Business By Design
- Episodios
- 205
- Se publica
- cada semana
- Último episodio
- 10 Nov 2026
Sobre el podcast
Business by Design is the podcast for owners who want to start, scale or exit a business. Each week, Stuart Wemyss and Mena Abraham unpack the four things every business must get right: value, engine, reach and team. Using the VERT flywheel, they show how these fit together to build a business that runs without you, and how the choices you make inside the business flow through to your personal wealth, lifestyle and exit options. Every episode is short and to the point, with no fluff and no sales pitches. Go to https://www.vertflywheel.com
Participantes
- Mena AbrahamPresentación
- Stuart WemyssPresentación
Episodios 205
Ep 205: Business that runs without you: 100 things 1% better
Send us Fan MailIf every improvement depends on your next big idea, you’ll never build a business that runs without you. Mena and I explain how to make a hundred things 1% better, with everyone spotting …
Notas del episodio
If every improvement depends on your next big idea, you’ll never build a business that runs without you. Mena and I explain how to make a hundred things 1% better, with everyone spotting problems and one owner fixing each.
- Small beats big. Dave Brailsford’s “aggregation of marginal gains” took British Cycling from almost no Olympic success to eight cycling gold medals in Beijing, through changes as small as bike seats and hand-washing routines
- Make spotting problems everyone’s job and fixing them one person’s job, so the founder can stop doing everything in the business. Log every idea, triage it by effort and impact, test it on a small slice of the business, then measure the result, the way Booking.com runs a thousand experiments at once
- An idea only becomes part of the business once it’s documented, trained and built into your systems and processes for business growth. McDonald’s tested the Big Mac in one Pittsburgh store for a year before rolling it out nationally
- Check every change at 30, 60 and 90 days: is everyone using it, did it move the number you set out to move, and did it cause a side effect you didn’t test for? Pixar runs a postmortem after every film, hits included
Chapters
00:00 - Recap: the VERT flywheel and the engine series
01:36 - Meetings find problems, but they don’t fix them
03:14 - Why small beats big: kaizen
06:32 - British Cycling and the aggregation of marginal gains
09:31 - Whose job is it to identify and fix problems?
10:58 - Jack Welch’s approach at GE
12:14 - Log, triage, test, measure
15:00 - Booking.com’s thousand live experiments
15:59 - When an experiment becomes part of the business
17:50 - The Big Mac: tested in one store, then systemised
18:59 - Reviewing changes: the engine room improvement log
19:54 - Pixar’s postmortems
21:59 - The 30, 60, 90-day check
23:14 - Where to start
24:56 - Next week: how cash flow can break the engineReferences
- Ep 202: Systems and processes for growth: Map before you fix https://www.businessbydesignpodcast.com/2006849/episodes/19960187-ep-202-systems-and-processes-for-growth-map-before-you-fix
- Ep 203: Business scaling frameworks: Consistency beats heroics https://www.businessbydesignpodcast.com/2006849/episodes/20011910-ep-203-business-scaling-frameworks-consistency-beats-heroics
- Ep 204: Business meeting rhythm: Stop oiling the squeaky wheel https://www.businessbydesignpodcast.com/2006849/episodes/20054348-ep-204-business-meeting-rhythm-stop-oiling-the-squeaky-wheel
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 204: Business meeting rhythm: Stop oiling the squeaky wheel
Send us Fan MailToo many businesses run on firefighting, where the squeaky wheel gets the oil. Stuart and Mena set up a weekly, monthly, and quarterly meeting rhythm- part of the systems and processes for …
Notas del episodio
Too many businesses run on firefighting, where the squeaky wheel gets the oil. Stuart and Mena set up a weekly, monthly, and quarterly meeting rhythm- part of the systems and processes for business growth that keeps decisions owned and on time.
- Weekly meetings keep delivery on track. They need a set agenda, one person running them, and a short scorecard that mixes lag indicators with lead indicators, the way FedEx replaced a single on-time promise with a 12-part service quality index
- Monthly meetings are for improving the engine, with sales, operations and finance in the room. Domino’s eventually fixed its recipe, but a monthly rhythm with the right leading measures might have caught the drift years earlier
- Quarterly meetings turn strategy into one theme at a time. Ours was “make value visible”, and it only stuck because it was on the scorecard every Monday
- Giving every decision a clear owner is how to build a business that runs without you. When something goes wrong, blame the system, not the person, and celebrate whoever stops the line, as Toyota does
Chapters
00:00 - From firefighting to a meeting rhythm
00:55 - Four features of a good meeting rhythm
01:46 - Three layers: weekly, monthly and quarterly
02:06 - The weekly meeting: keeping delivery on track
04:25 - Building the scorecard: lead and lag indicators
05:55 - FedEx’s service quality indicator
08:41 - The monthly meeting: improving the engine
09:54 - Domino’s and the recipe fix
12:04 - The quarterly meeting: one theme at a time
15:20 - Our quarterly theme: make value visible
19:24 - How long each meeting should run
20:51 - Separate sharing information from making decisions
24:10 - Measurement without micromanagement
26:32 - Toyota: celebrating whoever stops the line
28:46 - Where to startReferences
- NotebookLM, the tool Mena uses to turn long emails into audio he can listen to before a meeting: https://notebooklm.google.com
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 203: Business scaling frameworks: Consistency beats heroics
Send us Fan MailMost businesses don’t break as they scale because of volume. They break because quality depends on a few heroic people. Mena and I share business scaling frameworks built on consistency …
Notas del episodio
Most businesses don’t break as they scale because of volume. They break because quality depends on a few heroic people. Mena and I share business scaling frameworks built on consistency, systemised judgment, fewer handovers, and real review.
