In the ever-changing business landscape, the need for practical, relevant, and immediately applicable business support is more pressing than ever for UK SMEs. In May 2025, a group of SME leaders from across the East of England came together for a workshop series titled Strategy, Sales, Solutions, led by Gary Jennings, Innovation Director at The EpiCentre, Haverhill. This programme is designed to help business owners sharpen their strategic thinking, refine their sales approach, and develop sustainable solutions to common challenges. But what unfolded went far beyond typical seminars – it became a transformative experience for those involved.
What made this workshop series stand out was the unique blend of strategic insight, peer learning, and real-world application. Rather than relying on abstract theory or generic advice, the sessions create a space where business owners reflect on their own processes, share experiences, and walk away with tools they can implement immediately.
The Strategy, Sales, Solutions programme is run over a number of weeks, with sessions introducing practical, unique activities that build a whole-company approach focused on business development and long-term growth. It unpicks some of the assumptions, challenges approaches and gives owners the opportunity to work on the next phases of their business.
The feedback from some of the attendees reveals a powerful story of growth, clarity, and renewed confidence.
A Collaborative Environment That Encouraged Openness
One of the most frequently mentioned strengths of the programme was the inclusive nature created by Gary Jennings in the way he runs the sessions. Clive, who runs AI company Mediaseer, described it as “genuinely inspiring,” noting that it allowed participants to speak openly about their challenges and experiences. Clive continued “In today’s fast-paced, digitally driven business landscape, opportunities for honest, face-to-face dialogue are increasingly rare. Yet each of the workshops provided exactly that—a safe, inclusive environment where business owners could step back from their day-to-day pressures and engage in meaningful conversation.
“Gary’s facilitation style played a key role in creating this atmosphere. His approach was relaxed yet focused, encouraging participants to share without fear of judgement. This openness led to a sense of camaraderie among attendees, who quickly realised that many of their challenges were shared by others. The result was a learning experience that felt personal, relevant, and deeply engaging.”
Strategic Tools That Deliver Immediate Impact
The workshops introduce several unique strategic tools and frameworks, each designed to help attendees gain clarity and direction. Samantha, who runs Key Education, an independent supply teacher agency, said that she found the flywheel model and scalability matrix particularly impactful. The flywheel—a visual representation of the business’s momentum and strategic focus—now hangs in her office as a daily reminder of the company’s goals. It serves as a practical guide for decision-making, helping her and the team stay aligned and focused.
In addition, the scalability matrix helped Samantha identify areas where time and resources were being misallocated. It prompted her to revisit the information provided to prospective clients and consider how to better support them throughout their journey. As a direct outcome, she plans to introduce dedicated client support during the next academic year—a move expected to improve retention, revenue and satisfaction among school partners.
This kind of strategic clarity was echoed by Phill, who heads up his own business as freelance senior animation and motion graphics designer. Before the first workshop, Phill felt his business lacked a clear identity and direction: “The sessions helped me reposition my business as experts in our field, which led to immediate results”. He secured a major client-direct project with a smart-tech company, gained five new agency clients, and began discussions around long-term collaborations. “Perhaps most importantly, I’ve seen a shift in how existing clients perceived us. We are now being taken more seriously, which has opened doors to deeper, more strategic relationships”.
Frameworks That Stick and Shape Behaviour
A key difference to this workshop series was the introduction of practical frameworks that attendees take away and apply. Phill, for example, began using the strategy and scalability matrices to assess client fit. “These frameworks helped distinguish between transactional and relational customers, so I can make more informed decisions about which projects to pursue”. In one case Phill declined work from a potential client who didn’t align with his long-term goals, a move that would have been unthinkable before attending: “I’d never turned down a job before, so it was a bit scary, but I know that in the long run this will be more profitable to me”.
Alan, CEO of Optimal Automotive, found the ‘shield exercise’ particularly powerful. This activity required participants to critically analyse their business, identifying strengths, vulnerabilities, and areas for growth. For Alan, it was a rare opportunity to step outside the day-to-day operations and focus on the bigger picture. He also emphasised the value of group discussion, noting that hearing other’s perspectives helped him refine his USP and reaffirm his commitment to it.
