The Start Up To Grown Up Podcast

Do you send proposals that never get a response? Have you had clients go silent after saying "looks good, we'll get back to you"? Are you losing work to competitors even though you know you're technically better?I share the six evidence-based principles that consistently get clients to say yes faster. In this episode, I talk about why most professional services firms lose pitches or new business not because their offering isn't good enough, but because they haven't thought about how to influence the decision-maker. You'll hear practical tactics for communicating in ways that actually land and make it easy for clients' brains to say yes.What you'll learn in the podcast episode:- Why clients disappear after saying "let me think about it" and how thinking like a professional advisor rather than like your client is killing your conversion rates.- The biggest mistake professional services firms make in proposals (talking about process, credentials and methodology instead of the outcomes clients actually care about).- How to use visual communication to shrink complex proposals into something clients grasp in thirty seconds, not thirty minutes.- Why one clear message repeated relentlessly beats ten brilliant ideas mentioned once, and how to identify your core message that matters most.- The critical difference between being brilliant in one conversation versus being visible everywhere- How to restructure your proposals so clients' attention is grabbed immediatelyRelated episodes:The introverts' guide to networking: https://startuptogrownup.substack.com/p/the-introverts-guide-to-networking?r=l8khyWhat it really takes to get a referral (it's not what you read on social media) https://startuptogrownup.substack.com/p/the-biggest-mistake-professionals?r=l8khyHow to put your marketing on autopilot https://startuptogrownup.substack.com/p/how-to-put-your-marketing-on-autopilot?r=l8khyFrom 0 to 1000 subscribers in 9 months: my exact playbook https://startuptogrownup.substack.com/p/from-0-to-1000-subscribers-in-9-months?r=l8khyUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Feeling the squeeze? Not a fan of 'mindfulness' to reduce your stress levels?Running a growing business is a marathon, not a sprint. And while a bit of pressure can be motivating, too much leads straight to stress, overwhelm, and even burnout – things no busy business owner has time for!PS: The episode does not suggest starting a daily yoga or meditation habit. (But these can help!)In this episode, we cut through the noise and talk about genuinely practical ways to reduce your stress levels. It's not about adding more to your already packed plate. Instead, we explore simple shifts and foundational habits that can make a massive difference to how you feel day-to-day, helping you lead with a clearer head and more energy. If you're tired of feeling constantly frazzled, this one's for you.If you find this episode useful, please share, comment, and subscribe to the Start Up to Grown Up podcast so you don’t miss future episodes. If you prefer to read my advice, head over to my Substack and subscribe.In this episode, you'll discover:- Why not all pressure is bad, but how to spot when it’s tipping into unhealthy stress.- The absolute non-negotiables: Four foundational "self-care" habits (sleep, movement, nutrition, and recharge time) that are business essentials, not luxuries. We share simple ways to actually fit them in.- How to break free from the "comparison trap" that drains your energy and adds unnecessary pressure.- A powerful way to choose your reaction when challenges hit, so you stay in control and save your energy for what matters.- Why dwelling on past business mistakes holds you back, and how to focus on today and tomorrow instead.- The surprising impact the people around you have on your stress, and how to build a more supportive environment.Related episodesNot just a bad day? 6 tips for when life (and business) feels meh5 ways to refind your mojo to grow and scale your business13 tips on how to stay calm in even the toughest of conversationsUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Are you still the person every client comes to, even though you know it's holding your firm back? Do you find yourself saying you'll delegate more, but somehow you're still reviewing every piece of work and answering every client question? If the thought of handing over your longest-standing clients feels genuinely terrifying, this episode is for you.I share what I've learned about finally letting go of client work. In this episode, I talk about why holding on too tightly is the single biggest thing killing your firm's growth, and the three steps that actually make delegation work in the real world.What you'll learn in the podcast episode:- How to honestly assess whether it's the right time to hand over clients- Why a proper handover takes more time upfront than just keeping the client yourself, and how to structure a transition process that actually works (including shadow sessions, reverse shadowing, and ongoing check-ins)- The three self-sabotaging behaviours that undermine everything you've set up - and how to stop doing them even when it feels uncomfortable- Why the bottleneck in your firm isn't your team's capability, it's your mindset - and what shifting that actually looks like in practice- The real cost of hanging on too long, including the specific example of how I held onto a client relationship past its natural end and what it cost meRelated episodes:The real reason you keep hiring the wrong people https://startuptogrownup.substack.com/publish/posts/detail/177715994?referrer=%2Fpublish%2Fposts%2FpublishedWhat to do when your team wouldn't step up