- Clients judge you across many interactions, not one, so define quality in ways you can observe and measure. The Ritz-Carlton boils its service down to three simple steps everyone can follow
- Use checklists and templates for repeatable work, and break expert judgment into decision points, decision trees, and case studies. That’s how to delegate without losing quality control, and AI makes this much faster than it used to be
- Scaling tends to break business operations at handovers and approval chains. Netflix’s five-word expense policy shows how much friction you can remove when you trust the right people
- Make training part of the system: teach, supervise, then release. Review real work regularly, the way Pixar’s Braintrust does, while leaving the final call with the person who owns the work
Chapters
00:00 - From mapping to building an engine that scales
02:33 - Why consistency matters more than heroics
06:01 - The Ritz-Carlton’s three steps of service
08:07 - Checklists and templates for repeatable work
09:53 - The WHO surgical checklist
12:56 - How to systemise judgment
15:07 - Atul Gawande and the Cheesecake Factory
16:35 - Using AI to map your decision-making
18:16 - Cutting friction: Netflix’s five-word expense policy
21:26 - Making it stick: training, ownership and review
22:47 - Pixar’s Braintrust
25:38 - Where to start
28:13 - Free VERT flywheel downloadsReferences
- Free VERT flywheel downloads: the offer clarity worksheet, pricing power workbook, trust engine guide, and value health check. https://vertflywheel.com
- Ep 198: Trust is the real thing your customer is buying (the trust equation) https://www.businessbydesignpodcast.com/2006849/episodes/19832526-ep-198-trust-is-the-real-thing-your-customer-is-buying
- Ep 196: Pricing strategy: are you a price maker or a price taker? (the basis for the pricing power workbook) https://www.businessbydesignpodcast.com/2006849/episodes/19753474-ep-196-pricing-strategy-are-you-a-price-maker-or-a-price-taker
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 202: Systems and processes for growth: Map before you fix
Send us Fan MailMost businesses lose time, margin and customers at the handovers nobody owns. Mena and I map the full customer journey, the backbone of systems and processes for business growth, then show how …
Notas del episodio
Most businesses lose time, margin and customers at the handovers nobody owns. Mena and I map the full customer journey, the backbone of systems and processes for business growth, then show how to assign owners and hunt down hidden waste.
- Every business runs on five stages: reach, sales, delivery, billing and after-sales care. Southwest Airlines’ 2022 meltdown shows what processes nobody can see end up costing
- Give each stage one directly responsible individual (Apple’s DRI idea) and a defined output. “The sales team looks after sales” isn’t an assignment; “sales ends with a signed proposal and deposit in hand” is
- Scaling usually breaks business operations at the handovers, not inside the stages. When one owner is accountable for each handover, the founder can stop doing everything in the business
- Toyota’s seven wastes are a useful lens for finding the steps your processes have outgrown, such as duplicate spreadsheets or chasing information that should arrive automatically
Chapters
00:00 - Zooming out from one process to the whole business
01:20 - Why you can’t fix a process you can’t see
03:27 - Southwest Airlines: what invisible processes cost
05:20 - The five-stage customer journey
07:09 - Airtasker: a journey designed end to end
09:06 - One owner and one defined output per stage
10:56 - Apple’s directly responsible individual
13:28 - When handovers fail: the bank promotion example
16:41 - Hunting waste: Toyota’s seven categories
19:52 - Auditing your core processes
22:49 - What to do next: four stepsReferences
- Ep 198: Trust is the real thing your customer is buying
- Ep 200, the customer advocacy episode
- Ep 201, the founder-as-hero episode
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 201: Business systems and processes: Why talent won't scale
Send us Fan MailIf your business still runs through you, that is an engine problem, not a people problem. Mena and I break down what systems and processes for business growth actually look like, and the four …
Notas del episodio
If your business still runs through you, that is an engine problem, not a people problem. Mena and I break down what systems and processes for business growth actually look like, and the four numbers that show whether yours work.
- Most owners start as what Michael Gerber calls the technician: excellent at the work, but stuck working in the business rather than on it. Learning to step off the tools as a business owner starts with building systems from day one
- Try the holiday test. If you couldn't take two to four weeks off at short notice without clients or your P&L suffering, you have an engine problem
- A real system has five parts: a trigger, defined inputs, clear steps, a consistent output, and an owner who keeps it current. Codify the mechanical steps the way McDonald's did, and train for the judgment calls with decision trees and escalation points
- To build a business that runs without you, track four numbers for each core process: cycle time, error rate, rework, and onboarding speed
Chapters
00:00 - From value to engine: the next VERT pillar
01:56 - Why talented people don't scale: the E-Myth technician
04:42 - The real cost of a founder-dependent business
07:26 - The holiday test
08:17 - What a business system actually is: five parts
11:15 - The WHO Surgical Safety Checklist
12:39 - Mechanical steps vs judgment calls
16:02 - Four numbers that show whether your engine is working
19:58 - Four questions to reflect on
22:39 - Next week: map the journey before you fix itReferences
- Ep 186: The Holiday Test: Can your business run without you?
