Making Rainmakers

Name:

Russell Wardrop

Job title:

CEO and co-founder

What is your business called?

KWC Global (Kissing With Confidence Ltd.)

Where is it based?

Our headquarters are in Glasgow, directly opposite Central Station. That location has always been a huge advantage. It makes our offices not only easily accessible for clients visiting us from across Scotland, but also extremely handy for me personally when I need to jump on a train to London. In fact, that convenience has helped us maintain a strong presence in both Scotland and the rest of the UK, and has played a role in building the kind of international reach we have today.

What does it produce/do?

At its core, KWC Global creates rainmakers. That’s a phrase often used in professional services to describe individuals who can generate business, attract clients, and sustain long-term growth. We specialise in teaching professionals how to sell, but not in a pushy or transactional way. It’s about building relationships, understanding the psychology of influence, and having the confidence to position yourself and your organisation in a way that resonates with clients. Many very smart and talented people in sectors like law, accountancy, and financial services have never been formally taught how to sell, yet it’s essential for career progression and business success. We fill that gap.

To whom does it sell?

Our clients are primarily in professional services. We work globally with the “Big Four” accounting firms, with major law firms, and with organisations in financial services. Essentially, our market is made up of people whose technical skills are second to none but who often need support in developing the commercial side of their careers. That’s where we come in. We give them the mindset, skills, and practical techniques to turn conversations into opportunities and opportunities into lasting client relationships.

What is its turnover?

We currently operate at around £2 million in turnover, which is something I’m very proud of, especially considering where we’ve come from and the challenges we’ve had to overcome along the way.

How many employees?

We’re a close-knit team of 14. That size allows us to remain agile, keep our culture strong, and ensure that everyone feels part of the journey. Every single member of the team plays a role in shaping our direction.

What attracted you to your current role?

Quite simply, my co-founder Sharon. She’s also my wife, and from the early days of our relationship we shared the ambition of starting our own business. Eventually we took the leap. It wasn’t about waiting for the perfect time - there never is one. It was about knowing that we had complementary skills, a strong vision, and the drive to build something together.

What were you doing before?

My own career started in architecture. I studied it and practised for a while, before moving into academia. Teaching and research gave me an opportunity to refine my skills as a communicator and develop a deep appreciation for how people learn. Sharon, meanwhile, has a law degree from the University of Glasgow and spent a decade in the university sector. She was most recently at Universities Scotland, where she worked on research, commercialisation, and social inclusion. She also contributed to a number of government-led steering groups and committees. Our backgrounds might seem very different, but together they gave us a strong foundation for building KWC Global.

What do you least enjoy?

Like many business leaders, I’m not a fan of administrative tasks. Filling out expenses forms and timesheets is my personal definition of drudgery. Thankfully, I have a team around me that is far more organised and diligent about these things than I am.

What do you consider to be the main successes of the business?

The fact that we survived lockdown is a huge success in itself. Almost overnight, our entire business model was under threat. We relied heavily on in-person training and workshops, so when everything moved online, it felt like the rug had been pulled from under us. But we adapted. Not only did we survive, but since then we’ve doubled in size. That resilience and adaptability is something I consider a real badge of honour for our company.

What are your ambitions for the firm?

In the near term, the goal is to grow our turnover to £3 million while maintaining our current profit margin. After that, the target is £4 million. Growth is important, but sustainable growth is what matters most. We want to ensure that as we expand, we preserve the quality of our delivery and the culture that has made us successful so far.

What are the challenges facing the sector and market, and what could be done to overcome these?

Technology is both the biggest challenge and the greatest opportunity. Tools like AI are transforming industries, and ours is no different. We operate at the top end of the market, so we are somewhat insulated, but ignoring technological change is not an option. Embracing it will be essential to remain relevant.

From a Scottish perspective, I also believe we need a more business-friendly government. At the very least, a government that acknowledges and celebrates the role of business in driving growth, creating jobs, and contributing to society.

What single thing would most help?

If I had to choose one thing, it would be for government to reduce the amount of legislation that makes life harder for businesses and instead draw inspiration from the entrepreneurs of the past. At the same time, I think the rest of us need to cultivate a more stoic mindset: accept the challenges, focus on what we can control, and keep moving forward.

What is the most valuable lesson you have learned?

I take a lot of inspiration from Marcus Aurelius: “When you arise in the morning, think what a precious privilege it is to be alive; to think, to breathe, to enjoy, to love.”

The earth is 4.1 billion years old; the sun, even older. Humanity has been around for only 300,000 years. In that context, our time here is vanishingly brief. Carpe diem, memento mori, amor fati. Seize the day, remember that you will die, and love your fate. That perspective keeps me grounded and motivated.

What was your best moment?

There have been many highlights, but one that stands out was during lockdown when a Big Four client awarded us a £150,000 contract over Zoom. At a time when everything seemed uncertain, that moment felt like a lifeline and a validation of our pivot to digital delivery.

What has been your most challenging moment in life or business?

The lockdown was brutal, wiping out much of our business overnight. Before that, the financial crash had dealt us a similar blow. Both times, we came out stronger. The financial crash, for instance, forced us to focus more deliberately on teaching sales—a shift that has been central to our success ever since.

How do you relax?

I love cooking while watching sport - especially if Dundee United are beating one of the Old Firm. A simple fish and chips with mushy peas at Nardini’s with Sharon is another pleasure. And sometimes the best way to relax is just a quiet walk in London without a phone in my hand.

What phrase or quotation has inspired you the most?

Aside from Marcus Aurelius, another favourite is from Baz Luhrmann: “Get to know your parents, you never know when they’ll be gone for good.” I owe my parents a huge amount, as many of us do. That line is a reminder of the importance of gratitude and connection.

What is the best book you have ever read?

For me, fiction is more powerful than non-fiction. Independence Day by Richard Ford, part of his Frank Bascombe trilogy, is a standout. It’s the story of an ordinary man navigating middle age in suburban America, with all its quiet triumphs and tragedies. I often dip into it - one or two chapters at a time. For anyone who wants to learn to write, reading good novels like this is essential.

Where do you find yourself most at ease?

On stage, in front of 300 people, with a flipchart at my side and a pen in my hand. That’s when I feel most alive and in my element.

If you weren’t in your current role, what job would you most fancy?

I loved being an architect and an academic, so either of those roles would still appeal. Perhaps a window seat at Foster + Partners in London or a visiting professorship at the University of Strathclyde.

What countries have you most enjoyed travelling to, for business or leisure, and why?

Business has taken me all over: Barcelona, Las Vegas, Zurich, Copenhagen, Bordeaux, Munich, Lisbon, and many more. The truth is, if the gig is good, I’ll love the place. But if I had to choose one city, it would be London. It’s the greatest city in the world, and I’ve been lucky to make it my second home for two decades.

For leisure, nothing beats Italy. Recently I spent a week in the Tuscan hills, via Florence, on a yoga retreat. The language, the food, the wine, the architecture - I aim to bring more Italy into my life in the years ahead.

This article also appeared in the Herald in September 2025.