout-group/   #b2bmarketing #sme #smallbusinessmarketingtips #businesstips #businesspodcast

    41 min
  2. 26 AGO

    You Can't Design a Solution to a Problem You Don't Understand: Ray Keefe, Successful Endeavours

    Ray Keefe discovered that being a brilliant engineer wasn't enough when his business coach challenged him: "Are you any good? I don't believe your answer - prove it." This brutal honesty launched a transformation that saw his electronics manufacturing consultancy win over 60 awards and challenge how Australian businesses think about local manufacturing.  Ray confronts uncomfortable truths about Australian business culture. Learning that Australia ranks dead last globally for business collaboration (181st out of 181 countries), he built Successful Endeavours on partnership and collaboration in an industry known for keeping trade secrets.  His pricing philosophy provides a masterclass in value thinking. When a client brought failing $70 Chinese circuit boards, Ray charged $200 but eliminated $1,200 in labour costs and warranty failures. The client saved money overall and saw sales skyrocket. This illustrates his philosophy of designing for the total cost of ownership, not the unit price.  Ray addresses what many engineering owners face but rarely discuss: he spent six years running "a job with tax benefits" because he had technical expertise but lacked business skills. His systematic approach to developing business acumen provides a roadmap for technically brilliant entrepreneurs struggling with commercial challenges.  Rather than accepting that everything must be made cheaper overseas, Ray demonstrates how Australian manufacturers win through operational efficiency, customisation, and total solution value. His examples show that designing specifically for local capabilities often beats offshore pricing while delivering superior outcomes.  The episode explores his "hot teams" philosophy - small groups of domain specialists tackling difficult problems - offering an alternative to the scale-at-all-costs mentality. This approach keeps businesses agile while building deep, specialised expertise.  For engineering business owners struggling with pricing, positioning, or transitioning from technical expert to business leader, Ray's journey offers practical guidance and proof that Australian manufacturing can compete globally while creating local value.

    43 min
  3. 29 JUL

    Working On, Not In the Business: Adam Hull, Hullcon

    What if the secret to growing an engineering business isn't just about technical excellence, but about completely redefining how designers and contractors work together?   Adam Hull, Managing Director of Hullcon, discovered this revolutionary approach when he recognised the massive waste created by the traditional "us versus them" mentality plaguing the construction industry.  After a decade at major consultancies and two years in government, Adam witnessed how poor communication was costing projects millions. His solution? Start an engineering consultancy that operates like a trusted partner rather than a typical service provider. The results speak for themselves – Hullcon has tripled in size every year since 2021.  Adam shares how he's building something genuinely different in the crowded engineering space. Rather than competing solely on price, Hullcon embeds with contractors, sometimes providing services at cost during tender phases to build lasting relationships. This strategic approach generates consistent repeat work and referrals.  One fascinating aspect is Adam's commitment to radical transparency with his team. In weekly meetings, he shares financial numbers most employees never see, believing an informed team is an empowered team. He's implementing an innovative profit-sharing bonus structure that rewards collective success, not just individual performance.  Adam's insights into working "on" versus "in" the business will resonate with any technical leader. He candidly discusses how getting too involved in project delivery – even when clients specifically request him – leads to dropped balls elsewhere. His solution involves building an advisory board and systematically delegating technical work to his capable team.  The episode reveals practical culture-building strategies, from Adam's organic mentoring approach to his method of staying involved as a silent advisor.  Most intriguingly, Adam is challenging fundamental industry payment norms, exploring how to move from traditional lump-sum contracts toward retainer models for predictable cash flow – a change that could revolutionise engineering service delivery.  For business development, Adam offers a refreshing perspective: focus intensively on existing clients who share your values rather than constantly chasing new ones. His experience shows that once you've built genuine relationships, price becomes less important and opportunities flow naturally.  Whether you're scaling a technical business, building better client relationships, or challenging the industry status quo, Adam's story provides a masterclass in creating a values-driven engineering consultancy that puts relationships and transparency at the centre of everything.

    37 min
  4. 22 ABR

    Waste is unnecessary, unintelligent, unsustainable, and uncommercial: Josh Robinson, JR Hammer

    Josh Robinson, founder of JR Hammer, is a story that turns everything you thought you knew about recycling upside down. When China slammed its doors shut to the world's recyclables in 2018, Australia's scrap industry panicked. Hundreds of tons of copper cables suddenly had nowhere to go. Most saw disaster. Josh saw opportunity. "Working in sustainability, if you're shipping things offshore just to ship them back again, you're defeating the purpose," Josh told me, with the clarity of someone who's found his mission. His ability to create value from what others threw away fascinated me. While everyone focused on the copper, Josh tackled the forgotten half of every cable – the PVC insulation typically sent to landfill. In an industry where recovery rates hover at a dismal 2-5%, Josh's innovations now achieve over 90%. The journey wasn't smooth. Italian technicians installing his equipment literally fled Australia with two hours' notice when pandemic borders closed, leaving Josh barely trained on complex machinery he'd have to operate alone for months. His persistence is changing an industry. JR Hammer has secured federal grants, pioneered Australia's first operational solar PVC recycling plant, and earned recognition that competitors can't match. Whether you're interested in circular economy innovations, spotting market opportunities others miss, or simply curious about turning environmental problems into commercial solutions, Josh's story offers a masterclass in purpose-driven entrepreneurship that actually works.