https://startuptogrownup.substack.com/publish/posts/detail/173099328?referrer=%2Fpublish%2Fposts%2FpublishedThis question could solve your frustrations with scaling your business https://startuptogrownup.substack.com/p/this-question-could-solve-your-frustrationsHow to deal with your firm's dysfunctional star (without losing your sanity) https://startuptogrownup.substack.com/p/how-to-deal-with-your-firms-dysfunctionalWhy that small voice of doubt is holding your business back (and how to quieten it) https://startuptogrownup.substack.com/p/why-that-small-voice-of-doubt-isUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Is your website quietly losing you clients every single week? Do you know you need to do something about your firm's digital presence but can never quite find the time to prioritise it? If you're not sure whether your website is actually working hard for your business or just taking up space on the internet, this episode is for you.I share what I've learned from digging into the real data behind professional services websites, and some of it genuinely shocked me. In this episode, I talk about the gap between websites that sit there and websites that actively generate enquiries, why AI has fundamentally changed what potential clients expect to find when they search for you, and the specific trust signals that move a visitor from browsing to booking. You'll come away knowing exactly what's costing you business and what to focus on first.What you'll learn in the podcast episode:- The data that shows the true cost of a poor-performing site (including what a single percentage point improvement in conversion can mean for your pipeline)- How AI has changed the way your ideal clients research and evaluate firms before they ever contact you, and what that means for how your website needs to show up in 2025 and beyond- The mobile and speed factors that are silently killing your conversion rate, and the surprisingly small changes that can have a dramatic impact- Why reviews and video testimonials aren't just nice-to-haves, with the specific numbers behind how they boost conversion rates in ways that are genuinely measurable- The content trap that most professional services websites fall into and how to fix it- Why email marketing still outperforms every other digital channel for professional services, and what benchmark numbers you should be aiming forRelated episodes:How to get clients to say yes (without chasing or discounting) https://startuptogrownup.substack.com/publish/posts/detail/182227725?referrer=%2Fpublish%2Fposts%2FpublishedWhy your marketing isn’t working and how one simple document can fix it: https://startuptogrownup.substack.com/publish/posts/detail/176407408?referrer=%2Fpublish%2Fposts%2FpublishedWhat is really takes to get a referral (it’s not what you read on social media): https://startuptogrownup.substack.com/publish/posts/detail/172325532?referrer=%2Fpublish%2Fposts%2FpublishedThe 5Ps to make sure that Business Development always happens: https://startuptogrownup.substack.com/publish/posts/detail/169289180?referrer=%2Fpublish%2Fposts%2FpublishedHow to put your marketing on autopilot: https://startuptogrownup.substack.com/publish/posts/detail/168697651?referrer=%2Fpublish%2Fposts%2FpublishedSteal my top idea to consistently generate new business https://startuptogrownup.substack.com/publish/posts/detail/163530106?referrer=%2Fpublish%2Fposts%2FpublishedUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Are you leaving tens of thousands of pounds on the table with your existing clients? Do you find yourself exhausted from chasing new business whilst opportunities with current clients slip through your fingers? Are you so busy firefighting that you miss the buying signals right in front of you?I share what I've learned about turning routine client meetings into profitable new work without adding more to your already overwhelming plate. In this episode, I talk about why most firm owners are so focused on winning new clients that they completely overlook the goldmine sitting in their existing client base. You'll hear the exact framework I use when training firm owners to spot opportunities, have the right conversations, and close work that clients are already ready to buy.What you'll learn in the podcast episode:- Why existing clients are far more profitable than new ones and how to shift your focus without abandoning business development entirely- The buying signals your clients are giving you right now that you're missing because you're too busy or hiding behind email- The SPIN questioning framework that helps clients convince themselves they need your services, without you ever feeling pushy or salesy- How to flush out objections before you waste days writing proposals that go nowhere, using questions most professionals are too afraid to ask- The biggest mistake firm owners make after a good client meeting and why most opportunities die in the follow-up, not in the conversation itself- A simple system for maintaining momentum with opportunities so nothing falls through the cracks when you're stretched thinRelated episodes:How to get clients to say yes (without chasing or discounting) https://startuptogrownup.substack.com/publish/posts/detail/182227725?referrer=%2Fpublish%2Fposts%2FpublishedWhy your marketing isn’t working and how one simple document can fix it: https://startuptogrownup.substack.com/publish/posts/detail/176407408?referrer=%2Fpublish%2Fposts%2FpublishedWhat is really takes to get a referral (it’s not what you read on social media): https://startuptogrownup.substack.com/publish/posts/detail/172325532?referrer=%2Fpublish%2Fposts%2FpublishedThe 5Ps to make sure that Business Development always happens: https://startuptogrownup.substack.com/publish/posts/detail/169289180?referrer=%2Fpublish%2Fposts%2FpublishedHow