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.

In this episode of The Business Development Podcast, host Kelly Kennedy celebrates the show’s 199th episode, coinciding with the dawn of 2025. Kennedy reflects on the remarkable journey of reaching the 200-episode milestone, emphasizing the dedication, family support, listener engagement, and sponsor contributions that made the achievement possible. He offers insights into how success in podcasting mirrors the principles of business development—consistency, strategic planning, and a commitment to delivering value.

The episode also revisits the core principles of business development, redefining it for the modern era. Kennedy highlights the strategic role of identifying and pursuing new opportunities, differentiating business development from account management and sales. He stresses the importance of human connections, active outreach, and leveraging digital tools like LinkedIn. He also advocates for setting clear growth targets, regularly reviewing marketing materials, and building personal brands to establish trust and engagement. Concluding the episode, Kennedy underscores the value of persistence and measurable success in securing meetings as the cornerstone of business growth, aiming to empower listeners to thrive in the new year.

Key Takeaways:

1. Business development is about creating new opportunities, building relationships, and driving growth, not managing existing accounts.

2. Set clear revenue growth goals and calculate the number of meetings required to achieve them.

3. Regularly update marketing materials to ensure they are visually appealing, accurate, and engaging.

4. Develop a target list of prospective clients and make consistent outreach efforts to engage them.

5. Identify your ideal customer profile to ensure you’re targeting the right industries, roles, and locations.

6. Build a strong personal brand on platforms like LinkedIn to establish trust and credibility.

7. Human-to-human interactions through calls, emails, and meetings remain essential for building relationships.

8. Persistence is key—expect to make multiple attempts before securing meetings with prospects.

9. Measure success by the number of meetings booked, as they drive long-term revenue opportunities.

10. Plan ahead and stay consistent in your efforts to maintain momentum and achieve sustainable success.

Links referenced in this episode:

• www.capitalbd.ca

Companies mentioned in this episode:

• Capital Business Development
• Hypervac Technologies
• Foresight for IT
• Maverick NDT Inspection
• Fabled Solutions
• Plains Equipment Rentals

🚀 Ready to take your business development skills to the next level? Join The Business Development Mastery Program with Kelly Kennedy and transform the way you approach growth. Whether you’re a seasoned pro or just starting out, this program is designed to give you the tools, strategies, and confidence to create new opportunities, build authentic relationships, and drive success like never before. Don’t just learn—master the art of business development and make 2025 your breakthrough year! Let’s build something extraordinary together. 🌟

👉 Learn more and sign up today: Book a Discovery Call Now!

In Episode 198 of The Business Development Podcast, host Kelly Kennedy sits down with Zael Miransky, certified financial planner and president of MCO Private Wealth, to discuss actionable strategies for mastering financial decisions and building long-term wealth. Zael shares insights into key financial principles, including managing cash flow, understanding corporate structures, and navigating Canada’s new capital gains tax. With a focus on practical steps for entrepreneurs and professionals, Zael emphasizes the importance of aligning financial goals with personal values, ensuring that wealth serves as a tool for both freedom and security.

The episode also takes a personal turn as Zael reflects on his unique journey from being a Canadian pop star to becoming a trusted financial advisor. He shares how his early career shaped his resilience and drive, and how he now helps clients plan for retirement, protect their families, and achieve financial independence. Through thoughtful discussion, Zael and Kelly explore how business owners can make smarter decisions, avoid common pitfalls, and build a future rooted in both financial and personal success. Whether you’re starting your wealth journey or looking to optimize your financial strategy, this episode is packed with valuable takeaways.

Key Takeaways:

1. Understand your cash flow by tracking what comes in and what goes out—this is the foundation of financial success.

2. Separate personal and business finances to ensure clarity and long-term stability.

3. Use both an operating company and a holding company to protect your assets and minimize liability.

4. Avoid making decisions based solely on taxes; focus on what’s best for your financial goals.

5. Diversify investments across interest-bearing, capital appreciation, and dividend-paying options.

6. Recognize that success requires perseverance and learning from failures.

7. Plan for the future by setting clear financial goals for retirement, investments, and lifestyle needs.

8. Build a network and leverage trusted advisors to guide your financial and business decisions.

9. Be honest about your financial structure and avoid shortcuts that could create long-term risks.

10. Always prioritize purpose and fulfillment over money alone—true wealth comes from balance.

Links referenced in this episode:

• www.capitalbd.ca
• mcowealth.com

Companies mentioned in this episode:

• MCO Private Wealth
• Capital Business Development

Unlock Your Business Potential with Expert Guidance from Kelly Kennedy

Are you ready to take your business to the next level? With nearly two decades of experience in business development, Kelly Kennedy's Business Development Mastery Program provides the tools, strategies, and mentorship you need to overcome challenges and achieve measurable results. Tailored to your unique goals, this program is designed to help you build confidence, sharpen your strategy, and accelerate your success.

Don’t settle for incremental progress—start your transformation today. Take the first step toward building the business and life you’ve always envisioned. Learn more and get started now: Business Development Mastery Program.

In this special Christmas episode of The Business Development Podcast, Kelly Kennedy shares 10 actionable strategies to help you kickstart the new year with momentum and set your business up for success in 2025. From the importance of goal-setting and defining financial targets to creating an ideal customer list and evaluating your marketing materials, Kelly emphasizes the power of preparation and intention. With his signature authenticity, he breaks down practical steps to clean up your CRM, elevate your social media strategy, and build your personal brand. Whether it’s committing to authentic human connection or identifying key buying positions, these strategies are designed to help you stay ahead and achieve measurable growth.

Kelly also reflects on the incredible growth of the podcast in 2024, expressing gratitude for the listeners, sponsors, and community who made it possible. He invites listeners to embrace the magic of the season by taking time to plan and believe in their potential for the coming year. With a focus on momentum, authenticity, and bold goal-setting, this episode is your ultimate guide to starting the new year strong. Whether you’re an entrepreneur, business professional, or aspiring leader, these tips will inspire you to take intentional steps toward success.

Key Takeaways:

1. Start the year by writing down clear business, personal, and family goals to set your intentions.

2. Set a financial target at least 15% higher than the previous year and plan how to achieve it through new clients.

3. Create a fresh top 50 ideal customer list to focus your efforts on high-value opportunities.

4. Clean up your CRM by removing clutter and prioritizing new, high-potential contacts.

5. Evaluate and update your marketing materials to ensure they are visually engaging and relevant.

6. Develop a consistent social media strategy with at least one post per week to grow brand awareness.

7. Build a personal brand by sharing authentic, human-centered content that highlights your expertise and passions.

8. Identify and target the key buying positions for your products or services to streamline business development.

9. Commit to authentic human connection by prioritizing face-to-face meetings, calls, and personalized engagement.

10. Believe in yourself, face your fears, and take intentional actions to build momentum and achieve success.

Ready to Unlock Your Full Potential in 2025?

Take your business to the next level with The Business Development Mastery Program by Kelly Kennedy. Designed for entrepreneurs, leaders, and business professionals, this program offers tailored strategies to help you build confidence, refine your approach, and achieve measurable results. Whether you're struggling to find clarity, streamline your efforts, or reach ambitious goals, Kelly’s expert coaching will guide you every step of the way.

Start creating a business you’re proud of—one meeting, strategy, and win at a time. Your transformation begins here: Capital Business Development Coaching.

In this episode of The Business Development Podcast, Kelly Kennedy sits down with Jermaine Murray, founder of Jupiter HR and a trailblazer in the tech recruitment space. Known as “The Jobfather,” Jermaine has revolutionized hiring practices for Black professionals in tech, helping over 400 individuals secure life-changing roles while building a talent community of over 10,000 members. Jermaine shares his journey from a challenging job market experience to creating a purpose-driven business that champions equity and opportunity. With strategic partnerships with companies like Shopify and Spotify and a strong presence on platforms like LinkedIn and Twitter, Jermaine reveals how advocacy, transparency, and community have been pivotal in his success.

The conversation delves into the realities of systemic bias in recruitment and how businesses can create more equitable hiring processes. Jermaine reflects on his entrepreneurial journey, discussing the lessons he’s learned, the challenges of balancing passion with practicality, and how persistence has fueled his mission. Whether you’re an entrepreneur, recruiter, or advocate for change, this episode offers valuable insights into breaking barriers and making an impact in business and beyond. Don't miss this inspiring conversation with a leader who’s redefining what it means to build opportunities in the tech industry.

