Long Term Thinking for Business Success

The Power of Saying No: Derya Horasan, Scientific Fire Services

What does it take to move to a new city with zero connections, build a thriving engineering consultancy, and eventually become a company director? In this compelling episode, Derya Horasan shares how he transformed Scientific Fire Services' Sydney office from a two-person operation to a respected team of nine professionals.
Rather than pursuing traditional networking, Derya built relationships with peers at his level who grew alongside him in their careers. His philosophy that "you're only as good as your last report" created a reputation that attracted clients without aggressive marketing.
When you listen, you will appreciate Derya's candid insights about learning to separate emotions from business decisions and the power of declining projects that don't align with company values. His creation of an engineering management structure demonstrates how leadership must evolve as companies grow.
From succession planning challenges to adapting relationship-building for younger generations, this episode offers practical insights for anyone building a sustainable industrial business based on quality, culture, and strategic relationships.

Building a Category-Defining Business and Setting a New Standard in Plant Assessment: Ben Horstmann, Consolidated Planet Service

What happens when a former diesel mechanic decides to solve one of the construction industry's biggest hidden problems?
After an injury ended his original career path, and his adventures took him from Australian mines to the mountains of Kazakhstan, Ben Horstmann spotted a critical gap in how construction and mining companies manage equipment safety and compliance.
Eight years ago, he launched Consolidated Plant Services with a passionate refusal to hire any employees. Today, his team has assessed tens of thousands of pieces of equipment and is redefining industry standards across Australia. Ben’s journey from technical expert to business leader wasn't straightforward.
In this episode, Ben shares candid insights about building a category-defining business. He explains why he fired customers who didn't align with his values, how he overcame his resistance to building a team, and his unconventional approach to growth, which prioritises long-term relationships over "sugar-hit" profits.
Whether you're running an engineering firm, a technical services company, or any business where quality and reputation are paramount, Ben's insights on building a sustainable, values-driven organisation while maintaining technical excellence are invaluable. His story demonstrates how combining technical expertise with strong values and long-term thinking can create a unique and successful business model in a traditional industry.
Join us to discover how combining deep technical expertise with strong values can create a unique and successful business model in a traditional industry.

From Utility Expert to Engineering Entrepreneur: How One Decision Changed Everything: Jonathan De Carlo, Grid Power Design

What happens when a successful utility engineer trades job security for entrepreneurial freedom? In this compelling episode of Long Term Thinking for Business Success, Jonathan De Carlo reveals how his dream of a relaxed lifestyle business transformed into a thriving engineering consultancy.
After two decades in the utilities sector, Jonathan launched Grid Power Design with visions of three-day weekends. Instead, he discovered the challenging reality of building a specialised engineering firm.
His candid insights about maintaining quality while scaling, innovative approaches to competitor collaboration, and the ongoing struggle to step back from technical work offer valuable lessons for technical professionals considering entrepreneurship.
Learn how Jonathan:
Built a respected engineering consultancy from scratch
Developed a unique "mum test" for technical documentation
Created collaborative relationships with competitors
Plans to transition from technician to true business leader
This episode is for engineering professionals ready to build their own success stories.

From Surfer to Director: How a Cheeky Interview Built a 28-Year Engineering Career: Michael Grogan, Birzulis Associates

In this episode, with Michael Grogan, one of the directors at Birzulis Associates, a consulting engineering firm that's been shaping Australia's structural landscape since 1989.
Michael's journey from a laid-back surfer and cinema ticket-taker to becoming a key leader in one of Sydney's respected engineering firms is entertaining and inspiring.
What stands out is Michael's refreshingly honest account of his accidental entry into engineering. Picture this - a fresh University of Newcastle graduate who only applied for the job to get his father off his back, then cheekily told the 67-year-old interviewer that he looked close to retirement or death! That bold move surprisingly landed him his first and only job since graduating.
The conversation takes fascinating turns as Michael shares how the firm evolved from a 12-person operation to their current success with offices in Sydney and Newcastle.
He provides invaluable insights into maintaining quality while growing, including their innovative "pod" system for project management and unique hiring approach, where personality fit often trumps technical brilliance.
Michael's candid discussion about the challenges of transitioning from engineer to leader makes this episode particularly valuable for business owners. His struggle with letting go of technical work to focus on management and how he eventually found a balance that allowed him to return to his engineering roots while leading the company offers practical lessons for anyone facing similar challenges.
Michael's straightforward discussion about their commitment to quality over profit, even when it means standing up to powerful clients, demonstrates how strong principles can drive sustainable business success.
Whether you're an engineering professional, business owner, or simply interested in how successful businesses navigate growth while maintaining their values, this conversation offers actionable insights and authentic perspectives on building a sustainable professional services firm.

