Every business owner has a model they defend and a model they secretly wonder about. Matt puts the question to Charlie and answers it himself.Recording from France for the last time this trip, Matt opens with an Alex Hormozi clip that stuck with him. A British bloke with an office fit out business, £180 million turnover, £5 million average order value, asking how to grow it. The answer had nothing to do with finding more customers, and everything to do with one question a US security door company started asking on sales calls.From there they get into the ugly side of B2B. The £26 billion sat unpaid across UK businesses, invoice factoring and why Matt thinks it is admitting defeat, and the early settlement discount that does the same job for less. Charlie makes the case that B2B is simply a better place to build a business, better relationships, better conversations, customers who understand what you are dealing with. Then he flips it, because you never really own a B2B customer, you borrow them, and you are riding their trading conditions as much as your own.Wins of the week cover a Sage to Xero migration twenty odd years in the making, and six weeks of Matt actually prioritising his health. There is a screen time confession neither of them comes out of well. And Matt finishes by arguing that B2B owners get lazy at winning customers, with a very specific challenge for Charlie and Tom. When the question of the week lands, both of them stick with what they know, for reasons that say more about the owner than the model.Takeaways:📊 UK businesses are owed an estimated £26 billion in late payments at any one time, roughly £17,000 each and 86 hours a year spent chasing it🧠 Why one extra question on a sales call lifted a door company's average order value by around 160 percent💷 Invoice factoring versus a 2 percent early settlement discount, and why one of them is a bad sign🤝 B2B gets you the relationship, but you are only ever borrowing the customer🎯 The case that B2B owners are lazy at acquisition, and the two hour lunch that fixes it
Chapters:
(00:00) Intro and a formal apology to Charlie
(02:33) Summer holidays, one car and a borrowed van
(04:53) The weather just moved our conversion rate
(05:38) Bordeaux was English for 300 years
(08:23) A four hour mileage claim done in twenty minutes
(10:25) B2B or D2C, which would you build again?
(11:41) 180m turnover and a 5m average order value
(12:30) The one question that lifted AOV by 160 percent
(14:29) Why our average order value drops every summer
(17:02) British Business Fact of the Week: 26bn in late payments
(17:42) Being everyone else's bank
(19:01) Invoice factoring is admitting defeat
(23:41) Win of the Week: Sage to Xero, twenty years later
(33:02) Win of the Week: six weeks of prioritising health
(34:51) The screen time confession
(37:55) Why Charlie has always been pro B2B
(42:27) You never own a B2B customer, you borrow them
(45:07) Why D2C brands are the hardest model of all
(47:37) B2B owners are lazy at winning customers
(50:13) Question of the Week: businesses or the public?
(51:05) School uniform and the new branded items rule
(55:46) Shout out to Gara from NC Recovery
Follow Matt:
📸 Instagram - https://www.instagram.com/mrmattholland/
👨💻 LinkedIn - https://www.linkedin.com/in/mrmattholland/
📱 TikTok - https://www.tiktok.com/@mrmattholland
❌ X - https://x.com/mrmattholland1
Follow Charlie:
📸 Instagram - https://www.instagram.com/theworkwearexpert
👨💻 LinkedIn - https://www.linkedin.com/in/charlie-smith-1a55295b/
