The Evolution Partners

Australia is entering a period of long-term labour scarcity and rapid demographic change driven by ageing, low fertility, and migration-led population growth. Hari Hara Priya Kannan, Chief Data Scientist at The Demographics Group, explains why these shifts matter for business and the economy. She outlines how population trends influence workforce availability, consumer behaviour, and long-term planning, and why these forces are structural rather than temporary.  Hari discusses Australia’s increasing cultural diversity, the challenges of attracting and retaining talent, and the growing mismatch between skills supply and demand. She also explores how generational change is reshaping expectations of work, why small businesses can play a critical role in workforce development, and how AI will reshape tasks rather than eliminate jobs, increasing the value of adaptability, judgment, and human skills.  Takeaways  Australia’s labour shortages are structural, driven by ageing populations and low fertility.  Most population growth now comes from migration rather than natural increase.  Businesses must plan for constant workforce churn and intensifying competition for talent.  Australia’s workforce and consumer base are becoming more multicultural and multi-generational.  Younger generations prioritise purpose, flexibility, and alignment over traditional career loyalty.  Small businesses can attract talent through authenticity, growth opportunities, and mentorship.  AI is replacing tasks, not people, increasing demand for human judgment.  Adaptability and continuous learning are essential skills in a rapidly changing economy.  Follow Hari Hara Priya Kannan https://www.tdgp.com.au/ https://www.linkedin.com/in/hari-hara-priya-kannan/  Books on this episode Adapt: Mastering change in four steps by Andrea Clarke https://amzn.to/3LtNtFC  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter  https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/ Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster. Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life)  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

Robert Glazer is a bestselling author, podcast host, and founder of Acceleration Partners, a global partner marketing agency known for its remote-first approach, values-based culture, and commitment to developing talent. Known for blending strategy with practical leadership, Robert brings a grounded, real-world perspective to conversations about work and life.  He explores why so many people operate without clarity, how values are discovered rather than invented, and what happens when work, relationships, and community are no longer aligned. At its core, this is a conversation about self-awareness, intentional leadership, and living with greater consistency and purpose.  Takeaways  Core values are discovered through reflection, not created through aspiration or external pressure.  Misalignment between values and daily decisions quietly erodes satisfaction over time.  Clarity about values makes difficult decisions simpler, faster, and more consistent.  Negative emotional reactions often reveal values more clearly than positive ideals.  Work, relationships, and community must align with values to sustain fulfilment.  Crisis often forces value awareness, but intentional reflection prevents unnecessary pain.  Authentic leadership begins with understanding personal values, strengths, and limitations.  Values-driven choices keep people centred, reducing regret and internal conflict.  Follow Robert Glazer https://robertglazer.com/ https://www.accelerationpartners.com/  Robert Glazer’s books: The Compass Within: A Little Story about the Values That Guide Us by Robert Glazer https://amzn.to/4pzAoJn Rethinking Two Weeks' Notice: Changing the Way Employees Leave Companies for the Better by Robert Glazer https://amzn.to/4i636xE Elevate: Push Beyond Your Limits and Unlock Success in Yourself and Others by Robert Glazer https://amzn.to/3R3IjQf Books recommended: The 4-Hour Hour Work Week by Tim Ferris https://amzn.to/48dV4RC  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter  https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/ Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster. Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life)  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

