My guest for this third episode in our Build Series is Kush Das, CEO of Ennoble Care, to talk about profitable growth. Or as he calls it, sustainable growth; something that goes to the heart of his mission to serve patients with the best possible care alongside a disciplined and motivated team.

Kush and I discuss how they measure return on investment internally to remain profitable, how keeping that profit margin affects growth hires, the culture created with a sustainable model, and some tactics Kush employs to manage his growing team effectively. This episode was phenomenal and filled with tons of great strategies and tactics widely applicable in other businesses, and I hope you enjoy the conversation.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Trilogy Search Partners

Pacific Lake

Kush on LinkedIn

Ennoble Care

Topics:

(00:00:00) - Intro

(00:06:27) - Recapping Kush’s journey in acquiring Ennoble Care

(00:07:39) - Talent-to-value ratio

(00:12:37) - Timing for growth hires

(00:13:45) - Defining key hires

(00:18:29) - Tradeoffs to achieve profitability

(00:21:57) - Measuring internal ROI

(00:25:17) - Encouraging decision making

(00:31:05) - Profitability incentives

(00:33:12) - Messy growth vs. clean and simple

(00:36:40) - factors in M&A

(00:39:03) - Communication & cash management

(00:45:09) - Developing an EMR

(00:48:58) - What is top of mind for you in sustainability?

My guest on this podcast episode is Jim Derry, the CEO of Field Fastener, a $180 million fastener business based in the Midwest with a unique vendor-managed inventory system. We discuss two main topics: culture and maintaining a multi-generational family business.

Jim shares insights on creating a measurable, data-driven culture where talented people thrive and the importance of values in defining company culture. We also discuss preparing Field Fastener for future generations, covering the essential questions and strategies. My favorite quote from Jim on culture is, 'Culture is the lowest level of behavior you'll tolerate.'

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Jim on LinkedIn

Field Fastener

Topics:

(00:00:00) - Intro

(00:03:33) - The family history of Field Fastener

(00:15:47) - How does your culture separate you from competitors?

(00:18:37) - New Hire key characteristics

(00:23:25) - Getting teams to buy in

(00:26:01) - Firing customers for cultural reasons

(00:31:24) - Unique data uses

(00:39:16) - Designing a multi-generational family business

Episode 246: Alex (@aebridgeman) is joined by Johnny Lieberman (@JohnnyLieberman) and Zack Miller (@ZackMiller).

In this episode I am joined by Johnny Lieberman and Zack Miller, co-founders of Worklyn Partners, about their approach to integrating cybersecurity and IT services for middle-market companies. We discuss their multi-acquisition strategy and the integration of these services under one platform, as well as the challenges and benefits of merging tech-driven service providers. Insights include aligning incentives, addressing people-related challenges, and restructuring sales strategies for different customer segments. The importance of AI in combating cyber threats, especially during mergers and acquisitions, and the necessity of employee training and robust incident response plans are also highlighted. Additional insights from cybersecurity expert John Flory emphasize the role of AI tools and the rising risk of third-party breaches.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Worklyn Partners

Johnny on LinkedIn

Zack on LinkedIn

Topics:

(00:00:00) - Intro

(00:02:29) - Catching up

(00:05:02) - Advantages to separation or integration

(00:06:50) - Challenges in integrating MSP providers

(00:12:50) - Building a Sales org

(00:18:58) - The importance of pace

(00:20:51) - Learnings from investors and peers

(00:32:30) - AI, & First lines of defense to implement in cybersecurity

Ep.245: Alex (@aebridgeman) is joined by James Lindstrom (@James-Lindstrom).

The episode features Jim Lindstrom, a seasoned CEO with experience in leading companies like IES, Providence Service Corp and Verdian. The discussion covers his experiences with accelerating company growth, executing turnarounds, managing balance sheets, and strategic value creation. Jim shares insights on governance, operations, capital allocation, team alignment, and business simplification, drawing from his extensive experience in various leadership roles.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

James on LinkedIn

Verdian Insights

Topics:

(00:00:00) - Intro

(00:03:55) - Is there a model you try to follow as a new CEO in the early days?

(00:07:26) - Identifying problems and meeting philosophies

(00:13:37) - Encouraging urgency

(00:16:54) - James’ first executive role

(00:21:54) - Formative career experiences

(00:25:26) - Preventing layoffs

(00:31:15) - Discovering a company’s opportunities before becoming involved

(00:37:11) - How do you approach a turnaround?

(00:43:21) - What is a “normal” level of company debt?

(00:47:53) - How do you manage cyclical businesses?

(00:52:27) - Fostering imagination

(01:00:39) - Are there any industries you would stay away from?

(01:02:40) - Advice for CEOs

Ep.244: Alex (@aebridgeman) is joined by Collin Hathaway (@CollinHathaway).

