The Start Up To Grown Up Podcast

Has your business development quietly ground to a halt? Do you know you should be out there nurturing your network, but somehow weeks have passed and you haven’t done a thing? And if you’re honest, is it embarrassment or procrastination - rather than a lack of time - that’s keeping you stuck?I share what I’ve learned from my own recent experience of letting an entire month slip by without recording a new episode of my How to Make Partner podcast. In this episode, I talk about what actually stops us from restarting our business development activities after a gap - and it’s rarely what we think it is. You’ll hear the real story of how embarrassment, procrastination and a timely phone call from a corporate buyer finally got me back in front of the microphone.What you’ll learn in the podcast episode:- Why embarrassment is often the hidden reason your business development has stalled - and how simply naming the emotion can be enough to break through it- How procrastination disguises itself as busyness, and why it’s usually a sign you’re being pushed out of your comfort zone rather than a sign you don’t care- The power of identifying one small, safe action to restart your business development - and why going big is the wrong instinct when you’re trying to get back on track- Why reconnecting with your “why” - the real reason your business development activities matter - is often the most powerful way to find momentum again- How a single unexpected phone call reminded me that consistent business development creates results long after you’ve forgotten about the action you took- Why the most important thing when you fall off the business development horse isn’t how hard you fell - it’s how quickly you get back onRelated episodes:Most business owners quit their podcast after episode 3 (here’s what to do instead)https://startuptogrownup.substack.com/p/most-business-owners-quit-their-podcastThe 5Ps to make sure business development always happens https://startuptogrownup.substack.com/p/the-5ps-to-make-sure-that-business8 ways you are killing you personal brand  https://startuptogrownup.substack.com/p/8-ways-you-are-killing-your-personalWhy your ideal clients have already shortlisted someone else and what to do about it https://startuptogrownup.substack.com/p/why-your-ideal-clients-have-alreadyWhy your best referral sources are not sending you work (and what to do about it) https://startuptogrownup.substack.com/p/why-your-best-referral-sources-arentHow to turn meetings with clients into invoiceable business (without putting more on your plate) https://startuptogrownup.substack.com/p/the-real-reason-your-clients-dontThe lead generator sitting in plain sight that most firms ignore https://startuptogrownup.substack.com/p/you-know-your-website-needs-updatingUseful 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 watching everyone on LinkedIn and Substack talk about AI and wondering if you're already falling behind? Have you already bought a tool subscription or two, only to find it hasn't really changed how your firm operates? If the noise around AI is making you feel anxious rather than excited, this episode is for you.I share the advice I gave to several of my clients this week, all of them professional services firm owners who came to me worried they were missing the boat on AI. In this episode, I talk about why the fear of being left behind is getting ahead of the reality, what the early AI adopters of 2023 and 2024 actually have to show for it, and the far more practical approach that will serve your firm much better than rushing to buy yet another subscription.What you'll learn in the podcast episode:- Why not being first to adopt AI doesn't mean you are behind, and why history backs this up- The three things you should do before spending a penny or an hour on any AI tool, including why mapping your existing workflows comes before choosing any software- Why a significant amount of what is being marketed as AI may already exist in the software sitting on your desktop, and how to check before you spend more- The real data security risk that most small firms are completely unaware ofWhy the firms that built sustainable practices around social media were rarely the first movers, and how that lesson applies directly to how you should be thinking about AI todayRelated episodes:What I wish I had known 3 years ago: https://startuptogrownup.substack.com/p/what-i-wish-i-had-known-3-years-agoHow AI has broken 2 of my businesses and what I am doing about it https://startuptogrownup.substack.com/p/how-ai-has-broken-2-of-my-businessesHow to fix your business strategy in 6 steps https://startuptogrownup.substack.com/p/how-to-fix-your-business-strategyUseful 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 cringe inside when someone calls you "the boss"? Have you been running your team more like a group of mates on a shared project than a group of people who need structure and leadership from you? And do you quietly wonder how many of your people problems are actually your problems to own?I share what I've learned that being a good technician is not the same as being a good boss, and that my resistance to stepping into that role was costing me dearly; in staff retention, in performance, and in my ability to scale my business. In this episode, I talk about the identity shift that every growing firm owner eventually has to make, and why it is harder than anyone warns you it will be.What you'll learn in the podcast episode:- Why your team are not telling you the truth - and why you have probably created the conditions for that to happen- Why your team want and need you to be The Boss- Why stepping into being the boss is a role you play, not a personality type you have to becomeRelated episodes:4 signs that an employee's performance has dropped (and what to do about it) https://startuptogrownup.substack.com/p/4-signs-that-an-employees-performanceThe real reason you keep hiring the wrong people https://startuptogrownup.substack.com/p/the-real-reason-you-keep-hiring-theHow to find the gems in your team https://startuptogrownup.substack.com/p/how-to-find-the-gems-in-your-teamWhat I wish I had known 3 years ago https://startuptogrownup.substack.com/p/what-i-wish-i-had-known-3-years-ago This question could solve your frustrations with scaling your business https://startuptogrownup.substack.com/p/why-its-time-to-become-the-leastUseful 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

