Episode 36 - Iain Martin - Moonpig.com

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Today’s episode is a little different and I’m really excited to be sharing it with you.

Instead of my normal interviews where I’m the one asking the questions, today’s interview is taken from an event I attended last month, hosted by my good friend James Mitra at JBM Consulting.

For those of you that don’t know, JBM are an executive search firm that place top talent into high growth tech firms, fintechs and consultancies. They are also the talent partners to the Fintech focused Private equity firm Motive Partners which is where this event was held.

When James told me who the speaker was going to be I said that we had to record it for the podcast and it certainly didn’t disappoint.

I’m a big believer that you can, and should, learn from the best. Regardless of their field. As you’ll hear in today’s interview, there are so many fantastic insights that are equally applicable to Consulting firms, and their clients, as there are to this guest’s specific industry.

For those of you listening to this outside of the UK, or for those of you in the UK who may have been living under a rock for the last 10 years, Moonpig are the UK’s largest online card retailer with over 15 million cards sent through their online platform in 2017 alone.

Iain was one of the early members of the Moonpig team and over his time as MD grew the business from a team of just 8 people, turning over £2,000,000 in to a team of over 160 turning over £60m a year.

This phenomenal growth ultimately led to Moonpig being acquired by Photobox for £120m in 2011

James and Iain cover some really interesting topics in their conversation and the questions that follow including:

Iain’s journey to becoming the MD of moon pig and the unorthodox approach he took to get there.

The importance of using data when it comes to Marketing and how this helped moon pig achieve it’s rapid growth.

How Iain and the team ensured they hired the best talent for the business and their unconventional approach for rewarding their team.

The sale to Photobox and the steps they took from deciding to sell through to integrating the business with their new owners

And the one I know many of you will want to know. How they decided on the name Moonpig and where the jingle came.

It was great to meet Iain and I really enjoyed hearing his story and advice for those looking to grow their business as successfully as he did.


This episode is brought to you by Create Engage the Digital Marketing agency for the disruptive Management Consultancy.

Digital Marketing has moved forward, but most consulting firms haven’t. Many Consulting firms still see their corporate blog as their sole Digital Marketing channel and find themselves frustrated when these blogs yield little if any results.

To help those of you who want to harness the power of Digital Marketing to grow your Consulting Business but don’t have the knowledge, capacity or in-house capability to do so I launched Create Engage, the first Digital Marketing agency for the Management Consulting Industry.

If you’d like to find out more about how Create Engage can help you use Digital Marketing to take your business to the next level then drop me an email at Nick@CreateEngage.co.uk or go to our website www.createengage.co.uk where you can download our free case study that breaks down down the Digital Marketing strategies used by one successful Consulting firm to help them grow over 400% in just 3 years and gives you the secrets they used, so that you can apply them in your own firm.


What Iain and James talk about:  

00:06:48 - Iain’s background and his journey to becoming the MD of Moonpig.

00:11:49 - The Moonpig journey and how the team achieved their rapid growth.

00:20:53 - The importance of developing a good team and Moonpig’s unorthodox approach to recruiting and rewarding their team.

00:25:35 - The sale of Moonpig to Photobox from finding a buyer to integrating the business with their new owners.

00:30:27 - Why Iain decided to leave Moonpig, how he decided it was the right time for him to leave and what he’s doing now.

00:33:00 - Audience Q&A - The challenges of merging Moonpig with Photobox and how Iain and the team overcame them.

00:36:32 - Audience Q&A - What was the hardest decisions Iain had to mate relating to hiring and managing the team at Moonpig?

00:38:37 - Audience Q&A - What would Iain do differently if he could go back and do it all again?

00:40:45 - Audience Q&A - How did the Moonpig name come about?

00:42:28 - Audience Q&A - How did Iain and the team use data to decide which Marketing channels to use to grow the business.

 

Episode 35 - Digital Marketing - How to develop effective content that generates ROI

Create Engage Podcast

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Through my new Agency, Create Engage, I’ve been speaking to a number of Consulting leaders about how to improve their Digital Marketing and wanted to share the answers to two of the most common questions I get to help you improve your own marketing activity.

The two questions I discuss in today’s episode are:

Where is the ROI from Digital Marketing?

How can you develop effective content that delivers results?

Both are great questions and critical to think about before you start investing your Marketing budget and creating content.

If you have any questions about what I share in today’s episode and would like to talk about how it applies to your own Digital Marketing activity then drop me an email. I’d love to talk to you.

Nick@CreateEngage.co.uk


This episode is brought to you by Create Engage the Digital Marketing agency for the disruptive Management Consultancy.