From Tragedy to Triumph: How a Water Crisis Transformed This Engineering Business – Larry Narunsky, Convergent Water Controls

In this episode, Larry Narunsky shares his 28-year history as the technical director and founder of Convergent Water Controls (CWC) and how his company has become a cornerstone of Australia's water treatment industry over the past 28 years. 
 Larry's story is a testament to the power of technical expertise and strategic business acumen.  
After migrating from South Africa with an engineering background, he transformed a small electronic services business into a thriving enterprise that now employs 15 people and serves as a crucial solutions provider in the water treatment sector.  
What makes Larry's journey particularly fascinating is how he navigated significant industry changes, including a pivotal moment following a tragic incident at Melbourne Aquarium that reshaped safety standards in cooling tower maintenance. 
Throughout our conversation, Larry shares invaluable insights into building a sustainable business alongside his brother, emphasising the importance of clear role division and systematic documentation.  
His approach to hiring - prioritising engineering expertise over pure sales experience - has proven instrumental in building lasting client relationships based on technical competence rather than traditional sales tactics. 
One of Larry's most compelling aspects of his leadership philosophy is his commitment to systematic processes and quality assurance. Under his guidance, CWC has developed robust internal systems that allow the business to operate efficiently while maintaining high service standards.  
The candid discussion about the challenges of stepping back from day-to-day operations and the importance of building a sustainable organisation offers practical wisdom for business owners contemplating their succession planning. 
Whether you're an engineering business owner, an industrial sector entrepreneur, or simply interested in building a sustainable business, this episode offers rich insights into the delicate balance of technical excellence, systematic growth, and exceptional customer service.  
Join us as Larry shares his journey from a one-man operation to leading a respected player in Australia's water treatment industry. 

People-First Engineering: A Journey to Sustainable Success: Russell King, MEX Engineering

Join us for an insightful episode of "Long Term Thinking for Business Success" as we delve into the journey of MEX Engineering Group with its founder and CEO, Russell King. In this episode, Russell shares the transformation of MEX Engineering into a people-driven organisation and its vision to become Australia's leading engineering service provider. 
Discover how Russell and his team have cultivated an enjoyable and sustainable culture by prioritising people over profit, safety, and quality. Gain valuable insights into their unique approach to hiring based on cultural fit and the "hungry, humble, and smart" framework.  
Explore the challenges and triumphs of creating a sustainable business that lasts decades and learn about the founder's pivotal role in driving continuous change.  
Uncover the secrets behind MEX Engineering's client engagement strategies, from building lasting relationships to prioritising impactful activities.  
Take advantage of this engaging conversation as Russell King shares his wisdom on leadership, strategic initiatives, and the art of creating a best-in-class team. Tune in to gain inspiration for your business journey and learn how to foster a thriving, people-centric organisation. 

Navigating Challenges and Cultivating Trust: Insights from Paul Wehbe, Infrastructure Engineering Group

In this Long Term Thinking for Business Success episode, I sit down with Paul Wehbe, Managing Director of Infrastructure Engineering Group (IEG). With over 20 years of experience in the electrical infrastructure industry, Paul walks us through his transition from a corporate role at Ausgrid to starting IEG, which focuses on delivering innovative, client-centered utility solutions. What began as a side business offering 3D design and modelling services evolved into a fully-fledged consulting company specialising in high-risk utility infrastructure projects.
Paul shares the early challenges of managing a small business and learning how to deal with demanding clients, quoting uncertainties, and avoiding scope creep. He reveals that becoming an entrepreneur wasn’t originally planned, but his passion for pushing boundaries and trying new things made it a natural transition. 
One of the early lessons Paul highlights is understanding how to manage risk and uncertainty while ensuring clear communication with clients. He believes success comes from delivering great work and building lasting relationships through trust and transparency.
As we delve deeper into the discussion, Paul discusses the importance of company culture and personal branding for himself and his team. He emphasises the idea of being selective with clients, focusing on alignment with their values and leadership, which has been critical to IEG’s growth. 
Paul also discusses building trust and accountability within a team, sharing stories from his leadership experiences to set the right example. He believes that employees should reflect the company’s values and build strong personal brands so that clients remember them for their excellent service.
Paul is proud of the team culture at IEG, particularly the feedback they receive from clients who request specific team members by name, even if they weren’t initially assigned to a project. He notes that this kind of client loyalty comes from consistently providing a "red carpet experience," which has helped IEG establish a reputation as a trusted advisor in the utility infrastructure space.
One of Paul's top insights is the importance of strategic hires in scaling a business. He realised early on that to achieve stability and growth, he needed to hire a team he could trust unconditionally. He also highlights the need for flexibility and a "flex strategy" when scaling to handle surges in demand. This approach has helped IEG manage periods of rapid growth without compromising on quality.

