In this slightly different episode of Made to Grow, the tables are turned as regular collaborator and returning guest Angela Fumpson interviews Rich Dale about what really makes digital transformation succeed in manufacturing businesses.

The conversation goes beyond software features and implementation plans to focus on the human side of change - leadership, vision, team buy-in, process clarity and the practical realities of helping manufacturers move from firefighting and friction towards better systems, stronger communication and more scalable ways of working.

About the Guest

Angela Fumpson is a quality and manufacturing expert, a regular collaborator with Flowlens, and a familiar voice to Made to Grow listeners. She has appeared on the podcast before and is also one of the expert contributors featured in Flowlens’ FEARLESS Guide to Digital Transformation.

Key Topics in This Episode

In this episode, Angela takes over the interviewer’s chair to ask Rich about his own experience of digital transformation, leadership and software adoption in manufacturing. The result is a thoughtful conversation about what businesses often get wrong, what success really looks like, and why digital transformation is as much about people and process as it is about technology.

• Why a clear vision helps leaders make better decisions and stay on course during periods of change
  

• How to recognise whether a company is genuinely ready for digital transformation
  

• Why successful transformation depends on team engagement, not just leadership intent
  

• The soft signs of progress, including curiosity, experimentation and a willingness to improve incrementally
  

• How better systems can reduce noise, improve communication and create more visibility across the business
  

• Why implementation should focus on solving business problems, not just ticking off software features
  

• The importance of giving people time to adapt, build habits and grow into new ways of working
  

• How to identify quick wins and low-hanging fruit that relieve pressure and improve cash flow early on
  

• Why manufacturers need to understand their processes before choosing software
  

• The risks of trying to force bad processes into a new system
  

• Why digital transformation needs a credible internal champion with authority, experience and time
  

• How Flowlens is thinking about the future of manufacturing technology, including AI, automation and secure use of data
  

What’s Next?

If you’re a manufacturer thinking about digital transformation, reviewing your systems, or trying to work out how to prepare your business for change, this episode is a useful place to start.

For further reading, download the Fearless Guide to Digital Transformation from the resources section at Flowlens.com, where you’ll find practical advice, expert input and common-sense guidance on preparing your business for software adoption and long-term operational improvement. Rich also invites listeners to get in touch directly if they’d like to discuss their own business challenges or request a paper copy of the guide.

If you’re enjoying Made to Grow, make sure to listen, watch and subscribe for more conversations on manufacturing systems, operational improvement, digital transformation and practical advice for growing manufacturers.

Follow the podcast for future episodes, and share this one with anyone in your team or network who is thinking seriously about how to make digital change work in the real world.

In this episode of Made to Grow, host Rich Dale is joined by Rich Webley, founder of Framework Twelve, to explore why marketing so often underperforms in SME manufacturing businesses.

Drawing on nearly 20 years of experience leading and fixing marketing functions in manufacturing, Rich explains why marketing problems are rarely caused by a lack of effort or ideas. Instead, he argues that many businesses struggle because their marketing function lacks the structure, maturity, and systems needed to support growth.

The conversation focuses on how manufacturers can move away from reactive, fragmented marketing activity and towards a systemised approach that delivers more consistent return on investment.

Rich Webley is a fractional marketing director who works exclusively with manufacturing and industrial businesses. After spending two decades in senior in-house marketing roles, he founded Framework Twelve to help manufacturers run marketing as a fully managed, outsourced function.

Framework Twelve provides marketing function-as-a-service for SME manufacturers, combining experienced leadership, structured systems, and specialist execution to support sustainable growth.

Key topics:

• Why marketing “not working” is rarely a people or effort issue

• What marketing maturity looks like in manufacturing SMEs

• How marketing becomes reactive and operates as a service desk

• The limits of single-hire and traditional agency models

• Why systems and cadence matter in marketing

• Using 90-day cycles to improve focus and accountability

• Where AI genuinely adds value in manufacturing marketing

• Practical advice for CEOs who feel stuck at a growth ceiling

If you’re a manufacturing leader questioning the return you’re getting from marketing, this episode offers a useful reframing. Rather than changing tactics or suppliers, Rich encourages businesses to step back and assess whether their marketing function is actually designed to support the level of growth they’re aiming for.

• Framework Twelve
• Connect with Rich Webley on LinkedIn

Subscribe to Made to Grow on your preferred podcast platform to hear more conversations focused on helping SME manufacturers grow through better systems, strategy, and decision-making.