to put your marketing on autopilot: https://startuptogrownup.substack.com/publish/posts/detail/168697651?referrer=%2Fpublish%2Fposts%2FpublishedSteal my top idea to consistently generate new business https://startuptogrownup.substack.com/publish/posts/detail/163530106?referrer=%2Fpublish%2Fposts%2FpublishedUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Do you keep starting projects that fizzle out after a few weeks? Have you thought about launching a podcast but worry you won't keep it going? Are you one of those business owners who's brilliant at starting things but struggles with the follow-through?I share what I've learned from publishing 53 consecutive weekly podcast episodes in my first year. In this episode, I talk about why 90% of podcasts don't make it past episode 3, and what separates the 1% who actually succeed. You'll hear the truth about consistency, the mistakes I made with promotion, and the simple workflow that made it possible to keep going when life got messy.What you'll learn in the podcast episode:- Why 90% of podcasts fail after just 3 episodes and how making it to episode 21 puts you in the top 1% of podcasters worldwide- The exact workflow I use to create each episode without burning out- How I made podcasting stupidly simple by linking it directly to my existing content creation process, so it never became another thing on my to-do list- The relentless promotion lesson I learned the hard way when my downloads dropped because I stopped talking about the podcast consistently- Why podcasting is a 'jam for tomorrow' strategy and what that means for monetisation in your first year versus long-term platform building- The surprising ROI potential of podcasting, including why 63% of podcast listeners trust their favourite host more than social media influencers and actually buy what hosts recommendRecommended software:Riverside fm: https://riverside.sjv.io/e1MXvgWisprflow: https://wisprflow.ai/r?HEATHER220These are affliate linksRelated episodes:How to generated 7000+ downloads in 6 months and turned my podcast into a lead generator: https://startuptogrownup.substack.com/p/how-i-generated-7000-downloads-in?r=l8khyWhy your marketing isn’t working and how one simple document can fix it: https://startuptogrownup.substack.com/publish/posts/detail/176407408?referrer=%2Fpublish%2Fposts%2FpublishedThe introverts’ guide to networking: https://startuptogrownup.substack.com/publish/posts/detail/172939660?referrer=%2Fpublish%2Fposts%2FpublishedWhat is really takes to get a referral (it’s not what you read on social media): https://startuptogrownup.substack.com/publish/posts/detail/172325532?referrer=%2Fpublish%2Fposts%2FpublishedThe 5Ps to make sure that Business Development always happens: https://startuptogrownup.substack.com/publish/posts/detail/169289180?referrer=%2Fpublish%2Fposts%2FpublishedHow to put your marketing on autopilot: https://startuptogrownup.substack.com/publish/posts/detail/168697651?referrer=%2Fpublish%2Fposts%2FpublishedFrom 0 to 1000 subscribers in 9 months: my exact playbook: https://startuptogrownup.substack.com/publish/posts/detail/165872010?referrer=%2Fpublish%2Fposts%2FpublishedUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Do you start Monday with a clear plan only to reach Friday wondering where the week went? Are you constantly firefighting instead of moving your business forward? Do you know exactly what you should be doing to grow, but somehow those tasks never seem to happen?I share what I've learned about why our weeks disappear into client work and admin, and what actually works to break the cycle. In this episode, I talk about the truth that your brain is actively working against you, and why willpower alone will never be enough to get the important work done. You'll hear the practical systems I use to make sure growth tasks actually happen, even when the urgent stuff is screaming for attention.What you'll learn in the podcast episode:- Why business owners spend 68% of their time working IN the business when 73% would prefer to flip that ratio- The science behind why your brain prioritises urgent over important, including the 'Mere Urgency Effect' that hijacks your attention even when you consciously know better- How to build a Growth Plan that actually drives action, not just good intentions sitting on a piece of paper that you never look at- The accountability framework that increases your success rate from 10% to 95%, and why a Monday morning check-in is non-negotiable- My approach to time blocking that reduces overwhelm by 41% and cuts weekend work by 33%, including when to schedule your blocks and how to protect them- What to do when you inevitably have a bad week, and why treating failure as a data point rather than beating yourself up is essential for long-term progressRelated episodes:You’re not running a business, you’re running an expensive job (and how to change this): https://startuptogrownup.substack.com/publish/posts/detail/182867523?referrer=%2Fpublish%2Fposts%2FpublishedWorking harder won’t get you there (here’s what will in 2026): https://startuptogrownup.substack.com/publish/posts/detail/182227399?referrer=%2Fpublish%2Fposts%2FpublishedWhy we feel the compulsion to overwork (and how to stop): https://startuptogrownup.substack.com/publish/posts/detail/171535895?referrer=%2Fpublish%2Fposts%2Fpublished4 micro habits to stop burnout (before it starts): https://startuptogrownup.substack.com/publish/posts/detail/167596494?referrer=%2Fpublish%2Fposts%2FpublishedUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Are you sitting there at the end of January wondering where the month went and why nothing's actually changed? Did those optimistic plans to finally delegate more, work fewer hours, and get out of the weeds disappear