- The E-Myth, by Michael Gerber
- Ep 200, last week's episode on customer advocacy
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 200: Referral engine framework: Buy attention, earn advocacy
Send us Fan MailYour happiest clients are often your best source of new business, yet most owners leave referrals to chance. Mena and I walk through a referral engine framework: earn advocacy first, ask at the …
Notas del episodio
Your happiest clients are often your best source of new business, yet most owners leave referrals to chance. Mena and I walk through a referral engine framework: earn advocacy first, ask at the right moment, and make the introduction low risk.
- You can buy attention, but you have to earn advocacy. Fyre Festival's influencer spend couldn't cover for a promise it never delivered
- The right time to ask is straight after a client acknowledges the value they've received. Swap "do you know anyone?" for a question tied to the specific problem you just solved
- Referring is risky for the client, so position introductions as a no-obligation second opinion, make the process simple, and commit to treating every referral with the same respect
- If you're working out how to get consistent leads for your business, start with the clients you've already delighted. A pricing strategy for small business that protects margin funds the experience people talk about, while discounting trains clients to wait for a sale
Chapters
00:00 - Why customer advocacy needs a system
02:10 - Buying attention vs earning advocacy: Fyre Festival
04:32 - The right moment to ask for a referral
07:24 - A better question than "do you know anyone?"
09:46 - Why referrals feel risky, and how to reduce that risk
14:34 - Pricing power and the advocacy flywheel
18:10 - Five questions to test your advocacy system
21:22 - Our 200th episode, and what's next: the Engine pillarReferences
- Ep 199: Why are your best customers quietly leaving?
- Ep 198: Trust is the real thing your customer is buying
- Ep 197: Pricing is a system, not a sticker
- Ep 196: Pricing strategy: are you a price maker or a price taker?
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 199: Why are your best customers quietly leaving?
Send us Fan MailHere's the uncomfortable truth: by the time a customer tells you they're leaving, you're usually too late to do anything about it. The decision was made months earlier, when they …
Notas del episodio
Here's the uncomfortable truth: by the time a customer tells you they're leaving, you're usually too late to do anything about it. The decision was made months earlier, when they quietly began questioning the value; nobody noticed, and the cancellation email just makes you the last to know.
In this final episode of the Value series, Stuart and Mena reframe churn as the most honest feedback your business receives, if you're willing to understand what's behind it.
Mena explains why retention starts at onboarding, not the renewal conversation, with the goal being to make value visible as fast as possible, closing the gap where doubt creeps in (Canva as the example).
Stuart offers four lenses for reading every departure: value, trust, fit, and friction, using MoviePass to show how a single churn number can hide several problems at once. Mena insists each category needs a named owner (with Ritz-Carlton's $2,000 staff discretion showing what real authority looks like).
Stuart then explores when losing customers is healthy: Nike's wholesale pullback and its telling reversal, and Mena covers how to end relationships respectfully, protecting your reputation.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 198: Trust is the real thing your customer Is buying
Send us Fan MailEvery time someone buys from you, they're taking a risk: will you do what you promised? Trust is what gives them the confidence to proceed, and without it, a great product, sensible …
Notas del episodio
Every time someone buys from you, they're taking a risk: will you do what you promised? Trust is what gives them the confidence to proceed, and without it, a great product, sensible pricing, and sharp marketing still won't close the sale. This episode unpacks how trust is built, borrowed, and lost.
Mena explains why price and frequency determine how much trust a purchase requires: a $4 coffee versus a $40,000 renovation, and why your sales process must reflect the risk the customer feels (Guzman y Gomez versus a Koala mattress).
Stuart introduces the trust equation: credibility, reliability, and intimacy, divided by self-interest, with Vanguard's ownership structure as a striking example of how low self-interest can be built into the model rather than merely claimed.
Mena draws the line between borrowed credibility, which opens the door, and earned trust, built through direct experience and the idea of a "trust account" where deposits and withdrawals are never equal.
Stuart offers four practical ways to make it easier for customers to trust you, and Mena connects consistency back to your systems and why delivering well 80% of the time still leaves customers worrying.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 197: Pricing is a system, not a sticker
Send us Fan MailTwo businesses can charge the same price today and be on opposite margin trajectories five years from now, purely because of the architecture sitting underneath that number. One gets more …
Notas del episodio
Two businesses can charge the same price today and be on opposite margin trajectories five years from now, purely because of the architecture sitting underneath that number. One gets more profitable as it grows; the other gets squeezed with every new customer. This episode is about designing that architecture on purpose.
Mena starts with discounting as a diagnostic: persistent discounting isn't a sales problem but a signal pointing at one of three causes, and J.C. Penney's disastrous 2012 "fair and square" experiment shows why you can't simply switch off years of trained customer behaviour. Stuart then unpacks the traps of unit pricing, the default model most owners fall into without choosing it, from the billable hour that punishes efficiency to the petrol-station race no one wins on quality.
Mena lays out the real choice between fixed, tiered and modular pricing (with Australia Post, Canva and IKEA as clean examples), and Stuart explains why scope is the boundary that makes any of them work. Finally, Mena drives home the cost base as a non-negotiable floor, using Porter Davis Homes' collapse under fixed-price contracts as the cautionary tale. Closes with four steps to build your own pricing system.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 196: Pricing strategy: are you a price maker or a price taker?
Send us Fan MailPrice is the most powerful profit lever most business owners never think about. In this episode, Mena and I break down the pricing strategy question that matters most: are you a price maker or a …
Notas del episodio
Price is the most powerful profit lever most business owners never think about. In this episode, Mena and I break down the pricing strategy question that matters most: are you a price maker or a price taker?
