Article by Stacey Varsani
Founder & Principal Consultant, Hadouken Consulting
Great leadership is about more than strategy – it’s about people, resilience, and continuous growth. In a recent conversation between two of Hadouken’s Senior Board Advisors, Leigh Farnell and David Horlock, they discuss proven strategies for leadership, sales success, and creating a culture of trust and collaboration across organizations.
Originating from a diverse background that spans England, Thailand and Australia, and with decades of experience working in Asia Pacific covering 15 countries, David reflects on how his experiences have shaped his views on business and life. With a multifaceted global perspective on leadership, he emphasizes adaptability, cultural awareness, and a return to the fundamentals of effective business management.
The Foundations of Effective Leadership
David’s career has been shaped by his belief that leadership is not about authority but about empowering others. By creating an environment where teams feel supported, valued, and heard, businesses can unlock their full potential. His approach is built on the following principles:
1. A Global Mindset Creates Stronger Leaders
Having worked across different countries and industries, David understands that leadership is not one-size-fits-all. Each market, culture, business maturity level, and team brings unique challenges and opportunities. Effective leaders recognize the importance of situational management and adapting their strategies to diverse environments while staying true to core principles of the business strategy, and fostering trust, transparency, and collaboration. One of David’s favourite sayings about leadership is “Leaders do what others know needs to be done but does not get done.”
2. Continuous Learning is a Leadership Superpower
David firmly believes that leaders should never stop learning. Whether through reading, mentorship, or real-world experience, continuous learning keeps leaders sharp and adaptable. He encourages professionals to make self-improvement a habit, staying open to new ideas and perspectives that can drive innovation and better decision-making. One of David’s favourite sayings is “Tell me and I’ll forget, teach me and I’ll remember, involve me and I’ll learn.”
David also frequently quotes Aristotle: “We are what we repeatedly do. Excellence, then, is not an act, but a habit.” With this in mind, David has worked with his leadership teams to institutionalise the habits of excellence in all key disciplines of the organisation – from sales and marketing to finance, operations and customer service.
3. Simplicity is the Key to Success
In today’s fast-paced business world, complexity can often slow progress. David says, “Complexity equals confusion, which is the enemy of trust and value.” He advocates for a "back-to-basics" approach, where organizations “keep it simple” and focus on clear communication, strong customer relationships, and straightforward business practices.
According to Harvard Business Review, 70 - 90% of business plans and strategies are not effectively implemented. David believes that operational plans, business standards, regulations, and guidelines have no value until:
They are understood
They are simplified and documented
They are aligned with KPIs and the business ecosystem
They are implemented
They are measured against
Achievement is rewarded
There is visibility for remediation and improvement
By following the steps above, organizations can build resilience to stand the test of time. Implementing standards and certification programs are a great way to manage the process and provide the discipline to do the right thing, as well as a mechanism to continuously improve. The key is to empower people to be responsible for the process.
By simplifying processes and cutting through the noise, businesses can be more agile, responsive, and effective with a focus on managing the process. As David says, “Focus on the process, look after your customers, look after your people, and the rest works itself out.”
4. Trust and Empowerment Drive High-Performing Teams
David believes that great leaders manage business processes and then empower people to take ownership of them. In doing this, leaders inspire and involve. David emphasizes the importance of creating a safe environment where employees feel encouraged to share ideas, take risks, and contribute meaningfully. When teams feel empowered, they are more open, engaged, creative, and committed to achieving company goals.
5. Leadership and Well-Being Go Hand in Hand
A successful leader isn’t just focused on professional achievements – they also prioritize their physical, mental, and emotional well-being. David shares how he integrates regular exercise, yoga, proper nutrition, and mindfulness into his daily habits, ensuring he remains focused, energized, and resilient. When leaders take care of themselves, they can better support and inspire those around them.
6. Mentorship and Networking Fuel Long-Term Growth
David highlights the importance of building a strong professional network. Whether through mentors, industry peers, or business communities, surrounding yourself with experienced and supportive individuals can accelerate learning, open doors to new opportunities, and provide valuable guidance throughout your career.
7. Sales Growth
David believes that all leaders need to be engaged in the sales and marketing process, acting as brand ambassadors and supporting the organisational sales levers. Sales is the life blood of any organisation, so providing the needed resources, training, and coaching, as well as engaging and retaining sales teams is a key ingredient to business success.
David champions Leigh Farnell’s Relationship Factor – commonly known as the R Factor – as a critical metric for sales and marketing success. The formula is elegantly simple:
R = F × Q
F represents the frequency of interactions, while Q stands for the quality of those interactions. Quality is further defined as the product of friendliness and value.
By integrating this model into the sales and marketing culture, we can foster more meaningful customer relationships. Regular, high-quality interactions not only build trust but also drive business growth. This transforms routine engagements into powerful opportunities for long-term success.
Final Thoughts
David’s journey offers valuable lessons for leaders at every stage of their careers. His insights remind us that leadership is a privilege and not an entitlement. It is a continuous process of learning, adapting, and empowering others. By focusing on strategy and business plan implementation, simplicity, trust, and well-being, businesses can cultivate stronger, more resilient teams and drive meaningful success.
🎥 Watch the full interview here: https://youtu.be/-wyoZxyc1fA?si=O-eRa0-cDDt5j0Z5
If you’re looking to refine your leadership approach to drive greater value, Hadouken can help. Get in touch to explore how we can support your growth and success.
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