Every business owner wants to grow. But how you grow – and what you focus on – is different for every business.
This week on ScaleUp Radio Shorts, we’re comparing two business owners who are scaling in very different ways:
Andrew Kelly, founder of digital marketing agency Eightyfive90, who’s focused on building sustainable lead generation strategies for SMEs.
Louise Williams, founder of Solace Gym and parenting blog Pink Pear Bear, who’s scaling a community-driven business while balancing personal brand and team growth.
Their approaches are different. But the lessons are valuable for any SME leader facing the next step in their scaling journey.
Andrew Kelly: Scaling by Building Smart Systems
For Andrew, growth doesn’t come from chasing every lead or adding headcount for the sake of it. His agency, Eightyfive90, specialises in helping businesses generate sustainable, quality leads – without the fluff of vanity metrics.
His key lessons for business owners:
Focus on what works: Understand which marketing activities bring real ROI and cut out distractions.
Build repeatable systems: Don’t reinvent the wheel with every client. Process is key to scaling sustainably.
Stay disciplined: Growth should be intentional, not reactive.
“It’s not about having more clients. It’s about having the right ones – and making sure our systems deliver consistent results.”
This reflects a wider SME challenge: according to BizSmart’s ScaleUp Challenge Report, only 7% of businesses have a truly scalable model that isn’t founder-reliant. Andrew’s systems-first mindset shows why this matters.
Louise Williams: Scaling Through Community and Authenticity
Louise’s journey with Solace Gym and Pink Pear Bear is rooted in people and community. For her, scaling means:
Creating an environment where clients feel seen and valued.
Using personal storytelling (like her ADHD journey) to build genuine connections.
Empowering her team to deliver the Solace experience without everything falling back on her.
“When you’re honest about your own challenges, it builds trust. That’s been key to growing both Solace Gym and my online community.”
But growing a people-first business isn’t easy. The ScaleUp Challenge Report found that 50% of business owners struggle to get their team to take ownership. Louise’s focus on values and culture is how she’s overcoming this.….
So Which Growth Path Fits Your Business?
If you’re running a service-led agency like Andrew, scaling might be about tightening your focus and systemising your offering.
If you’re building a community-driven business like Louise, it’s about developing your team and staying true to your values.
But both leaders share common ground:
They know their business model and what success looks like.
They invest in structures or people to support growth.
They recognise scaling isn’t a solo game — support networks matter.
How BizSmart Helps Business Owners Scale Smarter
Through SmartBoards® peer groups and Smart90® planning frameworks, BizSmart helps business owners:
Break free from founder-reliance.
Build leadership capability.
Focus on executing the right things for growth.
Exactly what Andrew and Louise have done, in their own way.
👉 Find out more: https://www.bizsmart.co.uk/how-we-help/smartboard/
Want to Hear Their Stories?
🎧 Listen to Andrew Kelly & Louise Williams on ScaleUp Radio:
https://directory.libsyn.com/shows/view/id/scaleupradio
🎙️ Watch the ScaleUp Radio Shorts breakdown with Kevin & Granger.
https://youtu.be/SGRQQ5Otjlk
📊 Download the ScaleUp Challenge Report:
https://lp.bizsmart.co.uk/sacleupchallenge-page
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