Working On It

Daniel Gurney is an Operations Manager who rose from working on the tools to leading teams across multiple sites. His journey spans personal training, window cleaning, rope access, and ultimately operations leadership — a path built on discipline, work ethic, and strong values.

In this episode, Daniel shares the lessons he learned moving from frontline work to managing teams, the realities of leadership in service businesses, and how culture, accountability, and standards shape successful teams.

He also opens up about the personal experiences that shaped him — from losing his father young to finding purpose through family, leadership, and helping others grow.

He explains:
↳ How starting “on the tools” shaped the way he leads teams today
↳ Why strong standards and non-negotiables are the backbone of high-performing teams
↳ The leadership challenge of managing teams remotely instead of working beside them
↳ Why great leaders must create “mini versions of themselves” within their teams
↳ The importance of culture, trust, and communication in operations management
↳ How discipline — not motivation — drives consistent performance
↳ The hidden pressure of being the bridge between management and the field team
↳ Why planning, backup plans, and staying calm under pressure are critical in operations
↳ How accountability and ownership build stronger teams and eliminate blame culture
↳ Why reputation and service standards are everything in service-based businesses
↳ The emotional impact of family, fatherhood, and personal responsibility
↳ How work ethic, mentorship, and early life lessons shape leadership styles
↳ Why leaders must continue learning, developing skills, and sharpening their tools
↳ The importance of celebrating small wins instead of focusing only on problems
↳ How sharing your journey can inspire others who feel lost in their careers

He Explain:
(00:00:00) Intro

In this episode, Brad sits down with recruitment expert Daniel Langley, founder of his own agency with a decade of experience in the industry. Daniel shares his journey from a successful career as a personal trainer to becoming a specialist in MES and smart manufacturing recruitment. They dive deep into the post-COVID landscape of hiring, exploring the challenges of inflation, the impact of AI, and the ongoing debate between remote and in-office work. Daniel provides actionable advice for both companies and job seekers, emphasising the importance of structured interviews, the power of a ‘don't-want’ list, and the necessity of building a visible personal brand in today’s digital market.

KEY TAKEAWAYS

A bad hire can cost a company up to 200% of that employee's salary when factoring in recruitment fees, training, onboarding, and lost productivity.

Beyond defining the perfect candidate, companies should create a ‘red line’ list of traits and qualifications they absolutely do not want to protect the company culture.

A successful hiring process should include at least three stages: a line manager interview, a ‘peer-to-peer interview’ to assess team fit, and a final meeting with the CEO or founder.

For professionals seeking growth, being visible, particularly on platforms like LinkedIn, and quantifying your specific impact (outcomes over responsibilities) is essential for triggering promotions.

Companies should strive to be in a state of constant recruitment rather than ‘turning the tap on’ only when a desperate need arises, allowing them to hire for potential rather than just immediate relief.

BEST MOMENTS

"The riches are in the niches. You just can't be a generalist; you've got to zero in on one micro area."

"I think you have to be delusional. You have to be delusional about what you can achieve and you've got to pitch into existence what you dream."

"I've always been a big believer in you either win or you learn."

"AI is excellent at repeatable tasks. The big differentiator is being able to talk about your impact, being able to demonstrate that you can make decisions, assess risks."

"Your LinkedIn profile should be treated as a professional digital CV."

HOST BIO

Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow.

He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting.

Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader.

Working On It is where he brings it all together - growth, grit, and getting better every week.

In this engaging episode, Brad interviews Beth Lancaster, a Senior Property Manager at FirstPort. Beth shares her fascinating career journey, starting as a dental nurse on minimum wage to making a bold move to Dubai at age 26, where she ‘faked it till she made it’ into the world of luxury skyscraper management. The conversation explores the high-pressure world of facilities management, the importance of proactive communication with residents, and how Beth manages a team of 96 developments. 

KEY TAKEAWAYS

Beth shares how she transitioned from dental nursing to managing a Dubai skyscraper by being willing to learn on the job and projecting confidence even when she was still learning basic office skills.