I'm excited to welcome Collin Hathaway back for his third appearance on the podcast. Collin has a wealth of experience in the home services industry and company operations, and today we dive into his recent exit from Flint Group, which he sold to General Atlantic.

We get into what he might have done differently, his belief that "good is usually enough," and the deeply personal process of exiting businesses. We also chat about long-term hold strategies and how they play into the bigger picture.

Plus, this is a special episode for me—it's my first time recording in person with Collin, right at his office in Seattle.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Collin on LinkedIn

Flint Group

Topics:

(00:00:00) - Intro

(00:05:31) - Exits are personal

(00:14:49) - Bringing on a COO to become CEO

(00:18:11) - Aligning incentives

(00:24:02) - Keeping a sense of urgency

(00:27:31) - Pretty good vs. Perfect

(00:30:47) - Hiring styles

(00:38:59) - Maintaining culture and values

(00:44:43) - What would you change if you were starting the company today?

(00:49:26) - What are you working on today that gives you energy?

(00:52:33) - How have your views on a long-term hold changed?

(01:04:06) - Misplaced CEO advice

In this second episode of the Build Series, I speak to Rob Southern and James Bergeron about their experiences and strategies for upleveling as CEOs. We discuss their journeys in acquiring and running companies, the importance of executive coaching, and actionable habits and practices that contribute to continuous personal and professional growth. We also delve into distinguishing signal from noise, the evolution of leadership style, and the inner drivers that motivate long-term improvement as a CEO. This episode mixes profound personal stories, practical advice, and in-depth analysis aimed at current and aspiring CEOs.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn.

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Trilogy Search Partners

Pacific Lake

Rob Southern on LinkedIn

Ascend Software

James Bergeron on LinkedIn

Topics:

(00:00:00) - Intro

(00:05:36) - James’ and Rob’s backgrounds

(00:12:15) - Upleveling as a CEO

(00:32:19) - Measuring progress as a CEO

(00:35:36) - Discerning signal from noise

(00:43:21) - FInding your management style

(00:48:26) - Adapting to increasingly complex business environments

(00:51:26) - Studying other leadership styles

(00:56:40) - Developing and living inner values in the CEO role

Ep.242: Alex (@aebridgeman) is joined by Steve Swinney (@steveswinney).

My guest today is Steve Swinney, founder and CEO of Kodiak Building Partners. The company, which started in 2011 with the acquisition of Barton Supply in Denver, has grown to 45+ acquisitions and $3 billion in sales by 2024. We cover Steve’s extensive experience in building product distribution, Kodiak's diversification strategy, communication as a CEO, hiring practices, acquisition strategy, company history, and future challenges.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links

Steve on LinkedIn

Kodiak Building Partners

Topics:

(00:00:00) - Intro

(00:04:05) - Starting Kodiak

(00:06:09) - Why did you focus on lumber as a commodity?

(00:09:17) - What were the first few years at Kodiak like?

(00:12:28) - What was your capital raise strategy?

(00:13:51) - Consolidation & Acquisitions

(00:17:08) - How have you constructed your team as the company has grown?

(00:21:15) - Recruiting executives

(00:22:51) - How do you foster an environment of continuous learning?

(00:24:46) - How has your communication style evolved?

(00:31:45) - Keeping values consistent across companies in Kodiak

(00:34:01) - Is there ever a breaking point with the house-of-brands approach?

(00:34:53) - What key challenges are you most excited to solve over the next decade?

Ep.241: Alex (@Aebrigeman) is joined by Ed Manfre (@emanfre).

My guest today is Ed Manfre, a business leader, executive coach, and co-author of Lead Through Anything alongside recent guest Dustin Seale. He has two decades of experience helping CEOs and C-Suite leaders align themselves and their companies for success. He’s served leadership roles at firms Heidrick & Struggles and Spencer Stuart as a business builder and people leader and is here today to talk through a core concept of his, that being leadership is an inside job. His conclusion through his work is that great leadership starts with an internal, reflective focus before being an external force within your company.

We also talk about resilience, advice for new leaders and leading integrations, driving results through people, and much more!

One last note: I’ve launched my own search called Airframe Group, and I’m looking for great companies and experts in industrial services and value-added distribution. Please reach out. I'm always excited to meet industry owners and experts. Please email me at [email protected].

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Ed on LinkedIn

Lead Through Anything by Ed Manfre

Topics:

(00:00:00) - Intro

(00:03:07) - Ed’s background and career

(00:12:40) - What do the best leaders do to make the acquisition and integration process smoother?

(00:16:43) - Leadership as an inside job

(00:23:47) - How leaders can shine a light on behavior they want to see more of

(00:25:%7) - What are some good questions to ask yourself when trying to discover your own leadership style?

(00:33:25) - Maintaining stability during internal struggles

(00:43:04) - Building resilient leaders

(00:46:21) - Seeking out new challenges

(00:54:40) - Where do new CEOs tend to get off track?

