7 Figure Leaders

In this episode, Tom sits down with Cliff Spolander, founder of Business by Design, to explore what it really takes to scale and successfully exit a business. With a background in the military and over 25 years of entrepreneurial experience—including buying, selling, franchising, and licensing businesses—Cliff brings real-world insights to a problem many business owners face: wanting to sell, but having an unsellable business.

Cliff explains why up to 90% of businesses listed for sale never sell, and outlines a structured approach to help owners reverse that outcome. From evaluating business value and risk profiles, to improving systems, financials, and leadership structure, he shares how he helps clients build businesses that are both sellable and valuable.

Key topics discussed:

• Why clean financials, clear reporting, and a simple cash flow forecast are critical for both growth and exit
• The importance of removing owner dependency and preparing management to run the business independently
• How to assess your wealth gap: the difference between what your business is worth now and what you need post-exit
• The psychological side of selling: why business owners often sabotage good deals due to uncertainty about life after exit
• Real-world examples of deals that fell through—or succeeded—based on proper planning and clarity
• Cliff’s approach to building a personalised “master action plan” using 90-day cycles to keep progress focused and manageable

Whether you're five years or one year away from exiting your business, Cliff emphasizes that the best time to start planning is now.

📩 Want to connect with Cliff or learn more? Visit businessbydesign.co.uk or find him on LinkedIn: https://www.linkedin.com/in/cliffspolander/

In this episode, we sit down with Simon Ogilvie-Harris, CCO of Dwood Kitchens UK, to explore how a multi-generational family business founded in Istanbul is expanding into the UK with a premium yet competitively priced kitchen offering. Simon shares his journey from leading consumer goods businesses to spearheading the UK arm of Dwood Kitchens and bringing high-end, custom kitchens to both private and commercial clients.

Simon explains how Dwood’s unique value proposition—bespoke, high-quality kitchens manufactured in their own factory in Turkey—allows them to offer Italian- and German-level quality at significantly better prices. He dives into their flexible design-supply-fit model, highlighting how the company works with a range of partners, including interior designers, architects, property developers, and contractors.

We explore real-world project examples, from a dream kitchen for a private client in Watford to multi-unit residential schemes in and outside the UK. Simon also shares how Dwood manages complex supply chains, finances, and cash flow across multiple markets while maintaining a customer-first approach.

Looking ahead to 2025 and beyond, Simon discusses plans to open a London showroom, expand the UK team, and further grow their international project pipeline. He also highlights the importance of long-term relationship building in the property and construction sectors.

Whether you're a homeowner looking for a premium kitchen, a contractor seeking a reliable supplier, or a developer working on large-scale projects, this episode offers valuable insights into what makes Dwood Kitchens stand out.

Get in touch with Simon: https://www.linkedin.com/in/simon-ogilvie-harris-7b607514/

In this episode, Tom chats with Lien de Pau, founder and CEO of The Big Exit, about one of the most overlooked aspects of small business ownership—preparing your business for sale.

Lien shares why the majority of businesses don’t sell, and what owners can do years in advance to increase their chances of not just selling, but achieving a big exit.

Drawing on her own entrepreneurial journey and work with founders across industries, Lien breaks down the key steps to creating an exit-ready business. From understanding how buyers assess value to removing owner dependency, she explains why sellability depends on much more than just top-line revenue.

Topics explored in this episode include:

• Why 9 out of 10 businesses listed for sale don’t actually sell
• The importance of viewing your business as an asset, not just an income source
• How to reduce owner dependence to make your business more attractive to buyers
• What “maintenance” means—from clean financials to documented systems
• Common mistakes that cause deals to fall through during due diligence
• How to balance short-term profitability with long-term exit value

Lien also introduces her Seven-Figure Exit Program, designed to help business owners get a valuation, assess exit readiness, and build a personalised action plan for maximising their business value.

Whether you’re planning to sell in one year or ten, this episode is packed with actionable insights to help you take control of your future and prepare for a successful exit.

📩 Check the show notes for free tools, including Lien’s valuation calculator and exit readiness quiz, and links to connect with her directly: https://www.linkedin.com/in/liendepau/

In this episode, Tom is joined by Ross Tomkins, physiotherapist turned serial entrepreneur, investor, and founder of Balmoral Partners. With over 20 acquisitions under his belt, Ross shares his journey from starting a physio practice in 2006 to building a healthcare-focused group of businesses spanning the UK, Australia, and beyond.

