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The Next 100 Days Podcast

The Next 100 Days Podcast

By: 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 Economics Leadership Management Management & Leadership Personal Finance
Episodes
  • #533 Shalece Daniels - Rest Tech

    #533 Shalece Daniels - Rest Tech
    Jul 10 2026
    Rest Tech innovator Shalece Daniels previously built and operated a seven-figure real estate investment and property management firm, coached multiple seven-figure businesses on scaling, then stepped fully into her zone of genius as an executive rest coach. Shalece created FLOW, an AI rest-tech assistant for organisations, and delivers corporate rest workshops that upgrade meeting norms, cut decision fatigue, and protect recovery time.Summary of PodcastKey Takeaways90-Second Reset: Emotions metabolise in 90 seconds. Shalece's method uses specific tools (e.g., Mind Fold, bubble-blowing) to reset the nervous system from "fight or flight" to "rest and digest," enabling clearer thinking.Data-Driven Proof: A smart ring tracks Key Relaxation Indicators (KRIs) like heart rate and HRV. This anonymised data proves the program's effectiveness to corporate clients, overcoming a key sales hurdle.Referral-Based Growth: The business grew from personal burnout and a Costa Rica sabbatical. Referrals from initial clients and a vocal advisory board were the primary drivers for landing larger corporate contracts.Respectful Disagreement: A discussion on DEI and immigration highlighted how personal experience shapes perspective, reinforcing the need for tools to manage emotional triggers and maintain respectful dialogue.The Problem: Nervous System OverwhelmHigh-pressure work environments keep leaders in a "fight or flight" (sympathetic) state, which impairs decision-making.The goal is to shift into the "rest and digest" (parasympathetic) state, creating the mental space for clear, strategic thinking.The Solution: 90-Second Reset TechniquesThe method is based on Dr. Jill Bolte-Taylor's research: emotions metabolise in 90 seconds.Key Tools & Rationale:Mind Fold: An eye mask that blocks light while eyes remain open. The brain's confusion triggers an automatic reset.Bubble Blowing: Exhaling longer than inhaling activates the vagus nerve, lowering heart rate and inducing calm.Acupressure Wristband: Stimulates the P6 nerve to reduce anxiety.Foot Roller: Activates nerve endings in the feet for discreet, bottom-up grounding.Personalised Approach: The method is tailored to the individual ("N=1"), requiring participants to find the 1–3 tools that work best for their nervous system.Proving Effectiveness with "Rest Tech"Key Relaxation Indicators (KRIs): A smart ring tracks vital signs (e.g., heart rate, HRV) to provide objective data.Corporate Dashboard: Anonymised data from all participants is aggregated into a dashboard.Why it matters: This data-driven proof overcomes the "how do I know it works?" question from corporate clients, enabling the program's sale and adoption.Business Growth & Client AcquisitionOrigin: The method was developed after Shalece experienced burnout and took a sabbatical in Costa Rica.Initial Growth: Spread organically through referrals from a personal network who noticed a positive change.Scaling: A vocal advisory board and speaking engagements helped attract larger corporate clients.Program Delivery: Includes a physical kit, video exercises via QR code, and a tiered service model.Broader Application: Managing Triggers in DialogueA discussion on DEI and immigration highlighted how personal experience shapes perspective.Key Insight: Acknowledging that everyone is "triggered" by different inputs underscores the value of having tools to manage emotional responses and maintain respectful dialogue.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 also provides an Answer Engine Optimisation solution to get your website in shape to be found by LLMs.Kevin 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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    50 mins
  • #532 Mark Sherwood Edwards - Sales Side Lawyer