Does it ever feel like you're shouting into the void? You're putting content out, you're showing up, and yet the reputation and the recognition just aren't coming. And if you dare look at social media, there always seems to be someone crushing it with their content.So what are they doing that you're not?I share what I've learned from working with firm owners who have transformed their marketing results, and from the frustration of watching social media fill up with AI-generated slop that sounds like everyone and no one at the same time.In this episode, I talk about the eight personal brand mistakes I see firm owners making repeatedly, and why fixing even two or three of them can completely change the quality of leads coming your way.What you'll learn in the podcast episode:- Why handing your content voice over to AI is destroying the personal brand you're trying to build- How changing your brand positioning too frequently is confusing your audience killing your marketing effectiveness- Why disappearing from social media when you're busy is one of the most costly marketing mistakes you can make- The difference between hiding behind your firm brand and showing up personally, and why people buy people rather than logos every single time- the importance of sharing content that is genuinely useful to your audienceRelated episodes:The 5 Ps to make sure that business development always happens https://startuptogrownup.substack.com/p/the-5ps-to-make-sure-that-businessHow to put your marketing on autopilot https://startuptogrownup.substack.com/p/how-to-put-your-marketing-on-autopilotWhy your best referral sources aren't sending you work (and it's not what you think) - https://startuptogrownup.substack.com/p/why-your-best-referral-sources-arentThe introverts guide to networking https://startuptogrownup.substack.com/p/the-introverts-guide-to-networkingWhy your marketing isn’t working and how one simple document can fix it https://startuptogrownup.substack.com/p/why-your-marketing-isnt-working-andThe lead generator sitting in plain sight (that most firms ignore) https://startuptogrownup.substack.com/p/you-know-your-website-needs-updatingHow to turn meetings with existing clients into invoiceable business (without adding more to your plate) https://startuptogrownup.substack.com/p/the-real-reason-your-clients-dontWhy your ideal clients have already shortlisted someone else (Before you knew they were looking) https://startuptogrownup.substack.com/p/why-your-ideal-clients-have-alreadyHow to get clients to say yes (without chasing or discounting) https://startuptogrownup.substack.com/p/why-clients-say-let-me-think-aboutUseful 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 there a conversation sitting on your to-do list that's been there for weeks? Do you keep telling yourself it's not the right moment, hoping the problem will somehow resolve itself? If avoiding a difficult conversation is costing you time, team morale and headspace, this episode is for you.I share what I've learned about approaching the conversations you've been putting off - with staff, clients, and suppliers - and finally getting the outcome you need. In this episode, I talk about why we avoid difficult conversations, why that avoidance makes things worse, and the four practical steps that will help you walk into any hard conversation with more confidence and control.What you'll learn in the podcast episode:- Why the conversation you're avoiding is almost certainly costing you more than having it would - in time, team morale and your own headspace- How to write a talksheet (not a script) so you stay on track and in control of your emotions, even in high-stakes meetings like disciplinaries or fee disputes- Why most difficult conversations go badly because the person leading them hasn't decided what outcome they actually want - and how to fix that before you walk in the room- The difference between genuinely listening and waiting for a gap to make your point, and why staying calm is one of the most powerful tools you have in a tense conversation- When to pause a conversation that's escalating - and why giving the other person a dignified way out produces far better results than backing them into a cornerRelated episodes:Are you being gaslit by clients or staff? How to spot and stop it https://startuptogrownup.substack.com/p/are-you-being-gaslit-by-clients-or?r=l8khyHow to get clients to say yes (without chasing or discounting) https://startuptogrownup.substack.com/p/why-clients-say-let-me-think-about?r=l8khyThey sent me an email apologising for “breaking my business” (and this is how I recovered) https://startuptogrownup.substack.com/p/they-sent-me-an-email-apologising?r=l8khyWhat to do when your team wouldn’t step up https://startuptogrownup.substack.com/p/what-to-do-when-your-team-wouldnt?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