In property management, silence creates anxiety. Beth emphasises the importance of constant updates, even if there is no new news, to build trust with residents during building emergencies.

Successful property managers must be adept at juggling multiple high-priority tasks simultaneously while recognising their limits to ensure service standards don't slip.

Beth discusses how her management style evolved through personality profiling (like the ‘Surrounded by Idiots’ workshop), moving from a ‘High Red’ dominant style to a more empathetic ‘High Yellow’ approach.

The industry has become significantly more complex with the Building Safety Act, requiring managers to be constantly learning and leveraging new technologies to track compliance and safety.

BEST MOMENTS

"I was faking it till I made it. I didn't know how to use computers, I didn't know how to file anything, but I just seemed to get away with it."

"Over-communicating is definitely going to be better than under-communication... that's where you build up the trust with your residents."

"I like to be a medium fish in a big pond. I like to be somebody, but I also like to be surrounded by a lot of other somebodies."

"On a Sunday evening, none of my team are feeling sick about going to work the next day. As long as we have that, then we're happy."

"The more times you say no, the more successful you can be, because then you focus on the stuff that really matters." 

HOST BIO

Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow.

He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting.

Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader.

Working On It is where he brings it all together - growth, grit, and getting better every week.

Entrepreneur & Founder Paul Bullock shares how he built, scaled, and exited a multi-award-winning vehicle leasing business and what business owners must understand about leadership, AI, networking, and long-term growth.

After 20+ years building Concept Vehicle Leasing from scratch, navigating the 2008 financial crisis, scaling a team, and successfully exiting to Rivervale Leasing, Paul breaks down the real lessons behind sustainable business success.

This is a candid conversation about relationships, resilience, recruitment, and why culture beats tactics.

He explains:
↳ Why technology accelerates business but trust still closes deals
↳ How AI can erode credibility if used lazily
↳ Why “no trust, no transaction” is more relevant than ever
↳ The power of face-to-face networking in a digital world
↳ How the 2008 financial crisis forced a pivot from B2C to B2B
↳ Why finding your niche makes business dramatically easier
↳ The importance of systemising sales and operations
↳ Why recruitment is 50/50 and when to act fast
↳ How small culture habits (like the “Wagon Wheel Award”) build loyalty
↳ Why consistency beats intensity in long-term growth
↳ The truth about exiting a business and preparing 5 years in advance

If you’re building, scaling, or thinking about exiting your business this episode is packed with hard-earned lessons from someone who’s done it properly.

We Cover:
(00:00:00) Intro

In this insightful episode, Brad sits down with Paul Bulloch, as they dive deep into the evolution of business over the last 25 years. Paul shares his journey of founding and scaling Concept, a specialist vehicle leasing brokerage, and the eventual sale of the company to Rivervale. From the early days of ‘fire in the belly’ ambition to navigating the 2008 financial crisis, Paul discusses the fundamental shift from traditional marketing to the AI-driven landscape of 2026. 

KEY TAKEAWAYS

Despite the rapid acceleration of AI and digital communication, business remains fundamentally relationship-based. Real trust is earned through face-to-face interaction and consistent touchpoints.

The 2008 financial crisis forced a strategic shift from consumer leasing to a B2B focus. Embracing constraints can lead to discovering a more profitable and sustainable niche.

Maintaining a team for 10-15 years requires more than just high salaries; it’s about structure, clear progression paths, and small, consistent acts of recognition that make employees feel valued.

Selling a business is a multi-year process. Paul suggests a five-year window to refine systems, clean up credit control, and ensure the business is attractive to potential acquirers.

Success in 2026 requires consistent habits, such as regular strategy sessions out of the office and staying ‘present’ in the business while leveraging AI to handle operational heavy lifting.

BEST MOMENTS

"No trust, no transaction."

"You've got to celebrate the wins, little and often, just making sure you take stock, look at what's worked well."

"As business owners, quite often the best ideas or best solutions to problems come when you're taking yourself out [of the office]."