Digital Marketing has moved forward, but most consulting firms haven’t. Many Consulting firms still see their corporate blog as their sole Digital Marketing channel and find themselves frustrated when these blogs yield little if any results.

To help those of you who want to harness the power of Digital Marketing to grow your Consulting Business but don’t have the knowledge, capacity or in-house capability to do so I launched Create Engage, the first Digital Marketing agency for the Management Consulting Industry.

If you’d like to find out more about how Create Engage can help you use Digital Marketing to take your business to the next level then drop me an email at Nick@CreateEngage.co.uk or go to our website www.createengage.co.uk where you can download our free case study that breaks down down the Digital Marketing strategies used by one successful Consulting firm to help them grow over 400% in just 3 years and gives you the secrets they used, so that you can apply them in your own firm.


Specific things I discuss in the show:

Elixirr - https://www.elixirr.com/

11:FS - https://11fs.com/

11:FS FinTech Insider Podcast - https://fi.11fs.com/

Nigel Walsh - https://www.linkedin.com/in/nigelwalsh/

David Lancefield - https://www.linkedin.com/in/davidclancefield/

Create Engage Insight Piece on Elixirr’s Digital Marketing Secrets - https://www.createengage.co.uk/insights/

22 Immutable Laws of Marketing by Al Ries and Jack Trout - http://a.co/d/hEDbIz2

Buzz Sumo - https://buzzsumo.com/

Episode 34 - Michael Zipursky - ConsultingSuccess.com

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“Its a very big mistake that a lot of Consultants make. Tthey focus too much on what they’re offering and not what their market and their clients actually want.”

Today's guest is Michael Zipursky. Michael is the co-founder of ConsultingSuccess.com which provides training, guidance and mentoring to those looking to launch and scale their Consulting businesses.

Through their support Consulting Success has helped 1,000s of Consulting entrepreneurs grow their businesses - some by 6 and  7 figures - and Michael shares a number of these secrets in today's episode.

Prior to launching Consulting Success Michael founded, grew and sold a number of Consulting business learning first hand what works and what doesn't. This led him to launch Consulting Success, initially as a blog to share his own experience, before demand for his insight and advice led him to turn it in to a business.

Michael has also written a number of books on how to grow a successful consulting business including the best seller The Elite Consulting Mind and his most recent book Consulting Success: the Proven Guide to Start, Run and Grow a Successful Consulting Business

Michael was a great guest and we discuss some really interesting topics in today's conversation including:

How Michael successfully grew his Consulting firm's Japanese office from a standing start and his advice for others looking to expand internationally.

The biggest barriers that stop people scaling their Consulting businesses and how to overcome them.

Michael's advice to those thinking about launching their own Consulting business and what you should consider before you do

and why it's critical to get out from behind your laptop when growing your business and the common mistakes many people make in doing this.

I really enjoyed this conversation and it was great to get Michaels perspective from both his experience of running and growing his own businesses as well as his insights from having coached 1,000s of Consultants to achieve their own success.

You can find out more about Michael on LinkedIn - https://www.linkedin.com/in/zipursky/  

You can find out more about Consulting Success at https://www.consultingsuccess.com/   

Specific things we discuss in the show:

Eat That Frog by Brian Tracey - http://amzn.eu/d/370DEjj

The Elite Consulting Mind by Michael Zipursky - http://amzn.eu/d/cCAdzbm

Consulting Success by Michael Zipursky - http://amzn.eu/d/cwgze9g

Straight Line Leadership by Dusan Djukich - http://amzn.eu/d/hQlOVxg

Living The 80/20 Way by Richard Koch - http://amzn.eu/d/7INSq0M

Michael’s Consulting Blueprint - https://www.consultingsuccess.com/consultants-success-blueprint

What we talk about:

00:04:52 – Michaels background and how he got to where he is today.

00:07:11 – How Michael successfully grew his firm’s Japanese office from a standing start.

00:10:40 – How to strategically build business relationships to help grow your business.

00:14:46 – Why Michael chose to contact the people he did when first moving to Japan to launch his office out there and why this was critical to his early success.

00:21:11 - The importance of mindset when starting your own Consulting business and the key questions you should ask yourself before going out on your own.

00:30:38 - Why you should go out and speak to prospective clients before you have an intro deck.

00:35:16 - Michael’s advice on how to effectively market your Consulting business and the importance of finding the right balance of direct outreach and authority building.

00:52:05 - Why Technology could be holding your business back and Michael’s advice on what you should be focusing on instead.

00:56:59 - How you can find out more about Michael’s training, coaching programmes and books.

01:00:00 - Michael’s book recommendations.

01:02:10 - Michael’s closing advice for you whether you’re just starting out in Consulting, In the middle grades or approaching Partner level.