Have you ever wondered what your firm actually feels like to a potential client reaching out for the first time? Do you assume your enquiry process is working smoothly, when in reality you might be losing people before you've ever had the chance to speak to them? If you've never tested your own sales funnel end to end, from the first Google search to the follow-up email, this episode is for you.I share what I learned when I recently became the client, going through the process of choosing an estate agent whilst downsizing our home. What I noticed at every stage, every small detail that nudged me towards or away from each firm, applies directly to how professional services firms win and lose work. In this episode, I talk about the power of those first few seconds, the difference between being processed and being heard, and the surprisingly simple things that moved an agent from "probably not" to "let's give them a chance". You'll hear a practical two-step check you can do this week to find out whether your own enquiry process is silently costing you clients.What you'll learn in the podcast episode:- Why thought leadership in even a local publication can get you on a prospect's shortlist before you know they exist, and what that means for your content strategy- How the first ten seconds of a phone call communicate everything about your firm's values, and why a routing system or compliance statement can undo years of carefully crafted marketing- The simple personalisation tactic that moved one estate agent from "probably not" to a genuine contender, and how to apply the same principle in your own follow-up process- Why promptly confirming an appointment matters far more than most firm owners realise, and the emotional work a well-judged confirmation email is doing behind the scenes- The two practical checks you can do immediately to find out where your enquiry process is leaking leads, including one most firm owners have never thought to doRelated episodes:Why your ideal clients have already shortlisted someone else (Before you knew they were looking) https://startuptogrownup.substack.com/p/why-your-ideal-clients-have-alreadyThe lead generator sitting in plain sight (that most firms ignore) https://startuptogrownup.substack.com/p/you-know-your-website-needs-updating?r=l8khyHow to get clients to say yes (without chasing or discounting) https://startuptogrownup.substack.com/p/why-clients-say-let-me-think-about?r=l8khyWhy your marketing isn’t working and how one simple document can fix it https://startuptogrownup.substack.com/p/why-your-marketing-isnt-working-and?r=l8khyThe introverts guide to networking https://startuptogrownup.substack.com/p/the-introverts-guide-to-networking?r=l8khyHow to put your marketing on autopilot https://startuptogrownup.substack.com/p/how-to-put-your-marketing-on-autopilotUseful 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 showing up to work every day as the technical expert, even though you now have a team depending on you? Do you find yourself redoing your team's work, holding onto every client relationship, and wondering why the people problems never seem to go away? If you feel like you're failing at the "people bit" of running a growing firm, this episode is for you.I share what I've learned from running a workshop with twelve small accounting firm owners - every single one of them had a people problem. And not one of them had spotted that the moment you hire someone, your job description fundamentally changes. In this episode, I talk about the four deeply held beliefs that are quietly sabotaging your ability to lead a team, and why this isn't a skill problem at all. It's an identity problem.What you'll learn in the podcast episode:- Why the belief "my value is in the doing" is the root cause of most people problems in growing firms - and how to reframe your role before it plateaus your growth- How perfectionism, which served you brilliantly as a solo practitioner, becomes a serious liability the moment you have a team - and the 85% rule that will help you let go- Why "my clients only want me" is partly true and partly a story you've told yourself - and the practical steps to start transferring trust to your team- How the "immunity to change" framework (developed by Harvard psychologists) explains why you keep reverting to old habits even when you genuinely want to change- Why this is ultimately an identity shift, not a skills gap - and what the firms that successfully grow past it have in commonRelated episodes:The clients you can’t let go of are the ones holding you back - https://startuptogrownup.substack.com/publish/posts/detail/188522915You’re not running a business, you’re running an expensive job (and here’s how to change this) - https://startuptogrownup.substack.com/p/youre-not-running-a-business-youreThe real reason you keep hiring the wrong people - https://startuptogrownup.substack.com/p/the-real-reason-you-keep-hiring-the15 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-unexpectedlyWhat to do when your team wouldn’t step up - https://startuptogrownup.substack.com/p/what-to-do-when-your-team-wouldntUseful 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 working hard on follow-up but still losing work you thought you were close to winning? Do you sometimes wonder if the real decision was made before you ever got on a call? If your firm is invisible during the months when potential clients are quietly deciding who to shortlist, this episode is for you.I share what I've learned from losing a £50,000 to £100,000 contract that I genuinely thought we were in the running for, and what the research tells us about why it was probably already lost before that first conversation. In this episode, I talk about how B2B buying has fundamentally changed, who the hidden decision-makers are, and why consistent thought leadership is now the single most powerful tool available to a small professional services firm. You'll hear practical steps to make sure your firm is visible in the 70% of the buying process that happens before anyone picks up the phone.What you'll learn in the podcast episode:- Why B2B buyers are already nearly 70% through their purchasing process before they make first contact, and what that means for your business development strategy right now- Who the "hidden decision-makers" are inside potential client firms, why you'll never speak to them directly, and how to influence their thinking before they've ever heard of you- Why going quiet on LinkedIn and other content platforms doesn't just slow your growth but actively penalises your visibility, and how the AI revolution has permanently changed the rules of digital discoverability- How a consistent stream of highly specific thought leadership content can get a 10-person firm onto a shortlist ahead of much larger competitors, even when brand recognition matters less- The practical content strategy I should have used with that law firm instead of chasing follow-up emails for six months, including the types of content that make hidden decision-makers champion your firm internallyResearch sources cited in this episode:6sense 2024 Buyer Experience Report: https://www.demandgenreport.com/industry-news/80-of-b2b-buyers-initiate-first-contact-once-theyre-70-through-their-buying-journey/48394/2025 Edelman-LinkedIn B2B Thought Leadership Impact Report: https://www.edelman.com/sites/g/files/aatuss191/files/2025-07/2025%20Edelman-LinkedIn%20B2B%20Thought%20Leadership%20Impact%20Report_FINAL.pdfZero-Click Laws research on AI-mediated discovery: https://www.researchgate.net/publication/399996659_Zero-Click_Laws_v10_with_Glossary_Appendix_Empirical_Laws_of_AI-Mediated_DiscoveryRelated episodes:The introverts guide to networkinghttps://startuptogrownup.substack.com/p/the-introverts-guide-to-networkingWhat it really takes to get a referral (it's not what you read on social media)https://startuptogrownup.substack.com/p/the-biggest-mistake-professionalsThe 5Ps to make sure that Business Development always happenshttps://startuptogrownup.substack.com/p/the-5ps-to-make-sure-that-businessThe LinkedIn mistakes that are costing you clientshttps://startuptogrownup.substack.com/p/the-linkedin-mistakes-that-are-costingIs your website quietly losing you clients?https://startuptogrownup.substack.com/p/is-your-website-quietly-losing-youUseful 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 putting in the networking hours but the referrals just aren't coming? Do you have introducers who seem keen to help but somehow never actually send you work? If you're doing everything right and still waiting for referrals that never materialise, this episode is for you.I share what I've learned about why referral relationships so often fail to deliver, and why it's rarely about whether people like you or rate your work. In this episode, I talk about the five specific types of friction that block referrals from flowing, drawn from my own early experience joining a weekly networking group and the lessons I learnt the hard way. You'll hear exactly what to do to overcome each barrier and build a referral network that actually generates consistent, high-quality new business.What you'll learn in the podcast episode:- Why being at the back of your introducer's queue has nothing to do with your ability, and everything to do with relationship depth and timing- The five distinct types of referral friction and why most firm owners only ever try to fix one of them- Why "education friction" is the biggest hidden blocker, and how how to overcome this- How to make it easy for introducers to spot and pass on good referrals - Why referrals from introducers are one of the most profitable growth routes available to a small firm, and what it takes to get them flowing reliablyRelated episodes:The introverts guide to networkinghttps://startuptogrownup.substack.com/p/the-introverts-guide-to-networkingWhat it really takes to get a referral (it's not what you read on social media)https://startuptogrownup.substack.com/p/the-biggest-mistake-professionalsThe 5Ps to make sure that Business Development always happenshttps://startuptogrownup.substack.com/p/the-5ps-to-make-sure-that-businessThe LinkedIn mistakes that are costing you clientshttps://startuptogrownup.substack.com/p/the-linkedin-mistakes-that-are-costingIs your website quietly losing you clients?https://startuptogrownup.substack.com/p/is-your-website-quietly-losing-youUseful 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

