From Goldman to Growth: Strategic Partnerships, AI Adoption, and Building Exit-Ready Businesses: A conversation with Candice Elsmore

The Executive Edge

Episode 215

Released July 24, 2025

Interview with Candice Elsmore - Former Investment Banker turned COO, Strategic Partnerships Expert

Guest Background

Candice Elsmore brings extensive international experience across four continents:

• South African origins: Grew up in Johannesburg
• Education: London Business School, Wharton (US)
• Career progression: Investment banker at Goldman Sachs → COO roles → Strategic partnerships in tech/fintech
• Current location: Middle East (UAE)
• Specialization: Working with startups, blockchain companies, and financial disruption technologies

Key Discussion Topics Investment Banking Insights

Top criteria banks consider for business investment:

• Financial fundamentals - Numbers remain paramount
• Strategic value - How the acquisition enhances existing business
• Geographic/product synergies - Complementary capabilities or market access
• Operational improvement potential - Ability to enhance cash flows
• Future impact assessment - Particularly relevant for emerging technologies like AI

Strategic Partnerships: Two Main Categories

1. Capability Building - Acquiring specific technology or skills to grow market share
2. Distribution Access - Gaining connectivity to end users and new markets

Note: Strategic partnerships are particularly prevalent in fintech, where businesses need multiple channels but acquiring many companies isn't feasible.

Preparing Your Business for Sale

Critical considerations for business owners:

• Customer diversification - Avoid concentration risk with only 1-2 major clients
• Scalable processes - Build systems that don't depend solely on the founder
• Talent and structure - Ensure the business can operate without daily founder involvement
• Multiple stakeholder perspective - Consider how buyers will evaluate customers, products, and talent

Key insight: Buyers examine businesses from multiple angles - owners should proactively address potential blind spots.

Future Trends & AI Adoption

Practical AI recommendations:

• Start using AI tools daily - ChatGPT, Claude (Anthropic), Perplexity
• Begin with simple tasks - Letter writing, routine work (without sensitive information)
• Build confidence gradually - Let AI learn your style and preferences
• Strategic applications - Use for skill assessment, strategic thinking support
• Expect 60-70% accuracy - Sufficient for overcoming writer's block and idea generation

Why change is difficult:

• Human "caveman brain" associates change with danger
• Evolution hasn't caught up with modern business needs
• Small daily interactions (5-10 minutes) help build comfort

Managing Executive Pressure

Essential strategies for high-stakes decision making:

• Diversify your identity - Don't tie self-worth solely to career success
• Develop multiple outlets - Family, sports, faith, hobbies
• Build habits over time - Can't create reserves during crisis moments
• Non-negotiable personal time - 20-30 minutes daily for balance and control
• Accept the reality - Senior roles come with unique stress and responsibility

Example: Many Goldman Sachs executives were marathon runners - long runs provide head-clearing, fresh air, exercise, and endorphins.

Navigating Workplace Diversity Challenges

Practical approaches:

• Ask questions - Stay curious rather than defensive when facing bias
• Professional boundaries - Know when to stand your ground appropriately
• Develop diplomacy skills - Critical for senior diverse leaders
• Stay calm and assertive - Avoid fight-or-flight responses
• Ground yourself - Leverage other life aspects during difficult situations

Regional Expansion: Middle East Focus

Candice's new initiative:

• Developing a private women's network in the GCC (Gulf Cooperation Council)
• Initial focus: UAE and Saudi Arabia
• Addressing gap in professional women's networking in the region
• Drawing from successful UK experience with women's network "CHIEF"

Special Offer

Candice is offering free 15-minute consultations to three fintech professionals from the podcast audience.

Topics covered:

• Capital raising timing and strategy
• Business scaling and go-to-market approaches
• Geographic expansion decisions
• Fundraising and dilution considerations
• Strategic partnership alignment

Key Takeaways

1. Numbers drive investment decisions, but strategic value and future potential are equally important
2. Strategic partnerships are essential in tech/fintech for capability building and market access
3. Business preparation for sale requires addressing customer concentration, operational dependencies, and structural weaknesses
4. AI adoption should start small and build daily habits rather than wholesale transformation
5. Executive resilience requires diverse identity, consistent personal practices, and strong support systems
6. Workplace navigation for diverse leaders demands curiosity, diplomacy, and professional boundaries
7. Change is the only constant - adaptability across markets and cultures is essential for success

About The Executive Edge

The Executive Edge provides practical skills for achieving and maintaining success in life and business. Available on all major podcast platforms.

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