faster than your New Year's resolutions? If you're back to being the busiest person in your firm, firefighting the same problems you promised yourself would be different in 2026, this episode is for you.I share what I've learned about why our best intentions fail and what's actually happening in your brain when you revert to old patterns. In this episode, I talk about the real reasons you keep getting pulled back into client work despite knowing you need to work on the business. You'll hear the brain science behind why change is so difficult and the one practical step that will actually break the pattern.What you'll learn in the podcast episode:- Why defaulting to old patterns isn't a failure of willpower or discipline, but a predictable brain response - The certainty trap: how your brain chooses the immediate dopamine hit of client work over the uncertain outcomes of working on your business, even when you know what needs to change- Why the transition from growing to scaling creates a survival response in your brain that pulls you back to billable work, especially during light revenue months- How your identity as a successful firm owner has been wired to equate being busy with client work as important, filtering out the strategic work that actually matters- The planning fallacy that keeps you bumping business development to 'next week' and why that mythical quiet period never arrives- The one non-negotiable practice that breaks the patternRelated episodes:You’re not running a business, you’re running an expensive job (and how to change this): https://startuptogrownup.substack.com/publish/posts/detail/182867523?referrer=%2Fpublish%2Fposts%2FpublishedWorking harder won’t get you there (here’s what will in 2026): https://startuptogrownup.substack.com/publish/posts/detail/182227399?referrer=%2Fpublish%2Fposts%2FpublishedWhy we feel the compulsion to overwork (and how to stop): https://startuptogrownup.substack.com/publish/posts/detail/171535895?referrer=%2Fpublish%2Fposts%2FpublishedWhy I can’t stop doing the one thing that’s limiting my business: https://startuptogrownup.substack.com/publish/posts/detail/180334311?referrer=%2Fpublish%2Fposts%2Fpublished15 ways your life will unexpectedly change (and not always for the better) as your business moves from growing to scaling https://startuptogrownup.substack.com/publish/posts/detail/175091214?referrer=%2Fpublish%2Fposts%2Fpublished4 micro habits to stop burnout (before it starts): https://startuptogrownup.substack.com/publish/posts/detail/167596494?referrer=%2Fpublish%2Fposts%2FpublishedUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Are you wondering why LinkedIn isn't bringing you the clients you need? Do you invest time networking on the platform but feel like you're doing something wrong when the work doesn't materialise? Are you confused about what's changed with LinkedIn and why the tactics and content that used to work aren't delivering results anymore?I share what I've learned about LinkedIn prospecting after being pitch slapped and watching the platform fundamentally change how it works. In this episode, I talk about the common mistakes that are actively damaging your ability to win business on LinkedIn, from pitch slapping new connections to delegating your engagement to AI-powered assistants. You'll hear practical tactics for using LinkedIn effectively in the age of the new algorithm, and why relationship building beats formulaic prospecting every single time.What you'll learn in the podcast episode:- How LinkedIn's new 360brew algorithm has fundamentally changed the platform from signal-based to semantic-based, and what this means for your content strategy and prospecting efforts- Why the pitch slap (approaching new connections with an immediate sales pitch) kills opportunities before they start, and the simple networking event test to avoid this mistake- The fatal flaw of only prospecting when you're hungry for work- How to spot AI-generated engagement on your posts and why delegating your commenting to assistants armed with AI will get you blocked by the very prospects you're trying to reach- Why staying within your zone of expertise matters more than ever under the new algorithm, and the line between helpful personal stories and coming across as inauthenticThe relationship building timeline that actually works on LinkedIn, including when it's appropriate to move from small talk to suggesting a callRelated episodes:The introverts' guide to networking: https://startuptogrownup.substack.com/p/the-introverts-guide-to-networking?r=l8khyWhat it really takes to get a referral (it's not what you read on social media) https://startuptogrownup.substack.com/p/the-biggest-mistake-professionals?r=l8khyHow to put your marketing on autopilot https://startuptogrownup.substack.com/p/how-to-put-your-marketing-on-autopilot?r=l8khyFrom 0 to 1000 subscribers in 9 months: my exact playbook https://startuptogrownup.substack.com/p/from-0-to-1000-subscribers-in-9-months?r=l8khyUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Are you setting goals to do more in 2026, even though working harder hasn't got you where you want to be? Do you find yourself stuck at the same revenue level despite putting in long hours? If you're still the most chargeable person in your business, cherry-picking the work you love, and feeling like everything runs through you, this episode is for you.I share what I've learned about the counterintuitive truth of scaling: the exact behaviours that got you to £100k or £250k are now the ceiling preventing you from growing beyond it. In this episode, I talk about the five critical things that worked brilliantly when you were growing but are now keeping you stuck. You'll hear honest reflections from my own struggles with