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

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

Are you finding that winning new clients is hard? And when you do get a new lead it is often for a poor quality or wrong type of work.This is easily fixable.It's a step that many professional service firm owners miss out when thinking about their marketing or business development as a whole.In this episode, I talk about why so many small firm owners struggle to attract the right kind of clients, even when they’re brilliant at their craft. I share how a clear Client Persona helped me win my biggest piece of work and how you can use the same approach to make your marketing more focused and effective.What you'll learn in the podcast episode:- What a Client Persona really is and why it matters- How to create one that feels real and useful- Why understanding your ideal clients makes your marketing easier- A simple five-step process to define your Client Personas- How to use them to shape your services, pricing, and contentRelated episodes:The introverts guide to networking: https://startuptogrownup.substack.com/p/the-introverts-guide-to-networking?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=l8khySteal my top idea to consistently generate new business: https://startuptogrownup.substack.com/p/steal-my-top-idea-to-consistently?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

Is your business stuck? Are you finding that you are your own worse enemy?My physio session this week was brutal. If you’re imagining twenty-five minutes of intense, borderline torturous, pain, you’re not far off.But it was a timely reminder: I have to take responsibility for my own health.A meeting later on that day reminded me how much we all have to take responsibility for our own business failings. And not let any acquired labels such as neurodivergence, medical conditions or limiting self-beliefs define our outcomes.What you'll learn in the podcast episode:- why I'm not lucky in winning work - why small consistent changes are the way forward - the importance of coping strategies- not letting labels define your ability or potentialRelated episodes:10 myths which are stopping your business from scaling sustainably and profitably https://startuptogrownup.substack.com/p/10-myths-which-are-stopping-yourWhy 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-is?r=l8khyThe article I wrote about being meh... I didn't have the full story. https://startuptogrownup.substack.com/p/my-6-tips-for-when-you-are-feeling?r=l8khyLost your mojo for running your firm? Here's how to get it backhttps://startuptogrownup.substack.com/p/feeling-the-post-summer-slump-how?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 working long hours, stressed and the worst paid in your business? Has the game changed, but no-one told you?One of the things I have found is that business owners accidentally go from ‘me, myself and I’ into growing a firm with a team. You know, you get a run of good luck with projects or retainers landing and suddenly you know you need more pairs of hands. Whether this is a Virtual Assistant or a more permanent hire, it’s quite common to grow from 1 to 3 without purposely doing it.It’s the same when you take the next step up, before you realise it, once again your business has gone up a level, but your role hasn’t changed. You find you no longer can work any harder. You’ve started to experience the work in, work on trap. Where you get pulled back into being the business. Either because your cashflow dictates you have to, or your business doesn’t have enough capacity for you to NOT be working in the business. This next stage? It’s the challenge of scaling your firm.In the episode I 15 unexpected shifts that will happen to you and your business when you go from growing to scaling.What you'll learn in the podcast episode:- the 15 unexpected shifts that will take place in your business when you go from growing to scaling- the tension between working ON the business and working IN the business, and why its so hard to move to working ON the business- why the people stuff suddenly becomes much harderChapters00:00 The Transition from Solo to Team03:05 Mindset Shifts in Scaling a Business05:41 The Emotional and Financial Burdens of Leadership08:29 Navigating Team Dynamics and Culture11:15 The Role of a Leader in a Growing BusinessRelated episodes:10 myths which are stopping your business from scaling sustainably and profitably https://startuptogrownup.substack.com/p/10-myths-which-are-stopping-yourWhat to do when your team wouldn't step up https://startuptogrownup.substack.com/p/what-to-do-when-your-team-wouldnt?r=l8khyWhy we feel the compulsion to overwork (and how to stop) https://startuptogrownup.substack.com/p/7-reasons-you-are-overworking-and?r=l8khyWhy 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-is?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

