The Bluebox Blog

Contributions from our professional team

Entrepreneur Series: David Goldstone

December 2, 2024

 

As part of our Entrepreneur Series, our guest this quarter is David Goldstone CEO and Founder of both Goldstone Associates, a generalist executive search firm and VOCASO, a community of over 2000 leaders looking for NED, chair and Advisory roles.

In this conversation, David reflects on his career journey, the inspiration behind building two businesses, and his passion for connecting talent with opportunity. He shares practical advice for founders preparing their companies for sale, the traits that define great leaders, and why resilience and empathy are essential for success. From insights on building scalable businesses to the importance of fostering the right team, David’s experience and enthusiasm offer valuable lessons for entrepreneurs and leaders alike.

 

1.What is your background prior to starting Goldstone Associates and VOCASO, and what was your motivation to start both businesses?

Before starting Goldstone Associates, I spent over 18 years as CEO of Osprey Clarke, an executive search firm, and before that, I led the European Technology Practice at Norman Broadbent. Both roles had me collaborating with significant global corporations – but I craved something more personal. I wanted to work directly with business owners, offering high-touch, tailored advisory services. That’s what Goldstone Associates is all about.

VOCASO was born from a constant stream of talented individuals approaching me, asking for help securing NED positions. These were leaders with immense knowledge and connections, ready to offer real value. I thought, why not create a platform that bridges this incredible talent with the businesses that need it? And so, VOCASO was launched.

 

2.Were there pivotal moments in your early career that motivated your focus on helping others scale and sell their businesses?

Helping businesses scale and sell is a natural outcome of connecting them with VOCASO’s outstanding talent. Our members – acting as NEDs, Advisors, or Chairs – bring their expertise, networks, and hands-on leadership to the table. Their involvement builds confidence, not just within the business but also for potential investors. Watching these businesses grow and succeed because of these connections, That’s the real magic.

 

3.What advice would you give to entrepreneurs looking to balance sustainable growth with preparing their companies for sale?

Simple: surround yourself with the best people. Investors don’t just back ideas – they back teams. Build a powerhouse of talent that complements your skills, challenges your thinking, and pushes your business to the next level. A strong team is as valuable as the clients you serve or the product you sell.

 

4.What two personality traits do you believe make a good founder or CEO?

Resilience and empathy.

Resilience is the secret sauce that gets you through the inevitable setbacks – financial hurdles, market shifts, team changes. It’s about bouncing back and keeping the vision alive, which inspires confidence in everyone around you.

Empathy is equally critical. By truly understanding your team, customers, and stakeholders, you can address their needs and build trust, loyalty, and meaningful relationships. Together, these traits make for a leader people want to rally behind.

 

5.Have you always been passionate about connecting people with the right opportunities to grow and thrive?

Absolutely! For me, it’s never been about ticking boxes or filling positions. It’s about unlocking potential – understanding who people are, what drives them, and aligning that with opportunities that create impact. Even after 30 years, it’s the part of my work I love most.

 

6.What makes VOCASO unique in the industry?

We’ve reimagined how businesses connect with senior talent. Most companies rely on their networks or recruiters, but what if you could access a whole community of proven leaders with diverse expertise, ready to help? That’s VOCASO.

Our members get fee-free access to opportunities, meaningful connections, and a supportive community through events and services. Meanwhile, businesses gain direct access to leaders who aren’t on the usual radar. We’re not just filling gaps – we’re creating solutions that work for everyone involved.

 

7.Where do you see VOCASO/Goldstone Associates in five years’ time?

Goldstone Associates will continue to be a trusted partner in executive talent acquisition, holding strong to our principles of integrity and excellence.

VOCASO? We’re going to be the go-to platform for organisations looking to strengthen their boards. A thriving ecosystem of talent, ideas, and growth – it’s just the beginning.

 

8.Having sold a business before, what would you say is the most overlooked aspect of preparing a company for acquisition?

Buyers want to see scalability and sustainability – it’s not just about the numbers. If your systems, processes, or team structure can’t scale, it’s a red flag. Similarly, if your business can’t sustain its performance without you, it could derail negotiations. Fix these gaps early – they matter.

 

Quickfire Questions

1. What is the most important piece of advice you’ve ever been given?

Progress beats perfection. Start small, track results, and adapt as you go. Flexibility is everything.

