Built. Trusted. Chosen.

Being good at your trade doesn’t automatically make you good at running a trades business.

Contracts, cash flow, difficult clients, employees, leadership and financial pressure can teach some incredibly expensive lessons.

In this episode of Built. Trusted. Chosen., I speak with Michael Carbonneau from Coaching by Rosewood about the lessons he learned over more than 15 years as a general contractor, including building a multi-million-dollar renovation business.

Michael started young and admits he learned plenty the hard way. One contract dispute alone cost him around $50,000. We talk about how that changed the way he approached contracts and expectations, why contractors can end up financing their customers without realising it, what happens when your highest-performing employee damages the culture, and why Michael now describes his coaching approach through three pillars: structure, mindset and tough love.

You’ll take away:

• Why clear contracts and expectations need to be established before the work starts
• How payment terms can create cash flow problems even when the business looks profitable on paper
• Why client changes need to be managed rather than simply saying yes to everything
• Why culture can matter more than having the most technically talented person on the team
• Michael’s approach of hiring slowly, firing quickly and promoting good people faster
• Why business owners sometimes need tough accountability from somebody who has actually lived the same challenges

One of Michael’s biggest early lessons came from a contract dispute that cost him around $50,000 when he was still in his early twenties.

It was painful, but it permanently changed the way he approached contracts, client expectations and risk.

We also get into something almost every growing trades business eventually discovers: you can have plenty of work, a large team and impressive revenue while still constantly worrying about cash.

Michael’s approach is direct, practical and drawn from actually having run construction businesses himself.

If you’re building a trades or construction company and want fewer expensive lessons learned through trial and error, there’s plenty to take from this one.

About Michael Carbonneau

Michael Carbonneau is the founder of Coaching by Rosewood and a business coach specialising in trades and blue-collar entrepreneurs. He brings more than 15 years of general contracting experience, including building a seven-figure construction business, along with experience in financial services and a strong focus on business structure, cash flow, leadership and accountability.

Website: https://coachingbyrosewood.netlify.app/

LinkedIn: https://ca.linkedin.com/in/michael-carbonneau-03101b3b1

About Wes Towers

I’m Wes Towers, founder of Uplift 360 and host of Built. Trusted. Chosen.

I help trades and construction companies be built, trusted and chosen online through high-performing websites, content and Search Everywhere Optimisation.

https://uplift360.com.au/

Want to be a guest on Built. Trusted. Chosen.? Book here: https://uplift360.com.au/built-trusted-chosen-podcast-guest-booking/

Trades and construction businesses are dealing with constant change: rising costs, shifting government policy, new technology, tighter margins and customers expecting better communication than ever.

So how do you build a business that can adapt without everything falling apart behind the scenes?

In this episode of Built. Trusted. Chosen., I speak with Hadley Nightingale about the lessons he’s learned building and expanding businesses across property acquisition, property management and project management. We get into why smaller businesses can actually have an advantage when conditions change, the hidden importance of back-office systems, cash flow and recurring revenue, what Hadley learned from trying to grow multiple businesses simultaneously, and how his team is using AI and offshore support while keeping the customer experience human.

You’ll take away:

• Why smaller businesses can use speed and adaptability as a genuine competitive advantage
• How changing conditions can create opportunity if you look at where the market is moving rather than simply panicking
• Why communication, invoicing and project management systems are critical as a construction business grows
• Why recurring revenue can provide stability, and the danger of trying to scale too many new services at once
• How AI and offshore support can increase capacity without removing the human side of the business
• Why it pays to focus your energy on what you can control and adapt once the facts are known

Hadley shares some refreshingly candid lessons from his own journey, including bad early decisions, building new services before fully appreciating what was involved, and discovering that three smaller businesses don’t necessarily add up neatly to one successful larger business.

For anyone building a trades or construction company and wondering how to add people, systems or new revenue streams without creating more chaos, there’s plenty in this conversation.