Dario Valenza: Flying High: Tech Innovation Uncharted Skies

Dario Valenza's innovation journey is a captivating narrative of perseverance, creativity, and strategic vision. From his early career in yacht racing to pioneering advancements in uncrewed aerial systems, Dario's trajectory embodies the essence of a true innovator. His passion for design and performance excellence has been a driving force throughout his life, evident in his contributions to America's Cup teams and his relentless pursuit of technological advancement.
As the founder of Carbonix, he has led the charge of developing high-performance aerial systems that capture high-resolution data over large geographic areas and complex terrains. This endeavour has revolutionised workflows, reduced costs, and significantly lowered carbon emissions, underscoring Dario's dedication to environmental sustainability.
The conversation with Dario delves into the intricacies of his journey, offering insights into the challenges and triumphs of building a technology-driven business from the ground up. His experiences in securing strategic partnerships, navigating the complexities of hardware development, and the pivotal role of customer-driven innovation provide a rich tapestry of lessons for aspiring entrepreneurs and industry enthusiasts alike.
Dario's story is one of resilience and adaptability, marked by the fusion of his expertise in design thinking with a keen understanding of market dynamics. His unwavering pursuit of excellence and his ability to transform visionary ideas into tangible, real-world solutions inspire those embarking on their own innovation odyssey.
Join me as we explore Dario Valenza's story of innovation and delve into the intersection of vision, technology, and business success.

Pete Sackett: The Art of Expertise and Conversations for Sustainable Success

In this insightful episode, Pete Sackett, the Founder and Director of CDE Design Solutions, shares his wealth of experience and knowledge on building a sustainable engineering business.  
He started CDE in 2001 after spending several years working in various engineering roles. His initial vision was to provide drafting and factory-related mechanical engineering services to local food manufacturers. 
Pete shares the challenges and pivotal moments that have shaped the company's trajectory. He emphasises the pivotal role of having deep expertise in his team to build specialisation and create a unique market position  
We explore Pete’s approach to fostering open dialogue within the company and with clients, emphasising the value of regular discussions to gauge progress, address challenges, and ensure smooth operations.  
Over the course of 20 years leading CDE, Pete has accumulated a collection of captivating anecdotes and real-world examples that he generously shares with us. He takes the opportunity to explore key moments in CDE Design Solutions' history, including fundamental decisions that have greatly influenced the company's trajectory. 
Pete's candid storytelling and practical wisdom make this episode a great listen for anyone seeking a deeper understanding of sustainable business practices and long-term success. 

Nina Kilpinen: From Engineering to Retail and Back Again: Unconventional Career Journey

In this episode of the Long Term Thinking for Business Success podcast, I sit down with Nina Kilpinen, the Managing Director of Seed Engineering, a specialist engineering consulting firm.  
Nina's career journey is anything but conventional. After spending almost, a decade as an engineer, she left the industry to build a shoe retailing business. Her entrepreneurial spirit led her back to engineering, where she now brings a unique perspective to project development and management. 
In this wide-ranging conversation, Nina shares her insights on overcoming barriers, the importance of project management, balancing engineering and entrepreneurship, and the value of career flexibility. She also discusses the challenges and rewards of being a female leader in a male-dominated industry. 
Whether you're an engineer, an entrepreneur, or a business owner, there's something for everyone in this episode. Nina's story is inspiring, her insights are valuable, and her passion for her work is contagious. So, sit back, relax, and enjoy this conversation with Nina Kilpinen.