Key Takeaways:

1. Passion is the foundation of entrepreneurship; solve a problem that deeply resonates with you.

2. Taking imperfect action is better than waiting for the perfect plan—start and refine as you go.

3. Building diversity in hiring requires active sourcing and intentional efforts to include underrepresented talent.

4. Systemic bias in recruitment persists, but advocacy and transparency can drive meaningful change.

5. A supportive community amplifies your mission and provides strength along the journey.

6. Transparency in job search strategies empowers candidates and builds trust.

7. Trial and error are part of growth—failures are steps toward future success.

8. Leadership buy-in is essential for sustainable diversity and inclusion efforts.

9. Your lived experiences and unique perspective are invaluable assets in business.

10. Stay open and prepared for unexpected opportunities—they often lead to the greatest success.

Struggling to find clarity or direction in your business development journey?

Building a thriving business can feel overwhelming at times—balancing growth strategies, finding the right opportunities, and staying motivated through the ups and downs. If you’ve ever felt stuck, uncertain, or like you’re spinning your wheels without seeing results, you’re not alone.

That’s why I’ve dedicated my career to helping entrepreneurs, business owners, and professionals like you take control of their business development strategy. Together, we’ll break through barriers, tackle the challenges you’re facing, and create a clear, actionable plan for growth.

💡 Ready to take the next step? Discover personalized coaching designed to meet you where you are and take you where you want to be. Start your journey today and unlock your potential with the tools, strategies, and guidance you need to succeed.

🔗 Begin your transformation now: Capital Business Development Coaching

Links referenced in this episode:

• www.capitalbd.ca
• jupiterhr.ca

Companies mentioned in this episode:

In Episode 195 of The Business Development Podcast, Kelly Kennedy explores the power of planning and why flexibility is just as critical as having a plan. He shares his yearly ritual of mapping out show topics, personal goals, and business objectives, emphasizing how a clear roadmap helps maintain momentum and focus. However, Kelly reminds listeners that plans rarely go exactly as intended—and that’s okay. The true magic lies in declaring your intentions and taking the first step, even when the entire path isn’t clear. With relatable examples from his own journey, including the unexpected success of the podcast and his business, Kelly illustrates how being open to change often leads to greater outcomes than initially imagined.

Kelly encourages listeners to grab a notepad, write out their goals, and trust the process, knowing that the execution will evolve. He shares insights on overcoming creative blocks, the importance of staying adaptable, and the value of persistence when things don’t go perfectly. Whether it’s starting a podcast, building a business, or chasing personal aspirations, Kelly emphasizes that progress begins with a simple plan and a willingness to embrace the unexpected twists along the way. This episode is an inspiring call to action for anyone ready to make an impact in 2025.

Key Takeaways:

1. The power of planning provides direction and keeps you focused on your goals.

2. Plans rarely go perfectly, and that’s okay—flexibility is critical for success.

3. Writing down your intentions makes them tangible and helps turn ideas into action.

4. Even big accomplishments start with small, intentional steps.

5. Planning ahead reduces creative blocks and allows inspiration to flow when needed.

6. Success often comes from unexpected opportunities—be ready to say yes.

7. Progress matters more than perfection; moving forward is what counts.

8. Trust the process, even when the path looks different than you planned.

9. Consistency and persistence, even on hard days, will keep you on track.

10. Believe in yourself and your ability to adapt, grow, and achieve success.

The Business Development Mastery Program

Are you ready to take your business development skills to the next level? The Business Development Mastery Program is designed to give you the clarity, strategy, and tools you need to achieve outstanding results. Whether you’re a business owner, business development professional, or marketing specialist, this program will help you create a focused plan, know exactly what to do (and when to do it), and build the confidence to execute with precision.

Led by Kelly Kennedy, an Executive Business Coach and host of The Business Development Podcast, this 6-session program covers everything from goal setting and marketing materials to CRM mastery, social media strategy, and active marketing processes. By the end, you'll have a clear roadmap, a refined strategy, and the confidence to grow your business consistently and successfully.

Ready to create a plan that works? Book a discovery call with Kelly Kennedy today and start achieving your 2025 goals.

Let’s build something extraordinary together. 🚀