(00:58:39) - How can a new CEO put their best foot forward?

Ep.240: Alex (@aebridgeman) is joined by Sarah Rowell (@sarahrowell).

This is the first episode in our new series called the Build Series, in partnership with Pacific Lake Partners and Trilogy Search Partners. Over the six Build Series episodes, we will explore how CEOs can accelerate their company’s growth trajectory, as well as their own professional growth as leaders. The Build Series continues the foundation set by last year’s Launch Series in growing transformative companies as ambitious CEOs and leaders.

Our guest in this first episode is Sarah Rowell to talk all things board construction, getting the most value from your board relationships, and key points along her journey where her board played a critical role. Sarah and her husband acquired Kantola Training Solutions in 2018 before selling to Traliant in December 2023 after some incredible growth years at the helm.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Sarah on LinkedIn

Traliant (Kantola)

Trilogy Search Partners

Pacific Lake Partners

Topics:

(00:00:00) - Intro

(00:05:00) - Sarah’s experience acquiring a company

(00:07:13) - Building the infrastructure for a company board

(00:15:10) - Building chemistry with investors

(00:20:34) - Establishing a board

(00:24:42) - What do you hope for the future of this acquisition?

(00:29:16) - Involving investors and the board in the business

(00:39:47) - Building out Sales and Marketing

(00:48:51) - Board meeting structures

(00:58:17) - Emotionally connecting with Board members

(01:02:47) - Closing advice

This is my second episode hosting Alex De Pfyffer and Ross Porter, founders of Heritage Holding, on the podcast. A lot has happened since their first episode in late 2022. They’ve built 7 platforms through 25 acquisitions and recently raised a committed fund for the next five platforms. They’ve done excellent sourcing, but I also admire their ability to build a strong team at Heritage that allows them to move faster across multiple strategies and platforms.

We talk about elements of a platform thesis in their view, integrating teams while supporting founders, future platforms, speed, and so much more.

One last note, I’ve launched my search called Airframe Group and I’m looking for great companies and experts in industrial services and value-added distribution. Please reach out, I am always excited to meet owners and experts in the industry. Email me at [email protected].

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Heritage Holding

Alex on LinkedIn

Ross on LinkedIn

Topics:

(00:00:00) - Intro

(00:02:54) - Recapping Heritage Holding's last few years of growth

(00:08:00) - What drove the decision to sell off platforms?

(00:11:42) - How did initial platform acquisitions inform your criteria for future acquisitions?

(00:18:08) - Fragmented PE interest

(00:24:59) - Building out the Heritage team

(00:31:52) - Organizing the leadership team around integrating new acquisitions

(00:40:15) - Developing Sales teams

(00:44:20) - Raising a Fund

(00:48:03) - Setting a fast pace for activity and execution

My guest today is Jeff Homer, who’s pursued one of the most interesting consolidation theses I’ve ever heard, music schools and more recently dance studios through his company, Ensemble Performing Arts. And his pace is incredible, acquiring essentially a school per month for five years, totaling 70 acquisitions and integrations. The number of reps he’s had is incredible, and has given him a huge amount of experience to learn from. Everything from industry theses, to integration, working with sellers, building a team, debt, he’s built an expertise in all facets and it’s very impressive.

Jeff and I talk about pursuing consolidation strategies, what he’s learned in building his own, adding ancillary products and services, and so much more. Jeff is also now investing in others pursuing consolidations and I highly recommend reaching out to him if one is top of mind for you.

Lastly, before the episode, I’ve launched my own search called Airframe Group and I’m looking for great companies and experts in industrial services and value-added distribution. Please reach out at [email protected] if you’d like to connect!

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links

Jeff on LinkedIn

Ensemble Performing Arts

Topics:

(00:00:00) - Intro

(00:02:48) - Ensemble and Jeff’s career

(00:06:39) - What is the process of buying and overhauling a school?

(00:13:43) - How have sources of funding for you changed?

(00:19:01) - Where do you feel like you’ve improved the most on this journey?

(00:22:11) - Is there a characteristic or culture you’re looking to complement when hiring?

(00:24:13) - What skill must you improve to grow to hundreds of schools?

(00:28:09) - What is your consolidation thesis?

(00:30:44) - Are there other industries you’ve considered when acquiring?

(00:34:21) - What early mistakes can people avoid in consolidations?

(00:36:29) - Brand integrations

(00:43:11) - What are ancillary services you’re looking for?

(00:47:19) - What flywheels are you thinking about within the business?

(00:50:05) - How have you streamlined your processes?

(00:53:58) - Valuations in lower middle markets vs. larger markets

(00:57:55) - What are other ways to drive value in Ensemble?

(01:00:03) - Do you own the RE of schools you acquire?