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

GUEST RESOURCES:

Linkedin: https://www.linkedin.com/in/umut-kaplan-0222ba149/

Instagram: https://www.instagram.com/coccinella_usa/?hl=en

Website: https://www.coccinellastore.com/

Facebook: https://www.facebook.com/CoccinellaUSA/