"You've got to be the best version of yourself, you need to work on yourself massively before the business."

"If you're in a hole, the only way to deal with that is to try and grow out of it."

HOST BIO

Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow.

He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting.

Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader.

Working On It is where he brings it all together - growth, grit, and getting better every week.

Strategic Marketing Expert Chris Burton reveals why most businesses misunderstand marketing and how real growth comes from positioning, brand, and customer experience, not tactics.

Chris Burton is a senior marketing strategist at The Marketing Centre, with decades of experience across global brands and fast-growing SMEs. He works as a fractional CMO, helping businesses move from tactical marketing to profitable, scalable growth. (SME)

He explains:
↳ Why marketing should be a profit driver, not a cost
↳ How positioning determines whether you compete in a red ocean or blue ocean
↳ Why most businesses choose the wrong target audience
↳ How specialist marketing has replaced “do-it-yourself” tactics
↳ Why customer experience is the most powerful growth lever
↳ How strong recommendation multiplies lifetime customer value
↳ PROVEN & PROFITABLE Marketing Strategy
↳ How culture, brand, and marketing must align to scale
↳ Why SMEs can outmanoeuvre global brands using agility and focus
↳ How AI is changing research, strategy, and speed — not fundamentals
↳ How to design a repeatable marketing system for SMEs
↳ The role of influencers in B2B decision-making

We Cover:
(00:00:00) Intro

Subscribe!

In this episode, Brad sits down with marketing strategist Chris Burton of ‘The Marketing Centre’ to pull back the curtain on what truly drives business growth in 2026. Moving far beyond the surface-level tactics of SEO and pay-per-click ads, Chris explains his ‘Marketing Orchestra’ philosophy, where technology, messaging, and people must be perfectly synchronised to create a high-impact brand.

KEY TAKEAWAYS

Successful marketing isn't about a single tool; it’s about the synergy between the ‘instruments’ (tools like Google Ads or AI), the ‘music’ (your messaging and tone), and the ‘conductor’ (strategy).

Exceptional customer experience is defined by doing the unexpected. Small, innovative shifts in how you treat customers can lead to massive increases in referrals and lifetime value.

Small-to-medium enterprises (SMEs) have a distinct advantage in their ability to pivot quickly. By leveraging AI to accelerate research, they can outmaneuver slow-moving corporate competitors.

A brand isn't just a logo; it’s the internal culture of the business. When employees are aligned with the brand's values, they naturally deliver the ‘operating standards’ that keep customers coming back.

To avoid the ‘Red Ocean’ of cutthroat price wars, businesses must identify their ‘sweet spot’ - the intersection of what they do best and what the market uniquely needs.

BEST MOMENTS

"Marketing shouldn’t be a cost; it should be a profit driver, a growth driver, contributing actively in the fiscal year and beyond".

"The instruments are the tools, the music you play is the messaging and the tonality of it all. I need to be the conductor, not the instrument player".

"Customer experience is what your customers feel and actually experience. It’s not what you say; it’s how you say it. It’s not what you do; it’s how you do it".

"Brand exists because what it does is it helps attract the right people to your business. That’s customers, but it’s also talent".

"A customer that strongly recommends your business typically creates eight times their own lifetime value through recommendation".

HOST BIO

Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow.

He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting.

Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader.

Working On It is where he brings it all together - growth, grit, and getting better every week.

In this high-energy conversation, Dr. Aalok from Implement AI joins the show to demystify the rapidly evolving landscape of Artificial Intelligence. Moving beyond the ‘Google search’ mentality, Alok explains how AI is a general-purpose technology, akin to electricity or fire, that can act as a ‘spectral night vision’ for business owners to see opportunities they previously missed. From automating mundane tasks to building full-scale digital colleagues like ‘Neo’ and ‘Morpheus’, the episode explores how curiosity-driven entrepreneurs can leverage AI to gain an unfair advantage.

KEY TAKEAWAYS

Don't view AI as a simple chatbot; view it as a tool that allows you to see data patterns, customer needs, and business inefficiencies that are invisible to the naked eye.

