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The Next 100 Days Podcast

The Next 100 Days Podcast

Von: Kevin Appleby & Graham Arrowsmith
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The Next 100 Days Podcast is a leading UK business show. Through this podcast, Kevin and Graham reveal strategies you can use to improve your business and take it to the next level. In addition to featuring their own advice, Kevin and Graham host amazing guests from across the business world. Often the guests are successful, but lesser-known business owners and entrepreneurs, enabling the show to bring fresh content and stand out from many of the US based business shows. Graham and Kevin believe that business change comes about when a business owner focusses on just one thing that will make a real difference to his business. That might be product development, a new product launch or a marketing campaign. Focussing for less than 100 days, or focussing on too many things generally won't deliver the results you need, Equally, its difficult to maintain effective focus for much longer than 100 days without re-assessing priorities. The Next 100 Days Podcast is your source to learn how to move your business forward, with practical advice and guidance that you can put into action and make a difference in your own organisation within the next 100 days.Copyright 2026 Kevin Appleby & Graham Arrowsmith Management & Leadership Persönliche Finanzen Ökonomie
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  • #547 - David Hori - Scaling Businesses

    #547 - David Hori - Scaling Businesses
    Oct 16 2026

    David's story includes scaling businesses for 4 different founders (3 have exited in the past 5 years). These days, he's in the business of buying businesses and coaches a select group of business owners.

    Summary of the PodcastKey Takeaways
    • Podcast Guest: David Hori (Top Line Operators) discussed acquiring established businesses (e-commerce, water industry) and preparing companies for sale.
    • Four Pillars of Sellability: To reduce risk and increase value, businesses must minimise owner dependency and customer concentration, document all processes, and ensure predictable financials.

    Podcast: David Hori on Business Acquisition
    • Guest Profile: David Hori, founder of Top Line Operators, acquires small and medium-sized businesses.
    • Background: Grew three VC-funded startups from ~10 to ~60 people, leading to exits to Qualtrics, Opendoor, and Toyota.
    • Current Strategy: Buy and hold established, profitable businesses (10+ years old) with a focus on two sectors:
    • Physical E-commerce: Must be a product he can understand; avoids supplements, medical devices, and cannabis.
    • Water Industry: Well drilling, pumps, filtration. A recession-resistant, foundational service.

    The "Four Pillars of Sellability":

    Key risk factors that buyers evaluate.

    1. Owner Dependency: The business relies too heavily on the founder.
    2. Concentration: Over-reliance on a single customer or employee.
    3. Documentation: Processes are not documented and are trapped in individuals' heads.
    4. Financial Predictability: Irregular or unpredictable cash flow.

    Process Documentation ("Camcorder Method"):

    • Record all recurring tasks (e.g., payroll) using Loom.
    • Link videos in a central document to create a living, practical handbook.
    • This ensures continuity and reduces risk, making the business easier to run and more attractive to buyers.

    The Next 100 Days Podcast Co-Hosts

    Graham Arrowsmith

    Graham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham is an inCruises Independent Partner, and is building up interest from people around the world in the World's Largest Travel Membership - inCruises. You can sign up and access 21,000+ cruises, hotels and tours by clicking HERE

    Kevin Appleby

    Kevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com
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    46 Min.
  • #546 - Robin Waite - Fearless Pricing

