The Business Development Podcast

The Art of Rainmaking: How to Become the Obvious Choice with Scott Love When legal recruiting became more crowded and candidates stopped returning his calls, Scott Love narrowed his focus. He specialized in recruiting corporate and finance partners for global law firms, then started looking for places those lawyers went to find their own clients. That led him to events filled with private equity professionals, venture capital investors and investment bankers. As Scott puts it, “I am in the lion hunting business, so I'm going to the gazelle conferences.” By understanding who he wanted to reach and what mattered to them, he found a different way to build relationships and earn trust. In Episode 374 of The Business Development Podcast, Kelly Kennedy sits down with Scott Love, founder of The Attorney Search Group and host of The Rainmaking Podcast, to explore how professionals become the obvious choice in a crowded market. Scott shares his journey from naval officer and leadership trainer to recruiting law firm partners, where earning trust means helping people make decisions with significant career consequences. They discuss specialization, personal branding, overcoming self-doubt and using podcasting to build meaningful business relationships. Scott also recounts the day three candidates accepted counteroffers, costing him three commissions and changing how he approached recruiting. He explains why understanding someone’s aspirations matters more than pushing an opportunity, and how asking better questions can reveal the personal motivations behind a business decision. What You’ll Learn Why professionals cannot rely on their firm’s marketing to do all of their personal business development. How narrowing your specialty can help prospective clients understand your value and trust your expertise. How to find potential clients and candidates by understanding where they go to build their own businesses. Why speaking, thought leadership and credible experience can help establish trust before a first conversation. How to keep putting yourself forward despite criticism, self-doubt and imposter syndrome. Why a podcast that reaches the right people can create business opportunities even with a small audience. How understanding someone’s goals and aspirations can reveal opportunities they were not actively seeking. How Scott’s implication quadrant helps uncover the professional and personal consequences of a decision. Chapters 00:00 Hunting lions at gazelle conferences 00:44 Welcome to The Business Development Podcast 01:37 Introducing Scott Love 03:57 From the Naval Academy to recruiting 06:38 Earning trust in high-stakes career decisions 08:45 The business development gap in professional services 11:52 Why consistency matters more than occasional bursts of effort 12:53 Standing out in a crowded market 14:50 Building trust through a narrow specialty 16:41 Finding opportunities through industry relationships 18:35 Credibility statements that help people trust you 19:31 Personal branding and becoming easy to find 20:26 Finding meaning in the work and staying hungry 22:25 Putting yourself out there despite self-doubt 23:26 Handling criticism and imposter syndrome 25:15 Giving your podcast a clear business purpose 27:31 Making a podcast financially sustainable 28:10 Using limited series and association podcasts to open doors 31:21 Building memorable relationships through conversations 32:21 Why reaching the right 30 people can be enough 34:19 Measuring success through relationships and opportunities 39:34 Recruiting senior people who are comfortable where they are 40:05 The day three counteroffers changed Scott’s approach 41:58 Understanding what people truly want 43:54 Matching opportunities to individual motivations 45:49 Listening instead of pushing for the sale 46:37 Asking better questions with the implication quadrant 49:35 Why consistent effort makes the difference 50:21 The Rainmaking Podcast and The Attorney Search Group 52:26 Connecting with Scott Connect with Scott Love Scott is the founder of The Attorney Search Group, host of The Rainmaking Podcast, author of Why They Follow and co-author of Rainmaker Confidential. He specializes in recruiting corporate and finance partners for global law firms and shares practical approaches to business development, leadership and earning client trust. LinkedIn: https://www.linkedin.com/in/scotttlove/ The Attorney Search Group: https://attorneysearchgroup.com/ The Rainmaking Podcast and Magazine: https://rainmakingauthority.com/ Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer. If you are able to donate or share our GoFundMe, our family would be incredibly grateful. https://www.gofundme.com/f/support-shelby-kelly-during-foxxs-fight-against-cancer Thank You to Our Sponsors Thank you to Colin Harms and our title sponsor, Hypervac Technologies, for your steadfast support of The Business Development Podcast. We are also grateful to Hyperfab for helping us continue to bring these conversations to listeners. Hypervac Technologies builds professional duct cleaning equipment, including duct trucks, portable vacuums and tools for contractors in the field. https://hypervac.com/ Hyperfab provides custom fabrication and specialized solutions for industrial applications. https://hyperfab.ca/ Join The Catalyst Club Community The Catalyst Club brings business development leaders, entrepreneurs, executives and senior professionals together for live sessions, recorded conversations and practical support. https://www.kellykennedyofficial.com/thecatalystclub If you know a business owner or professional who does great work but struggles to stand out and win new clients, share this episode with them. Follow The Business Development Podcast for more honest conversations about what it takes to build and lead. Mentioned in this episode: Hypervac - Revolution Vacuums