Mark Butler is an expert working at the intersection of psychology and performance. Mark helps leaders and teams perform under pressure while reducing the mental-health risks that quietly undermine results. He’s known for turning complex psychological insights into practical tools leaders can use immediately. His work sits at the forefront of burnout prevention, psychosocial hazard compliance, and sustainable high performance for mid-market, owner-led companies.  Mark explains how burnout, performance, and mental health are deeply interconnected, and why leaders often miss the early warning signs in themselves and others. He discusses how creating psychological safety, addressing organisational causes of stress, and focusing on wellbeing as a driver of performance can help leaders build resilient, high-performing teams.  Takeaways  Burnout is usually an organisational problem, not a personal weakness or failure.  Leaders often notice burnout in others long before recognising it in themselves.  Emotions drive behaviour, performance, and decision-making more than logic alone.  Psychological safety allows teams to speak up before issues become serious.  Wellbeing is a stronger predictor of performance than engagement scores.  Middle managers play a critical role in identifying psychosocial risks early.  Compliance with psychosocial laws can directly improve culture and performance.  Adding meaningful play and connection can be more powerful than taking work away.  Follow Mark Butler https://www.markbutler.au/ https://www.linkedin.com/in/mark-butler/ mark@markbutler.au Author’s book UP YOURS!: The Pursuit of Radical Self-care by Mark Butler https://amzn.to/3Xd59rH Books recommended Lead from the Heart by Mark C Crowley https://amzn.to/4rhG6kO The Power of Employee Well-Being: Move beyond Engagement to Build Flourishing Teams by Mark C Crowley https://amzn.to/48zmotq  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/ Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster. Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life)  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

Germany’s Mittelstand is the quiet engine of its economy, and Australian mid-market leaders can learn a lot from it. In this last of the summer series Andres Zylberberg, Richard Peake and I examine how these often family-owned firms dominate narrow global niches by focusing on being the best in the world at one thing.  They think in decades, not quarters, and build deep capability through apprenticeships and long-term people development. They also grow patiently, prioritising financial discipline over fast expansion and debt-driven scale. Many well-known German brands (like Miele, Stihl and Kärcher) fit this model without being huge corporations. The core lesson for Australia: win through focus, craft, and stewardship – not size.  Takeaways  Australia can learn from Germany’s Mittelstand by staying focused instead of chasing everything.  Thinking long term consistently beats chasing short-term wins and quick growth.  Going deep in one niche can still create global relevance and real impact.  Patient ambition and discipline matter more than flashy growth or constant expansion.  Investing in people and craft builds capability competitors can’t easily copy.  Strong financial discipline creates resilience without relying on rapid scale.  A stewardship mindset helps leaders build businesses designed to last.  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter  https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/ Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster. Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life)  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

Many leaders avoid pricing decisions due to fear of losing volume, yet pricing has the greatest impact on profitability. Andres Zylberberg, Richard Peake and I continue our summer series on why pricing must be treated as a core business function rather than an ad hoc reaction when profits decline.  A critical factor is pricing elasticity: different products and services respond differently to price changes, and profit often sits in low-elasticity areas where prices can increase with minimal volume loss. Structured pricing systems, clear guardrails, regular review cadences, and defined ownership help remove guesswork and fear. Shifting the mindset from cost-plus or fear-based pricing to value-based pricing enables smarter decisions, better conversations, and sustained profit growth.  Takeaways  Pricing decisions drive profit more than volume, costs, or overhead reductions. Fear of losing volume often causes leaders to delay necessary pricing changes.  Different products have different price elasticities, and most leaders misjudge them.  Profit often sits in low-elasticity areas where price increases barely affect demand.  Clear pricing guardrails remove emotion and improve decision-making across teams.  Value-based pricing shifts conversations from discounts to impact and outcomes delivered.  Regular pricing reviews create discipline, predictability, and sustained profitability.  In this episode, we mention Hermann Simon who is the world’s leading expert on pricing. More information: https://hermannsimon.com/  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/ Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster. Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life)  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

Business owners often feel frustrated when their P&L shows strong profits but there’s little cash in the bank. This disconnect isn’t incompetence or unfairness – it’s a misunderstanding of how cash really flows through a growing business. In this fifth summer series episode, Andres Zylberberg, Richard Peake and I discuss how profit and cash are not the same.  Growth itself consumes cash through working capital tied up in inventory, labour, receivables, and timing differences. Relying only on the P&L creates a false sense of security, a “mirage” of sustainability. The real insight comes from understanding cashflow statements, balance sheets, and the cash conversion cycle. With clear management reporting and a customer-funded business model, owners can see where cash is absorbed, regain control, and make smarter decisions that turn paper profits into real, usable cash.  Takeaways  Profit on paper does not guarantee cash sitting safely in your bank.  Revenue growth often consumes cash faster than most business owners realise.  Relying only on the P&L creates a dangerous illusion of financial success.  Cashflow statements reveal where profitable businesses actually lose usable cash.  Working capital quietly bridges the gap between profit figures and cash.  Fast growth without cash discipline can turn businesses into cash vacuums.  Shortening the cash conversion cycle releases trapped cash for growth.  Clear management reporting gives leaders control, confidence, and better decisions.  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter  https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/  Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster. Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life)  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