Ross explains how his early career in the NHS shaped his approach to business and why he began acquiring small businesses as a strategic growth move. What started with physio practices expanded into medical supplies, health & safety, and domiciliary care — all aligned under the umbrella of improving health and wellbeing. Now, Ross is preparing for a new chapter as he relocates to the UAE to lead a newly launched international healthcare holding company.

Topics explored in this episode include:

• Ross’s journey from clinician to multi-business owner and investor
• How he leveraged horizontal and vertical acquisitions to expand his original business
• The creation of Balmoral Partners, a healthcare-leaning holding company aiming for 20–30 acquisitions globally
• Structuring deals creatively based on each opportunity—ranging from full buyouts to minority stakes
• Post-acquisition integration, why it’s the hardest part, and how to build businesses that thrive independently
• The importance of health and mindset in entrepreneurship, and how Ross supports business owners through his mentoring community

Ross also discusses the realities of no-money-down deals, the importance of understanding business fundamentals, and why sustainable success is rooted in strong personal foundations.

Whether you’re looking to scale your business, get into acquisitions, or simply become a better version of yourself, this episode is packed with grounded insights and practical advice.

📩 Check the show notes to connect with Ross, learn more about his mentoring group, or explore opportunities with Balmoral Partners: https://www.linkedin.com/in/ross-tomkins-9a199747/

In this episode, we’re joined by Kris Amliwala, Chartered Financial Planner and Registered Life Planner at Designer Wealth. Chris shares how he blends technical expertise with life planning principles to help clients design a financial future that aligns with their goals, values, and lifestyle.

Kris explains his journey from pharmaceutical sciences into financial planning and how a life-first approach is central to the way he works. Rather than starting with products, Kris begins by understanding what clients want from life, then builds a financial plan to help them get there—whether it’s a stress-free retirement or more time with family now.

He shares insightful real-world examples, including a business-owning couple in their 50s who sold their company to gain financial freedom, and a 30-something digital nomad using clever tax and investment strategies to grow wealth while living abroad.

We explore important topics like:

• Cash flow forecasting from now to age 100
• Tax-efficient extraction of profits from a business
• Using pensions and VCTs to reduce tax and build personal wealth
• Planning for a business exit, even if that’s years away

Kris also highlights a common pitfall: business owners relying solely on their business as a retirement plan. He outlines how to shift that mindset and start building personal wealth outside the business.

If you’re a business owner wondering if you’re financially on track—or how to become financially free while still enjoying life—this episode is packed with practical advice.

Get in touch with Kris: https://www.linkedin.com/in/krisamliwala/

In this episode, we’re joined by Craig Kelly, a corporate commercial solicitor at Aquabridge Law, who shares his expertise on guiding business owners through the legal complexities of running a business—from start-up to exit.

Craig discusses key areas where businesses often leave themselves vulnerable, such as operating without shareholder agreements or failing to protect intellectual property. Using real-world examples, he illustrates the pitfalls of not having proper legal safeguards in place. From disputes between business partners to the risks of deferred consideration during business sales, Craig emphasizes the importance of foresight and preparation.

Listeners will gain a deeper understanding of critical legal documents like shareholder agreements, heads of terms, and share purchase agreements. Craig explains their purpose, how they protect business owners, and the risks of neglecting them, including potential breaches of warranty that can result in significant financial and reputational damage.

Craig also highlights the importance of intellectual property protection, recounting a cautionary tale of a business forced to rebrand after failing to secure its trademark. He provides practical advice for small business owners on ensuring their ventures are legally sound, including tips on managing disputes, securing payments, and preparing for a sale.

Whether you’re a business owner or simply interested in learning how legal structures can safeguard a company, this episode is packed with actionable insights. Check the show notes for Craig’s contact information if you’d like to discuss your legal needs further.

In this episode, we sit down with Ashley Winston, founder of Palmdale Car Finders, a company revolutionising the used car buying experience. Ashley shares his entrepreneurial journey, from starting his business in a spare bedroom to running a thriving company offering tailored car-buying solutions for clients across all budgets.

We explore Palmdale’s innovative business model, including their five-tier service packages ranging from a free downloadable guide to premium concierge services for luxury car purchases. Ashley explains how these offerings ensure clients are supported, no matter their budget, while challenging the industry’s poor customer service standards.

Ashley dives into horror stories from the used car market, illustrating the importance of professional expertise when navigating high-stakes purchases. He also offers valuable advice for buyers, emphasizing emotional detachment to avoid costly mistakes.