What happens when the bad days don't end? When you are feeling well and truly burnt out and nothing is working?Nearly 6 months ago I recorded a podcast episode for when you are feeling a bit 'meh'. https://startuptogrownup.substack.com/p/not-just-a-bad-day-6-tips-for-whenWhilst the advice I shared back then was very valid and still valid, it wasn't deep enough for what was going to take me from burnt out with Fibro to learning to live with my condition AND grow my business. In the episode I revisit and reframe the advice I shared when the change you are facing (medical or otherwise) is permanent not temporary.What you'll learn in the podcast episode:- How to redefine 'showing up' and swap the hustle mentality for intentional action, especially when your energy is limited.- The crucial difference between 'phoning a friend' and 'finding your people', and why your support system might need to change.- Why journaling might not be enough, and how tracking simple data points can give you back a sense of control over your wellbeing.- A powerful mindset shift to move from waiting for the storm to pass to finding ways to live well within it.- An honest look at the ongoing grief that comes with a chronic condition and how acknowledging it is a vital act of self-compassion.Chapters05:55 Building a Scalable Business Model11:12 Embracing Change and Evolving Your RoleRelated episodes:Not just a bad day? 6 tips for when life (and business) feels "meh"https://startuptogrownup.substack.com/p/not-just-a-bad-day-6-tips-for-whenWhy we feel the compulsion to overwork (and how to stop): https://startuptogrownup.substack.com/p/7-reasons-you-are-overworking-and?r=l8khyThe science behind why you wouldn't delegate: https://startuptogrownup.substack.com/p/the-science-behind-why-you-wont-delegate?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=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

Is your firm's growth a success, or is it slowly drowning you?You’re winning clients and the work is piling up, but it feels like you're hanging on by your fingertips.This feeling of being trapped is the scaling crisis, a predictable stage where your methods become a bottleneck and you, the owner, can’t escape client work. In this episode, we’re giving you the playbook to break free by shifting your role from the firm’s star player to its most valuable coachWhat you'll learn in the podcast episode:- My personal story of hitting the wall with my own crises and the hard-won lessons I learned.- The three hidden reasons you feel stuck and why your current methods won't scale.- A practical framework for building a business that can run without you, starting with your own playbook.- How to have the difficult conversations about success, not just failure.- The one powerful question that will completely change how you think about your role in the business.Chapters05:55 Building a Scalable Business Model11:12 Embracing Change and Evolving Your RoleRelated episodes:Why we feel the compulsion to overwork (and how to stop): https://startuptogrownup.substack.com/p/7-reasons-you-are-overworking-and?r=l8khyThe science behind why you wouldn't delegate: https://startuptogrownup.substack.com/p/the-science-behind-why-you-wont-delegate?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=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=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 wish your team would step up? Do you believe your team is seriously punching below it's weight?Have you found this?You know they could be doing more, and you desperately need them to be doing more, but instead, you’ve become their ultimate security blanket. Every problem, every tricky bit of work, ends up back on your desk. This traps you in the day-to-day grind of client work, leaving no time to focus on working ON the business.The solution is not just about telling your team to ‘do more’ or to get angry with them. It’s about changing the systems and habits that created the dependency in the first place. You need to shift your role from being the answer to every question to being the coach who helps the team find the answers themselves.This is the topic of the podcast episode - how to stop learned helplessness so you can team can step up.What you'll learn in the podcast episode:- The different approaches to take if a team member 'wouldn't or can't'- The importance of developing psychological safety in your team- Where you are typically going wrong with delegating work- Why you may need to stop your 'open door' policyChapters00:00 Understanding Team Dependency and Learned Helplessness01:51 Diagnosing Team Issues: Can’t Do vs. Won’t Do03:14 Creating Psychological Safety in the Workplace05:35 Effective Delegation Strategies07:23 Building Competence and Accountability Systems09:35 Setting Clear Expectations and AccountabilityRelated episodes:Why we feel the compulsion to overwork (and how to stop): https://startuptogrownup.substack.com/p/7-reasons-you-are-overworking-and?r=l8khyHow to find the gems in your team: https://startuptogrownup.substack.com/p/how-to-find-the-gems-in-your-team?r=l8khyThe science behind why you wouldn't delegate: https://startuptogrownup.substack.com/p/the-science-behind-why-you-wont-delegate?r=l8khyHow to dal 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