Weekly meetings are the cornerstone of effective execution, yet they often fail by becoming unfocused status updates that drain energy and momentum. When designed well, the weekly meeting creates rhythm, clarity, and accountability, helping teams move faster and avoid surprises at month or quarter end.  I’m joined again this episode for our summer series by Andres Zylberberg & Richard Peake. We discuss how effective weekly meetings, over time, build peer accountability and trust, enabling leaders to challenge, support, and align with one another. Rather than adding more meetings, improving the quality of this single meeting can transform execution, focus, and overall business performance.  Takeaways   Weekly meetings drive execution by aligning priorities, metrics, and decisions every week.  Bad meetings drain energy through updates; great meetings create momentum and clarity.  Preparation and a clear agenda prevent rabbit holes and unfocused discussion.  Weekly meetings should focus on important work, not just urgent activity.  Collective decision-making accelerates progress and reduces end-of-quarter surprises.  Peer accountability strengthens performance when commitments are visible and tracked.  Consistent meeting rhythm builds trust, alignment, and leadership discipline.  Better meetings matter more than adding more meetings to the calendar.  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter  https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/  Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster. Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life)  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

Many business owners slowly drift from loving their business to feeling trapped by it. The spark fades, Mondays are dreaded, and frustration replaces purpose. This happens when growth is chased for its own sake, signals of drift are ignored, and the owner tries to shoulder everything alone.  Richard Peake, Andres Zylberberg and I return for this third part of this summer series to discuss how to get your passion back on track. The path back begins with honest reflection: Why did you start? What would make you love it again? Re-design your role, delegate what drains you, involve your team in planning, and adopt a steady rhythm of goals and accountability. With patient, disciplined action, the business can once again give energy rather than take it.  Takeaways   Business owners can slowly drift from loving their work to feeling stuck.  Chasing growth for growth’s sake often backfires and slowly wears people down.  Warning signs build up when owners push problems aside and keep going.  Trying to handle everything alone eventually leaves owners exhausted and pretty frustrated.  Reconnecting with why the business started can quickly spark motivation again inside.  Redesigning your role helps you focus on work that actually energises you.  Simple planning rhythms bring clarity, steady progress, and less stress every week.  Letting your team contribute reveals hidden issues and builds real shared ownership.  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter  https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/   Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster. Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life)  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

Developing strong second-level leaders is essential for any organisation aiming to break through its next growth ceiling. Richard Peake, Andres Zylberberg and I examine the predictable points where companies stall, and the leadership evolution required to move beyond them. Common warning signs – including swamped executives, constant decision bottlenecks, and missed market signals – show why the old way of operating stops working as a business grows.  We discuss how to empower emerging leaders with true functional ownership, how mindset shifts drive organisational maturity, and why proactive development must begin long before the pain appears.  Takeaways   Strong second-level leaders are key to breaking through growth ceilings.  Sharing real responsibility keeps the executive team from becoming a bottleneck.  Leaders need to shift from doing everything to growing the people around them.  When managers are overloaded, it’s a sign the structure isn’t keeping up.  Clear ownership helps everyone make better decisions and move faster.  Growing leaders early makes growth smoother when things start ramping up.  Teams perform best when leaders coach instead of constantly putting out fires.  Evolving your mindset is essential to scale beyond what got you here.  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter  https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/  Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster. Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life)  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

