Behind the SME

Behind the SME with Stuart Lotherington, Managing Director at SBR Consulting.

What makes a high-performing sales team – and how can SMEs build one?

In this episode of Behind the SME, we sit down with Stuart Lotherington, Managing Director of SBR Consulting, a specialist consultancy focused on developing world-class sales capabilities for businesses of all sizes. With decades of experience in sales leadership and transformation, Stuart shares how SMEs can take a strategic approach to selling – moving from reactive to proactive, and from instinct-led to insight-driven. Whether you're the founder, the first sales hire, or managing a growing team, Stuart offers practical frameworks and fresh perspective.

🎙️ In this episode we cover:

• How everyone has the ability to be a sales person
• Sales as a discipline
• A multitude of practical methods and theories that will take your sales approach to the next level

If you're serious about scaling your business through sales, this episode is packed with actionable insights.

Like what you hear? We'd love to know!

Contact us: [email protected]

Connect with us on LinkedIn: https://www.linkedin.com/showcase/behind-the-sme

Find us on other platforms: https://linktr.ee/behindthesme

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Behind the SME with Will Newland, founder and MD of SoBold.

What happens when you skip the corporate ladder and go straight into starting your own company?

In this episode of Behind the SME, we sit down with Will Newland, founder and MD of SoBold, a high-performance WordPress agency working with enterprise clients across healthcare, finance, real estate, and SaaS.

Straight out of university, Will spotted a problem in the way websites were being built – and decided to fix it himself. Over the last 10 years, he’s grown SoBold into a 20-person team, turning a scrappy solo operation into a profitable, high-performing agency.

🎙️ In this episode, we cover:

• How Will went from helping friends with social media to running a full-scale dev agency
• The power (and pain) of bootstrapping a service business
• Why solo founders often face burnout – and how to avoid it
• When and how to invest in your website if you’re an SME
• His take on AI, scalability and future-proofing digital platforms

Whether you're a founder, creative, or SME leader, this one's packed with hard-earned lessons and practical advice from someone who's built it from the ground up.

Like what you hear? We'd love to know!

Contact us: [email protected]

Connect with us on LinkedIn: https://www.linkedin.com/showcase/behind-the-sme

Find us on other platforms: https://linktr.ee/behindthesme

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Behind the SME with Tim Gray, Owner & Managing Director of Dairi-Pak.

What does it take to build a business that stands the test of time? In this episode of Behind the SME, we sit down with Tim Gray, the driving force behind Dairi-Pak, to explore how he’s shaping the future of sustainable packaging.

Tim has spent decades navigating the evolving landscape of manufacturing, steering Dairi-Pak through industry shifts and changing consumer demands. Now, his company is at the forefront of providing flexible, sustainable packaging solutions that meet the needs of businesses today.

💡 What you’ll learn:

📦 Adapting a legacy business – how Tim keeps Dairi-Pak ahead of the curve

📈 Leadership lessons – growing a business through industry change

🚪 The power of doorknocking – how early sales experience shaped Tim’s leadership

💡 Innovation vs tradition – balancing progress with core values

Whether you're in manufacturing, business leadership, or just fascinated by innovation in everyday industries, this episode is packed with valuable insights.

Like what you hear? We'd love to know!

Contact us: [email protected]

Connect with us on LinkedIn: https://www.linkedin.com/showcase/behind-the-sme

Find us on other platforms: https://linktr.ee/behindthesme

Hosted on Acast. See acast.com/privacy for more information.

How do you turn years of industry expertise into a thriving business? In this episode of Behind the SME, we sit down with Arabella Dupont, former Conde Nast Brides editor turned entrepreneur, to uncover the journey of launching and growing The Bridal Beauty Co.

Arabella spent over a decade in luxury magazines, curating the best in bridal beauty before taking the leap to create her own brand. Now, her business offers curated beauty boxes and bridal gifts, catering to women beyond just the wedding day.

💡 What you’ll learn:

• 📖 From editorial to entrepreneurship – how Arabella made the transition
• 🎁 Building a beauty brand – lessons in product curation and audience engagement
• 📈 Navigating change – how she adapted her business beyond live events
• 🔥 The reality of launching and scaling a niche business

Whether you’re a beauty lover, a founder, or someone looking to pivot your career, this episode is packed with real insights on brand-building, resilience and making your expertise work for you.

Like what you hear? We'd love to know!

Contact us: [email protected]

Connect with us on LinkedIn: https://www.linkedin.com/showcase/behind-the-sme

Connect with us on other platforms: https://linktr.ee/behindthesme

Hosted on Acast. See acast.com/privacy for more information.

What happens when a senior banking leader transitions from global finance to advising SMEs? In this episode of Behind the SME, we sit down with Jonathan Beebe, a former Barclays and Merrill Lynch executive who now serves as an advisor, investor, and non-exec across multiple businesses.

Jonathan shares his unique perspective on the SME world—offering insights from both big corporations and hands-on SME leadership. He unpacks the key lessons business owners need to know when seeking investment, managing advisors, and making the shift from founder-led to a scalable company.