delegation, how a chronic fatigue diagnosis forced me to change, and the costly recruitment mistake that set my business back 6-12 months.What you'll learn in the podcast episode:- Why you need to stop cherry-picking the work you love and go from being the most chargeable person to the least chargeable person in your firm- How keeping yourself as everyone's first port of call creates bottlenecks that cost you months of growth- The critical importance of documenting your intellectual property and processes so the magic isn't locked in your head- Why hiring when you're desperate leads to expensive mistakes and toxic team dynamics- How underpricing because you're scared to lose work actually attracts the most demanding, energy-draining clientsRelated episodes:This question could solve your frustrations with scaling your business https://startuptogrownup.substack.com/p/this-question-could-solve-your-frustrationsThe real reason you keep hiring the wrong people https://startuptogrownup.substack.com/p/the-real-reason-you-keep-hiring-theThe tough love I keep giving clients (because it works)https://startuptogrownup.substack.com/p/the-tough-love-i-keep-giving-clientsHow to stay mentally strong when your business is under pressure and trading conditions are tough: https://startuptogrownup.substack.com/p/how-to-stay-mentally-strong-when?r=l8khyWhy I can't stop doing the one thing that is limiting my business https://startuptogrownup.substack.com/p/why-i-cant-stop-doing-the-one-thing?r=l8khy15 ways your life will unexpectedly change (and not always for the better) when you go from growing to scaling https://startuptogrownup.substack.com/p/15-ways-your-life-will-unexpectedly?r=l8khyUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Are you pushing through exhaustion while telling yourself you just need to try harder? Do you feel guilty for not being able to work at the pace you used to? Are you afraid that slowing down means giving up on your business ambitions?I share my most personal story yet about being diagnosed with fibromyalgia in July 2025 and completely redesigning my business around chronic fatigue. In this episode, I talk about how this year of debilitating fatigue and therapy became my most profitable year ever. You'll hear honest reflections about learning to lean into who you truly are and building coping strategies that actually work.What you'll learn in the podcast episode:- Why conforming to expectations drains energy you can't afford to spare- How reducing conversion rates from 90% to 50% actually improved profitability- Simple AI and automation strategies that remove cognitive load from daily tasks- The Friday rule that prevents flare-ups and protects weekend recovery time- Why scaling yourself down creates space for sustainable business growthRelated episodes:How to stay mentally strong when your business is under pressure and trading conditions are tough: https://startuptogrownup.substack.com/p/how-to-stay-mentally-strong-when?r=l8khyThe 7 habits that keep me standing when most business owners give up: https://startuptogrownup.substack.com/p/the-seven-habits-that-keep-me-standing?r=l8khyWhy I can't stop doing the one thing that is limiting my business https://startuptogrownup.substack.com/p/why-i-cant-stop-doing-the-one-thing?r=l8khyWhat I did next when my rheumatologist told me I was broken: https://startuptogrownup.substack.com/p/what-i-did-next-when-my-rheumatologist?r=l8khy15 ways your life will unexpectedly change (and not always for the better) when you go from growing to scaling https://startuptogrownup.substack.com/p/15-ways-your-life-will-unexpectedly?r=l8khyUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Are you pushing through exhaustion and telling yourself you'll rest after this busy period? Do you find yourself being the bottleneck in your own business, with every decision landing back on your desk? If you're wearing busy as a badge of honour whilst secretly knowing your business can't run without you for more than a week, this episode is for you.I share twelve hard-won lessons I find myself repeating to clients and, if I'm honest, to myself. These aren't theoretical business principles but the tough love truths that come up time and again when you're actually trying to grow and scale a firm. You'll hear the lessons I've learned through my own fibromyalgia diagnosis, building The Accountants' Growth Club, and finally learning to take proper time off for the first time in years.What you'll learn in the podcast episode:- Why every crisis in your business is actually a gift - How your own behaviours determine the business, clients and team you get- Why staying in your own lane matters more than copying competitors- The warning signs that you're the bottleneck and how to recognise when your business is running you instead of the other way around- Why taking proper time off isn't optional if you've built a real business, and how ignoring your body's signals will eventually send you a bill you can't ignoreRelated episodes:15 ways your life will unexpectedly change (and not always for the better) when you go from growing to scaling your business https://startuptogrownup.substack.com/p/15-ways-your-life-will-unexpectedly?r=l8khyWhat to do when your team wouldn't step up? https://startuptogrownup.substack.com/p/what-to-do-when-your-team-wouldnt?r=l8khyHow to stay mentally strong when your business is under pressure and trading conditions are tough: https://startuptogrownup.substack.com/p/how-to-stay-mentally-strong-when?r=l8khyLost your mojo for running your firm, here's how to get it back: https://startuptogrownup.substack.com/p/feeling-the-post-summer-slump-how?r=l8khyWhich one of these excuses are you using for your business growth being