Quarterly performance reviews are often dreaded by employees and managers alike, largely because they’re treated as bureaucratic, last-minute tasks rather than meaningful coaching conversations. However, done properly, performance conversations can be one of the most powerful tools to consistently grow your people and your business.  This is the first episode of a summer series, where I am joined by Andres Zylberberg and Richard Peake. We explore how performance reviews should be intentional, generous and part of a broader people system – from hiring to onboarding to regular check-ins – that frees individuals to focus on doing their best work.  Takeaways  Quarterly reviews work best as supportive coaching conversations, not bureaucratic tasks.  Clear role scorecards provide expectations, reducing surprises and aligning staff effectively.  Scheduling reviews early encourages preparation, fostering trust and constructive performance discussions.  Independent red-amber-green ratings create structure, enabling objective conversations about progress ongoing.  Regular quarterly rhythms surface issues sooner, supporting continuous improvement across teams.  Structured discussions help clarify misunderstandings, distinguishing capability problems from misaligned expectations.  Generous, intentional feedback strengthens relationships and accelerates long-term momentum within organisations.  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter  https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/  Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster. Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life)  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

If you want to stay sharp, energetic and high-performing well into your later decades, you need to deliberately invest in your healthspan, not just your lifespan. Sport and exercise physician Dr Peter Larkins is a former Olympic middle-distance runner and one of the pioneers of sports medicine in Australia. Across his career, Peter has worked with elite athletes, AFL clubs, national teams and major media networks.  Peter breaks down the five pillars of healthy longevity, the real-world benefits of movement and strength training, how to eat well on the road, the role of sleep and mindset, and what the most successful leaders who age well all have in common.  Takeaways  Healthy longevity comes from deliberately investing in your healthspan, not just your lifespan.  Movement is medicine, and even small amounts of consistent activity dramatically improve long-term health.  Strength training delivers powerful metabolic benefits far beyond simply building bigger, stronger muscles.  Sleep is critical recovery, directly influencing energy, cognition, mood and daily performance capacity.  Nutrition works best when your plate is colourful, simple and mostly plant-focused each day.  High-performing leaders who age well share drive, mindset discipline and consistent personal health habits.  Incidental activity – stairs, walking, standing – adds meaningful benefits for time-poor entrepreneurs and executives.  A balanced approach, not extreme protocols, creates sustainable wellbeing and long-term high performance.  Follow Dr Peter Larkins https://www.drpeterlarkins.com/ https://www.linkedin.com/in/drpeterlarkins/  Books on this episode The Healthy Hundred by Dr Peter Larkins https://www.linkedin.com/in/drpeterlarkins/ Good to Great by Jim Collins https://amzn.to/3XaAr2m Ikigai: The Japanese secret to a long and happy life by Hector Garcia and Francesc Miralles https://amzn.to/4riJADO  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/  Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster. Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life)  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

Strong marriages don’t succeed by luck -- they succeed by design. Leading family lawyer and Leach Legal founder Catherine Leach shares the patterns she’s seen over 35 years that determine whether a relationship thrives or falls apart. Recognised nationally for her strategic approach to family law, she has guided thousands of couples through complex transitions and brings a rare blend of empathy, clarity and realism to the topic.  Beyond her legal practice, Catherine has held senior governance roles with the Entrepreneurs’ Organisation in Asia-Pacific, co-founded the Family Law Association of Victoria, and mentors entrepreneurs navigating both business and family pressures. She reveals the real reasons marriages fail, why some endure, and what entrepreneurs must understand to protect both their relationships and their wealth.  Takeaways  Strong marriages thrive on steady communication, mutual respect and choosing the right battles.  Small unresolved grievances compound over years and quietly erode even stable relationships.  Entrepreneurs often struggle because obsessive work patterns push family connection aside.  Financial imbalance fuels mistrust when one partner avoids or fears understanding the numbers.  Strategic divorces start with transparency, calm process and resisting emotional escalation traps.  Long-term relationship success requires deliberate planning, shared vision and consistent everyday effort.  Follow Catherine Leach https://leachlegal.com.au/ Books on this episode The Fourth Turning by William Strauss and Neil Howe https://amzn.asia/d/4NJFZ8C  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/  Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster. Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life)  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth Enjoying the show? Leave a review. Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