From Professional Snowboarder to CEO: Building a $5 Million Junk Removal Business with Barry Hartman When Barry Hartman left professional snowboarding to start a junk removal company, a Vancouver newspaper summed up his career change with a headline: “Professional snowboarder drops sponsors to become garbage man.” Barry would have preferred entrepreneur, but the description wasn’t wrong. He was hauling garbage. After earning $200 for a few hours helping with a weekend junk removal job, he had spotted an opportunity. What looked like a side gig could become a business, and the marketing skills he had developed through snowboarding could help him build it. In this episode of The Business Development Podcast, Kelly Kennedy sits down with Barry Hartman, co-founder and CEO of 505 Junk and founder of Bolt Accelerator, to explore how he helped grow a local service business to $5 million in revenue. Barry shares how early mentorship shaped his approach to hiring and delegation, why developing a pay-by-weight model helped the company stand out, and how a deliberate focus on recurring commercial clients changed its growth trajectory. They discuss competing with an established industry leader, building relationships with both decision makers and people on site, and why winning an account is only the beginning. Barry also explains how he turned his experience into a coaching business and why stepping back from daily tasks can create opportunities for his team to grow. What You’ll Learn How skills developed in one career can transfer into an entirely different industry. Why early mentorship, clear processes and hiring can help founders make time to build the business. How solving a pricing problem can improve customer trust and operational efficiency. Why an established competitor can provide inspiration and evidence of opportunity. How a commercial sales process helped 505 Junk grow from $500,000 to $1.5 million in revenue in 24 months. Why decision makers and site contacts need different kinds of attention within the same account. How consistent service and genuine relationships help turn customers into recurring clients. Why stepping away from daily tasks can give employees room to take responsibility and advance. Chapters 00:00 Professional snowboarder becomes garbage man 01:21 Introducing Barry Hartman 04:17 Selling door to door at twelve 04:58 Growing up around entrepreneurship 06:46 Learning marketing through the family business 08:13 The business lesson Barry’s mother never let him forget 09:47 Helping students discover entrepreneurship 14:09 Becoming a professional snowboarder 18:41 Leaving snowboarding and choosing a new direction 20:26 The weekend job that revealed a business opportunity 21:27 Turning marketing skills into a junk removal business 22:38 Building a company that could scale 25:06 Working on the business and learning to delegate 26:02 Differentiating through pay-by-weight pricing 27:13 Building truck scales and improving efficiency 28:14 Competing with 1-800-GOT-JUNK? 31:09 The commercial sales strategy that changed the business 33:41 Recurring accounts and the path to $5 million 34:16 Building an account management strategy 37:20 Keeping relationships strong after winning the work 39:20 When clients become friends 40:59 The story behind Bolt Accelerator 43:12 Turning experience into systems, coaching and community 44:41 Stepping back without abandoning the business 46:48 Growing Bolt and identifying the right members 49:02 How AI is changing what entrepreneurs can build 50:23 Connecting with Barry Connect with Barry Hartman Barry is the co-founder and CEO of 505 Junk and founder of Bolt Accelerator. Through his operating business and coaching community, he helps junk removal entrepreneurs develop the systems, sales processes and leadership skills needed to grow their companies. LinkedIn: https://www.linkedin.com/in/hartmanbarry/ 505 Junk: https://505junk.com/ Bolt Accelerator: https://www.boltaccelerator.com/ Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer. If you are able to donate or share our GoFundMe, our family would be incredibly grateful. https://www.gofundme.com/f/support-shelby-kelly-during-foxxs-fight-against-cancer Thank You to Our Sponsors Thank you to Colin Harms and our title sponsor, Hypervac Technologies, for your steadfast support of The Business Development Podcast. We are also grateful to Hyperfab for helping us continue to bring these conversations to listeners. Hypervac Technologies builds professional duct cleaning equipment, including duct trucks, portable vacuums and tools for contractors in the field. https://hypervac.com/ Hyperfab provides custom fabrication and specialized solutions for industrial applications. https://hyperfab.ca/ Join The Catalyst Club Community The Catalyst Club brings business development leaders, entrepreneurs, executives and senior professionals together for live sessions, recorded conversations and practical support. https://www.kellykennedyofficial.com/thecatalystclub If you know a business owner who is ready to grow but still feels responsible for doing everything themselves, share this episode with them. Follow The Business Development Podcast for more honest conversations about what it takes to build and lead. Mentioned in this episode: Hypervac - Revolution Vacuums