- A modest price rise can lift profit far more than an equivalent cost cut or volume increase, since it drops straight to the bottom line and improves your margin without touching your cost base
- The value map: plot your competitors on price against perceived value to see whether your market is commoditised or genuinely open to premium pricing, and where the white space sits
- If you're a price taker, there are only two real levers, deliver more value than the market expects, or build a leaner engine so you can deliver at a lower cost
- Price is a signal customers read before they've experienced anything. Price too low and the market assumes the quality is low too, price too high without anything to back it up and you're exposed
Chapters
00:16 - Why pricing is the most powerful lever on profit
02:29 - Building the value map: price makers versus price takers
06:21 - What to do if you land in the price taker camp
10:15 - Price as a signal: what buyers read into it before they buy
12:43 - When value based pricing tips into unfair pricing
17:55 - This week's homework: map your own positionReference links
Last week's episode on building a brand promise is referenced directly at the open, and next week's episode on pricing models is flagged at the close. Neither title nor link is confirmed in the transcript itself, so whoever publishes this should drop in the actual links rather than me guessing at either title.If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 195: People don't buy features, they buy a better life
Send us Fan MailMost owners sell backwards. You built the thing, so you know every feature and inclusion, and that's exactly what comes out of your mouth when you sell it, while the customer's eyes …
Notas del episodio
Most owners sell backwards. You built the thing, so you know every feature and inclusion, and that's exactly what comes out of your mouth when you sell it, while the customer's eyes glaze over.
They were never buying a spec sheet; they were buying a different version of their life. Sell the feature, and you compete on the feature; someone will always build it cheaper. Sell the outcome, and prove it, and price becomes the last objection, not the first.
Mena breaks down the three layers every customer buys at once: functional, emotional, and social value using Canva as the case study, and why a strong offer hits all three by design.
Stuart shows how to compress that into a Core Promise: one sentence, in the customer's own words, that they could repeat without you (think Domino's, Bunnings, FedEx) plus why the proof underneath the promise is where businesses fall.
Then the part owners skip: quantifying the cost of inaction, with Blockbuster's ten-year compounding mistake as the warning.
Finally, the three forms of proof mechanism- social proof, guarantee, and a FedEx masterclass that ties it all together. Closes with a four-part self-audit.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 194: How to reverse-engineer your customer’s ‘Yes’
Send us Fan MailBefore you can test whether people will pay, you need to know whose "yes" you're actually chasing, and most owners get this wrong in a very specific way. In this Value deep dive, Stuart and …
Notas del episodio
Before you can test whether people will pay, you need to know whose "yes" you're actually chasing, and most owners get this wrong in a very specific way.
In this Value deep dive, Stuart and Mena introduce reverse-engineering the yes: start from the moment someone buys, then work backwards to the buyer, the outcome, and the trigger that got them there.
Mena explains why "business owners" or "SMEs" isn't a target customer at all, just a category, using Peloton, Chewy, and Lululemon to show how precision changes everything from price to product.
The test: if your customer description could be swapped into a competitor's marketing and still make sense, it's too broad. Stuart reframes the real buyer around the progress they're trying to make: the barrister who sells career risk-reduction, the Amex Platinum buyer who's buying status, not what your product does.
Then the three-part filter for a genuine customer: a live trigger (Ring's fear event versus Cleardocs' life-stage moment), constraints you design around (Planet Fitness deleting the contract), and the capacity, not just desire to pay (Tesla redesigning its buyer as price fell). Plus why being deliberate about who you're not for, à la Hermès and Costco, is a competitive advantage.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 193: Stop scaling until someone actually pays you what you want/need
Send us Fan MailFounders love to scale, but scaling before anyone has paid a real price for a real outcome simply converts a slow failure into a fast, expensive one.In this episode, the first in a deep dive on …
Notas del episodio
Founders love to scale, but scaling before anyone has paid a real price for a real outcome simply converts a slow failure into a fast, expensive one.
In this episode, the first in a deep dive on Value, Stuart names the trap: scaling doesn't fix a weak offer; it just gives that weak offer more customers, more overhead, and more cash to burn.
Mena draws the crucial line between attention and demand. Compliments, engagement, and "I'd definitely buy that" are evidence of interest, not a sale. The only test that matters is whether someone has actually paid, in cash, at or near your target price, and heavy discounting is itself a signal the offer isn't yet standing on its own.
Stuart offers a sharp three-way diagnostic for when an offer isn't landing: is the problem the segment, the offer, or the message?, illustrated with Segway, Quibi, and early Dropbox.
Mena explains how to read the data rather than your feelings, and Stuart lays out fast, cheap tests you can run this month, from pre-selling to price testing.
The gate before you scale: paid customers, at the price the business actually needs.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
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Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 192: Can you describe your business model in four sentences?
Send us Fan MailHere's the challenge Stuart opens with: describe your business in four honest sentences, one each for why customers pay, how you deliver profitably, how the right people find you, and how …
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Here's the challenge Stuart opens with: describe your business in four honest sentences, one each for why customers pay, how you deliver profitably, how the right people find you, and how quality holds as you grow.
Most owners can talk about their business for an hour but can't compress it into four sentences that survive scrutiny, and that vagueness is itself the problem. This isn't an elevator pitch; it's a decision filter that reveals where you're genuinely strong and where you're quietly weak.