Samantha commented on the importance of visual representations in communications with clients, and how the concept of the learning curve and the Ebbinghaus curve help people absorb and retain information.
Learning That Resonates and Drives Change
Beyond the specific tools and outcomes, what made the Strategy, Sales, Solutions programme so effective was its ability to make learning resonate.
Denise, founder of the Joshua Tarrant Trust, said that before signing up she wasn’t sure whether a business focused programme could be relevant to her charity. “I came away with a real boost in confidence that extends beyond business strategy. The three sessions have helped me recognise the solid foundation we’ve already built in the charity. I now feel more comfortable speaking to larger groups and can get across our values more effectively.” Refining her approach in email outreach and sponsorship discussions has already fed into the development of a clearer business model with more targeted engagement with potential supporters of her charity
Clive, meanwhile, appreciated the opportunity to revisit foundational strategies that had faded into the background over time. The sessions reminded him of the importance of clarity in each area of the business and gave him a renewed sense of purpose. “I’ve got new ideas and also a fresh perspective on old ones”; proof that even experienced entrepreneurs can benefit from stepping back and reassessing their approach.
The relaxed, conversational format of the workshops played a key role in making the content stick. Attendees consistently mentioned how the informal setting allowed for deeper learning. Rather than being lectured to, they were invited to engage, question, and reflect. This made the learning more memorable giving practical tools all attendees applied to their business growth and development once back at their desks.
A Blueprint for SME Growth and Resilience
Taken together, the changes attendees made following the workshop paint a compelling picture of what effective SME support should look like. It’s not about delivering generic advice or one-size-fits-all solutions. It’s about creating a space where business owners can reflect, learn from each other, and apply practical tools that make a real difference.
The Strategy, Sales, Solutions programme succeeds because it flexes to the needs of the attendees and meets business owners where they were. It’s not a rigid format putting businesses in a straight-jacket; it acknowledges the complexity of running a small business in today’s fast-paced environment, offering frameworks that are both accessible and impactful. Whether it helps owners reposition their brand, refine their client strategy, or simply gain the confidence to speak up, the programme’s outcomes are both measurable and meaningful.
It also demonstrates the power of peer learning. By bringing together business owners from different sectors, the workshops created opportunities for cross-pollination of ideas. Attendees are able to see their challenges from new angles, gain fresh insights, and build connections that could support them long after the session ended.
Looking Ahead: The Value of Continued Support
For SMEs across the UK, programmes like Strategy, Sales, Solutions offer more than just professional development—they offer transformation. The changes reported by Samantha, Clive, Denise, Phill, and Alan are not isolated successes; they are examples of what can happen when businesses are supported in a way that is thoughtful, practical, and grounded in real-world experience.
As the business landscape continues to evolve, the need for this kind of support is only growing. SMEs are the backbone of the UK economy, and their success depends on access to tools, insights, and environments that help them thrive. Gary Jennings’ workshops are a shining example of how that support can be delivered—not through lectures or theory, but through conversation, collaboration, and action. As Gary says: “Most business models are built through academic study of large and global organisations, and not SMEs. The models I discuss are some I created to use in my own business, this way I know they work.”
Looking ahead, there is a clear opportunity to build on this success. Follow-up sessions, peer mentoring groups, and tailored consultancy are just some of the ways that The EpiCentre can help the SMEs continue the journey. By maintaining momentum and deepening the learning, these businesses can not only survive but thrive in an increasingly competitive marketplace.
For any SME leader looking to sharpen their strategy, energise their team, or simply take a fresh look at their business, Strategy, Sales, Solutions is more than a workshop. It’s a blueprint for growth, resilience, and long-term success. The next programme starts 15th October at The EpiCentre. To book your place – Stimulate Success for SME’s Workshop – The Epicentre
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