The Cost of Success: Why Walking Away Isn’t Failure with Jesse Schewchuk After speaking on a TED stage about the cost of burnout, Jesse Schewchuk realized she needed to act on her own message. She had spent nearly a decade building Modern Muse Media, but the demands of keeping the business running were pulling her away from the work and life she wanted. When a longtime colleague posted a marketing opportunity, she approached him with a different proposal: hire her. Within a week, she had accepted an offer. The grief of letting go of her business was matched by the relief of choosing a different future. In Episode 372 of The Business Development Podcast, Kelly Kennedy welcomes back award-winning producer, media strategist and founder of The Menopause Mission, Jesse Schewchuk, for an honest conversation about ambition, identity and knowing when to change direction. Jesse shares how losing her mother at 24 sent her into years of achievement as a way to avoid processing grief, why public recognition often concealed private struggles, and what led her to step into a chief marketing officer role at Capital Planning. They discuss the guilt of resting, the pressure of supporting a family through entrepreneurship, and why leaving a business does not erase what you have accomplished. Jesse also shares the personal experience behind The Menopause Mission and why she wants more women to feel heard, supported and able to speak openly. Content note: This episode includes discussions of bereavement, burnout, mental health struggles and suicidal thoughts. What You’ll Learn How the need to prove yourself can shape your ambition and your definition of success. Why rest can feel uncomfortable when your identity is tied to achievement. How financial pressure can affect the way you connect with people and experience your work. Why grief and relief can coexist when you leave a business you built. What an intrapreneur role can offer entrepreneurs who want autonomy, meaningful work and fewer ownership responsibilities. How Jesse’s menopause experience changed her priorities and inspired her advocacy. Why choosing a different direction requires your own acceptance, even when others support the decision. Chapters 00:00 Where is the line? 01:09 Introducing Jesse Schewchuk 05:29 Who Jesse is today 07:09 The need to prove yourself through success 08:06 Burnout and the question that changed everything 10:37 Why it is so difficult to just be 11:30 Learning to rest without guilt 13:11 Being drawn to purpose instead of driven by achievement 14:22 Losing her mother and throwing herself into work 16:17 Public recognition and private struggles 17:27 What legacy means beyond your career 19:35 When business pressure changes how you show up 21:30 Deciding to close Modern Muse Media 22:14 The conversation that became a new career opportunity 23:40 Experiencing grief and relief together 25:17 The work entrepreneurs never signed up for 25:52 Recognizing the personal cost of achievement 27:06 Making room for meaningful work 29:30 Why the right decision can still hurt 30:30 Considering a different entrepreneurial path 32:27 Why nobody else can give you permission 34:11 Finding your own answer 36:12 Being open to a different future 37:27 Entrepreneurship, employment and autonomy 39:44 Introducing The Menopause Mission 40:17 The personal experience behind the mission 44:52 Breaking the silence around women’s health 46:18 A message of support for listeners 47:39 Your business is not your identity 48:17 Connecting with Jesse Connect with Jesse Schewchuk Jesse is an award-winning producer, media strategist, speaker and founder of The Menopause Mission. In this conversation, she shares her transition from running Modern Muse Media to a chief marketing officer role at Capital Planning, alongside her continued work in storytelling, speaking and women’s wellness advocacy. LinkedIn: https://www.linkedin.com/in/jesse-schewchuk-4470b47/ The Menopause Mission: https://www.themenopausemission.org/ Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer. If you are able to donate or share our GoFundMe, our family would be incredibly grateful. https://www.gofundme.com/f/support-shelby-kelly-during-foxxs-fight-against-cancer Thank You to Our Sponsors Thank you to Colin Harms and our title sponsor, Hypervac Technologies, for your steadfast support of The Business Development Podcast. We are also grateful to Hyperfab for helping us continue to bring these conversations to listeners. Hypervac Technologies builds professional duct cleaning equipment, including duct trucks, portable vacuums and tools for contractors in the field. https://hypervac.com/ Hyperfab provides custom fabrication and specialized solutions for industrial applications. https://hyperfab.ca/ Join The Catalyst Club Community The Catalyst Club brings business development leaders, entrepreneurs, executives and senior professionals together for live sessions, recorded conversations and practical support. https://www.kellykennedyofficial.com/thecatalystclub If you know someone questioning whether the business they built still supports the life they want, share this episode with them. Follow The Business Development Podcast for more honest conversations about what it takes to build and lead. Mentioned in this episode: Hypervac - Revolution Vacuums