What you'll learn:

• 📊 Investment insights: What investors really look for in SMEs
• 💰 Funding alignment: Why the wrong investment partner can hurt your business
• ⚖️ Corporate vs. SME leadership: How decision-making, agility, and resources compare
• 🤝 The role of advisors: How to leverage non-execs and boards effectively
• 🔄 Pivoting & adapting: Why flexibility is key in business strategy

If you're a founder, business leader, or thinking about raising investment, this episode is packed with must-know insights to help you navigate growth, funding and leadership.

Contact us: [email protected]

Connect with us on LinkedIn: https://www.linkedin.com/showcase/behind-the-sme

Connect with us on other platforms: https://linktr.ee/behindthesme

Hosted on Acast. See acast.com/privacy for more information.

In this episode, we sit down with Niama El Bassunie, a trailblazing entrepreneur who built and exited a successful B2B marketplace in Africa and is now backing the next generation of founders at Baobab Network.

Niama shares her journey — from starting WaystoCap, navigating the challenges of scaling a cross-border trade platform in Africa, and ultimately exiting the business. She also unpacks the realities of raising capital in emerging markets, building trust in digital commerce, and why having a strong "why" is the key to resilience.

What you’ll learn:

• 🌍 How to scale a business in challenging and emerging markets
• 📈 Lessons from raising capital—including the realities of securing investment in Africa
• 🔥 Why founder mindset and resilience matter more than the original business model
• 🚀 The role of accelerators like Y Combinator and how they impact scaling
• 💡 How Baobab Network is investing in 1,000 African startups over the next decade

If you’re an entrepreneur, investor or business leader looking for real, hard-earned insights on growth, fundraising and exiting a business, this episode is for you.

Contact us: [email protected]

Connect with us on LinkedIn: https://www.linkedin.com/showcase/behind-the-sme

Connect with us on other platforms: https://linktr.ee/behindthesme

Hosted on Acast. See acast.com/privacy for more information.

In this episode of Behind the SME, Adam Kene sits down with Jordan Relfe, Co-founder of Lifeproven, to explore the challenges and rewards of building a purpose-driven business in the real estate sector. From navigating the early days of entrepreneurship to embedding ESG principles in the property industry, Jordan shares candid lessons on resilience, leadership and finding your "why."

Key takeaways include:

• 🔑 The importance of having a strong personal and professional purpose
• 🌱 How ESG and sustainability are reshaping the real estate landscape
• 💡 Lessons in building a business culture centred on ownership, communication and values

If you're a founder, leader or aspiring entrepreneur, this episode is packed with practical advice and inspiration to help you on your journey. Give it a listen!

Contact us: [email protected]

Connect with us on LinkedIn: https://www.linkedin.com/showcase/behind-the-sme

Connect with us on other platforms: https://linktr.ee/behindthesme

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In this episode of Behind the SME, Adam Kene is joined by Sage Lakhani, COO of Kene, whose career journey has taken her from working at PwC to leading high-performing teams in the SME space. As a Chartered Tax Adviser, Sage brings deep expertise in tax solutions, process optimisation, and team management, paired with a passion for building strong client relationships.

Tune in as Sage shares:

• 🔑 How a COO bridges the gap between vision and execution in SMEs
• 🌱 The importance of embedding values into team culture and daily operations
• 🛠 Practical advice for managing teams, fostering trust and aligning goals

Whether you're managing a team, thinking about hiring a COO, or just looking to refine your operations, this episode is packed with actionable advice you can apply today.

🎧 Join us for an inspiring discussion packed with actionable insights to help you refine your leadership and strategy.

Contact us: [email protected]

Connect with us on LinkedIn: https://www.linkedin.com/showcase/behind-the-sme

Connect with us on other platforms: https://linktr.ee/behindthesme

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In this episode, Adam Kene speaks with John Wyer, Founder and Co-owner of Bowles & Wyer, about his 30+ years of experience leading a successful landscape design and build business.

John reflects on navigating crises, redefining business identity, and the powerful role of culture in driving growth. From battling financial challenges to creating a purpose-driven, values-led organization, John’s journey offers invaluable lessons for SME leaders.

Tune in for insights on:

• Building resilience during tough times
• The importance of aligning values with client relationships
• Why culture is the ultimate driver of business success

This is a must-listen for anyone looking to create a business that thrives through purpose and alignment. 🎙️

Contact us: [email protected]

Connect on LinkedIn: https://www.linkedin.com/showcase/behind-the-sme

Connect on other platforms: https://linktr.ee/behindthesme

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In this episode, Hugo and Rupert, co-founders of the AI-powered marketing tech platform Pockla, share their entrepreneurial journey. They dive into the importance of deeply understanding customer needs through discovery calls, rather than focusing solely on product-building.

They also discuss simplifying business hypotheses and objectively testing them based on customer feedback. The duo reflects on their experience with fundraising, emphasising the importance of building long-term relationships with investors and tailoring pitches to their perspective.

As close friends and co-founders, they talk about the value of open communication, handling tough conversations, and maintaining trust. A very candid convo packed with insights on product development, raising capital, and navigating the co-founder relationship. 

Contact us: [email protected]

Connect on LinkedIn: https://www.linkedin.com/showcase/behind-the-sme

Connect on other platforms: https://linktr.ee/behindthesme

Hosted on Acast. See acast.com/privacy for more information.