Mena walks through the four questions in plain language, warning that "we work hard" is not an engine answer, while Stuart uses Apple as a worked example of what clarity actually looks like. The gap between your four sentences and Apple's is precisely the work to be done.
Crucially, the discipline is sequencing, not simultaneous effort: score each sentence, find the weakest, and make it your ninety-day project while the others sit in maintenance. Stuart names the expensive mistake of scaling reach before value and engine are solid, which just spreads weakness faster, and Mena shows how the sentences become a tool for saying no.
The goal isn't four polished sentences. It's a business that compounds by design.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 191: Why your business has four problems, not forty
Send us Fan MailThe three "killers" thin margins, poor reach, and weak demand- tell you what's failing, but not what to build. In this episode, Stuart and Mena introduce VERT: Value, Engine, Reach, and …
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The three "killers" thin margins, poor reach, and weak demand- tell you what's failing, but not what to build. In this episode, Stuart and Mena introduce VERT: Value, Engine, Reach, and Team the operating system underneath those symptoms, and the four things you actually control. By the end, you'll have a single model to run every business decision through, instead of juggling forty disconnected problems.
Mena maps the four pillars onto the three killers: margins sit at the intersection of Value (what you can charge) and Engine (what it costs to deliver); Reach gets you chosen but can't manufacture demand; and Team touches everything, holding the whole system together. Stuart then explains why VERT is a flywheel, not a checklist, each pillar reinforcing the next, so momentum comes from consistent pressure on the right point rather than one dramatic push across everything.
Mena shares the green flags and red flags for spotting your weakest pillar, and the misdiagnosis trap, where the symptom and cause live in different pillars. Stuart closes with the four-bucket test: a two-question filter for every decision, and a rule to focus your weakest pillar for ninety days while the rest run in maintenance mode.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 190: Thin margins and empty pipelines are design problems
Send us Fan MailA thin margin and an empty pipeline both feel like effort problems, so owners respond with more hours. It rarely works. In this episode, Stuart and Mena reframe both as outputs of how a business …
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A thin margin and an empty pipeline both feel like effort problems, so owners respond with more hours. It rarely works. In this episode, Stuart and Mena reframe both as outputs of how a business is designed its pricing, positioning, and channels- not how hard anyone is trying. Working harder on a broken design just scales the problem and burns the founder out.
Mena starts with margin, and the distinction most owners never consciously made: are you a price maker or a price taker? In a price-taker industry like mortgage broking, the market sets the ceiling and effort can't move it. She lays out the three layers that shape margin: industry, business model, execution—so you can locate your own constraint.
Stuart then reframes reach as an asset you engineer, not marketing you bolt on, introducing the "trust path": why low-risk, frequent purchases convert fast while high-risk, infrequent ones need a long runway of proof. Mena names the two ways reach breaks: expensive reach that drains cash, and fragile reach where one channel carries too much, plus a simple stress test to expose it.
The takeaway: redesign the system rather than push through it.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 189 : Does anyone actually want what you sell?
Send us Fan MailBefore you fix your product, your marketing, or your team, Stuart and Mena argue you have to pressure-test something more fundamental: demand. Get it wrong, and everything else simply compounds …
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Before you fix your product, your marketing, or your team, Stuart and Mena argue you have to pressure-test something more fundamental: demand. Get it wrong, and everything else simply compounds a weak foundation. The uncomfortable question most owners skip is deceptively simple: what problem are you solving, for whom, stated specifically rather than in flattering generalities? Plenty of clever products are just solutions looking for a problem.
The single best test is asking what it costs your customer to do nothing. When the cost of inaction is high, financially, emotionally, socially, motivation is real. Mena turns that instinct into a practical filter: urgency, frequency, and affordability, including whether a customer can actually fund the purchase at the moment the need hits.
Stuart then draws the crucial line between demand you capture and demand you must manufacture, why educating a market that doesn't know it has a problem is brutal, and the rare exception where a big player does the heavy lifting for you. Mena asks whether your market is quietly growing or dying, and how to read the early indicators.
The verdict? Compliments tell you nothing. Only a paid invoice tells the truth.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 188: Most failing businesses are failing at one thing, not twenty
Send us Fan MailWhen a business underperforms, owners tend to assume the cause is complex and set about fixing everything at once. It feels productive, and it almost always fails. Stuart and Mena open with a …
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When a business underperforms, owners tend to assume the cause is complex and set about fixing everything at once. It feels productive, and it almost always fails. Stuart and Mena open with a contrarian claim: struggling businesses are far simpler to diagnose than their owners think. The trouble usually traces to a weakness in just one of three fundamentals.
They lay out the three "killers" plainly. First, the revenue you don't keep: thin margins can make a business look healthy while leaving no buffer for mistakes, volatility, or investment. Second, a great business nobody finds, where genuine quality is worth little if the right customers never see it, and referrals get mistaken for a strategy. Third, the cost of demand you have to manufacture: the difference between capturing urgent, existing demand and slowly, expensively educating a market that doesn't yet feel the pain.
Running through all three is one sharp distinction, whether a weakness is structural (the industry makes it hard) or self-inflicted (your model or execution), because the fix is completely different in each case.