The first episode of Made to Grow for 2026 tackles a topic that’s moving fast from “worth keeping an eye on” to a real, practical issue for UK manufacturers: CBAM – the Carbon Border Adjustment Mechanism.

Rich Dale is joined by Rebecca Meadows to explain what CBAM actually means for UK and EU supply chains, why 2026 is the year to prepare, and how better data, systems and reporting can turn regulation into a competitive advantage. If you work in SME manufacturing, import materials like steel or aluminium, or rely on complex supply chains, this episode offers clear, practical manufacturing insights without the usual regulatory fog.

Rebecca Meadows is the Founder and MD of Nexus Earth Group, a sustainability consultancy supporting SME manufacturers. Her work focuses on helping businesses navigate CBAM and other reporting frameworks using accurate Scope 1, 2 and 3 emissions data, improving operational efficiency through smarter energy and production decisions, and connecting manufacturers with grants and support programmes such as those linked to the UK Shared Prosperity Fund. Her core message is simple: carbon compliance should be treated as an opportunity, not a burden.

CBAM is designed to prevent carbon leakage by ensuring imported goods reflect the carbon cost of their production. While CBAM is already live in the EU, the UK version comes into force in January 2027, making 2026 a crucial preparation year. Importers will be responsible for declaring embodied carbon, exporters will be expected to provide reliable data, and poor data or estimates can lead to higher costs and lost contracts.

The episode explores which sectors are currently in scope, including steel, aluminium, cement, fertilisers and hydrogen, and why CBAM is likely to broaden over time. Even manufacturers not directly in scope should expect increasing requests for carbon data from customers and suppliers.

A key theme throughout the conversation is the role of data and systems. Rebecca and Rich discuss why default carbon estimates are expensive, how proper measurement protects margins, and why manufacturing software, MRP systems and digital production data are becoming essential. Bills of materials, supplier data and energy usage all feed into CBAM reporting, while low-cost monitoring and automation can uncover inefficiencies that directly impact the bottom line.

UK CBAM reporting will be managed by HMRC and is expected to operate in a similar way to a tax return, with quarterly submissions. Manufacturers will need reliable supplier data, visibility across supply chains and confidence in the accuracy of their figures.

If you’re an SME manufacturer looking for practical guidance on CBAM, manufacturing software, MRP and future-proofing your supply chain, this episode is a strong place to start.

Tools and resources from Nexus Earth Group: https://www.nexusearthgroup.com/

Subscribe to Made to Grow for more manufacturing insights, business podcast episodes and practical advice for growing manufacturers throughout 2026.

About the Guest

Fred Copestake is a sales trainer and consultant at Brindis with 25 years’ experience across 38 countries, training 10,000+ salespeople. Author of Selling Through Partnering Skills (2020), Hybrid Selling, and Ethical Selling (2024), he helps engineering and manufacturing teams adopt collaborative, problem-led selling that supports sustainable growth.

Key Topics in This Episode

• Why relevance beats mass personalisation in B2B sales for manufacturers
  

• Moving from product talk to problem, outcome and value in manufacturing sales
  

• A simple five-part approach: find fit, research deeply, act as a sense-maker, co-create the solution, deliver outcomes
  

• Avoiding the “entitled approach” and the engineering “super-ego” in technical selling
  

• What hybrid selling looks like now, and when to prioritise in-person contact
  

• Cutting through noise in lead gen: short video, well-structured calls, and useful LinkedIn posts
  

• Using account-based marketing principles to target the right manufacturers and stakeholders
  

• A weekly rhythm for sales development for manufacturers: educate, engage, entice
  

What’s Next?

If you’re tightening commercial focus while modernising operations, pair this episode with Flowlens’ free FEARLESS Digital Transformation eBook. It outlines practical steps for change management and systems adoption so your business development for manufacturing firms aligns with how you actually deliver.

Further Reading & Resources

• Download the free FEARLESS Digital Transformation eBook – Flowlens
  

• Fred Copestake on LinkedIn (scorecards and resources)
  

• Brindis – Sales training and consultancy for engineering and manufacturing teams
  

• Flowlens website
  

Enjoying the Podcast?

Follow Made to Grow and leave a short review to help other SME manufacturers find useful manufacturing insights.

In this episode of Made to Grow, Rich Dale speaks with Mark Wood, Managing Director of Alliance Procurement Solutions, about how SME manufacturers can unlock real improvements using the data and systems they already have. Drawing on his 20+ years of experience, including time at Rolls-Royce, Mark shares practical ways to use better procurement, reporting, and decision-making to cut costs, boost profitability, and reduce inefficiencies.