2.If you could give one piece of advice to someone considering entrepreneurship, what would it be?

Focus on solving a problem you’re genuinely passionate about and understand. It’ll give you the drive to push through challenges and ensure your solution resonates with your market.

3.How would you describe yourself in 3 words?

Authentic. Optimist. Connector.

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    Testimonials

    “We were delighted with the services that Bluebox offered us. Bluebox’s attention to detail through their Diamond Programme ensured that we were well prepared for when the business was taken to market and that the sale process itself was managed expertly.

    We challenged Bluebox with finding the right strategic buyer and thereafter negotiating a deal that met our requirements. In helping initially to identify and to secure the deal with Mountville Mills they accomplished just that. Communication throughout was excellent and professional, managing each stage of the process. I would have no hesitation in recommending Bluebox to any corporate shareholder or private business owner looking to divest their business.”

    Richard Millward, Former Client

    “We were delighted with the services that Bluebox offered us. Bluebox were challenged with finding us the right strategic investor and, thereafter, negotiating a deal that met our complex requirements. In identifying and securing the deal with LGC they have done exactly that. The process itself was efficient and smooth, largely due to the excellent communication from the Bluebox team, who also demonstrated excellent experience at managing a very engaging auction process. I would be delighted to recommend Bluebox to any corporate shareholder or private business owner looking to divest a business.”

    Helen Dickinson, Former Client

    It has been a real privilege working with the team at Bluebox over this last year or so. Bluebox’s attention to detail ensured that we were well prepared for when the business was taken to market and the sale process itself was managed expertly. Starting the process, I had no idea exactly what this would entail and the volume of work that has been produced by everyone and the result reached today is nothing short of brilliant.

    Hugh Morris, Former Client

    We are delighted with the services that Bluebox was able to offer. They showed an intimate knowledge of a deal cycle, managed a tight auction process and were highly communicative from the start. I would happily recommend Paul and his team to business owners contemplating a sale of their business in the next 24 months. Experience is key and this has paid off for us.

    Laurence Seward, Former Client

    Aligning ourselves early with Bluebox, and entrusting the team to guide us through their process proved to be a highly rewarding investment from all viewpoints. Bluebox’s support significantly enhanced both the value of our business and its ‘saleability’. I would highly recommend Bluebox to business owners contemplating an exit in the next two years. The earlier the engagement the better so far as I am concerned.

    Mike Minett, Former Client

    We began working with Bluebox in early 2015 through their Blue Diamond Programme, as we were contemplating an exit. We found that the process focussed our minds on the key areas of growth in the business, and prepared us well for the inevitable rigours of due diligence. During the sale process itself, the advice offered by the Bluebox team was invaluable. We found them to be helpful, straightforward and honest.

    David Stokes, Former Client

    When selecting our adviser, it was extremely important that they had access to international buyers and were experienced in cross-border M&A. The team at Bluebox proved to be invaluable by identifying a strategic acquirer from America who was not known to us and by negotiating an excellent deal for all parties. I was also impressed with the process management from Bluebox, which ensured that the deal was closed in a timely fashion.

    Jeff Weinstein, Former Client

    When I first engaged with Bluebox, I was hesitant as to the benefits of using an advisor to firstly, find a buyer for my business and secondly, to get a deal over the line. However, now that the deal has completed with KPM, I can honestly say that the finer negotiation points handled by Bluebox and their overall management of this process has been nothing short of first class. I would be delighted to recommend Bluebox’s services to any entrepreneur contemplating the sale of their business.

    Bill Ballard, Former Client

    Bluebox worked closely with us over the following six months and helped us to implement some key initiatives which made InferMed a more attractive acquisition target. Once we decided to sell the business, the Bluebox team were very diligent in ensuring that no stone was left unturned. They negotiated expertly on our behalf to ensure we got the best deal possible.

    Alan Montgomery, Former Client

    The pre-sale planning programme that we signed up for with Bluebox made us develop our strategies and focus on the bigger picture. It proved to be a very rewarding investment from all viewpoints and significantly enhanced both the value of our business and its ‘saleability’. I would highly recommend Bluebox to business owners contemplating an exit in the next two years.