stuck? https://startuptogrownup.substack.com/p/which-one-of-these-excuses-are-you?r=l8khyUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Are you the highest biller in your firm? Do you get a rush from personally closing deals and winning clients, even though you know you should be delegating? Have you built a business that's stuck at £250-300k because you can't stop being the star player?I share something uncomfortable in this episode: my own addiction to winning clients. That dopamine hit when they say yes, when I personally find and sign up the large client, nothing quite matches it. But while I'm chasing that next high and being the most chargeable person in the firm, my business stays stuck. In this episode, I talk about the specific revenue trap that catches firm owners who are too good at what they do, and why the skills that got you to £250k are completely different from what you need to reach £500k.What you'll learn in the podcast episode:- Why the £250-300k revenue band is where so many firms get stuck, and how being profitable enough to be comfortable actually keeps you trapped working 50+ hour weeks whilst doing exactly the wrong work for business growth- The painful identity crisis nobody talks about- How every time you swoop in to win a client or fix a problem, you're creating learned helplessness in your team and sending the message "I don't trust you to do this as well as I can", even when that's not what you mean- Why "I don't have time to delegate" is never the real issue- The harsh exit value reality: if the business can't run without you being the star player, everything you've built is currently worthless to anyone else- What the transition from 'being the business' to 'leading the business' actually requires Related episodes:15 ways your life will unexpectedly change (and not always for the better) when you go from growing to scaling your business https://startuptogrownup.substack.com/p/15-ways-your-life-will-unexpectedly?r=l8khyWhat to do when your team wouldn't step up? https://startuptogrownup.substack.com/p/what-to-do-when-your-team-wouldnt?r=l8khyHow to stay mentally strong when your business is under pressure and trading conditions are tough: https://startuptogrownup.substack.com/p/how-to-stay-mentally-strong-when?r=l8khyLost your mojo for running your firm, here's how to get it back: https://startuptogrownup.substack.com/p/feeling-the-post-summer-slump-how?r=l8khyWhich one of these excuses are you using for your business growth being stuck? https://startuptogrownup.substack.com/p/which-one-of-these-excuses-are-you?r=l8khyUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Do you start each year with ambitious plans, only to find yourself swept along by urgency instead of intention? Have you ever looked back at the year wondering where all your energy went, yet feeling like you achieved everything except what truly mattered? Are you running a business that's meant to give you freedom, but instead it's controlling you?I share my process for choosing three words to focus my year, and why this simple practice has become essential for staying grounded when running a business gets overwhelming. In this episode, I talk about my journey through 2025, from health challenges to landing my biggest contracts, and how it all led me to completely rethink what I need from 2026. You'll hear why happiness before duty became my new mantra, how I'm finally addressing my decades-long struggle with planning, and what freedom really means when you're building a sustainable business.What you'll learn in the podcast episode:- Why choosing three words each year creates more focus than lengthy goal lists, and the simple reflection process I use to identify where I need different energy in my business and life- How the mantra "happiness before duty" has helped me put in place the right boundaries- The real reason planning keeps failing as a goal (even after years of trying), and why switching to "control" as my word for 2026 addresses the deeper issue of being reactive rather than strategic in how I run my business- What freedom actually looks like when you're scaling a professional services business: the specific income targets, workload boundaries, and structural changes I'm implementing to support a house move whilst working just 3-4 days a week- How health challenges and business growth can coexist: the systems I'm putting in place (from monthly content planning to building an employee-owned trust) that reduce my business risk whilst managing fibromyalgia and building energy reserves- Why optimism paired with intentional words beats positive thinking alone, and how keeping three focused words top of mind helps you make better daily decisions when you're juggling client work, health, family, and growthRelated episodes:How to stay mentally strong when your business is under pressure and trading conditions are tough: https://startuptogrownup.substack.com/p/how-to-stay-mentally-strong-when?r=l8khyLost your mojo for running your firm, here's how to get it back: https://startuptogrownup.substack.com/p/feeling-the-post-summer-slump-how?r=l8khyWhat I did next when my rheumatologist told me I was broken: https://startuptogrownup.substack.com/p/what-i-did-next-when-my-rheumatologist?r=l8khy15 ways your life will unexpectedly change (and not always for the better) when you go from growing to scaling https://startuptogrownup.substack.com/p/15-ways-your-life-will-unexpectedly?r=l8khyHow AI has broken 2 of my businesses marketing and here is what I am doing about it: https://startuptogrownup.substack.com/p/how-ai-has-broken-2-of-my-businesses?r=l8khyUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Do you lie awake worrying that if a team member left, they'd take your clients with them? I share what I've learned about the moment a