Does the thought of going out to network fill you with fear? But you know you need to network to generate more business?In this episode, I'll explore how you can network on your terms in a way that works for you.What you'll learn in the podcast episode:- What effective business networking really is (and isn’t)- How to manage your energy levels when networking- The importance of having a goal for your networking activity- How to reclaim your introverted superpowersRelated episodes:What it really takes to get a referral https://startuptogrownup.substack.com/p/the-biggest-mistake-professionals?r=l8khyThe 5Ps to make sure that Business Development always happens - https://podcasts.apple.com/no/podcast/the-5ps-to-make-sure-that-business-development-always/id1795240444?i=1000719252662How to put your marketing on autopilothttps://podcasts.apple.com/no/podcast/how-to-put-your-marketing-on-autopilot/id1795240444?i=1000718127347From 0 to 1000 subscribers in 9 months: my exact playbookhttps://podcasts.apple.com/no/podcast/from-0-to-1000-subscribers-in-9-months-my-exact-playbook/id1795240444?i=1000712933308Fix these 4 core business development processes before you try to scalehttps://podcasts.apple.com/no/podcast/fix-these-4-core-business-development-processes-before/id1795240444?i=1000705097431Useful 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 get good referrals? Enough to fuel the growth of your firm? Most professionals don't... Here's what they do wrong.In this episode, I'll explore why the common advice to just 'ask for referrals' often fails and can feel awkward for everyone involved. Instead, I'll walk you through a framework to make referrals a predictable and consistent part of your business growth, removing the guesswork entirely.What you'll learn in the podcast episode:- The four essential ingredients that must be present for a referral to happen, so you never have to ask directly again.- Why directly asking for a referral is often the worst thing you can do and the proactive steps you should take instead.- How to build a simple 'referral toolkit' that makes it incredibly easy for happy clients and contacts to introduce you.- The direct link between your day-to-day client service and the quality and quantity of referrals you receive.- A clear plan for handling unwanted referrals so you can stay focused on the work you do best, without damaging your reputation.Related episodes:The 5Ps to make sure that Business Development always happens - https://podcasts.apple.com/no/podcast/the-5ps-to-make-sure-that-business-development-always/id1795240444?i=1000719252662How to put your marketing on autopilothttps://podcasts.apple.com/no/podcast/how-to-put-your-marketing-on-autopilot/id1795240444?i=1000718127347From 0 to 1000 subscribers in 9 months: my exact playbookhttps://podcasts.apple.com/no/podcast/from-0-to-1000-subscribers-in-9-months-my-exact-playbook/id1795240444?i=1000712933308Fix these 4 core business development processes before you try to scalehttps://podcasts.apple.com/no/podcast/fix-these-4-core-business-development-processes-before/id1795240444?i=1000705097431Useful 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

What happens when you achieve your biggest business goals, only to find you’ve completely broken yourself in the process?This year, my businesses are on track to have their best-ever year for both revenue and profit. At the same time, my body finally gave up, leading to a diagnosis of Fibromyalgia which has forced a complete lifestyle change.This episode is my honest reflection on how my ambition and drive led me straight to burnout, and what I’m doing to find the white space in my diary again.It's also a bookmark this episode and listen to it again to make sure you don't make the same mistakes as me!What you'll learn in the podcast episode:- Why the very drive that helps you build a business can also be the thing that leads to your burnout.- How to spot if you’re hanging onto the wrong kind of work, especially the tasks you love, and why you need to let them go.- The critical link between a lack of planning, over-committing yourself, and losing your evenings and weekends.- How to identify the deep-seated triggers, such as a need for financial security, that might be fuelling your compulsion to overwork.- Practical ways to reclaim your time and build a healthier balance; from finding serious hobbies to getting proper accountability.Related episodes:4 micro habits to stop burnout (before it starts) - https://podcasts.apple.com/no/podcast/4-micro-habits-to-stop-burnout-before-it-starts/id1795240444?i=1000715953015The strategy I never wanted to learn - how to stop running yourself into the groundhttps://podcasts.apple.com/no/podcast/the-strategy-i-never-wanted-to-learn-how-to-stop/id1795240444?i=1000714983976The science why you wouldn't delegatehttps://podcasts.apple.com/no/podcast/the-science-behind-why-you-wont-delegate/id1795240444?i=1000700447905Useful 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

The summer is ending, and it's a time for reflection. But what if you've lost your mojo for running your firm and are dreading getting back to the daily grind? If that sounds like you, this episode will help.In this episode, I get personal about my struggles with burnout and the health diagnosis that forced me to re-evaluate my work-life balance. The episode will challenge you to answer a really tough question honestly. One that could change the trajectory of your business. But one that's going to be the turning point to falling back in love with your business.Trigger warning! I will share some tough love, but also practical, actionable advice to help you take back control, reconnect with your passion, and fall back in love with the business you have worked so hard to build. What you'll learn in the podcast episode:- Why so many firm owners feel trapped with no 'plan B' and what to do about it.- Why being kind and pacing yourself maybe the answer right now- Four simple, non-negotiable habits you can start today to reclaim your energy and find more headspace.- The importance of reconnecting with your original 'why' to refind your passion for your business.- the one question that you need to ask yourself and be honest when you do soRelated episodes:Why your brain fights business growth (and how to stop it) https://startuptogrownup.substack.com/p/why-your-brain-fights-business-growth?r=l8khy6 emotions that drive real business growth (if you listen to them) https://startuptogrownup.substack.com/p/6-emotions-that-drive-real-business?r=l8khy5 ways to reduce your stress levels so that they permanently stay down: https://startuptogrownup.substack.com/p/5-ways-to-reduce-your-stress-levels?r=l8khySteal my playbook to bounce back no matter how hard things are right now: https://startuptogrownup.substack.com/p/steal-my-playbook-for-how-to-always?r=l8khyWhy that small voice of doubt is holding your business back right now: https://startuptogrownup.substack.com/p/why-that-small-voice-of-doubt-is?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