The first meeting can make or break a sale. Discovery-style meetings – where salespeople focus on gathering data – often fail to deliver meaningful value. Instead, Lee Salz introduces the consultation mindset, where sales professionals lead with insight, empathy, and emotion to create momentum from the very first conversation.  Lee Salz is one of the world’s leading voices in sales differentiation. As founder of Sales Architects, he helps companies design sales strategies that win more deals at higher prices. Lee shares frameworks for empathetic expertise, consultation cliffhangers, and how to systemise a first-meeting process that transforms the sales experience and strengthens long-term relationships.  Takeaways  The first meeting determines whether a deal gains traction or fades away completely.  Salespeople must shift from discovery to consultation to deliver real, meaningful value early.  A consultation mindset focuses on insight and leadership, not interrogation through endless questions.  Empathetic expertise creates emotional connection, helping buyers feel genuinely understood and supported.  Stories outperform features and benefits by engaging emotion and improving message retention.  Consultation cliffhangers build curiosity and momentum, ensuring buyers want a second meeting.  Recap emails written in the buyer’s language reinforce understanding and trust.  A strong sales process – not just strong salespeople – creates scalable, consistent success.  Follow Lee Salz https://salesarchitects.com/  https://www.assessmysales.com/ https://www.facebook.com/LeeBSalz https://x.com/salesarchitects https://www.instagram.com/theleesalz/ https://www.youtube.com/@theleesalz/videos  Lee’s books The First Meeting Differentiator: Transforming Sales-Focused Discovery Into Client-Centric Consultations https://amzn.to/405ZtBn Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want https://amzn.to/4ecBINZ Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition https://amzn.to/4e0kGT4  Books recommended Selling From The Heart by Larry Levine https://amzn.asia/d/f83bQw6 Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster. Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life)  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a reviewSupport the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

High-performing organisations aren’t built on strategy alone – they’re built on leadership teams that stay curious, connected and calm. That’s the core message from organisational psychologist, author and leadership expert Stephanie Bown, who has spent 20+ years helping founders, startups, scale-ups and market disruptors embed high-performance habits and culture. Stephanie works with leaders to strengthen trust, alignment, and performance through science-backed behavioural systems like the LSI. Stephanie explains how strategy, culture, and leadership interlock to create enduring success, why developing mid-level leaders is critical for growth, and how silence in meetings can be the first warning sign that a culture is beginning to drift. Takeaways  High-performing organisations thrive when leadership teams stay curious, connected and calm under pressure. Culture, strategy and leadership must operate as one interconnected system for real performance. Silence in meetings is often the first signal that trust is breaking down. Great leaders grow their people instead of doing the work themselves. A culture drifts when honesty is replaced by politeness or avoidance. Systems create habits, and habits determine whether performance endures or fades. High-performing teams are independent thinkers who build collective capacity together. Better businesses focus on sustainability, trust and alignment – not just growth for growth’s sake. Follow Stephanie Bown https://stephaniebown.com/ https://www.linkedin.com/in/stephaniebown1/ https://www.instagram.com/stephiefromthebay/#  Books on this episode Curious, Connected and Calm by Stephanie Bown https://amzn.asia/d/craeCTh Purpose, Passion and Performance by Stephanie Bown https://amzn.asia/d/2nK6u2A Fierce Conversations: Achieving success in work and in life, one conversation at a time by Susan Scott https://amzn.to/47ul0qu  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter  https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/ Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster. Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life)  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