About Hadley Nightingale

Hadley Nightingale is the founder of New Zealand Property Buyers, an end-to-end property business helping clients with property acquisition, project management and ongoing property management. His team operates across New Zealand with offshore support in the Philippines, using systems and technology to manage an increasingly complex operation while maintaining a strong client-facing service.

Website: https://www.newzealandpropertybuyers.com/

Instagram: https://www.instagram.com/hadleynightingale/

LinkedIn: https://www.linkedin.com/in/hadleyn/

About Wes Towers

I’m Wes Towers, founder of Uplift 360 and host of Built. Trusted. Chosen. I help trades and construction companies be built, trusted and chosen online through high-performing websites, content and Search Everywhere Optimisation.

https://uplift360.com.au/

Want to be a guest on Built. Trusted. Chosen.? Book here: https://uplift360.com.au/built-trusted-chosen-podcast-guest-booking/

In construction, your technical capability might get you considered. But trust, culture and reputation often determine whether you actually get chosen.

I’m joined by Irene Scott, a civil engineer with around 30 years in engineering and a lifelong passion for bridges. Irene is General Manager – Bridges & Structures, Senior Principal Engineer and Executive Director at pitt&sherry. We talk about building high-trust teams, hiring for cultural fit, handling difficult client conversations, generating work through reputation and relationships, and why the human side of business could become even more valuable as AI changes the way we work.

You’ll take away:

• Why culture fit can matter more than simply filling a technical position 
• How difficult client conversations can strengthen trust 
• Why reputation is one of the most powerful business development tools in construction 
• How trusted referrals create opportunities for everyone involved 
• Why giving people ownership and responsibility builds stronger teams 
• Why genuine human relationships may become even more valuable in an AI-driven world 

About Irene Scott

Irene Scott is a civil engineer with around 30 years of engineering experience and a particular passion for bridges. She is General Manager – Bridges & Structures, Senior Principal Engineer and Executive Director at pitt&sherry, working across everything from bridge assessments and rehabilitation to major projects, proof engineering and asset management.

LinkedIn: https://au.linkedin.com/in/irene-scott
pitt&sherry: https://www.pittsh.com.au/

About Wes Towers

I’m Wes Towers from Uplift 360 and host of Built. Trusted. Chosen. I help trades and construction companies be built, trusted and chosen online through high-performing websites and Search Everywhere Optimisation.

https://uplift360.com.au/

Want to be a guest on Built. Trusted. Chosen.? Book here:
https://uplift360.com.au/built-trusted-chosen-podcast-guest-booking/

Construction is easy to lead when the work is flowing, materials are available and the numbers stack up. The real test comes when supply tightens, costs jump, funding changes or months of bad weather stop your equipment from earning.

In this episode of Built. Trusted. Chosen., I sit down with Justin Strunk, Chief Operating Officer of RABS Group, to talk about what long-term resilience really looks like in construction. We get into leading through volatile markets, recognising trouble before it arrives, building teams you can trust, hiring for character rather than simply experience, and why sometimes the smartest growth strategy is to hold your position and think several moves ahead.

You’ll take away:

• How to “read the play” and respond before a business challenge becomes a crisis 
• Why construction owners should think in cycles rather than expecting constant growth 
• Why Justin moved away from hiring primarily for experience 
• How A-grade people help create more A-grade people around them 
• Why reputation, references and project delivery are powerful forms of marketing 
• Why good business strategy is often more like chess than checkers 

About Justin Strunk

Justin Strunk is Chief Operating Officer of RABS Group, a Melbourne-based road rehabilitation business specialising in asphalt paving and road profiling. RABS works across local government, state road authorities and major construction projects, with Justin bringing extensive industry experience and a strong focus on leadership, operations and developing high-performing teams. 