Start by augmenting yourself (speeding up your own tasks), then augmenting your team (standardising processes), and finally reaching transformation (redefining revenue capacity and customer experience).

To get the best results from AI, you must feed it your ‘company DNA’, your specific tone of voice, ethos, and unique industry insights, rather than asking for generic content.

We all have a limited ‘budget’ of attention each day. Success comes from automating or avoiding distractions so you can apply your focus to high-impact, creative decisions.

2026 is a ‘compression year’ where technological advancement is moving at an unprecedented pace. Those who experiment and implement now will be ‘above the fog’ while others are left struggling to take off.

BEST MOMENTS

"Use AI like special glasses, spectral night vision, to see things that other people couldn't see before."

"You're not limited by technology; you're limited by creativity."

"If you're a free user, you're the product. When you pay, you're the partner."

"It’s more elegant to avoid than to say no. Guard your attention; it’s your most valuable currency."

"It’s not what you don't know that gets you; it’s what you think you know that isn't true."

HOST BIO

Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow.

He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting.

Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader.

Working On It is where he brings it all together - growth, grit, and getting better every week.

Neuromarketing Specialist Clare Marshall reveals how to build a powerful personal brand, cut through digital noise, and create visibility that actually converts.

Clare Marshall is the founder of Brand Mixology, a former Barclays and Teach First leader, trained hypnotherapist, and neuromarketing specialist. She works with founders, experts, and business owners to align identity, psychology, and strategy — turning personal brands into scalable, trust-led businesses.

She explains:
↳ Why most marketing fails without a clear brand identity
↳ The difference between noise visibility and strategic visibility
↳ How trust is built through consistent human-led branding
↳ Why ads alone no longer work in a saturated digital world

↳ How psychology and subconscious behavior influence buying decisions
↳ Why AI should amplify human connection, not replace it
↳ How neuromarketing shapes perception through colour, language, and design

↳Neuromarketing that Drives Buyer psychology & subconscious to BUY
↳ Why personal brands will outperform companies by 2026
↳ How to attract the right audience by intentionally repelling the wrong one

If you’re a founder, expert, or business owner struggling with visibility, clarity, or trust, this conversation will change how you think about branding, marketing, and growth.

In this episode, Brad dives deep into the fascinating intersection of psychology and branding with Claire Marshall, founder of Brand Mixology. Claire shares her unique journey from corporate recruitment to hypnotherapy, and ultimately, to helping founders build powerful personal brands. We explore why ‘yellow pages’ advertising is dead, how our primal need for human connection influences buying decisions, and why AI should enhance, not replace, your authentic voice. 

KEY TAKEAWAYS

Success comes from owning your unique blend of experiences, skills, and personality quirks. 

In an era of AI-generated content and endless ads, consumers crave authentic human connection. Building trust through a personal brand is more effective than shouting the loudest.

True accountability isn't about being told off; it's about having a support system or community that validates your progress and keeps you moving toward your goals when motivation wanes.

Avoid ‘throwing spaghetti at the wall’. Use Claire's ‘Vivid Framework’ (Vision, Identity, Visibility, Innovation, Data) to ensure every marketing action aligns with your core business goals and customer needs.

Don’t ignore the numbers. Regularly reviewing simple metrics, like engagement or consistency, can reveal what’s actually working, allowing you to pivot before you waste resources on ineffective strategies.

BEST MOMENTS

"You can only see the journey when you join the dots backwards."

"Success comes from your own mix of experiences, of the trial and error, and also of what makes you unique."

"You don't ask somebody to marry you on day one... [that's] probably not the most effective strategy."

"All data is good data. I think sometimes people don't want to look at it because the data can be stuff you don't want to hear, but actually that's the good stuff to hear."

"If you can really own who you are and what you want that life to be... take that stand aside from what is considered the 'safer route'."

HOST BIO

Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow.

He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting.

Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader.

Working On It is where he brings it all together - growth, grit, and getting better every week.