The key to building a thriving business is surrounding yourself with what Danielle Mulvey calls “five-star employees” — the top 15% of talent who think and act like owners. Danielle has scaled multiple businesses generating over $50 million annually while working only around 10 hours a week, thanks to her proven hiring system.  Drawing on 25 years of experience, Danielle reveals the five essential criteria for identifying five-star talent, how to design a hiring gauntlet that attracts the right people and repels the wrong ones, and why clear metrics and cultural alignment are non-negotiable. She also shares practical steps to upgrade an average team without disrupting what works — and how the right hires can be the catalyst for sustained growth and profitability.  Takeaways  A clear hiring gauntlet helps attract high performers and repel low-quality candidates.  Core values alignment is the foundation for building a strong, cohesive team culture.  Testing skills before hiring prevents costly mistakes and ensures candidates can deliver results.  Clear success metrics empower employees to self-manage and drive consistent performance.  Toxic employees drain productivity and morale, making timely exits essential for growth.  Hiring for aptitude and cultural fit is more important than filling a vacancy quickly.  Great hires produce at least 3.5 times their salary in business value.  Follow Danielle Mulvey https://theallincompany.com/ https://daniellemulvey.com/  Books on this episode  How great leaders build unstoppable teams with Michael Michalowicz https://amzn.to/4lPEtba HR Magic by Danielle Mulvey will be released in October. Details: https://daniellemulvey.com/ You Haven't Taught Until They Have Learned: John Wooden's Teaching Principles and Practices by Swen Nater https://amzn.to/4ofryRu  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/ Books – Learn more about our books https://evolutionpartners.com.au/books/ Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster. Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

Some companies keep climbing, while others plateau – and the difference often comes down to where leaders focus their time and energy. Kevin Lawrence is founder of Lawrence & Co, co-author of Scaling Up, and my co-host for 166 episodes of The Growth Whisperers.  Kevin explains why growth only happens when CEOs stay in the cockpit, fix their eyes on opportunity, and summon the courage to push forward – especially when the business starts to feel comfortable. Improvement is necessary, but it’s not enough. Real growth requires being future-focused, externally engaged, and bold enough to make the tough calls.  Takeaways  CEOs must stay in the cockpit, focused on opportunity, not internal distractions.  Improvement matters, but without growth initiatives, companies eventually lose momentum and stall.  Courage fuels growth—fear pulls leaders into safety, comfort, and missed opportunities.  Many strategic plans look impressive but fail to drive real customer expansion.  Earned growth comes from delivering value so exceptional that clients do the selling.  Loyalty to underperforming team members can quietly kill momentum and stall progress.  The best CEOs spend most of their time engaging directly with the market.  A strong team allows leaders to focus on long-term vision, not firefighting.  Follow Kevin Lawrence https://lawrenceandco.com/  The Growth Whisperers podcast https://evolutionpartners.com.au/podcast-tgw/  Books on this episode The Four Forces of Growth by Kevin Lawrence https://a.co/d/iNhnHlI Your Oxygen Mask First by Kein Lawrence https://a.co/d/dyxsA4F Better Simpler Strategy by Felix Oberholzer-Gee https://amzn.to/4qmPaoe  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/ Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

A better life isn’t something that happens by accident — it’s designed, deliberately and with intent. In this last episode of our seven-part series on ‘Bigger isn’t Better’, Andres Zylberberg, Richard Peake and I explore what it truly means to live a life of purpose, balance, and fulfillment.  We examine how true success comes from compounding progress across five foundations: health, wealth, wisdom, happiness, and family. From proactive health and intentional wealth to lifelong curiosity, joy through virtue, and building a family “cathedral,” this brings together everything learned across the series — reminding us that success isn’t about more, it’s about better.  Takeaways  A better life is built with intention, not by chasing endless growth.  Health is the foundation, created through endurance, balance, and daily self-discipline.  Wealth is fuel for freedom, guided by clarity around what’s truly enough.  Wisdom grows when curiosity replaces ego and learning becomes a lifelong habit.  Happiness thrives at the intersection of purpose, moderation, and living with virtue.  Fulfillment comes from meaning, not momentary pleasure or the pursuit of more.  Strong families are cathedrals built over time through presence, rituals, and love.  A life by design compounds small, intentional choices into lasting freedom and joy.  Details of my new book: Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life) https://evolutionpartners.com.au/bigger-isnt-better/  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter  https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/  Made to Thrive: The practical, prescriptive guide on how to be a great CEO  Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process.  Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