RABS Group: https://rabsgroup.com.au/
Justin on LinkedIn: https://au.linkedin.com/in/justin-strunk-js1

About Wes Towers

I’m Wes Towers from Uplift 360 and host of Built. Trusted. Chosen. I help trades and construction companies be built, trusted and chosen online through high-performing websites and Search Everywhere Optimisation.

https://uplift360.com.au/

Want to be a guest on Built. Trusted. Chosen.? Book here:
https://uplift360.com.au/built-trusted-chosen-podcast-guest-booking/

Trade shows can cost thousands by the time you add the booth, travel, staff, signage, giveaways and days away from the business.

So why do so many companies do all that work and then simply hope the right people walk past?

In this episode of Built. Trusted. Chosen., I speak with Jen Kelly about creating a proper trade show strategy for B2B, trades, construction, engineering and technical businesses. We unpack what needs to happen before the doors open, how to prepare the people working your stand, ways to create better conversations with customers and potential partners, how to capture leads without making things awkward, and why your follow-up process should be decided before anybody leaves for the show.

You’ll take away:

• Why trade shows should be treated as a before, during and after campaign, not a standalone event
• How promoting your presence and booking conversations before the show can reduce reliance on passing booth traffic
• Why everyone working the booth needs preparation, even if they aren’t a salesperson
• How trade shows can strengthen existing customer relationships and create valuable partnerships, not just new leads
• Why every worthwhile conversation needs a clear contact capture process
• How to follow up within 24–48 hours and continue nurturing leads for the length of your actual sales cycle

Jen calls the common alternative the “trade show prayer”: spend months preparing the booth, turn up, set everything out and hope the right people happen to walk down your aisle.

There’s a better way.

For construction and technical businesses where one relationship can potentially turn into a significant project or long-term commercial customer, getting the strategy right can make a huge difference to the return on the entire event.

About Jen Kelly

Jen Kelly is the founder of New Initiatives Marketing and a Fractional CMO specialising in B2B marketing. After a 17-year corporate marketing career with organisations including Siemens, Motorola, Future Shop and the Financial Times UK, she launched New Initiatives Marketing in 2009 and now helps B2B companies build more strategic and systematic marketing programs.

Website: https://www.newinitiativesmarketing.com/

LinkedIn: https://www.linkedin.com/in/jenniferkelly/

About Wes Towers

I’m Wes Towers, founder of Uplift 360 and host of Built. Trusted. Chosen. I help trades and construction companies be built, trusted and chosen online through high-performing websites, content and Search Everywhere Optimisation.

https://uplift360.com.au/

Want to be a guest on Built. Trusted. Chosen.? Book here: https://uplift360.com.au/built-trusted-chosen-podcast-guest-booking/

Growing revenue sounds great until the business gets busier, margins disappear and the owner ends up with even more headaches.

In this episode of Built. Trusted. Chosen., I'm speaking with Derek Isaac, founder of Rapid Result Creators, about what contractors need behind the scenes if they want sustainable growth. We'll unpack some of the mistakes Derek made while building his own contracting business, from financial management and estimating through to rapid revenue growth that didn't translate into profit. We also get practical about lead generation, CRM systems, email marketing, site signage, targeted SMS campaigns and how technology can remove repetitive admin from a construction business.

You'll take away:

• Why revenue growth is not the goal, and why profitability and sustainability matter more 
• How allocating incoming cash can give you much better control of the business 
• How to protect margins when construction projects are quoted well ahead of delivery 
• Why contractors need multiple lead-generation channels, tracking and a proper CRM 
• How automated nurture and regular email marketing can generate work from contacts you already have 
• Why systemising simple marketing and admin tasks can free owners and teams to focus on higher-value work 

About Derek Isaac

Derek Isaac is the founder of Rapid Result Creators. After working across multiple trades, building a carpentry subcontracting business and moving into remodelling and home building, Derek now helps contractors implement the systems and processes needed to improve profitability, free up time and reduce the headaches of running a growing business.

