Alasdare Lambert, a strategic CFO with over 30 years of experience, shared insights on business growth and strategy. He emphasized the importance of stepping back from operations to view the business holistically, using simple models to identify opportunities for improvement. Lambert highlighted the need for entrepreneurs to focus on creating value beyond profits, such as increasing business multiples. He discussed the significance of effective communication and delegation in leadership, and the potential of AI to create new business opportunities. Lambert also stressed the importance of adapting to market changes and leveraging technology to enhance efficiency and growth.
Resources:
- You may connect Alasdare Lambert on LinkedIn
- Best Business Podcast with Daryl Urbanski - Where you can find more insightful interviews like this one.
Episode Highlights
Alasdare Lambert's Early Career and Family Background
- Daryl Urbanski introduces Alasdare Lambert, highlighting his extensive experience in banking, insurance, and consulting.
- Alasdare shares his family background, mentioning his entrepreneurial upbringing in Scotland and Canada.
- He recounts his formative experiences in Houston, Texas, where he interacted with shrewd businesspeople and decided to pursue a career in business.
- Alasdare Lambert discusses his early career in investment banking, focusing on derivatives trading and risk management.
Challenges and Insights for Entrepreneurs
- Alasdare emphasizes the importance of entrepreneurs stepping back from their businesses to see them differently.
- He explains the concept of creating more value in a business, beyond just increasing profits and revenue.
- Alasdare Lambert shares a case study of a company with three unrelated products, suggesting cross-selling to leverage a loyal client base.
- He highlights the need to address fears among sales teams when implementing cross-selling strategies.
Optimizing Sales Processes and Team Dynamics
- Alasdare discusses a FTSE 250 company facing sales team burnout and inefficiencies.
- He suggests reallocating tasks between sales and operations teams to improve efficiency and reduce burnout.
- Alasdare Lambert shares a success story of freeing up 45% of a sales team's time, leading to increased revenue and reduced costs.
- He emphasizes the importance of specialized roles within an organization to maximize efficiency and productivity.
The Role of a CEO and Strategic Stepping Up
- Alasdare Lambert explains the need for CEOs to step up and focus on strategic considerations rather than day-to-day operations.
- He discusses the challenges CEOs face in letting go of hands-on roles and delegating responsibilities.
- Alasdare shares strategies for CEOs to identify and empower team members to take on new responsibilities.
- He highlights the importance of communication and training team members to keep CEOs informed.
Marketing and Self-Promotion for Consultants
- Alasdare Lambert shares his initial challenges in marketing himself as a consultant after transitioning from a corporate role.
- He emphasizes the importance of finding a good coach to help develop personal marketing skills.
- Alasdare discusses the value of understanding one's natural selling style and adapting it to different situations.
- He advises entrepreneurs and small business owners to seek out coaching and mentorship to improve their marketing and sales skills.
Adapting to Market Changes and Opportunities
- Alasdare Lambert talks about the importance of stepping away from market noise and focusing on opportunities.
- He shares a case study of a client setting up an operation in Canada, emphasizing the need to explore alternative markets.
- Alasdare discusses the impact of global changes, such as tariffs, on business strategies and the importance of flexibility.
- He advises businesses to focus on solving problems and providing value consistently, regardless of market conditions.
Building and Managing Sales Teams
- Alasdare Lambert emphasizes the importance of understanding client needs and building rapport with clients.
- He shares his approach to training sales teams to listen to clients and tailor their presentations accordingly.
- Alasdare discusses the benefits of a consultative selling approach over a traditional, high-pressure sales method.
- He highlights the importance of continuous improvement and upskilling within sales teams to maintain high performance.
The Impact of AI and Future Business Trends
- Alasdare Lambert discusses the potential and current limitations of AI in business applications.
- He shares his optimism about the growth of small businesses and new service opportunities enabled by AI.
- Alasdare emphasizes the importance of adapting to technological changes and leveraging new tools for business growth.
- He advises businesses to focus on creating value and differentiating themselves through quality, service, and innovation.
Personal Reflections and Future Goals
- Alasdare Lambert reflects on his personal and professional goals, including the importance of family and work-life balance.
- He discusses his interest in the long-term impact of AI on business and society.
- Alasdare shares his commitment to continuous learning and staying updated with industry trends.
- He emphasizes the importance of maintaining a positive outlook and focusing on opportunities rather than challenges.
Contact Information and Final Thoughts
- Alasdare Lambert provides his contact information for those interested in reaching out for coaching or consulting services.
- He encourages listeners to reach out via email or WhatsApp for further discussions.
- Daryl Urbanski thanks Alasdare Lambert for his insights and contributions to the conversation.
- The meeting concludes with mutual appreciation and a commitment to future collaboration.
Expertise: Business Growth, Sales, Marketing Automation, Leadership