    #532 Mark Sherwood Edwards - Sales Side Lawyer
    Jul 3 2026
    Mark Sherwood Edwards is the Sales Side Lawyer. This podcast is all about having a sales-centric approach to legal contracting.Summary of PodcastKey TakeawaysProblem: ~50% of deals die in contracting, often due to lawyers acting as a "Department for Sales Prevention" and triggering buyer anxiety.Solution: Treat legal risk as a price point. Frame buyer requests (e.g., for unlimited liability) as commercial choices that increase the price, shifting the negotiation from legal to business.Tactic: Reduce buyer anxiety by offering easy-out clauses (e.g., monthly after 12 months). This builds trust and forces the seller to focus on service quality to retain customers.Goal: Move all deals toward "no-touch" contracting (e.g., click-through T&Cs) to eliminate negotiation friction and speed up deal closure.The Problem: Contracting Kills DealsLawyers often act as a "Department for Sales Prevention," slowing deals and creating friction.The "Spoon" Analogy: Lawyers often make minor, risk-averse changes that alter the deal's structure, even if the core agreement is sound.Key Driver → Buyer Anxiety: The primary obstacle is a buyer's personal risk ("Fear of Messing Up"), not just corporate risk.Why: A long, complex contracting process increases the risk of the deal failing due to external factors (e.g., strategy changes, competitor bids).The Solution: A Sales-Centric Legal ApproachCore Principle: Treat legal risk as a price point.How: Frame buyer requests for increased risk (e.g., unlimited liability) as commercial choices that will increase the price.Why: This shifts the negotiation from a legal debate to a commercial one, where business stakeholders are more reasonable and budget-conscious.The "Sales Side Setup": Prepare for this by stating upfront in proposals that pricing is based on your standard T&Cs and that changes may affect the price.Easy-Out Clauses: Offer flexible termination terms (e.g., monthly after an initial 12-month period).Why: This reduces buyer anxiety and forces the seller to maintain high service quality to retain the customer.Caveat: This approach may not suit deals with high upfront costs (e.g., outsourcing), where a longer lock-in is needed to reach profitability.Practical Tactics for Small BusinessesContracting Spectrum: Classify deals into three types and aim to move all toward "no-touch."No-Touch: Click-through T&Cs (e.g., Google, HubSpot).Low-Touch: Minor negotiations.High-Touch: Significant negotiation.Simplify Contracts:Use plain English and clear headings.For simple deals, use a signed letter of agreement instead of a formal contract.Payment Terms:Goal: Get paid in advance to eliminate the need for legal recovery clauses.Response to Long Terms: Counter with a price increase (e.g., 5%) or remove scope to meet the budget.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 also provides an Answer Engine Optimisation solution to get your website in shape to be found by LLMs.Kevin 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 mins
  • #531 - Lisa Jane Watson Heath - Kidzplay

    #531 - Lisa Jane Watson Heath - Kidzplay
    Jun 26 2026
    Kidzplay is a national soft-play membership network that Lisa built from scratch — a wholesale model in which we buy fixed table capacity from partner venues and resell it through memberships.Lisa is an accountant! Kevin will be in heaven. PwC-trained ACA. 18 years in soft play. One MBO (Gameplay, sold to Game Group). Several businesses were built, a couple were buried, and a lot was learned.Flat Cap Friday is a grassroots broker network I co-founded with Nigel Bowers. Regionally rooted, built around genuine peer connection. No pitch decks, no lead-gen noise — just good people showing up on Fridays. Wired is a five-pillar framework for founders who are running on empty: business, financial, body, relationships, restoration. Twelve weeks. Broughton Estate, North Yorkshire. Lisa builds businesses to be cash-generative, mission-driven, and eventually sold or handed on.Summary of PodcastKey TakeawaysKids Play: A membership model solving venue cash-flow volatility by buying fixed-price slots, making family activities affordable and accessible.Wired Framework: A coaching program using 12-week sprints to help founders align business strategy with personal purpose, health, and freedom.Core Purpose: All ventures are unified by a mission to build community and combat loneliness, stemming from a personal experience.Strategic Shift: A new model of delegating operational work enables a strategic focus on high-level thinking and personal freedom.The Problem: A Crisis of ConnectionA crisis of connection stems from modern pressures (cost of living, screen time), causing parents to sacrifice family time and leading to a youth mental health crisis.COVID-19 highlighted the devastating impact of lost social interaction on children's development.Lisa's mission is to bring families together and ensure no one feels lonely.Kidzplay: An Accessible SolutionOrigin: Evolved from a soft play center Lisa bought in 2007.Business Model: A monthly membership for unlimited access to partner venues (soft play, farms, classes).Customer Benefit: Affordable, stress-free family activities.Venue Benefit: Stable, predictable income to offset cash-flow volatility (e.g., a sunny half-term cut revenue from a projected £30k to £4k).Mechanism: Kidzplay buys fixed-price slots from venues, de-risking their economics.Wider Purpose:Soft Play: Provides a safe space for physical activity and teaches sharing.Classes: Develop fine motor skills (e.g., needlework) to counter screen-time effects.Farms: Educate children on food origins.Wired Framework: Coaching for FoundersA coaching program for founders based on Lisa's personal journey from traditional accounting to purpose-driven entrepreneurship.Core Philosophy: Prioritize personal health and purpose first; business success will follow.Structure: 12-week sprints of intense focus, followed by a 1-month consolidation/rest period.Method: Uses the "7 Layers of Why" technique to help founders uncover their true purpose.Delivery: Full-day workshops at Broughton Estate to provide a focused, out-of-environment experience.Lisa's Strategic Model: Delegation for FreedomLisa's model is to delegate operational work to focus on high-level strategy.Rationale: This approach enables personal freedom and prevents burnout, a lesson learned from past overwork.Example: After realizing she was "making herself busy" with pitch decks, Lisa made the direct call to a key venue owner, Nick, securing a meeting.Other Ventures:Flat Cap Fridays: A relaxed, pub-based networking group.Inspiring Women: A goal to show women that career paths are non-linear and self-imposed limits should be challenged.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 also provides an Answer Engine Optimisation solution to get your website in shape to be found by LLMs.Kevin 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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    41 mins
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