    Nigel Parsons, Former Client

    I have experienced first hand the value that can be created through highly structured pre-sale planning. It amazes me that it is not something that everyone does. It is so disappointing to see around 90% of transactions collapse before they complete and pre-sale planning will not only enhance your price, but also significantly enhance your chance of a closed deal.

    James Caan, Investor

    We worked incredibly closely with our advisers who provided expert knowledge of the sale process with which we were not familiar. We were truly delighted with the results.

    Marten Nielson, Former Client

    We appointed advisers to manage the sales process after we had received a number of unsolicited approaches for the business. I was incredibly impressed by the immense value that could be created by expertly negotiating with a group of already interested parties.

    Paul Duckworth, Former Client

    I was delighted with the service that the team offered and their real attention to detail. The deal was not without its complexities and it was reassuring to have such experienced advisers assisting me throughout the negotiations.

    Peter Bennett, Former Client

    Truly delighted with the way my sale process was managed. The fact that the team I worked with achieved such a great multiple is testament to their experience and their ability to create some true competitive tension.

    James Averdieck, Gü, Former Client

    The team at Bluebox provided invaluable support in negotiating this complex transaction. Their access to international purchasers, and exceptional knowledge of cross border M&A ensured that the deal was concluded efficiently, achieving a highly successful outcome for us all.

    Jon Parslow, Former Client

    “We selected Bluebox after a fairly long round of evaluating potential advisors because of their scientific, yet challenging approach to maximising value. During our initial meetings they showed us how far short of “ready” we were and consequently we completed more preparation in the early stages which meant we were equipped for what was to come. We were delighted with our choice of Corporate Finance partner. I do not hesitate in recommending Bluebox for any SME to consider.”

    Simon English, Former Client

    Bluebox provided invaluable advice in managing the negotiations with incoming investors. Their skills in handling these discussions were evident from the outset and the vital interface that they provided between the incumbent team and the incoming investors was truly beneficial.

    Henry Braham, Former Client

    Bluebox have a professional, dynamic and experienced team that is greatly assisting me with my focus on my exit within the next 24 months. Their structured approach is very refreshing and their ‘Blue Diamond’ programme is adding immense value.

    Matt Evans, Former Client

    The team at Bluebox provided me with a seamless service from the start of the engagement until our deal was completed. Attention to detail was commendable and their understanding of corporate M&A very impressive. I could not recommend them highly enough.

    Victor Lewis, Former client

    Having tried to sell my business previously – and failed – I was only too aware of the importance of pre-sale planning. This is a talented team offering a service that most people find out about, but too late.

    Simon Hulme, Former Client

    Bluebox are a quality outfit. Their access to International acquirers and relationships with the highest quality domestic investors was impressive. My shareholders and I received excellent service from start to finish and it was refreshing to be dealing with a senior team throughout the sale exercise.

    Michael Clapper, Former Client

    I cannot recommend the team at Bluebox highly enough. Their expert guidance throughout the entire sale exercise resulted in my shareholders securing an excellent deal with which the entire team was delighted.

    Mark Rodol, Former Client

    I’m really pleased with the service Bluebox provided. The team demonstrated excellent knowledge of the process to follow and led negotiations for the hospital in a way that allowed us to ensure we received appropriate value whilst focusing on reputational risk. Communication and service were of a very high standard.

    Steven Davies, Former Client

    With Bluebox’s expert advice we were able to find the right buyer that will benefit our business strategically. We’re delighted with the outcome and look forward to starting our new chapter

    Clive Hillier, Former Client

    The advice offered by the Bluebox team throughout the process was invaluable to the shareholders. We strongly believe that participating in Bluebox’s pre-sale planning programme was a significant driver behind the success of the deal. Their project management and negotiation skills throughout the sale process itself resulted in an exceptional deal being delivered to all parties involved.

    Harpal Singh, Former Client

    I chose Bluebox because they were the only CFA we considered who were a real ‘solution sales’ organisation rather than a team of accountants and/or ex-bankers! Selling a business is a solution sell and therefore a sell-side CFA requires this skill at its core.

    Jeremy Harford, Former Client

    Bluebox were a full solution in every respect. As an example, I never spoke with any of the potential or actual buyers directly. This separation allowed Bluebox to do what they do best which is to sell companies for the best price and on the most favourable terms.

    Jeremy Harford, Former Client