A family construction company tripled its revenue in one year. Behind the growth, the owners were still carrying the business themselves. He was leading in the field. She was handling payroll, scheduling and the administrative work. They hired Laina Neudorf to help, but when they understood the work required to change how the business operated, they walked away from the engagement. They had become so busy running the business that they couldn’t make room to improve it. In Episode 371 of The Business Development Podcast, Kelly Kennedy speaks with Laina Neudorf, Founder and Success Strategist at LPT Success Solutions, about navigating the messy middle of business ownership. Drawing on nearly two decades of experience across industrial construction, oil and gas, and software operations, Laina explains why more revenue, another hire or a new system may not solve the problem an owner is facing. They discuss recognizing bottlenecks, questioning familiar habits, making room for change and understanding what success looks like beyond the numbers. Kelly also shares how Foxx’s cancer diagnosis forced him to reassess his business activities, revealing that some things he thought were essential could stop while the business kept moving. What You’ll Learn How to recognize the messy middle, when an established business still depends too heavily on its owner. Why understanding the root cause of a problem matters before hiring, expanding or spending more on marketing. How a not-to-do list can help you identify activities that no longer deserve your time. What asking “What would break if I stepped away for two weeks?” can reveal about your business. How to introduce changes in stages, measure their impact and transfer decision responsibility to your team. Why your next business decision should reflect both the company’s needs and the life you want to build. Chapters 00:00 Will more growth solve your problems? 01:08 Introducing Laina Neudorf 04:10 From industrial construction to software operations 05:22 Why projects succeed and how to navigate change 07:23 Understanding problems versus symptoms 07:53 Making the leap into entrepreneurship 10:07 Family, ambition and redefining success 12:17 Kelly’s experience balancing business and Foxx’s treatment 13:50 Rethinking work-life balance 15:22 What is the messy middle? 17:18 Can you build a business and the life you want? 18:29 Burnout and the value of a not-to-do list 19:53 Questioning the habits that keep you busy 21:08 Affording help and exploring fractional support 22:43 What happens when you stop doing everything? 24:25 The two-week absence test 25:57 Why growth isn’t always the answer 26:59 A construction company’s cautionary growth story 28:36 Understanding your business before the next big decision 30:45 Making changes without disrupting everything 32:22 Recognizing the owner as the bottleneck 33:15 Sharing responsibility and deciding what to delegate 33:51 The Business Diagnostic and a 90-day plan 35:22 Getting support to implement change 36:05 Who Laina works with 36:43 Profit, pressure and knowing when to ask for help 37:40 Connecting with Laina Connect with Laina Neudorf Laina helps owner-operators understand their business before deciding what comes next. Through LPT Success Solutions, her Business Diagnostic examines business performance alongside the owner’s goals, helping establish priorities and a practical 90-day plan. She also offers fractional and contract support for owners who want help implementing those changes. Website: https://launchpeaktranscend.com/ Business Diagnostic: https://go.launchpeaktranscend.com/diagnostic-info LinkedIn: https://www.linkedin.com/in/laina-neudorf/ Explore Laina’s three ebooks: Where the Hell Is My Profit?, Shouldn’t This Be Easier By Now? and Where Do I Go From Here? https://go.launchpeaktranscend.com/book-trilogy-2 Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer. If you are able to donate or share our GoFundMe, our family would be incredibly grateful. https://www.gofundme.com/f/support-shelby-kelly-during-foxxs-fight-against-cancer Thank You to Our Sponsors Thank you to Colin Harms and our title sponsor, Hypervac Technologies, for your steadfast support of The Business Development Podcast. We are also grateful to Hyperfab for helping us continue to bring these conversations to listeners. Hypervac Technologies builds professional duct cleaning equipment, including duct trucks, portable vacuums and tools for contractors in the field. https://hypervac.com/ Hyperfab provides custom fabrication and specialized solutions for industrial applications. https://hyperfab.ca/ Join The Catalyst Club Community The Catalyst Club brings business development leaders, entrepreneurs, executives and senior professionals together for live sessions, recorded conversations and practical support. https://www.kellykennedyofficial.com/thecatalystclub If you know a business owner who is busier than ever but wondering why things aren’t getting easier, share this episode with them. Follow The Business Development Podcast for more honest conversations about what it takes to build and lead. Mentioned in this episode: Hypervac - Revolution Vacuums