They finish with a two-minute self-score and a rule: work your weakest link for ninety days, and let the rest wait.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 187: Why We Retired "The Holistic Accountant"
Send us Fan MailAfter five years, Stuart and Mena are deliberately retiring a brand that was working, and the reasoning matters more than the rename. Through an accounting lens, they argue, you can tell what …
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After five years, Stuart and Mena are deliberately retiring a brand that was working, and the reasoning matters more than the rename. Through an accounting lens, they argue, you can tell what already happened to profit and cash, but never why a business produces those numbers or whether they'll repeat. A clean tax structure sitting on top of a fragile business is still a fragile business. Optimising the tax bill was only ever treating the symptom.
In this episode, they introduce VERT—Value, Engine, Reach and Team, the four reinforcing parts that actually drive business performance, and the test the whole year keeps circling back to: profit, multiplied by growth, made repeatable. It's a shift from looking backward at the scoreboard to understanding the machine generating the score.
They're also refreshingly clear about who the show is now for: owners of Australian businesses turning over roughly $1m to $100m who want to scale, lift profit, or keep their exit options genuinely open. And they spell out the promise that sets it apart: the decisions you make inside your business shape your wealth, your retirement and your lifestyle, not merely this financial year's tax outcome.
A new direction, and a sharper reason to listen.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 186: The Holiday Test: Can your business run without you?
Send us Fan MailThe holiday test is deceptively simple. If you took four weeks off with no phone, would your business hold its standard, or would it quietly degrade without you? For most business owners, the …
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The holiday test is deceptively simple. If you took four weeks off with no phone, would your business hold its standard, or would it quietly degrade without you? For most business owners, the honest answer points not to a workload problem but to a design problem, and this episode tackles it directly.
Stuart opens by reframing the issue: a business that depends on the founder for most decisions is not really a business. It is a job that pays the owner to turn up. That dependency creates a single point of failure, limits growth, and reduces the business's value to any future buyer or successor, since the value is tied to the founder.
Mena challenges the most common objection that professional or technical work is too bespoke to systemise, and explains why the real barrier is usually that expert judgement has become automatic and invisible, not that it is genuinely impossible to document.
The episode then moves through a practical framework: how to prioritise the critical few processes rather than documenting everything at once, how to turn implicit judgement into decision trees and case libraries, why modern documentation lives in workflows rather than manuals, and how to give every process a named owner with real authority to maintain it.
Stuart closes with the metric that matters: count how many decisions escalate to you each month, and treat driving that number down as the real measure of progress.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 185: Warning- Asking for feedback and ignoring it is a liability
Send us Fan MailAsking for customer feedback and then ignoring it is not a neutral act; it tells the customer more about the business than any service failure could on its own. This episode opens with a real …
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Asking for customer feedback and then ignoring it is not a neutral act; it tells the customer more about the business than any service failure could on its own. This episode opens with a real example of a high-profile restaurant that solicited specific criticism, replied with a templated response, and confirmed the original concern in the process. It is a pattern more common than most business owners realise, and the commercial cost is significant.
Stuart and Mena work through why business owners are structurally poor at seeing their own weaknesses, why silence from customers is not evidence of satisfaction, and why not all feedback deserves equal weight. The discussion challenges the widespread use of Net Promoter Score, arguing that behaviour-based questions, whether a customer has actually referred the business, not whether they intend to, produce more honest and more actionable information.
The episode then moves to system design: how short the survey should be, when to ask, who owns the responses, and what a genuine reply looks like versus a template that bears no relationship to what the customer actually said. The B2B context receives specific attention, where feedback conversations work better as structured check-ins than post-project forms.
The closing decision rule is direct: a feedback system is only worth building if the business is genuinely prepared to act on what it hears. Anything less is a liability, not an asset.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 184: Stop hiring on gut feel: a scorecard process that works
Send us Fan MailMost business owners have at least one hiring regret, and most can trace it back to a decision that felt right at the time. The problem is rarely a lack of effort in the interview. It is a lack …
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Most business owners have at least one hiring regret, and most can trace it back to a decision that felt right at the time. The problem is rarely a lack of effort in the interview. It is a lack of structure before and during it. Gut feel tends to reward confidence, charm, and the ability to perform well in a conversation, none of which reliably predict how someone will actually perform in the role.
This episode introduces a structured, scorecard-based hiring process designed to replace impression-driven decisions with evidence. Stuart and Mena begin with the pre-work most businesses skip entirely: defining not just what the role involves, but what success looks like across three to five core accountabilities, each with measurable outcomes. From there, the discussion moves to how to assess strengths, experience, and attitude separately, and why attitude, despite being the hardest to evaluate, is often the most important of the three.
The scorecard itself becomes the thread running through the entire process, generating interview questions, enabling independent scoring across interviewers, surfacing meaningful disagreements, and ultimately transitioning into a performance management tool after hire.
The episode also covers why reference checks are evidence, not administration, how transparency at the offer stage shortens the onboarding gap, and why the cost of one poor senior hire can set a business back by twelve to twenty-four months.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 183: How business owners can navigate the proposed tax changes
Send us Fan MailThe proposed 2026 budget tax changes have generated significant concern among business owners, but most of the commentary has focused on politics rather than practical strategy. This episode …
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The proposed 2026 budget tax changes have generated significant concern among business owners, but most of the commentary has focused on politics rather than practical strategy. This episode cuts through the noise and addresses what small business owners should actually be thinking about before any of these changes become law.