This isn’t about chasing shiny tech or running massive transformation programmes—it’s about spotting low-hanging fruit, improving what you already do, and giving your team the tools to do their jobs better.

About Our Guest

Mark Wood is Managing Director of Alliance Procurement Solutions. With a background in senior procurement roles at Rolls-Royce, Mark now works closely with manufacturing SMEs to improve supply chain performance, streamline business processes, and use data to drive decisions. His approach combines consultancy, coaching, and business intelligence tools to help clients build resilience and grow sustainably.

Key Topics in This Episode

• What to look for when assessing your business’ appetite for change
  

• Why process improvement often starts with overlooked data
  

• How poor reporting leads to missed opportunities—and what to do about it
  

• Common procurement inefficiencies in small manufacturers
  

• Real-world savings: case studies of improved margin, time, and sustainability
  

• How to make data work harder for your team—not the other way around
  

• Misconceptions about process improvement (hint: it’s not about cutting jobs)

Next Steps

If this episode struck a chord, explore the FEARLESS Digital Transformation framework from Flowlens. It sets out eight practical steps to help SME manufacturers plan and manage their change journey—from foundations and team engagement to systems integration and long-term improvement.

Further Reading & Resources

• 📘 Download the FEARLESS Digital Transformation eBook (Free)
  

• 🌐 Visit Alliance Procurement Solutions
  

• 🔗 Connect with Mark Wood on LinkedIn
  

• 💻 Explore Flowlens MRP Software

Enjoying the Podcast?

If you found this episode useful, please subscribe and leave a quick review on your preferred podcast platform. It helps more SME manufacturers discover Made to Grow and join the conversation.

For many SME manufacturers, scattered spreadsheets, disconnected systems, and the challenge of bringing teams along on the digital efficiency journey can be overwhelming. This episode addresses these issues by introducing the Fearless Digital Transformation framework.

In this special episode, we share a recent Flowlens webinar recording where our host, Rich Dale, CEO and founder of Flowlens (with nearly three decades in digital transformation for manufacturers), presented the framework. Rich believes in fostering cultures capable of evolving and adapting.

An expert panel joined him:

• Angela Fummpson from White Tiger Consulting, an executive business mentor focused on harmonising people and process.
• Oliver Caunt, Managing Director at JCS Nuclear Solutions, a UK-based SME manufacturing nuclear radiation sensing solutions.
• Marv Van Niekerk from Flowlens, with extensive experience in industry-wide digital transformation, including early digital accounting.
• 
  

The conversation centred on the first two crucial steps of the Fearless model: Foundations and Engagement, exploring what constitutes lasting, practical change in business.

Key Topics in This Episode

• The Fearless Framework: An overview of Flowlens' framework to de-risk and sustain successful change projects, particularly with new software implementation.
• Foundations (Step 1): Success requires a strong foundation with clear business goals, a well-articulated vision of achieving those goals, and visible leadership commitment. Leaders must embrace and use new tools.
• Engagement (Step 2): Change must come from within, not be externally imposed, to avoid resistance. Involve your team in the vision, utilising process mapping and listening to where work truly happens to find effective solutions.
• Communication Over Technology: Team buy-in and communication are paramount, not just the technology itself. A top-down decision without team input is a "recipe for disaster". An "internal sales job" is needed to secure buy-in across the business.
• Leadership and Champions: A director-level project sponsor who understands business strategy, alongside ground-level champions with 'kudos', is essential for driving change.
• Addressing Resistance: Resistance is often emotional and fear-driven, requiring continued support after the initial project as people question new methods. A detailed, compelling vision, framed in the team's "new world," can excite and motivate.
• JCS Nuclear Solutions: Real-World Transformation Journey (Oliver Caunt):

What’s Next?

This episode highlights the importance of getting the foundations right for digital transformation, noting it’s never too late to revisit these fundamentals.

Further Reading & Resources

• Download your free copy of the Fearless Digital Transformation book.
• Learn more about Flowlens MRP Software.

For many small manufacturers, security only becomes a focus when something goes wrong. But with bring your own device becoming more normal for all sorts of businesses, the growing reliance on subcontractors, and increasing digital complexity, the risks are harder to ignore.