Is employing experienced hires expensive? What if you could grow your own?In today's podcast episode I am doing something different. My good friend, Susan Heaton-Wright's Tedx talk came out this week:"How to unlock brilliance in others" - https://youtu.be/mQ-0Z8v9gMg?si=nu7-h3kwoDXAf94S (It's a quick 8 minute listen and do stay until the last 10 seconds where you are in for a real treat)On my substack, Susan expands more about how to be that Maestro for others. I.e. how to unlock the potential in others.So, in this podcast episode I've gone deeper into exactly how you as a business owner can find the time to spot potential in others.This episode looks at:- the 3 step process to identify potential and then develop your team member- the 3 subtle signs that someone is ready for more- what to do if your team member isn't interestedAbout Susan Heaton-WrightSusan is a former opera star who is a multi-award winning international impact, communications and speaking consultant. She can be booked as a keynote speaker, facilitator or mentor.To get in touch with Susan:Website: http://www.superstarcommunicator.com/Phone: +44 (0) 1438 718 509Email: [email protected] 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

Have you ever gone deep to discover why your not-so-healthy habits and behaviours are holding back your business growth? And what it is going to take to change them?I had my first session with my therapist last week. This episode is some of the reflections that has come out of the first session.The concept of 'Choose Your Hard'. I've realised that changing my habits is difficult, but so is staying stuck where I am. I'm sharing some tough love (for myself as much as for you) about why we all need to choose which "hard" we're willing to endure.The myth of the 'silver bullet'. I discuss why my temptation to find a quick fix is just a sticking plaster that fails to address the root cause of my burnout, and why listening to my body is non-negotiable. Why I'm going deep with my values. I reveal my five core values and my 'ah-ha' moment that none of them explicitly include 'happiness' or 'fun.' I'll explain how I plan to use my values of 'Challenge' and 'Integrity' as guardrails to finally prioritise my well-being.My most powerful realisation: No-one is going to save me. I talk about why true change only comes from taking ownership of my situation and committing to doing the work required to get back to full mental and physical fitness.Related episodes:4 micro habits to stop burnout before it starts: https://startuptogrownup.substack.com/p/4-micro-habits-to-stop-burnout-before?r=l8khy5 ways to reduce your stress levels so that they permanently stay down: https://startuptogrownup.substack.com/p/5-ways-to-reduce-your-stress-levels?r=l8khySteal my playbook to bounce back no matter how hard things are right now: https://startuptogrownup.substack.com/p/steal-my-playbook-for-how-to-always?r=l8khyWhy that small voice of doubt is holding your business back right now: https://startuptogrownup.substack.com/p/why-that-small-voice-of-doubt-is?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

Does Business Development drop to the bottom of your to do list? Here’s how to fix the problem (and its not what you think it is)What you will learn from this episode:- What committing to Business Development really means- The 5Ps to always make time for Business Development- The true cost of those low fee and needy clientsRelated episodes:Steal my top idea to consistently generate new business: https://startuptogrownup.substack.com/p/steal-my-top-idea-to-consistentlyFix these 4 core Business Development processes before you try to scale: https://startuptogrownup.substack.com/p/fix-these-4-core-business-developmentUseful 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 tired of your lead generation being haphazard at best? Do you feel trapped in the day-to-day operations of your firm, constantly firefighting, tied to your high billable hours?If so, then this episode is for you. It shows you how to put your marketing on autopilot by focusing on delivering a flawless client experience.The episode introduces the concept of the Market Flywheel. A series of processes underpinned by systems that consistently generate a reliable source of high-quality work. This is your guide to finally getting out of the feast-or-famine cycle and creating a business that grows with less stress.What you will learn from this episode:- Why many traditional marketing campaigns fail for service firms, - How to use the number of client referrals and repeat business you receive each month as the most important Key Performance Indicator (KPI) for measuring your client service quality.- The simple question to include in a client satisfaction survey that will tell you how likely a client is to recommend your firm.- A four-step process for building your own Marketing Flywheel, including:- How to get your team involved in growing the business, even though they weren't hired for their sales skills and often lack the time or motivation.- The one question your team can ask at the end of every client conversation to open the door to new opportunities: "Is there anything else we can help you with today?".- Simple, low-effort actions your team can take to instantly boost your firm's social proof and online reach.Related episodes:Steal my top idea to consistently generate new business: https://startuptogrownup.substack.com/p/steal-my-top-idea-to-consistentlyFix these 4 core Business Development processes before you try to scale: https://startuptogrownup.substack.com/p/fix-these-4-core-business-developmentUseful 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

If you went back to 2022, what do you wish you had learnt back then?If you are anything like most business owners, hindsight is a tough teacher. This is a short podcast episode on the 7 lessons that I wish I had learnt 3 years ago. Useful 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