Stuart and Mena work through three areas where the proposed changes have the greatest potential impact. On trust taxation, the discussion explores how limiting income splitting to family members on lower tax rates shifts the planning focus from who receives income to when and why an interposed company structure may offer meaningful flexibility under the new rules. On capital gains tax, the episode makes the case that the biggest risk for most business owners is not future CGT changes but failing to access the generous small business CGT concessions that already exist today, many of which require years of preparation to qualify for. And on negative gearing, the discussion examines what the removal of deductions means for the economics of established residential property, and why markets often create the best buying opportunities when sentiment is at its weakest.
The broader message runs through every segment: tax rules change, governments change, and business owners who build valuable businesses with clean structures and genuine flexibility consistently come out ahead, regardless of which policy environment they find themselves in.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 182: EOFY tax planning for business owners
Send us Fan MailEOFY Planning for Business Owners: What to Do Before 30 JuneWith the end of the financial year fast approaching, business owners still have time to make decisions that can legitimately reduce …
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EOFY Planning for Business Owners: What to Do Before 30 June
With the end of the financial year fast approaching, business owners still have time to make decisions that can legitimately reduce tax, improve cash flow, and strengthen their financial position before 30 June.
In this episode, Stuart and Mena cut through the noise surrounding EOFY planning and focus on the practical strategies that matter most. They discuss the key areas every business owner should be reviewing in the final weeks of the financial year, including the timing of deductions, managing year-end cash flow, maximising superannuation contributions before the relevant cut-offs, and understanding how the instant asset write-off rules may apply.
The conversation also explores the importance of structure, substantiation, and documentation. Many EOFY strategies fail not because the idea was wrong, but because the paperwork, timing, or commercial rationale was not properly considered. Stuart and Mena explain the common mistakes business owners make when rushing to implement last-minute tax strategies and why acting under pressure often creates more problems than it solves.
Most importantly, this episode reinforces that effective EOFY planning is not about chasing loopholes or making purchases simply because they are deductible. It is about ensuring the decisions you have already made are properly documented, the opportunities available to you are not overlooked, and any action taken before year-end makes commercial sense as well as tax sense.
Whether you are running a small business, managing a growing company, or navigating your first EOFY as a business owner, this episode provides a practical framework to help you approach 30 June with greater clarity and confidence.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 181: Buy your premises or trap your cash? The OpCo-PropCo test
Send us Fan MailOwning your business premises feels like progress, security, control, and the satisfaction of paying rent to yourself rather than a landlord. But for many founders, it is a decision that quietly …
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Owning your business premises feels like progress, security, control, and the satisfaction of paying rent to yourself rather than a landlord. But for many founders, it is a decision that quietly traps capital, reduces flexibility, and concentrates risk in ways that only become apparent years later.
This episode introduces the OpCo-PropCo framework as a structured way to think through one of the most consequential capital decisions a business owner can make. Stuart and Mena explain why the trading business and the property holding entity have fundamentally different risk profiles, return expectations, and time horizons, and why mixing them clouds decision-making and performance visibility for both.
The discussion covers how to model the rent-versus-buy decision properly, including opportunity cost, yield comparisons, and realistic assumptions about growth and space requirements. It also addresses the compliance obligations and structural pitfalls of related-party arrangements, the genuine constraints of using an SMSF to hold business premises, and the concentration risk that arises when both business value and personal wealth are tied to a single location.
The episode closes with a four-question OpCo-PropCo decision rule designed to bring commercial clarity to what is often an emotionally driven choice. Because owning the building should make the business stronger, not harder to run, harder to fund, and harder to sell.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 180: Expansion math: when a new site actually makes you poorer
Send us Fan MailA second location, a new service line, a broader geographic footprint, expansion feels like the logical next step for a business that has found its footing. But for many founders, it is …
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A second location, a new service line, a broader geographic footprint, expansion feels like the logical next step for a business that has found its footing. But for many founders, it is precisely where profitability begins to quietly unwind.
This episode confronts the expansion illusion directly: the belief that more locations automatically mean more profit. Stuart and Mena explain how revenue growth can mask margin compression, duplicated overhead, and the cultural and operational drift that sets in once founder oversight is stretched across multiple sites. The emotional drivers, ego, validation, boredom with the core, are named honestly.
The discussion covers how to model true break-even, including fully loaded costs, management time, training, and the inefficiency of ramp-up; how to set realistic timeline expectations across setup, launch, early traction, and stabilisation; and how to fund expansion without pulling capital and attention away from the proven engine. Structure decisions, branch versus subsidiary, liability containment, and intercompany pricing are framed as strategic choices, not administrative afterthoughts.
The episode closes with a clear expansion decision rule built around four questions every founder should answer before committing capital. Because fragmented, inconsistently run sites do not increase enterprise value, they reduce buyer confidence and complicate the eventual exit.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 179: From lumpy projects to predictable annual recurring revenue
Send us Fan MailProject-based businesses face a fundamental structural problem: every quarter begins at zero. Revenue can look strong on the surface while cash flow remains volatile, pipeline uncertainty delays …
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Project-based businesses face a fundamental structural problem: every quarter begins at zero. Revenue can look strong on the surface while cash flow remains volatile, pipeline uncertainty delays hiring decisions, and the founder stays personally essential to winning and scoping every engagement. Effort scales linearly. Value does not.