Website: https://rapidresultcreators.com/
LinkedIn: https://ca.linkedin.com/in/derek-isaac

About Wes Towers

I'm Wes Towers, founder of Uplift 360 and host of Built. Trusted. Chosen. I help trades and construction companies be built, trusted and chosen online through high-performing websites and Search Everywhere Optimisation.

https://uplift360.com.au/

Want to be a guest on Built. Trusted. Chosen.? Book here: https://uplift360.com.au/built-trusted-chosen-podcast-guest-booking/

If every enquiry, follow-up, staff question and business decision still comes back to you, growth quickly becomes exhausting.

For many trades and construction business owners, the biggest bottleneck is not a lack of opportunities. It is that too much of the business still depends on the owner.

In this episode of Built. Trusted. Chosen., I speak with Jenna Bannister from Automations for Owners about how practical AI and automation can help business owners reclaim their time.

Jenna has automated around 95% of her own land investing business. We discuss how she began with simple follow-up systems, how AI can answer and qualify incoming enquiries, and why businesses need to organise their processes before attempting to automate them.

We also explore the human side of implementation. Buying new software is not enough. Business owners need to use the technology themselves, support their team through the change and build systems around the way the business actually operates.

You’ll take away

• How to identify the task stealing the most time
• Why fast lead response matters when your team is on the tools
• How to turn tribal knowledge into usable processes
• Why AI implementation must begin with the business owner
• How to build separate AI employees for different departments
• How to reduce the business’s dependence on one key person

About Jenna Bannister

Jenna Bannister is the founder of Automations for Owners and an active real estate investor. After automating around 95% of her own land investing business, she began helping other small business owners build practical AI systems that handle repetitive tasks, improve follow-up and give owners more time outside the business.

Website: https://automationsforowners.com/

LinkedIn: https://www.linkedin.com/in/jenna-bannister-7008155b

Join Jenna’s AI workshop: https://automationsforowners.com/workshop

Use the code BUILT to attend for free.

About Wes Towers

I’m Wes Towers, founder of Uplift 360 and host of Built. Trusted. Chosen. I help trades and construction companies become built, trusted and chosen online through high-performing websites and Search Everywhere Optimisation.

Learn more: https://uplift360.com.au/

Want to be a guest on Built. Trusted. Chosen.? Book here: https://uplift360.com.au/built-trusted-chosen-podcast-guest-booking/

You can keep hiring people, buying software and producing more marketing, but a trades or construction business will not scale if everything still depends on the owner.

The real shift happens when you stop managing activity and start building the business around clearly defined outcomes.

In this episode of Built. Trusted. Chosen., I speak with growth operator, marketer and leadership speaker Kurt Uhlir about the practical foundations of scaling a trades or construction business.

Kurt has worked with businesses ranging from early-stage companies to major global organisations. We discuss why businesses of every size encounter similar scaling problems, how to hire people for outcomes rather than isolated tasks, and why leaders need to work alongside their people before expecting them to operate independently.

We also explore how marketing extends across the entire customer experience, when a founder should use their personal brand, and how trades businesses can use AI without producing generic content that sounds like everyone else.

You’ll take away

• Why scaling problems begin with the owner, not company size
• How to separate execution time from experimentation
• How to hire and reward people for business outcomes
• Why marketing covers the entire customer experience
• How servant leadership balances coaching and accountability
• How to use AI to amplify real project stories

About Kurt Uhlir

Kurt Uhlir is a chief marketing officer, growth operator and international speaker known for helping companies build repeatable systems for scale. His experience includes participating in dozens of acquisitions, helping lead a major public listing and assembling teams across six continents.

Kurt also writes and speaks about modern marketing, business growth and high-performing servant leadership.

Website: https://kurtuhlir.com/

LinkedIn: https://www.linkedin.com/in/kurtuhlir

About Wes Towers

I’m Wes Towers, founder of Uplift 360 and host of Built. Trusted. Chosen. I help trades and construction companies become built, trusted and chosen online through high-performing websites and Search Everywhere Optimisation.

