In this episode of the Build Your Business Podcast, Matt and Chris Reynolds dive deep into the art and strategy of pivoting for growth. They share real-world founder stories about adapting to market changes, spotting underserved opportunities, and knowing when to move—and when to stick. From personal tales in online coaching and insurance tech to broader lessons on customer satisfaction, revenue streams, and timing, this episode is packed with insight for entrepreneurs navigating today’s fast-changing landscape.

Why Pivoting for Growth is Essential

Matt and Chris open the conversation by reflecting on the slow but steady nature of real business improvement—and why grit alone isn’t always enough. They emphasize that great founders don’t just grind harder; they adapt faster when the market shifts.

Pivoting for growth doesn’t usually mean a complete overhaul; often, it’s a 10–25 degree turn based on emerging needs. Whether it’s technology disruption, customer behavior, or new market demands, learning to pivot early and smartly is a defining trait of successful entrepreneurs.

Real-Life Pivots: From Banking to Insurance, From Local Gyms to Global Coaching

Chris shares his journey from network administration for banks to building tech solutions for insurance companies—a pivot he never could have predicted but seized when the opportunity appeared. He highlights how meeting an underserved market need (small insurance carriers) was the real breakthrough.

Matt parallels this with his own pivot from running a local gym to launching a global online coaching business, eventually expanding into B2B software. In both cases, the pivot wasn’t about abandoning the old—it was about building on core skills to chase bigger, better opportunities.

Customer Happiness, Cash Flow, and Market Size: Signals That Guide Pivots

Not every pivot should be pursued—and Matt and Chris break down how to recognize when it’s time. They emphasize monitoring customer happiness, understanding churn rates, and watching revenue patterns as leading indicators.

If customer satisfaction is high but market size is limited, expanding into adjacent markets or products might be the answer. If customers are unhappy or revenue stalls despite hard work, a deeper pivot could be necessary. Either way, pivoting for growth requires honest self-assessment and market feedback.

Managing Change Without Losing Momentum

As businesses grow, pivoting becomes less about quick turns and more about thoughtful expansion. Chris and Matt explain how managing internal change—especially with larger teams—requires careful communication, clear vision, and strategic patience.

Whether shifting into a new product line, expanding to B2B markets, or tackling new technologies, founders must become skilled at explaining not just what is changing but why it matters—and how it benefits both the team and the customers.

Founder Mindset: Grit, Timing, and Infinite Pivots

The episode closes with a powerful reflection on founder mindset. Matt and Chris agree that great entrepreneurs are relentless learners—ready to pivot without ego when better opportunities appear.

They emphasize that having cash flow-positive businesses allows “infinite pivots” without relying on outside investment. And they caution founders to distinguish between boredom-driven shiny object chasing and legitimate market-driven opportunities. Pivoting for growth is about discipline, not desperation.