This episode challenges the treadmill dynamic head-on, starting with a clear diagnosis of why project businesses stall at scale, utilisation ceilings, margin leakage, scope creep, and inconsistent client experience. Stuart and Mena then reframe the recurring revenue conversation, pushing back on the idea that recurring means subscriptions only. Retainers, service contracts, bundled support, staged programs, and usage-based models all qualify; what matters is predictability and ongoing value, not billing mechanics.
The discussion covers how to productise what a business already does well, design offers clients stay for rather than exit from, get revenue recognition and tax timing right, and control churn before trying to scale acquisition. ARR is positioned not as a metric to report but as a tool to improve forecasting, hiring confidence, and investment timing, and ultimately as a proxy for business quality in the eyes of future buyers.
The closing decision rule is simple: Does this offer create ongoing value, or does it just extend delivery?
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 178: Lifestyle creep is a capital allocation problem
Send us Fan MailSurplus cash flow is not the same as freedom; it is a decision point. And what a founder does with it reveals whether they are building income, lifestyle, or enterprise value. This episode …
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Surplus cash flow is not the same as freedom; it is a decision point. And what a founder does with it reveals whether they are building income, lifestyle, or enterprise value. This episode frames lifestyle creep not as a personal failing but as a capital allocation problem with real commercial consequences.
Stuart and Mena explore why founders blur the line between personal reward and business extraction once cash pressure eases, and why emotional spending decisions made inside the business create both tax risk and strategic cost. The episode covers the Div 7A traps that follow poor separation, substantiation problems, and private use adjustments that turn "probably fine" into "hard to defend."
Beyond compliance, the discussion focuses on opportunity cost, what a $100,000 lifestyle upgrade actually costs when measured against the capability it could have funded instead. A key hire, a management layer, better systems, or advisory support can compound business value in ways a new car never will.
The episode closes with a practical capital allocation hierarchy and a four-question decision filter designed to bring discipline to every surplus dollar. Because the founders who build real wealth are not necessarily those who earn the most, they are the ones who allocate most deliberately.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 177: Controls without bureaucracy- how to scale safely
Send us Fan MailMost businesses only take controls seriously after something goes wrong—and by then, the cost is already high.In this episode, Stuart and Mena explain why controls become essential as a business …
Notas del episodio
Most businesses only take controls seriously after something goes wrong—and by then, the cost is already high.
In this episode, Stuart and Mena explain why controls become essential as a business grows. In the early stages, trust and visibility can be enough. But as complexity increases with more people, more transactions, and less direct oversight, that approach starts to break down.
The key point is simple: trust is not a control system. Even good people make mistakes, especially under pressure.
Stuart outlines a practical, risk-based approach to building controls without creating unnecessary bureaucracy. At the centre is the principle of separation of duties, ensuring no single person controls an entire process. He breaks this down into four clear stages: initiate, approve, execute, and reconcile.
The discussion focuses on where controls matter most, including cash, payroll, supplier payments, expenses, and refunds, and how to embed them into everyday workflows using systems, approvals, and audit trails.
Mena highlights the common failure points shared logins, informal approvals, and skipped reconciliations, and explains why strong controls are not about slowing the business down, but enabling it to operate with greater speed and confidence.
Done properly, controls reduce errors, minimise risk, and remove friction. They allow better decisions to be made, with fewer interruptions and less reliance on key individuals. Because in the end, it only takes one failure event to undo years of progress.
A clear framework for building a business that can scale safely without unnecessary complexity.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.Ep 176: Div 7A liquidity without the tax blow-up
Send us Fan MailMost Division 7A problems don’t begin with strategy; they begin with behaviour.Money is taken out of the business without a clear plan, documentation falls behind, and by the time advice is …
Notas del episodio
Most Division 7A problems don’t begin with strategy; they begin with behaviour.
Money is taken out of the business without a clear plan, documentation falls behind, and by the time advice is sought, the structure is already under pressure.
In this episode, Stuart and Mena unpack why Division 7A issues are rarely technical at the start. They are usually the result of poor systems, unclear boundaries between personal and business finances, and year-end decisions made under time pressure.
Mena explains what Division 7A strategies, including 7-year and 25-year loan arrangements, are actually designed to solve. At their core, they are about managing cash flow, not eliminating tax. While longer loan terms can create breathing room, they can also extend poor financial habits if not managed within a disciplined structure.
The episode focuses on the real trade-offs: lower repayments versus higher long-term cost, and why executing clean records, proper documentation, and consistent processes matters far more than the strategy itself.
Stuart also walks through how to properly compare options, including dividends, bonuses, loan structures, or leaving profits within the business, with a clear emphasis on cash flow over tax optics.
At its core, this is a discussion about discipline. Division 7A strategies only work when they are part of a well-run system, not when the business is treated like a personal ATM.
A practical framework to help business owners access liquidity without creating larger problems down the track.
If this episode resonated with you, please leave a rating on your favourite podcast platform. It helps us reach more incredible listeners like you. Thank you for being a part of the journey!
Click here to subscribe to our weekly email.
Work with Mena & Stuart's team: At ProSolution Private Clients we encourage clients to adopt a holistic and evidence-based approach when making financial decisions. Visit our website.
Follow us: Stuart: Twitter/X and LinkedIn. Mena: LinkedIn
IMPORTANT: This podcast provides general information about finance, taxes, and credit. This means that the content does not consider your specific objectives, financial situation, or needs. It is crucial for you to assess whether the information is suitable for your circumstances before taking any actions based on it. If you find yourself uncertain about the relevance or your specific needs, it is advisable to seek advice from a licensed and trustworthy professional.
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