Marketing Without Research Is Guesswork:

Lee Hill on Why SMEs Jump Too Fast

In this episode of Dorset Business Matters, I’m joined by Lee Hill, founder of Runway.

Lee and his team do two things. For larger businesses and corporates, they deliver customer and market research. For SMEs, they’ve recently launched a drop-in Head of Marketing service for Managing Directors who need proper strategic support, without the cost or commitment of a full-time hire.

The conversation hits a nerve straight away. Most SME marketing fails for one simple reason: people jump straight to execution. They start posting on social media, hiring a freelancer, running ads, sending emails… but they have not done the thinking first. Lee’s view is refreshingly blunt. If you have not stepped back to answer why the business exists, what problem it really solves, and what customers actually need, then what you are doing is not marketing. It is just activity.

We talk about:

• Why marketing gets cut first when times are tough, and why that is usually the worst move

• The difference between marketing and sales, and why most businesses confuse the two

• How research often saves companies a “bucket load” of money by stopping them choosing the wrong channel

• What “lightweight” research actually looks like (and why you do not need 1,000 survey responses)

• Why websites were originally built like print brochures, and why that mistake still kills conversions today

• How brand trust can make people tolerate a clunky website, but new businesses do not get that luxury

• The smart way to use AI in marketing (hint: not asking it to invent your strategy from outdated online data)

• Lee’s real business lessons from COVID, scaling too fast, and building the second business with more discipline

• His practical advice for anyone about to leave employment and start a business

• His book recommendation: Good to Great by Jim Collins, especially the part about hiring self-motivated people

If you’re building a business and your marketing plan is “in your head”, this episode will give you a friendly shove. Lee’s core message is clear: start with research, get confident in the problem you solve, then spend money on execution.

From Teen IT Fixer to Trusted MSP: Building OTECH with Confidence, Character and Care

In this episode of Dorset Business Matters, I sit down with Kyle Sharland, founder and Managing Director of OTECH, a managed service provider supporting businesses across the UK with IT, cloud infrastructure and cybersecurity.

Kyle’s journey didn’t start with a grand plan or corporate backing. It started at 15 years old, fixing servers on an industrial estate, learning the trade hands-on, and building trust one relationship at a time. Ten years on, OTEC is a growing, values-led business with a strong reputation and a clear view on where IT, cyber and responsibility are heading.

We talk about:

• Starting young and learning by doing

• Building a business without losing your humanity

• The loneliness of early-stage business ownership

• Why confidence matters more than credentials

• Pricing, churn and having the courage to charge properly

• Cybersecurity myths and what small businesses really need

• When to bring in external help and why support networks matter

• Responsibility, leadership and carrying other people’s livelihoods

• Giving back through OTEC’s laptop donation scheme for schools and charities

This is a thoughtful, honest conversation about business growth, pressure, purpose and doing the right thing — even when it’s hard.

If you’re a business owner, founder or leader navigating growth, self-doubt or complexity, this episode will give you perspective, reassurance and practical insight.

From Garden Shed to 7,000 Sq Ft: Building Mad Mowers

What started as a home-schooling project fixing broken lawnmowers in a garden shed has grown into a serious Dorset business with a 7,000 sq ft unit, commercial contracts, cutting-edge technology and a clear plan for the future.

In this episode of Dorset Business Matters, I sit down with Michael and Andrew Drapper of Mad Mowers. Michael, just 18 years old, is Managing Director. Andrew is his dad, business partner and the steady hand behind the scenes. Together, they share an honest, no-nonsense account of what it really takes to build a business from scratch.

We talk about:

• Growing a business without a grand plan – and why that’s more common than people admit

• The reality of being a teenage Managing Director

• Cashflow shocks, seasonality and nearly getting caught out

• Why shiny object syndrome kills progress

• Moving from paper tags to fully customised systems using Notion

• The shift from petrol to battery and robot mowers

• Commercial contracts, service plans and recurring revenue

• Hiring, process building and stepping out of the day-to-day

• Why getting a business coach earlier would have saved pain and time

This is a grounded, practical conversation about learning the hard way, staying focused, and building something that lasts.

If you’re starting out, scaling up, or wondering why running a business feels harder than you expected, this episode will resonate.