In this episode of Made to Grow, Rich speaks to Luke Appleby from Equilibrium Risk about how manufacturers can take a sensible, business-first approach to security. From managing physical vulnerabilities to understanding cyber risks, this conversation explores what good security looks like and how to make it work for your size and setup.

If you're thinking about digital transformation or looking at MRP software implementation, it’s worth a listen.

About the Guest

Luke Appleby runs Equilibrium Risk, a company that helps manufacturers put in place practical, tailored security measures. His background spans both physical and cyber security, with experience supporting small firms that don’t have in-house expertise. From securing sites and systems to helping businesses get Cyber Essentials certified, Luke works with clients to focus on what really matters for their day-to-day operations.

Key Topics in This Episode

• Why small lapses in physical security often lead to bigger problems

• The role of company culture in preventing theft and dishonest behaviour

• What motivates security breaches—and how to reduce risk by removing easy opportunities

• Understanding Cyber Essentials and what it means in practical terms

• Why security should support your business goals, not get in the way of them

• Common oversights in small manufacturing setups (e.g. data access, default settings, skip management)

• How to start a sensible, proportionate approach to change management in manufacturing

• 
  

What’s Next?

This episode links to the final chapter in Flowlens’ free eBook, Fearless Digital Transformation, which covers security considerations for manufacturers modernising their systems. If you’re updating how your business works—whether that’s rolling out new software or improving how data is shared—it’s important to make sure the basics are covered.

Further Reading & Resources

Download the Fearless Digital Transformation eBook

Visit Equilibrium Risk

Connect with Luke Appleby on LinkedIn

Learn more about Flowlens MRP Software

Overview of Cyber Essentials (National Cyber Security Centre)

Enjoying the Podcast?

If this episode was useful, please consider subscribing and leaving a short review. It helps more manufacturers find the series.

Digital transformation isn’t just about the tech. It’s about people. In this second part of our conversation with quality consultant and change management expert Angela Fumpson, we move from planning to execution—what actually happens when you try to roll out meaningful change in your business.

If you’ve ever struggled to get new systems to land, or if your team seems resistant to change, this episode will speak to you. We talk about how to embed transformation into the everyday, keep the momentum going, and avoid the common pitfalls that derail even the best-planned projects.

About Our Guest:

Angela is a mechanical engineer, chartered quality professional, business coach and mentor with more than 25 years of hands-on experience in manufacturing. She’s worked with companies across the UK and Ireland to implement quality systems, coach leadership teams, and deliver real change. Angela brings a calm, pragmatic approach to complex transformation projects—and plenty of real-life stories from the factory floor.

Key Topics in This Episode:

How to support your team through digital change We talk about what good support looks like during implementation—why it goes beyond initial training and why you need simple, on-demand materials that people can revisit without fear of ‘getting it wrong’.

Mentoring and change champions Angela shares why mentoring matters more than ever during transformation, and how identifying internal ‘champions’ helps embed new systems and boost confidence on the ground.

Why people forget 90% of what they learn A sobering fact with real consequences for onboarding and training. We explore why refreshers and follow-ups are essential in any digital transformation rollout.

The power of project visibility If your team doesn’t know what’s coming—or why—it’s no wonder they resist. We unpack how to build trust, clarity and buy-in across the whole business, not just the project team.

Avoiding the ‘parallel system’ trap We discuss what happens when people cling to spreadsheets and workarounds, and how to design an implementation that avoids this common outcome.

Celebrating milestones and keeping momentum Digital change is never ‘done’—so how do you keep your team energised and your project moving? Angela shares practical tips on maintaining progress without overwhelming your people.

What’s Next?

Angela’s insight is just one of many perspectives we’ve included in our new resource: FEARLESS Digital Transformation. This free ebook is packed with ideas and advice from business experts, manufacturers, and the Flowlens implementation team to help small and medium manufacturers approach change with confidence.

Execution is just one part of the FEARLESS process. Download the full ebook to explore the complete model and give your business a practical roadmap for transformation.

Further Reading & Resources

• Download the free FEARLESS Digital Transformation ebook www.flowlens.com/fearless
  

• Connect with Angela Fumpson on LinkedIn linkedin.com/in/angelafumpson
  

• Find out more about Angela’s work www.white-tiger.co.uk
  

• Explore Flowlens MRP software www.flowlens.com
  

Enjoying the Podcast?

If Made to Grow is helping you think differently about digital transformation and business growth, leave us a review on your favourite podcast platform. It really helps others find the show. And don’t forget to subscribe so you don’t miss the next episode.