Have you become addicted to work? A slave to your to-do list and feeling like you are always on? This is how to step back and get that sense of perspective.In the episode I talk about tips and techniques to rebalance your day. To move away from a state of chronic stress.Sadly, what used to be my strengths are now a liability. I can’t just push through now.In this episode, you will learn:- What does resting really mean and how to step back during the hurly-burly of the day- How to permit yourself to pause- How to use journalling as the best consultant to your businessUseful 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 body telling you that it can’t carry on at this pace? But being driven and pushing through is what you know best?For many driven business owners, the ability to ‘push through’ is not just a strategy, it’s an identity. But what happens when that strength becomes the very thing holding you and your business back?In the episode I candidly talk about how I am failing at learning to pace myself to start recovering from a massive Fibro flare. Sadly, what used to be my strengths are now a liability. I can’t just push through now.This episode is for anyone who is feeling overwhelmed, running on empty, or realising that their body is putting up the white flag. It’s a practical guide to the mindset shift and new operating system required to lead yourself, your team, and your business in a healthier, more sustainable way.In this episode, you will learn:- What the "Push-Crash Cycle" is and why it's one of the biggest operational risks for a business owner trying to grow and scale their business.- The essential mindset shift: why you must become the CEO of your body as well as your business.- Five practical disciplines for pacing, including the energy budget , becoming the "Chief Delegator" , and managing cognitive load.- Why you need to redefine your personal KPIs away from being the "hero" and towards sustainable leadershipUseful 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

What do you do when you find you've been given some bad news which will become life-changing?This is what happened to me this week when I had my first session with the Rheumatologist. In the episode I candidly talk about how I am processing the news and how I am going to be adjusting.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 self-care is not optional- Why your language really matters in how you approach setbacks- The importance of a trusted support team of friends and professionals- how to use your identity to help turn around a bad situationUseful 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

Does social media feel like a grind and exhausting? Ever wondered how to build up your tribe of loyal clients and fans on social media?In this episode, I cut through the noise and share the exact playbook I've used to grow my Substack community to over 1000 subscribers and 1800 followers in just nine months.This is the exact same playbook that I have used to grow large follower numbers on LinkedIn and Twitter. This is a repeatable strategy that you can apply to your chosen social media platform to attract your ideal clients and build a thriving community around your brand.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:- How defining your ‘why’ creates a magnetic brand and a clear purpose that guides every piece of content you create.- Why people connect with a person, not a logo, and how to build a personal brand that fosters trust.- The secret to crafting an authentic narrative that fosters loyalty by sharing the good, the bad, and the downright ugly.- The non-negotiable daily actions required to gain momentum and visibility, even when it feels like a grind.- Why generously sharing your best content is the fastest route to earning recommendations and driving explosive growth.- How to listen to your chosen platform and analyse your stats to understand what works and accelerate your growth.- The power of small, daily acts of kindness and generosity in building a supportive community that champions your work.Related episodes and articlesHow to get your pipeline of new business flowing again (article)How to make time for business development even if you don't have the time (article)The beginner's guide to knowing if your marketing is working (article)Steal my top idea to consistently generate new business Useful 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 feeling swamped by your own business? When your firm starts to grow faster than you expected, it can feel like you’re being pulled in a million different directions at once. You’re stuck firefighting, trapped in the day-to-day client work, and you have no headspace left for the strategic thinking you know you need to be doing.In this episode, I share a very personal story about a bonkers week involving a viral post and 2 massive proposals. I reveal the four crucial shifts I am making to get back in control and explain how you can apply them to your own business, starting today.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:- How to use your diary as a tool to see your real capacity and protect your time.- Why redefining your role from 'technician' to 'leader' is the most important strategic move you can make.- The art of saying ‘no’ to the wrong opportunities so you can say ‘yes' to the right ones.- A simple 4-step framework to help you delegate more effectively and empower your team.- Two simple, concrete actions you can take this week to start reducing overwhelm.Related episodes and articlesSteal my playbook for how to always bounce back no matter how tough things are right now (article)The 5 aspects to a successful ending (article)How to protect your firm from the pain of sudden growth (article)With empathy comes pain (article)Useful 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

Do you ever have a great day where your business feels like it's flying, only to find that later that evening, a corrosive, critical voice has set in, making you question everything?If so, you’re not alone. That voice is a normal part of the journey to grow and scale your firm. But if you let it run the show, it can cause untold damage to your ability to grow and scale your businessWhile it's tempting to try and silence this voice with mindfulness or meditation, those tools will only take you so far.In this episode, you’ll learn my most effective strategies for managing your inner critic. You'll discover how to stop fighting the voice and start using it as a friend and ally on your journey from start-up to grown-up.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 growing your business feels so hard and how it creates the perfect breeding ground for your self-doubt.- The real reason your inner voice appears (and why it’s just your brain trying to keep you safe from perceived threats).- How you can manage Negative Automatic Thoughts (NATs) and why trying to ignore them just makes them louder.- The four foundational habits of self-care you need to build your mental resilience.- The simple question you can ask yourself to instantly change your mindset when doubt creeps in.- Why looking back at how far you’ve come is one of the best ways to find the confidence you need to keep going.Related episodesNot just a bad day? 6 tips for when life (and business) feels mehWhy your brain fights business growth (and how to stop it)Useful 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