Learn more: https://uplift360.com.au/

Want to be a guest on Built. Trusted. Chosen.? Book here: https://uplift360.com.au/built-trusted-chosen-podcast-guest-booking/ 

AI is making it easier for small construction businesses to move faster, produce better proposals and compete for larger projects.

But it is also filling the market with generic content, questionable advice and business owners who are automating away the very human qualities their clients value most.

In this episode of Built. Trusted. Chosen., I speak with architect, builder, developer and entrepreneur Lance Cayko about using AI as a tool without surrendering human judgement. We discuss how his team uses AI for visualisation, project descriptions, award submissions and complex requests for proposals, as well as why growing headcount did not produce the stronger business he expected. Lance also explains why his firm is comfortable capping its team at around 12 people, how designers became valuable construction problem-solvers, and why openly sharing your knowledge can create opportunities in unexpected places.

You’ll take away:

• How to apply the “human first, AI, then human again” framework
• How AI can help smaller firms assess tenders and compete for bigger projects
• Why businesses should operate between the bleeding edge and cutting edge
• Why more employees and higher revenue can still produce lower profits
• How to identify team members who treat problems as creative challenges
• Why sharing your best ideas can build authority and generate referrals

About Lance Cayko

Lance Cayko is co-founder, partner and principal at F9 Productions, a Colorado architecture and design-build firm working across residential and commercial projects. His background spans hands-on construction, architecture, building and real estate development, and he also co-hosts Inside the Firm, a podcast about starting, running and growing architecture, engineering and construction businesses.

F9 Productions: https://f9productions.com/

Inside the Firm: https://www.insidethefirmpodcast.com/

LinkedIn: https://www.linkedin.com/in/lance-cayko-1227031a/

About Wes Towers

I’m Wes Towers, founder of Uplift 360 and host of Built. Trusted. Chosen. I help trades and construction companies be built, trusted and chosen online through high-performing websites, stronger project stories and Search Everywhere Optimisation.

https://uplift360.com.au/

Want to be a guest on Built. Trusted. Chosen.? Book here: https://uplift360.com.au/built-trusted-chosen-podcast-guest-booking/

The skills that help you build a successful trades or construction business can eventually become the very skills holding it back.

When every decision, quality check and client problem still depends on the owner, growth creates more pressure rather than more freedom.

In this episode of Built. Trusted. Chosen., I speak with Lady Jen Du Plessis about moving from hands-on operator to sovereign leader. We explore why owners become bottlenecks, how different employees require different leadership, and why agility matters when material costs, technology and market conditions keep shifting. We also look at practical ways to strengthen employee loyalty and turn an ordinary client process into an experience that generates reviews, referrals and repeat opportunities.

You’ll take away:

·       Why letting go can improve quality rather than lower it

·       How to replace daily firefighting with strategic leadership

·       Why treating every employee the same creates management problems

·       How to build greater agility into your team and operations

·       Why your business vision should include your employees’ goals

·       How momentum multipliers improve the entire client experience

Lady Jen Du Plessis is known as the Business Scaling Architect and Sovereign Leadership Mentor. Drawing on her background in architectural design, construction engineering and more than 40 years in financial services, she helps established business owners design companies that can move from hands-on to hands-off.

Connect with Lady Jen:

Website: https://ladyjenduplessis.com/
LinkedIn: https://www.linkedin.com/in/jenduplessis/
Instagram: https://www.instagram.com/jenduplessis/

I’m Wes Towers, host of Built. Trusted. Chosen. and founder of Uplift 360. I help trades and construction companies be built, trusted and chosen online through high-performing websites, practical content strategies and Search Everywhere Optimisation.

Learn more: https://uplift360.com.au/

Want to be a guest on Built. Trusted. Chosen.? Book here: https://uplift360.com.au/built-trusted-chosen-podcast-guest-booking/

Want to be a guest on Built. Trusted. Chosen.? Book here:
https://uplift360.com.au/built-trusted-chosen-podcast-guest-booking/