JAR Podcast Solutions gave two producers the same topic. One used AI to build a podcast from the ground up. The other drew on her own travel experiences. When the team shared the finished pieces with a small test audience of about 100 people, Jennifer Moss says 99 preferred the human story. The difference was in the experience behind the words. In Episode 370 of The Business Development Podcast, Kelly Kennedy speaks with Jennifer Moss, co-founder and Chief Creative Officer of JAR Podcast Solutions, about the future of podcasting and why human connection remains at its centre. Drawing on her experience with CBC Radio, the National Film Board of Canada and teaching at UBC, Jen explores how brands can create shows people actually want to hear. They discuss choosing between audio and video, using AI without losing your voice, measuring success beyond downloads, and finding listeners through relevant podcast partnerships. Jen also explains why the best starting point is understanding who your show serves and what you want it to accomplish. What You’ll Learn How to choose between audio and video based on your story, audience and resources. Why defining your podcast’s job, audience and intended result helps guide creative decisions. How consumption rate and audience engagement can tell you more than download counts alone. Where AI can support production and why lived experience still matters in storytelling. How to interpret listener drop-off and improve your show without overreacting to one episode. Why consistent publishing, cross-promotion and relevant podcast advertising matter for audience growth. Chapters 00:00 Why a download alone doesn’t mean success 01:09 Introducing Jennifer Moss 05:33 From childhood storytelling to a career in audio 09:33 Building JAR and rethinking branded podcasts 12:05 How audio and video create different kinds of connection 14:09 YouTube, discovery and the next generation of listeners 16:57 Choosing the right format for your audience and budget 21:33 Defining what success means for your podcast 23:01 Measuring impact beyond downloads 27:25 AI tools and the value of human connection 29:49 Fact-checking and protecting your content 32:36 Keeping your own voice in the creative process 33:29 JAR’s human versus AI podcast experiment 36:52 Why the person behind the story matters 39:00 Personal stories and creative possibilities for branded podcasts 42:32 Analytics, consumption and understanding listener drop-off 46:28 Setting realistic expectations for audience growth 49:26 Cross-promotion and advertising on other podcasts 51:18 Relationships and pitching Apple’s editorial team 53:58 How JAR Podcast Solutions helps brands build shows 57:42 Reaching people who are ready to listen 58:48 Award-winning shows and creative impact 01:01:07 Connecting with Jennifer Connect with Jennifer Moss Jennifer helps brands and creators develop podcasts through strategy, storytelling, production and audience growth. Through JAR Podcast Solutions, she works with organizations to find the conversations they are best positioned to lead and create content that serves their listeners. Website: https://jarpodcasts.com/ Email: [email protected] Learn more about Jen: https://jarpodcasts.com/staff/jen-moss/ Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer. If you are able to donate or share our GoFundMe, our family would be incredibly grateful. https://www.gofundme.com/f/support-shelby-kelly-during-foxxs-fight-against-cancer Thank You to Our Sponsors Thank you to Colin Harms and our title sponsor, Hypervac Technologies, for your steadfast support of The Business Development Podcast. We are also grateful to Hyperfab for helping us continue to bring these conversations to listeners. Hypervac Technologies builds professional duct cleaning equipment, including duct trucks, portable vacuums and tools for contractors in the field. https://hypervac.com/ Hyperfab provides custom fabrication and specialized solutions for industrial applications. https://hyperfab.ca/ Join The Catalyst Club Community The Catalyst Club brings business development leaders, entrepreneurs, executives and senior professionals together for live sessions, recorded conversations and practical support. https://www.kellykennedyofficial.com/thecatalystclub If you know someone building a podcast or considering one for their business, share this episode with them. Follow The Business Development Podcast for more honest conversations about what it takes to build and lead. Mentioned in this episode: Hypervac - Revolution Vacuums