Andrew Hulbert didn’t build his business from a perfect plan; he built it through graft, mistakes and an all-in mindset.

After growing up in a working-class family in Oxford, Andrew started earning money from a young age and later moved into property services. At 27, he started Pareto from his bedroom with a laptop and an idea. Over 10 years, he grew it into a £50 million turnover business with 500 staff, raised $100 million in private equity value, and exited the business at 37.

In this episode of Success or Excuses, James Fleming sits down with Andrew Hulbert to explore entrepreneurship, sacrifice and what success really looks like behind the scenes. Andrew shares the early lessons that shaped him, why he wanted to build a customer-focused business, and how he took on major clients including Bulgari Hotel, Yahoo, Candy Crush, London Zoo and Twitter.

He also speaks openly about the harder side of business, including loneliness, burnout, missing time with family, making expensive mistakes and learning from a £400,000 bad debt. Alongside that, Andrew reflects on selling the business, stepping back, rebuilding relationships and focusing on family, legacy and being present.

James brings his own perspective into the conversation, sharing his early working life, the realities of business ownership, leadership, family and the pressure that comes with building something of your own.

Key moments include:

✔️ Starting Pareto from a bedroom with a laptop and an idea

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Linktree → linktr.ee/andrewhulbert

Timestamps

[00:00] Introduction to Andrew Hulbert

Dr John Demartini was told as a child that he would never read, write or communicate effectively.

After struggling with dyslexia and leaving home at 13, John spent his teenage years travelling and living as a street kid before a chance encounter with health educator Paul C. Bragg inspired him to change the direction of his life. That moment sparked a lifelong commitment to learning, teaching and understanding human behaviour.

In this episode of Success or Excuses, James Fleming sits down with Dr John Demartini to discuss values, purpose, leadership and human potential. John shares how he overcame early challenges, why people thrive when they align their lives with their highest priorities, and the principles that have guided more than five decades of research and teaching.

James also reflects on his own experience with dyslexia, self-belief and leadership, exploring the mindset shifts that helped shape his journey. Together, they discuss personal growth, prioritisation, intrinsic motivation, overcoming setbacks and what it takes to create a meaningful and purposeful life.

Key moments include:

✔️ Being told he would never read, write or communicate effectively

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Timestamps

[00:00] Introduction to Dr John Demartini

Carol Jackson knows exactly what it feels like to leave the comfort of a successful career and step into the chaos of building something from scratch.

After years in the corporate world, Carol reached a point where she knew something had to change. What started as a side hustle became ELJ Drinks, an award-winning boutique Scottish spirits company with a range of gins and a Honey Spiced Rum.

In this episode of Success or Excuses, James Fleming sits down with Carol Jackson to talk about corporate burnout, expensive mistakes, COVID pivots, building a product-based business and learning as you go.

Carol shares how ELJ Drinks began with a ready-to-drink gin cocktail range, why early decisions led to stock being poured down the sink, and how the business adapted when hospitality shut down overnight.

She also talks about moving online, running virtual gin experiences for charities, building community through Cocktails with Carol, crowdfunding her lemon gin, and launching Honey Spiced Rum using honey from her own bees in Blythswood Square.

James adds his own experience throughout, reflecting on the early struggles of building a business, the pressure of COVID, the importance of mindset, and why business ownership is one of the hardest but best things he has ever done.

Key moments include:

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Mark Skinner didn’t wait for the “perfect time” to take the leap. He saw the opportunity, backed himself and built from there.

After starting out in sales with Keystone Valves in Glasgow he was there for about 8 years and was then asked to join John Bell Pipeline in Aberdeen. When the business came up for sale, Mark and his colleague Brian decided to buy it. With everything mortgaged and plenty on the line, they built the business into the largest independent of its type in the UK before eventually selling it.

In this episode of Success or Excuses, James Fleming sits down with Mark Skinner to explore buying, growing and selling a business, building an employee-centred culture, and learning to let go once a business is no longer yours.

Mark also shares the story behind Scots Bridge, which he set up with Don Wong to help Scottish and UK companies enter Southeast Asia with more structure, due diligence and realistic ambition. The conversation covers moving into new markets, the impact of COVID, and how unexpected opportunities in food and beverage helped the business evolve.

James adds his own experience throughout, reflecting on the fear of COVID hitting business overnight, the reality of running a business under pressure, and the mindset needed to keep finding a way forward.

Key moments include:

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Website → https://www.scotsbridge.net/

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Stephen Pettigrew grew up around business long before he ever built his own path.

From working in his family’s warehouse as a teenager to watching his parents’ business grow to £35 million in revenue before eventually collapsing, Stephen learned a hard lesson about value, timing and why a business should be built with the option to sell.

In this episode of Success or Excuses, James Fleming sits down with Stephen Pettigrew to explore the reality of building, scaling and exiting a business. Stephen shares how his family business shaped his thinking, why he moved into mergers, acquisitions and private equity, and how he now supports founder-led businesses to grow, systemise and become more valuable.

Stephen also explains what makes a business attractive to buyers, from clean financials and strong systems to reducing owner dependency and increasing transfer value. He speaks openly about why many business owners leave it too late to plan an exit, the risks of going to market unprepared, and why working with the right specialist matters.

James adds his own experience throughout, reflecting on how he built The Power Within Training with an exit strategy in mind, including IP, systems, processes and a business model that could scale without being fully dependent on him.