    #546 - Robin Waite - Fearless Pricing
    Oct 9 2026
    Fearless Pricing author Robin Waite provides business coaching that improves the efficiency, profitability and potential of ambitious businesses throughout Gloucestershire, the UK and worldwide. He joins us for Episode 546 of The Next 100 Days Podcast.Summary of the PodcastRobin's BackgroundRan a small marketing agency in the Cotswolds for 12 years, growing it to ~£250k revenue before selling itFell into coaching accidentally after selling his business; most client conversations kept returning to pricing issuesHas dedicated the last ~10 years to understanding what motivates people and what stops them raising pricesAlso authored Online Business Startup, which sold ~25,000 copies and helped establish his personal brandCore Pricing Philosophy: Move from Hourly Rates to OutcomesRobin described the "sales cycle of doom": sell, deliver, sell, deliver — reaching month-end with no moneyHourly rates described as "fundamentally unethical" — they penalise expertise (the more experienced you are, the faster you work, the less you earn)Three-step framework for shifting to package pricing:Define the dream outcome or result for the client clearlyDetermine how long it takes on average to deliver that resultCharge a fixed fee for that outcome, not time"It depends" flagged as a warning sign that a business is too complex, working with too many client types, and delivering inconsistent resultsThe Three Web Designer ExampleStuart: 50/hr, took 6 months, delivered a poor result — penalised for inexperienceRachel: also 50/hr, but expert — delivered better work in 10 hours; gets paid less for doing a superior jobGavin: charged £10k as a fixed outcome-based fee — guaranteed 10–15 warm leads in 30 days or full refund plus £1k compensationKey lesson: when value is articulated through outcomes, price becomes a secondary concernPricing Mindset & PsychologyRobin experienced a personal pricing "glass ceiling" — moving from £1,800 to £3,200 flatlined his conversion rate; dropping back to £2,800 mentally unlocked progressKevin noted the psychological impact of crossing a price threshold (e.g., £2k to £3k feels larger than the actual gap)Breakthrough came when Robin started associating with higher-priced coaches and investing in one himself — experiencing the "tension" of buying at a high price helped him sell at oneRobin's coach (Michael) offered an outcome guarantee: "I'll work with you until you hit six figures" — demonstrating confidence through a process-driven systemMarket Context: Three Shifts Since 200412x more businesses registered in the UK than two decades ago — vastly more competitionBroadband enabled a global marketplace — now competing internationally, not just locallySocial media has added complexity and confusion to marketing without proportionate resultsMarketing: Partnerships Over Social MediaRobin challenged the over-reliance on LinkedIn and social media, noting most people spending 30–40 hours/week on it see little returnKey insight: one podcast appearance with YouTuber Ali Abdaal (~7M subscribers) generated 3,000 leads over 12 months — equivalent to 4.5 years of social media effortRobin's approach: identify 10 influential people whose audience overlaps with your target, lead with value (not commercial asks), and build genuine relationshipsCurrent high-profile partnerships include Daniel Priestley, Simon Squibb (~20M followers), and Chris Do (~3M subscribers)Robin also built the Stroud Entrepreneurs Network — grew to 80 events, 1,200 members — by focusing on education and quality speakers; validated demand first with a waitlist of 200 before launchingAI & Digital ToolsRobin uses Lovable to rebuild his entire software stack, saving ~£1,000/month while improving lead generation and conversionRobin expressed measured caution about HeyGen (AI digital twin tool) — concerned about overuse feeling inauthentic, likened to "wearing a fake Rolex"Graham has been experimenting with HeyGen; a video was well-received by marketing thought leader Dr Flint McGlaughlin from MeclabsAI.Kevin and Graham discussed how AI has commoditised articles, courses, and presentations — making in-person human connection the true differentiator and the thing that must be priced correctlyThe Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham is an inCruises Independent Partner, and is building up interest from people around the world in the World's Largest Travel Membership - inCruises. You can sign up and access 21,000+ cruises, hotels and tours by clicking HEREKevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both ...
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    51 Min.
  • #545 Michael Diegelmann - Warren Wise

    #545 Michael Diegelmann - Warren Wise
    Oct 2 2026
    Warren Wise is Michael Diegelmann's "agentic finance" tool for CFOs. It helps them pre-empt investor reactions to financial reports by simulating analysis from value investors (e.g., Warren Buffett).Summary of the PodcastKey TakeawaysWarren Wise AI: A tool for CFOs to pre-empt investor reactions to financial reports by simulating analysis from value investors (e.g., Warren Buffett).Core Value Prop: Enables CFOs to control their narrative and protect share price by identifying hidden risks (e.g., pension liabilities) that human analysts miss.Business Model: A subscription service, priced to reflect its value as a "synthetic stakeholder" and a secure, stable alternative to generic LLMs.Future Roadmap: Expand with more "synthetic stakeholders" like "Georgina Gecko Green" (an ESG/greenwashing detective) to address evolving reporting standards.The Problem: Biased & Incomplete Financial AnalysisThe capital market's "buyer's roundabout" provides CFOs with biased feedback, creating a perception gap between their narrative and actual investor sentiment.Investment Bankers: Have a bias to sell M&A, capital raises, or bonds.Sell-Side Analysts: Have a bias to increase trading volume, resulting in an unrealistically high percentage of "buy" ratings (60–90%).Buy-Side Investors: Often distrust sell-side analysis and conduct their own deep dives, including into report footnotes, which CFOs cannot easily anticipate.The Solution: Warren Wise AIConcept: A "synthetic stakeholder" AI agent for CFOs to simulate analysis from value investors (e.g., Warren Buffett, Benjamin Graham, Charlie Munger).Function: Analyzes pre-publication financial reports to provide unbiased feedback on how the market will perceive the data.Key Features:Risk Identification: Uncovers hidden patterns and potential issues (e.g., pension liabilities vs. cash reserves) that human analysts might miss.Narrative Control: Empowers CFOs to proactively sharpen their story and manage expectations, moving from reactive to active communication.Governance Support: Helps non-finance board members understand complex reports and footnotes, improving their oversight.Scenario Planning: Instantly models the impact of financial decisions (e.g., goodwill impairment) on debt structures.Business Model & FuturePricing: A subscription model with fees based on functions, not a low-cost SaaS.Rationale: The value delivered—a comprehensive assessment that could cost hundreds of thousands from a firm like KPMG—justifies a premium.Token Costs: Managed by a hybrid AI/coded architecture; generous token limits are planned, with a potential backdoor for excessive use.Security: Aiming for SOC 2 and ISO 27001 certifications to handle sensitive, undisclosed corporate data securely.Roadmap: Warren Wise is the first of several planned "synthetic stakeholders."Georgina Gecko Green: An ESG/greenwashing detective to address the growing importance of non-financial reporting (e.g., CSRD).Simon Chuck: A short-seller agent to provide a counter-narrative.The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham is an inCruises Independent Partner, and is building up interest from people around the world in the World's Largest Travel Membership - inCruises. You can sign up and access 21,000+ cruises, hotels and tours by clicking HEREKevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com
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    45 Min.
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