Most owner-led businesses don’t fail due to lack of growth – they fail because they lack financial discipline. In this penultimate episode of the ‘Bigger isn’t Better’ series, Richard Peake and Andres Zylberberg join me to examine how financials drift toward unprofitability when money is treated as a goal rather than a resource.  Undisciplined spending in pursuit of growth creates a cycle of poor returns and reactive decisions. A better approach uses financial discipline, budgeting, and forecasting to drive intentional investment and compound returns. Sustainable success comes from managing money wisely, reinvesting with purpose, and prioritising profit over revenue to create long-term value and stability.  Takeaways  Financials drift toward unprofitability when costs rise silently and prices stay fixed.  Treating money as a resource instead of a goal creates lasting business stability.  Undisciplined spending in pursuit of growth traps businesses in a destructive doom loop.  Financial discipline, budgeting and forecasting drive intentional investment and compounding returns.  Profit, not revenue, is the true measure of business success and sustainability.  Strategic reinvestment balances business growth, lifestyle funding and external asset building.  Clarity and discipline in money management protect against impulsive, reactive decisions.  Long-term value emerges when every dollar is required to deliver measurable returns.  Details of my new book: Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life) https://evolutionpartners.com.au/bigger-isnt-better/  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter  https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/  Made to Thrive: The practical, prescriptive guide on how to be a great CEO  Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process.  Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

Offerings tend to drift toward mediocrity over time: adding products, chasing growth, and copying corporations dilute a company’s soul and distinctiveness. In this fifth ‘Bigger isn’t Better’ episode, we encourage owner-led businesses to resist the temptation of scale-for-scale’s-sake and instead focus on what they can truly be the best at.  My fellow coaches Andres Zylberberg, Richard Peake and I explore the dangers of incremental mediocrity and the strategic importance of creating unique, evolving, hard-to-copy offerings. By aligning better offerings with better customers, businesses can build enduring value, restore leadership energy, and fall back in love with their company.  Takeaways  Offerings drift toward mediocrity when businesses chase scale instead of mastery.  Distinctiveness and evolution are key to creating a hard-to-copy, high-value offering.  Copying corporate strategies leads owner-led businesses into complexity and diluted focus.  Good enough is not good enough for meaningful, lasting customer relationships.  Owner-led companies must invest only in what they can be the best at.  Mediocre offerings drain leadership energy and erode passion for the business.  Better offerings come from rejecting growth-for-growth’s sake and embracing purposeful simplicity.  Compounding differentiation creates momentum, loyalty, and long-term strategic advantage in competitive markets.  Details of my new book: Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life) https://evolutionpartners.com.au/bigger-isnt-better/ Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/ Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.

Building customer advocacy – where trust and loyalty lead to customers fighting to stay with you – drives greater long-term profit and sustainability than endlessly chasing new growth. Better customers, not more customers, create compounding value.  In part four of this series, Andres Zylberberg, Richard Peake challenge and I challenge the belief that growth for its own sake is valuable, contrasting transactional corporate relationships with the irreplaceability and advocacy owner-led businesses can build.  We introduce a framework of customer types – advocates, sceptics, dealers, and buyers – and unpack how exceeding expectations creates loyalty and compounds profit.  Takeaways  Better customers generate more value than constantly chasing new ones for growth.  Owner-led businesses thrive by building trust, loyalty, and advocacy with their customers.  Transactional relationships erode loyalty and make your business easy to replace.  Advocacy means customers trust you, stay longer, and refer others without prompting.  Focusing on lifetime value unlocks compounding returns and reduces marketing spend over time.  Exceeding expectations creates emotional loyalty that corporations struggle to replicate.  Building customer relationships is a strategic advantage, not just a sales function.  Details of my new book: Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life) https://evolutionpartners.com.au/bigger-isnt-better/  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/  Made to Thrive: The practical, prescriptive guide on how to be a great CEO  Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process.  Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.