I Love the What Went Wrong conversations because they remind me that even when things look like they’re working, there’s usually a crack or two hiding under the surface.
In this episode, we dig into one of those uncomfortable moments every business owner faces. Growth slows, the numbers get fuzzy, and suddenly the team you built so carefully starts to feel… expensive.
I sat down with Matt Levenhagen, founder of Unified Web Design and host of the Builder Podcast, to talk about what happens when you hold on just a little too long.
Here’s what really stuck with me:
• Hope is not a hiring strategy
Matt kept his team based on where revenue had been, not where it actually was. When projects stalled, he filled time with “busy work” instead of facing the numbers. That gap between reality and optimism gets expensive fast.
• The warning signs are usually obvious, we just ignore them
Delayed projects, slow client responses, and scrambling to keep people busy. Those were all signals. The lesson? If you’re getting creative just to justify payroll, it’s time to pause and reassess.
• Flexibility beats the “perfect team”
Matt realized he didn’t need a full bench all the time. Now he’s building a more flexible structure with a mix of core team members tied to revenue and others brought in as needed. It’s not about loyalty, it’s about sustainability.
• Invest in sales before you need it
This one hit home. When things were good, he didn’t push marketing or sales hard enough. By the time revenue slowed, it was too late to quickly replace that pipeline.
Yes, you want to invest in growth. But when the business shifts, you have to shift with it. Because holding on too long doesn’t just cost Money. It costs momentum.