Key moments include:

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Linktree →https://linktr.ee/stevenpettigrewinvestor

Timestamps

Andrew Gilmour didn’t just start a business, he built it through setbacks, lessons and a shift in thinking.

After more than 25 years in the security industry, Andrew launched his own business and experienced both strong post-COVID growth and significant financial losses, which forced him to rethink his approach. That shift led him into acquisitions, where he is now building a group of businesses under a single holding company.

In this episode of Success or Excuses, James Fleming sits down with Andrew Gilmour to explore the reality of business ownership, scaling through acquisitions and the mindset required to keep moving forward. Andrew shares how he transitioned from running a single business to acquiring multiple companies, the strategy behind his group structure, and why profitability and scalability are non-negotiables when buying businesses.

Andrew also speaks openly about the challenges that come with business, including financial pressure, being unable to switch off and balancing work with family life. He shares what success looks like to him, not money, but building a strong team that believes in the vision.

James adds his own experience throughout, reflecting on the early struggles of building a business, the reality behind the highlight reels, and why mindset plays a critical role in long-term success.

Key moments include:

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Company LinkedIn → https://www.linkedin.com/company/dimagroup-ltd/

Company Website → https://dimagroup.co.uk/

Timestamps

[00:00] Introduction to Andrew Gilmour

Colin Frame didn’t build Stellar by following the traditional path.

After leaving school without going to university or college, Colin used work as his classroom. After two failed attempts at business, personal challenges and moments that tested his resilience, he kept going and built Stellar into a business with just under 200 people.

In this episode of Success or Excuses, James Fleming sits down with Colin Frame to talk about business, resilience, work ethic and making your own luck. Colin shares how an early opportunity at 16 shaped his belief in giving others a chance, why Stellar is built around doing things differently, and how the company’s mission is rooted in helping people build careers in technology.

Colin also speaks openly about the sacrifices behind business ownership, including failed attempts, personal setbacks and learning to ignore criticism from people who don’t know the full story.

James adds his own experience throughout, reflecting on the realities of building a business, delegation, hiring, selling with passion and why values matter when you’re building something meaningful.

Key moments include:

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LinkedIn→ https://www.linkedin.com/in/colin-frame-21a94915/

Website → https://stellaruk.co.uk/

Timestamps

John Cox didn’t follow a straight path into business; he built it from the ground up.

After a short stint in professional rugby, John went on to start Cox and Co, a property services company based in Edinburgh. Over the past 20 years, the business has grown across Scotland and into the north of England through the Casa Group.

In this episode of Success or Excuses, James Fleming sits down with John Cox to explore growth, leadership and capacity. John shares how he scaled the business quickly, the challenges that came with it, and the lessons learned around alignment and decision-making.

He also speaks about selling his business, buying into a larger group, and what it really takes to lead at that level. Alongside that, John reflects on family, non-negotiables, and the importance of managing your capacity both in business and in life.

James brings his own perspective into the conversation, sharing the realities of leadership and the pressure that comes with it.

Key moments include:

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LinkedIn → https://www.linkedin.com/in/jamesflemingtpwtd/

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LinkedIn → https://www.linkedin.com/in/john-cox-coxandco-scotland/

Company LinkedIn → https://www.linkedin.com/company/coxandco-scotland

Website → https://coxandco.co/

Timestamps

Rachael has never followed a straight path, and she’s never tried to.

From growing up in Leith and training as an opera singer to leading socially driven, creative work, her journey has been shaped by challenging expectations and doing things differently. Along the way, she learned the importance of focusing on strengths, using creativity for change, and what real leadership looks like.

In this episode of Success or Excuses, James Fleming sits down with Rachael to explore entrepreneurship, leadership and personal adversity. Rachael shares how teaching opera in prisons reshaped her understanding of potential and leadership, and how that experience still influences her work today with the Creative Entrepreneurs Club.

She speaks openly about running a business through the pandemic, growing a community from hundreds to thousands, and making tough decisions around values and relationships. She also shares the reality of being diagnosed with breast cancer, navigating surgery and recovery, and continuing to lead through it all.

James brings his own experiences into the conversation, reflecting on the pressures of business ownership and the unseen challenges leaders face.

The episode also explores Rachael’s move into stand-up comedy, using humour to process her journey and connect with others, alongside her evolving perspective on leadership, vulnerability and purpose.

Key moments include:

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LinkedIn → https://www.linkedin.com/in/jamesflemingtpwtd/

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LinkedIn → https://www.linkedin.com/in/rachaeloarnold/

Website → https://www.creativeentrepreneursclub.co.uk/

Timestamps

[00:00] Introduction to Rachael

Paul Nicholas didn’t follow a straight path into his career; he figured it out along the way.

From struggling at school and finding himself stacking shelves in his early twenties, Paul shares how he moved into health and safety, built a 20+ year career in the industry, and eventually launched his own consultancy working with large organisations.

Paul also shares how boredom and curiosity led him into acting, from amateur theatre to landing a role in a Netflix film, and why having something outside of business is important. The conversation dives into mindset, self-reflection and the impact of thought patterns on success, as well as the importance of learning from mistakes.

James brings his own perspective into the discussion, sharing insights on mindset, subconscious thinking and why changing the internal narrative is key to changing results.

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Timestamps