In this episode of The Business Development Podcast, Brad Warren returns to break down the no-nonsense approach every entrepreneur needs to run a profitable business. Known for his operational expertise and relentless focus on numbers, Brad shares why most business owners unknowingly sabotage themselves by failing to track key financial metrics. From pricing strategies to hiring decisions, he explains how understanding your revenue, costs, and labor efficiency can mean the difference between growth and bankruptcy. With his trademark directness, Brad emphasizes the importance of removing emotion from decision-making and letting the numbers guide every move.

Throughout the conversation, Brad and Kelly dive into real-world business challenges, including why so many companies struggle with pricing, how to track profitability effectively, and when to make tough staffing decisions. Brad also sheds light on the most common mistakes that lead small businesses into financial trouble and provides practical strategies to avoid them. Whether you’re an established entrepreneur or just starting out, this episode delivers actionable insights to help you stop guessing and start winning in business.

Key Takeaways:

1. The market determines pricing, not the business owner, and staying competitive is essential for success.

2. Tracking revenue, costs, and profit margins is crucial—businesses that don’t are operating blindly.

3. Reviewing profit & loss statements monthly and comparing year-over-year data helps spot trends and make informed decisions.

4. Hiring should be slow and deliberate, but underperforming employees should be let go quickly to protect the business.

5. Removing emotion from decisions allows business owners to focus on data-driven strategies rather than gut feelings.

6. Operational excellence comes from strict discipline in processes, not just having a great product or service.

7. Raising prices is necessary to keep up with rising costs and inflation—failure to do so leads to shrinking margins.

8. Employees thrive under different management styles, and strong leaders recognize and adapt to their needs.

9. A business must always come first, as its survival ensures the livelihood of employees and the entrepreneur.

10. Avoiding financial problems doesn’t make them disappear—facing them head-on is the only way to stay in control.

Links referenced in this episode:

• Our Invisible Empire
• Capital Business Development
• Business Development Mastery Program

Companies mentioned in this episode:

• Boulevard Auto Glass
• White Raven Accounting
• Econo Basements
• Econo Roofing
• Spacious Basement Builders
• Capital Business Development
• Calgary Bike Swap
• Planet Builders
• Rusted Nuts Mechanical

Who Needs Business Development: The Power of Active Marketing for Maximum ROI

Episode 201 of The Business Development Podcast dives into a critical question for every business owner: Who actually needs business development, and how can active marketing drive greater ROI? Host Kelly Kennedy breaks down why business development is essential for businesses of all sizes, whether you're a solopreneur or a large organization. He emphasizes that passive marketing strategies like ads and social media can help with brand recognition, but they don’t drive consistent revenue in B2B or high-ticket industries. Instead, an 80/20 approach—focusing 80% on active marketing through direct outreach, relationship-building, and strategic engagement—yields the highest return. Kennedy lays out the six fundamental steps for launching a strong business development process, from identifying key industries and decision-makers to leveraging LinkedIn and securing high-value meetings.

Listeners will gain actionable insights on how to proactively generate new business, build lasting relationships, and ensure long-term growth by implementing an effective business development strategy. Kennedy also dispels the myth that only struggling businesses need business development—on the contrary, even the most successful companies must continuously pursue new opportunities to avoid stagnation. By prioritizing active marketing and direct engagement, businesses can take control of their sales pipeline, create sustainable revenue streams, and position themselves for success in 2025 and beyond.

Key Takeaways:

1. Every business with customers needs business development, whether through a dedicated team or as a solopreneur.

2. Growth is a long-term game; consistent, strategic effort leads to sustainable success.

3. Trust and relationships are the foundation of lasting business success, especially in B2B markets.

4. Passive marketing builds brand awareness, but active marketing drives revenue and real client engagement.

5. The 80/20 rule in business development: 80% active marketing, 20% passive marketing for optimal ROI.

6. Active marketing means direct outreach, personal engagement, and relationship-building ahead of customer needs.

7. Without consistent business development, companies risk stagnation, lost clients, and missed opportunities.

8. LinkedIn is a game-changer for finding and connecting with the right decision-makers.

9. Face-to-face meetings—virtual or in-person—are essential for building trust and securing long-term business.

10. Success in business development is measured by meetings and relationships first—revenue follows naturally.

Master Business Development with Kelly Kennedy – Book Your Free Discovery Session

Business growth isn’t about luck—it’s about mastery. The Business Development Mastery Program with Kelly Kennedy gives you the tools, strategies, and confidence to scale your business, close more deals, and build lasting success.

✔ Proven business development frameworks that drive real results

✔ Personalized coaching tailored to your goals and challenges

✔ Actionable strategies to generate leads, close deals, and grow revenue

If you're serious about taking your business development skills to the next level, let’s talk. Book your free discovery session today and see how this program can help you achieve your goals.

Book Now

Links referenced in this episode:

• www.capitalbd.ca

In this milestone 200th episode of The Business Development Podcast, host Kelly Kennedy takes a step back from the usual format for a deeply personal and reflective conversation with his partner, Shelby Hobbs. Together, they celebrate not just the podcast’s incredible journey, but also three major life milestones—the anniversary of Capital Business Development, Kelly’s birthday, and their son’s birthday. The episode offers a rare, behind-the-scenes look at Kelly’s journey from launching the show to navigating the highs and lows of entrepreneurship, podcasting, and personal growth. Shelby, who has been an integral part of the podcast’s success behind the scenes, brings a fresh perspective on the sacrifices, determination, and passion that have fueled Kelly’s relentless commitment to his work and audience.

More than just a celebration, this episode dives into the lessons learned from 200 episodes, including the power of authenticity, work-life balance, and perseverance in both business and personal life. Kelly reflects on the key themes that have emerged from his conversations with entrepreneurs—how success often comes with unexpected challenges and how personal growth is just as critical as professional ambition. The discussion also touches on the realities of being a public-facing entrepreneur, the impact of the show on listeners worldwide, and what the future holds for the podcast. Whether you're a long-time listener or a newcomer, this episode is a heartfelt, insightful, and inspiring reflection on what it takes to build something meaningful—and keep showing up, no matter what.

Key Takeaways:

1. Authenticity is the key to lasting success in both business and relationships.

2. Building something great takes relentless commitment and sacrifice.

3. Work-life balance is a moving target that requires constant adjustment.

4. Entrepreneurship comes with highs and lows—resilience is essential.

5. Your support system plays a crucial role in your ability to succeed.

6. The best opportunities often come from simply showing up, even when it's hard.

7. Success isn’t just about money—it’s about freedom, fulfillment, and impact.

8. Passion projects often turn into life-changing ventures when pursued consistently.

9. Parenting and business both require patience, flexibility, and vision.

10. Every milestone is a reminder to reflect, appreciate, and plan for what’s next.

Business growth isn’t about luck—it’s about mastery. The Business Development Mastery Program with Kelly Kennedy gives you the tools, strategies, and confidence to scale your business, close more deals, and build lasting success.

✔ Proven business development frameworks that drive real results

✔ Personalized coaching tailored to your goals and challenges

✔ Actionable strategies to generate leads, close deals, and grow revenue

If you're serious about taking your business development skills to the next level, let’s talk. Book your free discovery session today and see how this program can help you achieve your goals.