team member tried to break my business by walking out with our clients. In this episode, I talk about the false power dynamic that emerges when you become emotionally dependent on specific team members, and why that fear of losing them is exactly what keeps you trapped. You'll hear how calling their bluff changed everything and what I learned about building a business that's resilient enough to survive anyone leaving.What you'll learn in the podcast episode:- Why the fear of losing a key team member creates a power dynamic that undermines your business, and how your emotional dependence is often a choice you're making without realising it- The exact moment I called their bluff and told them "this business is bigger than any single one of us" - and why having the courage to let them go was the turning point- How to spot when you're building a house of cards rather than a scalable business, and why being overly reliant on one or two team members means you don't have a business problem, you have a resilience problem- The six practical systems we put in place after rebuilding - The real test of whether you're ready to scaleRelated episodes:What to do when your team wouldn’t step up: https://startuptogrownup.substack.com/p/what-to-do-when-your-team-wouldnt?r=l8khyHow to deal with your firm’s Dysfunctional Star (without losing your sanity): https://startuptogrownup.substack.com/p/how-to-deal-with-your-firms-dysfunctional?r=l8khyThe real reason you keep hiring the wrong people: https://startuptogrownup.substack.com/p/the-real-reason-you-keep-hiring-the?r=l8khyHow to stay mentally strong when your business is under pressure and trading conditions are tough https://startuptogrownup.substack.com/p/how-to-stay-mentally-strong-when?r=l8khyUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Has your software bill crept up? Are you tempted by the Black Friday offers? In this episode I discuss what the 8 pieces of software that I couldn't run my business without.In fact, there is some new entrants to the list that I've only added in the last 24 hours. That's how good a new piece of software is!For full transparency, some of the links in the show notes are affliate links. That means sometimes you get a great deal, particularly as it’s Black Friday week (when recorded). Sometimes I get some commission. But I am only recommending software that I’m using and that I love. What you'll learn in the podcast episode:- What software I have ditched (that includes ChatGPT!)- Why I love Riverside.fm because it has helped me replace three other pieces of software. - Why I tend to pay by month, not by year for my software unless they are absolutely key to the business- My 8 software recommendations for your business. Software links:Thrivecart: https://hjtownsend--checkout.thrivecart.com/thrivecart-ultimate-package/Claude.ai https://claude.ai/Riverside.fm https://riverside.sjv.io/e1MXvgKit.com: https://partners.kit.com/9o6wgcwpcmpwStanley: https://stanley.stan.store/?ref=heathertownsendcanva: https://www.canva.com/Sanebox: https://www.sanebox.com/signup/da9071da05/cWisprflow: https://wisprflow.ai/r?HEATHER220Useful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Do you feel like you're constantly battling setbacks in your business? When things go wrong, do you find yourself stuck in worry mode instead of taking action? Are you running on empty because you're not making time for proper rest and recovery?I share what I've learned about building genuine resilience as a business owner. This isn't about toxic positivity or just "powering through". In this episode, I talk about the practical habits and mindsets that help you bounce back quickly when things go wrong. You'll hear honest insights from my own experience of facing major business challenges, from AI disrupting my marketing to my entire team resigning on the same day.What you'll learn in the podcast episode:- Why having absolute clarity about what your business does for you is essential for staying resilient when times get tough, and how this stops you from giving up too easily- The real cost of neglecting self-care and why rest and recovery need to be non-negotiable in your schedule (including my recommendation to take a long weekend every month and a week off every quarter)- How to reframe failure as "a data point" rather than a personal defeat, and why this shift in language fundamentally changes how quickly you recover from setbacks- Why curiosity is your secret weapon when facing problems, and how doing your research helps you stare down challenges instead of avoiding them- The danger of letting problems fester and why dealing with issues immediately (especially with people and clients) makes them far easier to solve- Why you need a support team around you as a business owner, and how the right peers can lift you up, give tough feedback and prevent mild concerns becoming full-blown emergenciesRelated episodes:How to stay mentally strong when your business is under pressure and trading conditions are tough: https://startuptogrownup.substack.com/p/how-to-stay-mentally-strong-when?r=l8khyLost your mojo for running your firm, here's how to get it back: https://startuptogrownup.substack.com/p/feeling-the-post-summer-slump-how?r=l8khyWhat I did next when my rheumatologist told me I was broken: https://startuptogrownup.substack.com/p/what-i-did-next-when-my-rheumatologist?r=l8khyHow to survive when your whole team walks out: https://startuptogrownup.substack.com/p/how-to-survive-when-your-team-walks?r=l8khyHow AI has broken 2 of my businesses marketing and here is what I am doing about it: https://startuptogrownup.substack.com/p/how-ai-has-broken-2-of-my-businesses?r=l8khyUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Do you struggle to take proper time off? This