01:09:37 - How to get in touch with Michael.

Episode 33 - Seb Chambers - CIL Management Consultants

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“Keep day dreaming, because if you don’t day dream, you don’t visualise the future and if you don’t do that, you’re not going to get there.”

Today’s guest is Seb Chamber Managing Partner of CIL Management Consultants.

Seb was introduced to me by a previous guest of mine, Dom Moorhouse, as someone I must get on the show and Seb certainly didn’t disappoint.

Seb’s route to Managing Partner is a really interesting story and one that while uncommon, gives an insight in to a lesser travelled route that I know many of you will be fascinated by.

Instead of climbing the ladder to Partner Seb bought in to CIL, something that we discuss in detail in today’s episode, and grew the firm from there. Before you think ‘well that’s okay if you have plenty of cash’, Seb didn’t and there’s a lot you can learn from Seb’s approach here for those of you with aspirations to buy in to a business yourselves.

But this is only part of Seb’s story and we cover a range of topics in addition to this including:

Growing a Consulting firm where the head office is based outside of London and why Seb sees their Froom head office (a town 30 minutes outside of Bath) as an asset to the firm.

Seb’s advice to those looking to climb the Consulting career ladder as well as those with aspirations to build a career at the top of their firms for as long as he has.

The CIL meme wall, yes you heard me right, meme wall - the first I’ve seen in any consulting office – what this says about CILs culture and why culture is critical when starting and growing a business.

I really enjoyed this wide ranging conversation with Seb and it was great to dig in to topics that I’d not discussed with any other guest before.  

Whether you’re just starting out in Consulting, looking to climb to Partner in your firm or you have aspirations to buy in to a firm and be a part of growing a business there’s something in here for everyone.

You can find out more about Seb on LinkedIn - https://www.linkedin.com/in/sebastian-chambers-3ba205a/

Or drop him an email at schambers@cilconsultants.com  

If you’re interested in finding out more about CIL you can check out their website - http://www.cilconsultants.com/  


This episode is brought to you by Create Engage the Digital Marketing agency for the disruptive Management Consultancy.

Digital Marketing has moved forward, but most consulting firms haven’t. Many Consulting firms still see their corporate blog as their sole Digital Marketing channel and find themselves frustrated when these blogs yield little if any results.

To help those of you who want to harness the power of Digital Marketing to grow your Consulting Business but don’t have the knowledge, capacity or in-house capability to do so I launched Create Engage, the first Digital Marketing agency for the Management Consulting Industry.

If you’d like to find out more about how Create Engage can help you use Digital Marketing to take your business to the next level then drop me an email at Nick@CreateEngage.co.uk or go to our website www.createengage.co.uk where you can download our free case study that breaks down down the Digital Marketing strategies used by one successful Consulting firm to help them grow over 400% in just 3 years and gives you the secrets they used, so that you can apply them in your own firm.


Specific things we discuss in the show:

Bounce by Mathew Syed - http://amzn.eu/d/9LTUgvI

Ted Talks - https://www.ted.com/talks

Elyn Saks TED Talk – A tale of mental illness – From the Inside - https://www.ted.com/talks/elyn_saks_seeing_mental_illness?language=en

What we talk about:

00:04:53 - Seb’s background and how he got to where he is today.

00:10:49 - The story of how Seb bought in to CIL and his advice for others looking to do the same.

00:16:45 - How Seb was able to buy in to CIL even though he didn’t have the money himself.

00:19:58 - How Seb assessed CIL when deciding whether or not to buy in and his advice to others considering buying in to a business.

00:22:56 - Seb’s advice on structuring your business to survive during both the good times and the bad.

00:25:38 - Why Seb sees their Froom head office as an asset to the business and the hidden benefits of having your head office outside of London.

00:34:41 - Seb’s advice to those thinking of starting their own Consulting business and considering whether to start it where they live or launch it in a major city.

00:40:26 - The CIL Meme wall, what this says about their culture and the importance of focusing on culture if you want to develop a successful business.

00:48:40 - How CIL assesses cultural fit during their recruitment process to ensure they hire the right people for the firm.

00:52:25 - Seb’s advice for junior Consultants looking to build a successful career in Consulting.

00:57:28 - Seb’s advice for Partners looking to build a career at the top of their firm for as long as he has.

01:02:00 - What led Seb and the CIL management team to buy out EY and the process they went through to do so.

01:07:10 - Seb’s book recommendations.

01:11:00 - Seb’s closing advice for you whether you’re just starting out in Consulting, In the middle grades or approaching Partner level.

01:12:30 - How to get in touch with Seb.