The conversation touches on scaling challenges, with Ashley outlining Palmdale’s ambitious goal to grow tenfold in three years. He explains their strategy of building "pods" of service teams, supported by a strong focus on marketing and business partnerships, particularly in B2B channels like concierge services and global mobility providers.

If you’re a car buyer, business professional, or simply interested in the behind-the-scenes of scaling a niche service, this episode is packed with insights. Don’t forget to check the show notes for links to Palmdale’s free guide and consultation call offer.

In this episode, we’re joined by Al Zucker, an experienced M&A lawyer and entrepreneur, who shares invaluable insights into buying and selling small and medium-sized enterprises (SMEs). With over a decade of experience in large-cap transactions, venture-backed e-commerce growth, and now acquiring businesses in manufacturing and engineering, Al provides a unique perspective on the complexities of SME transactions.

Key Takeaways:

1. The Challenges of Selling SMEs:
   • SMEs are notoriously difficult to sell, with most deals never reaching completion.
   • Organisation and preparation are critical for overcoming buyer concerns, such as dependence on key relationships or poor documentation practices.
   
   
2. Exit Readiness:
   • Al emphasises the importance of addressing legal and financial risks early.
   • Tips include building a data room in advance, ensuring compliance across contracts, intellectual property, and leases, and mitigating risks to boost valuation.
   
   
3. Building Trust:
   • Unlike large-cap deals, trust between the buyer and seller is paramount in SME transactions.
   • Al shares strategies for fostering transparency, such as regular performance updates during earn-out agreements to maintain goodwill.
   
   
4. Legal Protections:
   • Understanding tools like warranties, indemnities, and tax covenants is essential to navigating risks during due diligence and post-completion.
   
   
5. The Right Team for a Sale:
   • Sellers should assemble a team including a financial advisor, experienced M&A lawyer, tax advisor, and potentially a fractional CFO to ensure smooth execution.
   
   

Whether you’re a business owner preparing for a sale or an aspiring acquirer, this episode offers actionable advice for navigating the M&A landscape. If you’re ready to take the next step, Al specialises in deals for businesses with enterprise values under £100 million, particularly in the £5-25 million range.

Mike Deacon, a seasoned veteran in the world of commercial finance, shares his insights on the evolving landscape of business funding. With over 47 years of experience, Mike has witnessed the industry's transformation and now co-authors a book that delves into the journeys of 21 diverse business leaders.

In this engaging conversation, Mike discusses his own career path, from working for major banks to founding his own successful consultancy. He emphasizes the importance of being proactive and well-prepared when seeking financing, highlighting the need for businesses to have their financial affairs in order.

Mike's expertise extends beyond traditional lending, as he explores the rise of innovative non-bank lenders and the impact of technology on the industry. He also shares valuable insights on navigating the complexities of government-backed schemes and the art of matching the right borrower with the right lender.

Whether you're a small business owner or a seasoned entrepreneur, Mike's insights offer a unique perspective on the ever-evolving world of commercial finance. Connect with him on LinkedIn to learn more about his expertise and the upcoming book launch.

In this episode, we’re joined by Mike Floyd, CEO of Lovett's Group, who shares his journey from working in global facilities management to acquiring and transforming a catering engineering company into a dynamic facilities management business. With over 30 years of experience in the industry, Mike offers invaluable insights into business growth, culture, and sustainability.

Mike discusses his transition from managing multimillion-pound contracts in corporate environments to taking ownership of a smaller business. He reveals the challenges of inheriting a company with limited governance and the steps he took to implement robust financial controls, employee contracts, and a clear growth strategy. Starting from a "back of a napkin" operation, Mike has more than doubled the company’s size and headcount while positioning it as a competitive force in the Scottish facilities management market.

The conversation delves into key strategies for scaling a business, including focusing on core contracts, improving customer relationships, and ensuring a strong cash flow. Mike highlights the importance of building a team culture that prioritizes consistent service delivery and developing internal talent to meet evolving business needs.

Listeners will gain actionable advice on:

• Turning around loss-making businesses by targeting profitable contracts and shedding unproductive ones.
• The critical role of cash flow in business sustainability.
• Building long-term success through reputation, trust, and client relationships.

Mike also shares his vision for Lovett's Group, aiming to establish it as one of the largest privately-owned facilities management companies in Scotland. Whether you’re a business owner or aspiring leader, this episode is filled with practical insights and inspiration.