    37 min
  5. 23 FEB

    Building a Category-Defining Business and Setting a New Standard in Plant Assessment: Ben Horstmann, Consolidated Plant Service

    What happens when a former diesel mechanic decides to solve one of the construction industry's biggest hidden problems? After an injury ended his original career path, and his adventures took him from Australian mines to the mountains of Kazakhstan, Ben Horstmann spotted a critical gap in how construction and mining companies manage equipment safety and compliance. Eight years ago, he launched Consolidated Plant Services with a passionate refusal to hire any employees. Today, his team has assessed tens of thousands of pieces of equipment and is redefining industry standards across Australia. Ben’s journey from technical expert to business leader wasn't straightforward. In this episode, Ben shares candid insights about building a category-defining business. He explains why he fired customers who didn't align with his values, how he overcame his resistance to building a team, and his unconventional approach to growth, which prioritises long-term relationships over "sugar-hit" profits. Whether you're running an engineering firm, a technical services company, or any business where quality and reputation are paramount, Ben's insights on building a sustainable, values-driven organisation while maintaining technical excellence are invaluable. His story demonstrates how combining technical expertise with strong values and long-term thinking can create a unique and successful business model in a traditional industry. Join us to discover how combining deep technical expertise with strong values can create a unique and successful business model in a traditional industry.

    38 min
  6. 26/11/2024

    From Surfer to Director: How a Cheeky Interview Built a 28-Year Engineering Career: Michael Grogan, Birzulis Associates

    In this episode, with Michael Grogan, one of the directors at Birzulis Associates, a consulting engineering firm that's been shaping Australia's structural landscape since 1989. Michael's journey from a laid-back surfer and cinema ticket-taker to becoming a key leader in one of Sydney's respected engineering firms is entertaining and inspiring. What stands out is Michael's refreshingly honest account of his accidental entry into engineering. Picture this - a fresh University of Newcastle graduate who only applied for the job to get his father off his back, then cheekily told the 67-year-old interviewer that he looked close to retirement or death! That bold move surprisingly landed him his first and only job since graduating. The conversation takes fascinating turns as Michael shares how the firm evolved from a 12-person operation to their current success with offices in Sydney and Newcastle. He provides invaluable insights into maintaining quality while growing, including their innovative "pod" system for project management and unique hiring approach, where personality fit often trumps technical brilliance. Michael's candid discussion about the challenges of transitioning from engineer to leader makes this episode particularly valuable for business owners. His struggle with letting go of technical work to focus on management and how he eventually found a balance that allowed him to return to his engineering roots while leading the company offers practical lessons for anyone facing similar challenges. Michael's straightforward discussion about their commitment to quality over profit, even when it means standing up to powerful clients, demonstrates how strong principles can drive sustainable business success. Whether you're an engineering professional, business owner, or simply interested in how successful businesses navigate growth while maintaining their values, this conversation offers actionable insights and authentic perspectives on building a sustainable professional services firm.

    40 min

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Every entrepreneur starts their business full of dreams. Whether it’s innovating a better product or service, creating wealth, building a life to be proud of, or changing the world in some way, engineers are no different. ’Engineering Success’ is a podcast about keeping your dreams alive when things get tough. Because even the strongest technical skills can get overwhelmed by the endless demands of building a business, and one day, you realise that even the best product or service isn’t enough to guarantee success. ‘Engineering Success’ features engineering and industrial leaders chatting candidly about their journey to long-term success: the challenges they encountered, the lessons they learned and the solutions they put in place. Whether you’re an engineering consultancy, an industrial service provider, or a manufacturer, you’ll hear actionable insights from your peers on how they established strong company cultures, systemised operations, leveraged sales and marketing to generate customers consistently, overcame financial challenges, faced increasing competition, adapted to change and managed growth. The host, Rick Merten, has been running his own business for over two decades, partnering with hundreds of SMES to help them achieve sustainable success. Rick’s ambition with this podcast is to let entrepreneurial engineers know you are not alone, and to share real-world insights that will help you engineer your success and build a better business.