is how it could be damaging you and your business.Are you already planning to "sort of" take time off over Christmas, checking emails here and there, catching up on work between family obligations? Do you tell yourself you'll finally get time to work ON the business, only to spend the break half-working, half-guilty, and completely exhausted? If your business can't run without you for two weeks, how will it ever scale beyond you?I share what I've learned about why rest and recovery is as important as working hard. In this episode, I talk about the uncomfortable truth that if your firm can't function without you during the Christmas break, you haven't built a scalable business. You'll hear my practical five-step plan for preparing your firm so you can actually take proper time off, and why this matters far more than just rest and recovery.What you'll learn in the podcast episode:- Why your inability to switch off isn't about workload, it's a symptom of deeper issues in how your business operates and the bottlenecks you've created- The five critical preparation steps you need to take before Christmas, including how to do a proper cash flow forecast that either gives you permission to rest or shows you what real action is needed- How to have pre-Christmas conversations with clients and team members that set clear boundaries and expectations, so you're not fielding "quick questions" on December 27th- Why planning which days are "off-off" (not just "sort of available") matters for your team's wellbeing as much as your own, and how to make it actually stick- The real business risk you're creating by never switching off, and why burned-out business owners make poor decisions that cost far more than taking proper time off- How to use the Christmas break as a litmus test for whether your business can scale, or whether you've just built yourself a job that pays other people's mortgagesRelated episodes:How to stay mentally strong when your business is under pressure and trading conditions are tough: https://startuptogrownup.substack.com/p/how-to-stay-mentally-strong-when?r=l8khyWhy we feel the compulsion to overwork (and how to stop): https://startuptogrownup.substack.com/p/7-reasons-you-are-overworking-and?r=l8khy4 micro habits to stop burnout (before it starts): https://startuptogrownup.substack.com/p/4-micro-habits-to-stop-burnout-before?r=l8khyUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Are you finding it harder to stay positive when the numbers keep slipping? Do you feel like you’re constantly holding everything together for everyone else?If your business feels like it’s stuck in survival mode and you’re running on empty, this episode is for you. I share what I’ve learned about staying mentally strong when the market is unpredictable, trading conditions are tough, and the pressure never seems to stop.In this episode, I talk about how to protect your headspace so you can step up and lead you and your team through the tough patches.You’ll hear practical advice drawn from both personal experience and the real challenges small business owners face right now.I’ll explore how to build resilience, refocus your energy, and take back a sense of control, even when trading conditions are tough.What you'll learn in the podcast episode:- The hidden costs of bad hires that go far beyond salary - Why we default to gut feel recruitment and why it doesn't work anymore- The biggest mistake most firm owners make - What good hiring actually requires beyond just "someone who can do the job"Related episodes:15 ways your life will unexpectedly change (and not always for the better as your business moves from growing to scaling https://startuptogrownup.substack.com/p/15-ways-your-life-will-unexpectedlyHow to deal with your firm's dysfunctional star (without losing your sanity) https://startuptogrownup.substack.com/p/how-to-deal-with-your-firms-dysfunctional?r=l8khyUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe

Are you finding it harder to stay positive when the numbers keep slipping? Do you feel like you’re constantly holding everything together for everyone else? If your business feels like it’s stuck in survival mode and you’re running on empty, this episode is for you. I share what I’ve learned about staying mentally strong when the market is unpredictable, trading conditions are tough, and the pressure never seems to stop.In this episode, I talk about how to protect your headspace so you can step up and lead you and your team through the tough patches.You’ll hear practical advice drawn from both personal experience and the real challenges small business owners face right now. I’ll explore how to build resilience, refocus your energy, and take back a sense of control, even when trading conditions are tough.What you'll learn in the podcast episode:- How to recognise when your mental energy is running low and what to do about it- Why your brain reacts so strongly to business pressure and how to calm it- The habits that help you stay steady when everything around you feels unstable- How to focus on what you can control instead of being consumed by what you can’t- Simple ways to reframe uncertainty and find opportunity even in difficult timesRelated episodes:Which one of these excuses are you using for your business growth being stuck? https://startuptogrownup.substack.com/p/which-one-of-these-excuses-are-youThis question could solve your frustrations with scaling your business https://startuptogrownup.substack.com/publish/posts/detail/174083060?referrer=%2Fpublish%2Fposts%2FpublishedLost your mojo for running your firm? Here's how to get it backhttps://startuptogrownup.substack.com/publish/posts/detail/171110012?referrer=%2Fpublish%2Fposts%2FpublishedUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe