Navigating the middle market

Mark Harrison is a partner at Pitcher Partners Melbourne with more than 30 years of experience helping businesses of all sizes reach their full potential. He provides audit and assurance services for publicly listed companies and general business advice for private, family-owned enterprises, and brings a gregarious and generous nature to the firm's community-focused work, leading its health industry and not-for-profit teams and contributing to CSR, charity and pro bono activities. In this episode, Mark shares practical insights on how businesses should think about their sales and distribution channels as they grow. He runs through the full range of options available today — from bricks and mortar and e-commerce to marketplaces, email, telemarketing, franchising, subscription models, resellers and distribution agreements — and explains why the right choice always comes back to the fundamentals: where the business is now, who the customer is, what the product is, and where the market sits geographically. He unpacks how scaling businesses should weigh existing channels against new ones, why a channel carries the whole brand and not just the product, how to keep digital and traditional channels complementing rather than cannibalising each other, and why the easiest sale is always to an existing customer. He also offers a candid take on sustainability — that consumers say it matters but often still vote with their wallets — and on making sense of the data without drowning in it. Above all, Mark makes the case that there's no one-size-fits-all channel, and that knowing your customer and getting good advice early is the best foundation for sustainable growth. Connect: Pitcher Partners website Pitcher Partners on LinkedIn Pitcher Partners on Facebook Pitcher Partners on Instagram This content is general commentary only and does not constitute advice. Before making any decision or taking any action in relation to the content, you should consult your professional advisor. To the maximum extent permitted by law, neither Pitcher Partners or its affiliated entities, nor any of our employees will be liable for any loss, damage, liability or claim whatsoever suffered or incurred arising directly or indirectly out of the use or reliance on the material contained in this content. Pitcher Partners is an association of independent firms. Pitcher Partners is a member of the global network of Baker Tilly International Limited, the members of which are separate and independent legal entities. Liability limited by a scheme approved under professional standards legislation.

Lachlan Wraith is a Melbourne barrister who focuses on the wills and estates and family law space. He has worked extensively with families, business owners, and high net worth individuals to resolve disputes and manage the distribution of assets, drawing on both his legal expertise and his experience within the trustee company industry. In this episode, Lachlan shares practical insights on how families can safeguard their businesses and wealth when personal relationships and business interests overlap. He unpacks what happens to a family business when a key relationship breaks down, the critical differences between how family courts and state courts treat trusts and property, and why binding financial agreements, clear succession planning, and properly documented "bank of mum and dad" arrangements matter. Above all, Lachlan makes the case that there's no one-size-fits-all approach, and that getting good advice early is the best protection of all. At the time of recording, the cases of Woodcock & Woodcock (No 2) [2022] FedCFamC1F 173 and Caldwell & Caldwell [2025] FedCFamC1F 506 were still progressing through the courts and their outcomes remained uncertain. Since then, both matters have been finalised, meaning some of the commentary and predictions discussed in the episode may no longer reflect the current legal position. Woodcock ultimately resolved before a court determination was required, while the Full Court decision in Caldwell (Caldwell & Caldwell [2026] FedCFamC1A 81) has since been the subject of an application for special leave to appeal to the High Court.  One of the key takeaways from this episode is that the law is constantly evolving. Court decisions, legislative changes and further appeals can significantly alter the legal landscape, sometimes in a relatively short period of time. For that reason, listeners should not rely on this episode as a statement of the current law and should always seek up-to-date advice from appropriately qualified legal and tax professionals before taking any action. This episode remains a valuable discussion of the legal issues and principles that were emerging at the time of recording, but the current position should always be confirmed with expert advice. Cases referred to in this episode Kennon v Spry [2008] HCA 56; (2008) 238 CLR 366 http://www.austlii.edu.au/cgi-bin/viewdoc/au/cases/cth/HCA/2008/56.html Caldwell & Caldwell [2026] FedCFamC1A 81 (11 May 2026) http://www.austlii.edu.au/cgi-bin/viewdoc/au/cases/cth/FedCFamC1A/2026/81.html First-instance decision: Caldwell & Caldwell [2025] FedCFamC1F 506 http://www.austlii.edu.au/cgi-bin/viewdoc/au/cases/cth/FedCFamC1F/2025/506.html Woodcock & Woodcock (No 2) [2022] FedCFamC1F 173 http://www.austlii.edu.au/cgi-bin/viewdoc/au/cases/cth/FedCFamC1F/2022/173.html

Yina Tang is a Partner at Pitcher Partners Melbourne, offering strong technical expertise in and knowledge of income tax in Australia. Yina’s clients value her ability to make her taxation advice relatable.   In this episode, Yina will break down the critical tax milestones for growing businesses and share insights on tax planning strategies when scaling up. She'll walk through when it's time to move beyond basic tax structures and the impact of rapid growth on your tax obligations.  Resources and links: Yina Tang on LinkedIn Connect: Pitcher Partners website Pitcher Partners on LinkedIn Pitcher Partners on Facebook Pitcher Partners on Instagram This content is general commentary only and does not constitute advice. Before making any decision or taking any action in relation to the content, you should consult your professional advisor. To the maximum extent permitted by law, neither Pitcher Partners or its affiliated entities, nor any of our employees will be liable for any loss, damage, liability or claim whatsoever suffered or incurred arising directly or indirectly out of the use or reliance on the material contained in this content. Pitcher Partners is an association of independent firms. Pitcher Partners is a member of the global network of Baker Tilly International Limited, the members of which are separate and independent legal entities. Liability limited by a scheme approved under professional standards legislation.

Frank Russo is a partner at Pitcher Partners Melbourne and the pioneer behind their Outsourced Finance Team, built on the recognition that growing businesses consistently hit the same wall, their financial infrastructure can't keep pace with their ambition. He works daily with business owners and CFOs across multiple sectors, helping them make the financial decisions that determine whether a business scales well or buckles under its own growth.  In this episode, Frank discusses the pressures facing middle market businesses as they grow, the moments when financial complexity outpaces what the business is set up to handle. Sharing what he sees on the ground, the triggers that force business owners to act, the hidden costs of getting the finance function wrong, and what separates the businesses that build lasting financial capability from those that keep firefighting.  Resources and links: Frank Russo on LinkedIn Connect: Pitcher Partners website Pitcher Partners on LinkedIn Pitcher Partners on Facebook Pitcher Partners on Instagram This content is general commentary only and does not constitute advice. Before making any decision or taking any action in relation to the content, you should consult your professional advisor. To the maximum extent permitted by law, neither Pitcher Partners or its affiliated entities, nor any of our employees will be liable for any loss, damage, liability or claim whatsoever suffered or incurred arising directly or indirectly out of the use or reliance on the material contained in this content. Pitcher Partners is an association of independent firms. Pitcher Partners is a member of the global network of Baker Tilly International Limited, the members of which are separate and independent legal entities. Liability limited by a scheme approved under professional standards legislation.

Dan Byrne is a Partner here at Pitcher Partners Melbourne with over three decades of commercial business experience. He has a deep understanding of business needs at all stages of a company's lifecycle and has worked extensively with business owners and family groups, providing financial analysis, strategic planning, and business advisory services.  In this episode, Dan will outline the critical, strategic, financial, and personal lessons that business leaders need to learn as they take their business to the next level. He'll explain how to identify the right time to scale up, how to spot if you're trying to grow too quickly, and the best ways to prepare yourself and your business for change.  Resources and links: Dan Byrne on LinkedIn Connect: Pitcher Partners website Pitcher Partners on LinkedIn Pitcher Partners on Facebook Pitcher Partners on Instagram This content is general commentary only and does not constitute advice. Before making any decision or taking any action in relation to the content, you should consult your professional advisor. To the maximum extent permitted by law, neither Pitcher Partners or its affiliated entities, nor any of our employees will be liable for any loss, damage, liability or claim whatsoever suffered or incurred arising directly or indirectly out of the use or reliance on the material contained in this content. Pitcher Partners is an association of independent firms. Pitcher Partners is a member of the global network of Baker Tilly International Limited, the members of which are separate and independent legal entities. Liability limited by a scheme approved under professional standards legislation.

Liesl Malcolm is a Partner in the Corporate Finance team at Pitcher Partners Melbourne. She has over 15 years of experience helping businesses understand what they're worth. She specialises in valuations for legal matters, restructures and employee share schemes, and is known for breaking down complex issues into clear, practical advice.  In this episode, Liesl will take us behind closed doors of business sales and acquisitions, showing what really happens during these critical transactions and how to assess value when considering new opportunities.  Resources and links: Liesl Malcolm on LinkedIn Connect: Pitcher Partners website Pitcher Partners on LinkedIn Pitcher Partners on Facebook Pitcher Partners on Instagram This content is general commentary only and does not constitute advice. Before making any decision or taking any action in relation to the content, you should consult your professional advisor. To the maximum extent permitted by law, neither Pitcher Partners or its affiliated entities, nor any of our employees will be liable for any loss, damage, liability or claim whatsoever suffered or incurred arising directly or indirectly out of the use or reliance on the material contained in this content. Pitcher Partners is an association of independent firms. Pitcher Partners is a member of the global network of Baker Tilly International Limited, the members of which are separate and independent legal entities. Liability limited by a scheme approved under professional standards legislation.

Sudha Viswanathan is a Partner in the Digital and Data Solutions team at Pitcher Partners Melbourne. With an impressive track record of heading up technology projects for a range of clients from family businesses to large scale corporate organisations, Sudha is passionate about helping businesses create commercial value through data-driven technology strategies.   In this episode, Sudha will unpack how to tell when legacy systems might be stifling business growth – and how you can leverage different tech tools to get deeper insights from your data. He’ll also shed some light on how to stay compliant with changing regulations, and what they might mean for your business.  Resources and links: Sudha Viswanathan on LinkedIn Connect: Pitcher Partners website Pitcher Partners on LinkedIn Pitcher Partners on Facebook Pitcher Partners on Instagram This content is general commentary only and does not constitute advice. Before making any decision or taking any action in relation to the content, you should consult your professional advisor. To the maximum extent permitted by law, neither Pitcher Partners or its affiliated entities, nor any of our employees will be liable for any loss, damage, liability or claim whatsoever suffered or incurred arising directly or indirectly out of the use or reliance on the material contained in this content. Pitcher Partners is an association of independent firms. Pitcher Partners is a member of the global network of Baker Tilly International Limited, the members of which are separate and independent legal entities. Liability limited by a scheme approved under professional standards legislation.

Martin Koval is a Client Director at Pitcher Partners Melbourne. Martin helps organisations to navigate the complex journey of digital transformation with a focus on the outcomes the business wants to achieve. In this episode, Martin breaks down recent changes regarding data protection, AI accountability and regulation. He talks about data retention and the steps businesses have to take to ensure the new standards are met. Martin also shares tips on how businesses can determine if services from IT vendors are up to code.   Resources and links: Privacy and Other Legislation Amendment Bill 2024 Martin Koval on LinkedIn   Connect: Pitcher Partners website Pitcher Partners on LinkedIn Pitcher Partners on Facebook Pitcher Partners on Instagram   This content is general commentary only and does not constitute advice. Before making any decision or taking any action in relation to the content, you should consult your professional advisor. To the maximum extent permitted by law, neither Pitcher Partners or its affiliated entities, nor any of our employees will be liable for any loss, damage, liability or claim whatsoever suffered or incurred arising directly or indirectly out of the use or reliance on the material contained in this content. Pitcher Partners is an association of independent firms. Pitcher Partners is a member of the global network of Baker Tilly International Limited, the members of which are separate and independent legal entities. Liability limited by a scheme approved under professional standards legislation. This show is produced in collaboration with Wavelength Creative. Visit wavelengthcreative.com for more information.

Ruth Callaghan is the Chief Innovation Officer at Purple. Purple guides growing businesses in their journey of working with and integrating technology into their workflows. In this episode, Ruth shares her interest in AI and how it initiated a turning point for her career and outlook. You’ll hear Ruth give some tips for business owners on making realistic investments in AI integration, she’ll share some counterintuitive prompt engineering techniques, and Ruth discusses Purple and the work they do for growing businesses when it comes to AI.   Resources and links: Purple Website Purple on Facebook Purple on X Ruth Callaghan on LinkedIn   Connect: Pitcher Partners website Pitcher Partners on LinkedIn Pitcher Partners on Facebook Pitcher Partners on Instagram   This content is general commentary only and does not constitute advice. Before making any decision or taking any action in relation to the content, you should consult your professional advisor. To the maximum extent permitted by law, neither Pitcher Partners or its affiliated entities, nor any of our employees will be liable for any loss, damage, liability or claim whatsoever suffered or incurred arising directly or indirectly out of the use or reliance on the material contained in this content. Pitcher Partners is an association of independent firms. Pitcher Partners is a member of the global network of Baker Tilly International Limited, the members of which are separate and independent legal entities. Liability limited by a scheme approved under professional standards legislation. This show is produced in collaboration with Wavelength Creative. Visit wavelengthcreative.com for more information.

Peter Braine is the Executive Director at Pitcher Partners Melbourne. With decades of experience with the ins and outs of the corporate landscape, he guides small businesses through development amidst the challenges they may face. Geoff Coombes is the founder of STRYDE4, a social enterprise that promotes wellness designed for small businesses. In this episode, Peter and Geoff share the benefits of fostering healthy relationships between colleagues. They touch on the effects of interactions beyond the office desk — from workforce retention to business outcomes.   Resources and links: Peter Braine on LinkedIn Geoff Coombes on LinkedIn   Connect: Pitcher Partners website Pitcher Partners on LinkedIn Pitcher Partners on Facebook Pitcher Partners on Instagram   This content is general commentary only and does not constitute advice. Before making any decision or taking any action in relation to the content, you should consult your professional advisor. To the maximum extent permitted by law, neither Pitcher Partners or its affiliated entities, nor any of our employees will be liable for any loss, damage, liability or claim whatsoever suffered or incurred arising directly or indirectly out of the use or reliance on the material contained in this content. Pitcher Partners is an association of independent firms. Pitcher Partners is a member of the global network of Baker Tilly International Limited, the members of which are separate and independent legal entities. Liability limited by a scheme approved under professional standards legislation. This show is produced in collaboration with Wavelength Creative. Visit wavelengthcreative.com for more information.

Gavin Debono is a Partner at Pitcher Partners Melbourne. Gavin uses his extensive technical knowledge and hands-on experience to help business owners with everything from structuring for growth and navigating family-business relationships to capitalising on opportunities when they present themselves. He also heads up Pitcher Partners’ Business Radar project, which analyses the trends, challenges, and opportunities experienced by middle-market businesses in Australia. In this episode, Gavin digs into uncertainty in today’s economic and business climate and how to build resilience as a business. He explains why middle-market leaders may be better positioned to take advantage of the opportunities presented by emerging technologies than larger businesses, and breaks down the ways that strategy-driven leaders can grow their business without breaking the bank.   Resources and links: Business Radar 2025   Connect: Pitcher Partners website Pitcher Partners on LinkedIn Pitcher Partners on Facebook Pitcher Partners on Instagram   This content is general commentary only and does not constitute advice. Before making any decision or taking any action in relation to the content, you should consult your professional advisor. To the maximum extent permitted by law, neither Pitcher Partners or its affiliated entities, nor any of our employees will be liable for any loss, damage, liability or claim whatsoever suffered or incurred arising directly or indirectly out of the use or reliance on the material contained in this content. Pitcher Partners is an association of independent firms. Pitcher Partners is a member of the global network of Baker Tilly International Limited, the members of which are separate and independent legal entities. Liability limited by a scheme approved under professional standards legislation. This show is produced in collaboration with Wavelength Creative. Visit wavelengthcreative.com for more information.

James Beaumont is a Partner at Pitcher Partners Melbourne. He is one of Australia’s top mergers and acquisitions advisors and specialises in buy-side and sell-side transactions, financial due diligence, and Investigating Accountant Reports for IPOs. In this episode, James breaks down the need-to-knows for buying a business as a growth strategy, including how to prepare, what the process actually looks like, and the dealbreakers that can stop a deal in its tracks.   Resources and links: Dealmakers report   Connect: Pitcher Partners website Pitcher Partners on LinkedIn Pitcher Partners on Facebook Pitcher Partners on Instagram   This content is general commentary only and does not constitute advice. Before making any decision or taking any action in relation to the content, you should consult your professional advisor. To the maximum extent permitted by law, neither Pitcher Partners or its affiliated entities, nor any of our employees will be liable for any loss, damage, liability or claim whatsoever suffered or incurred arising directly or indirectly out of the use or reliance on the material contained in this content. Pitcher Partners is an association of independent firms. Pitcher Partners is a member of the global network of Baker Tilly International Limited, the members of which are separate and independent legal entities. Liability limited by a scheme approved under professional standards legislation. This show is produced in collaboration with Wavelength Creative. Visit wavelengthcreative.com for more information.

Jason Fallscheer is a Client Director at Pitcher Partners Melbourne. Jason supports businesses of all sizes by providing specialist guidance and knowledge on key financial management strategies. In this episode, Jason outlines the pros and cons of taking on debt to grow your business, how to secure a business loan, and how your personal assets may impact how the bank assesses your risk profile and what you can do to mitigate risk.   Connect: Pitcher Partners website Pitcher Partners on LinkedIn Pitcher Partners on Facebook Pitcher Partners on Instagram   This content is general commentary only and does not constitute advice. Before making any decision or taking any action in relation to the content, you should consult your professional advisor. To the maximum extent permitted by law, neither Pitcher Partners or its affiliated entities, nor any of our employees will be liable for any loss, damage, liability or claim whatsoever suffered or incurred arising directly or indirectly out of the use or reliance on the material contained in this content. Pitcher Partners is an association of independent firms. Pitcher Partners is a member of the global network of Baker Tilly International Limited, the members of which are separate and independent legal entities. Liability limited by a scheme approved under professional standards legislation. This show is produced in collaboration with Wavelength Creative. Visit wavelengthcreative.com for more information.

Mel Dawes is a Partner at Pitcher Partners Melbourne. Mel provides expert financial analysis and tax advice and is the leader of a collaboration between Pitcher Partners and Startupbootcamp focused on driving innovation. In this episode, Mel details the top traits of great business leaders, how they contribute to financial success, and how a business can suffer when a leader over or underdevelops these traits.   Connect: Pitcher Partners website Pitcher Partners on LinkedIn Pitcher Partners on Facebook Pitcher Partners on Instagram   This content is general commentary only and does not constitute advice. Before making any decision or taking any action in relation to the content, you should consult your professional advisor. To the maximum extent permitted by law, neither Pitcher Partners or its affiliated entities, nor any of our employees will be liable for any loss, damage, liability or claim whatsoever suffered or incurred arising directly or indirectly out of the use or reliance on the material contained in this content. Pitcher Partners is an association of independent firms. Pitcher Partners is a member of the global network of Baker Tilly International Limited, the members of which are separate and independent legal entities. Liability limited by a scheme approved under professional standards legislation. This show is produced in collaboration with Wavelength Creative. Visit wavelengthcreative.com for more information.