S2EP116: Scaling with Intent: Business Development, Leadership, and Sustainable Growth

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Episode Summary

In this high-level conversation, host Matt Eickman sits down with Umut Kaplan, Director of Business Development at Coccinella, to unpack what real growth looks like behind the scenes. Moving beyond surface-level sales tactics, Umut explores strategic partnerships, long-term value creation, and the mindset required to scale organizations sustainably. Drawing from real-world leadership experience, the episode dissects how modern business development intersects with culture, systems thinking, and disciplined execution. This conversation is a masterclass in intentional growth for operators, founders, and executives navigating complexity at scale.

Key Takeaways:

Business development is a long-term value creation function, not just sales
Sustainable growth requires alignment between strategy, culture, and execution
Strategic partnerships outperform transactional relationships over time
Leadership clarity directly impacts scalability and team performance
Systems thinking is essential when operating in high-growth environments
Growth without operational discipline introduces hidden risk
The best BD leaders think like owners, not closers

Chapters:

00:00 The Importance of Thoughtful Gifting
02:51 Origin Story of Coach Nella
05:39 Cultural Exchange and Its Impact
08:49 Family Background and Entrepreneurial Spirit
11:31 Understanding Olive Oil Consumption
14:27 Quality vs. Quantity in Olive Oil
17:25 Educating Consumers Through Tasting Events
19:31 Exploring the Olive Oil Industry
22:28 Quality Standards in Olive Oil Production
25:49 The Evolution of Olive Oil Offerings
29:24 Corporate Gifting and Customer Relationships
34:02 The Importance of Personalization in Gifting
39:04 Standards of Excellence in Business
43:57 Lessons from Family Values
48:39 Starting a Product Business: Key Insights
53:13 The True Meaning of Hustle
58:06 Building Relationships and Trust