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Unlocking Value
Unlocking Value is designed to give founders and owners of professional services firms more confidence when they're working toward an exit or thinking about taking on investment.
Across six episodes, our host John Howard speaks with founders, investors and advisors about the moments that define the transaction journey - how to get ready, what to expect and how to succeed.
We cover everything from value drivers and team alignment to investor expectations and life after the deal. You’ll hear from people who’ve sold their firms, taken minority investments, stayed on, exited and started again – and from those who advise or invest in firms like yours every day.
Unlocking Value
Episode 15: Tom Burnet – Building With Intent: Lessons on Focus, Client Service and the Courage to Make Tough Decisions
In this episode of the Unlocking Value podcast, John Howard speaks with Tom Burnet, an experienced chair, former public company chief executive and long-time leader across technology, services and people-centred organisations.
Tom’s career spans the army, entrepreneurship, public markets and multiple board and advisory roles. On paper it looks unconventional. In practice, a consistent pattern runs through everything he has built. He leads with intent. He focuses on the few priorities that genuinely create value. He is willing to stop initiatives that no longer serve the mission, even when doing so is uncomfortable.
Together, John and Tom explore what it means to build a business on purpose rather than drift with momentum. They discuss how to choose the right priorities, how to make difficult decisions under pressure and how ego, if left unchecked, can become one of the most expensive liabilities in any leadership team. Tom also shares a memorable metaphor about knowing when to “drown the puppies”, his candid way of describing the discipline of ending projects early before they drain time, money or energy.
Key discussion points include:
- What building with intent really looks like in practice
- Why ego quietly destroys more firms than market conditions do
- How to recognise when an initiative should end and act quickly
- What to do when your core market tightens and the firm needs to refocus
- How the best professional services firms become indispensable
- Why trusted advisers and independent voices can help keep leaders grounded
For founders, leaders and investors in professional services businesses, this is a candid and practical conversation about building long-term value with clarity, discipline and intent.
Host: John Howard, Partner at Garwood Growth
Guest: Tom Burnet, Non Executive Director