In the latest episode of Contractor Connections, we sit down with John Ravaris to talk about what it really takes to grow a business in the contract cleaning industry — and why growth isn’t something you chase, but something you earn.

John shares his framework for differentiation, the power of understanding client success factors, and how to create raving fans who fuel long-term success. If you're ready to stop competing on price and start leading with purpose, this conversation is for you.

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John Ravaris is the founder of UVPsolutions, a consultancy devoted to helping businesses create compelling, unique value propositions and growth-enabled organizations. John has dedicated over 35 years to marketing and sales leadership in the facility supply and service industry. His career has been defined by working in family-owned businesses, ranging in size from tens of millions to hundreds of millions in revenue. Throughout his career, John has been inspired by visionary leaders who emphasized client-centric strategies and drove exceptional revenue and profit growth. John was recognized by BSCAI with the Industry Service Award for his contributions.

John holds a degree in marketing from the University of Maine and an MBA from Saint Joseph’s University.

In this episode of Contracting Conversations, we sit down with Mark Herbick, founder and CEO of Pursant, who brings over 30 years of experience to the contract cleaning industry.

Tune in to explore the nuanced world of small business valuation and what it takes to thrive in a sector known for its low barrier to entry but high demands of grit and ambition.

Mark shares his observations on the current landscape for small businesses in contract cleaning, including the emotional and operational challenges owners face as they scale. We also dive into strategic growth opportunities, owners getting comfortable with the idea of making themselves obsolete, and what the path looks like when it’s time to sell.

Whether you're a seasoned operator or just getting started, this conversation offers valuable takeaways to understand the realities of today’s small business landscape.

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Mark Herbick is the founder and CEO of Pursant, a middle market advisory firm specializing in M&A, private capital market financing, transaction advisory services, financial leadership support, and consulting related to business value enhancement. The firm’s integrative, customized suite of services deliver the insight and guidance parties seek to confidently navigate complex strategic transactions.

Prior to founding Pursant, Mark was a serial entrepreneur and buyer/seller of businesses, having bought, sold, and operated over a dozen companies of his own and advised on countless strategic transactions in numerous sectors, including the building service contract sector. He grew his companies through acquisitions, strategic divestitures of divisions and managed organic growth.

During his time as an operator, Mark found that to best grow enterprise value, it was necessary to become proficient at optimizing company performance and executing strategic transactions. He honed his skills in these areas and in 2009 founded Pursant, LLC. The firm works on over 50 transactions a year ranging in value from $10m-$500m.

Developing the next generation of leaders is a top priority in contract cleaning. They bring fresh ideas, diverse backgrounds, and adaptability — all of which are essential to moving the industry forward. We wanted to know what motivates these professionals, so we went straight to the source.

In the latest episode of Contracting Conversations, we speak to three BSCAI members on the rise: Logan Blanchard, CEO/president at Ajax Cleaning, Brad Buchner, RBSM, business development manager at CleanOffice Inc., and Isaiah Dinverno, regional business development manager at Prestige Maintenance USA. The three have been part of the contract cleaning business for several years and their careers are beginning to take shape.

Tune in to hear how they got into the contract cleaning business, first impressions of the job, opportunities for technology to play a bigger role, and their outlook on the future.

Listen and subscribe on Apple Podcasts, Spotify or anywhere you listen to podcasts.

Learn more about BSCAI’s CLEAN Award winners.

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In the latest episode of Contracting Conversations, we talk to Sally Schopmeyer, president of Maintenance Inc.

Sally recently received BSCAI’s Walter L. Cook Award for Distinguished Service, recognizing her years of dedication to the association and the industry at large. She’s spoken at several BSCAI events, been an active member and served as BSCAI President in 2011. When it comes to helping others navigate strategic realignment and being fearless in the face of change, Sally is a go-to.

Tune in to learn how she built her career alongside peers at BSCAI, the disruption she’s navigated professionally, her thoughts on challenges ahead with the current labor market and ways to invite the next generation of leadership into the fold.

Listen and subscribe on Apple Podcasts, Spotify or anywhere you listen to podcasts.

Learn more about BSCAI’s CLEAN Award winners.

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In the latest episode of Contracting Conversations, we dive into the world of mergers and acquisitions (M&A) — a space to watch as an average of 10,000 baby boomers retire each day — and what it means for business owners considering selling their company. Tim Murch of 4M brings his expertise to answer key questions about the timing and process of selling a business, maintaining confidentiality, and navigating the hurdles that can come with acquisitions. In this episode, we cover:

• When to Sell a Contract Cleaning Business: Discover the signs that indicate it might be the right time to sell a business, including retirement, burnout, or the need for additional financial and human capital.

• Making a Successful Deal: We discuss the elements of a win-win acquisition for both the buyer and the seller, highlighting the importance of trust, transparency, and due diligence in the process.

• Maintaining Confidentiality: Tim offers strategies for keeping the decision to sell confidential while avoiding the pitfalls of isolation.

• Small Businesses in M&A: Learn how small business owners can enter the M&A space with practical advice and how to dispel the notion that this is only for larger corporations.

•M&A Trends and Future Outlook: Hear about the recent trends in the M&A landscape, particularly with the surge in baby boomer retirements, and what the future holds for the industry.

This episode of Contracting Conversations features Spencer Moore, president, CEO, and founder of Transcend Facility Services.

Spencer founded his business nearly 10 years ago after making a shift from working in corporate environments as a trained CPA. As an immigrant from West Africa, Spencer shares how he sees working in the cleaning industry as a way to add value to society — not just as a janitorial company but as a measure of health prevention.

We talk about some of the lessons he learned in the first few years of starting his business, how he’s now working to scale his business, ways he’s remaining competitive to retain good talent, when he got involved with BSCAI, how involvement with the association has given him insight to benchmarking among peers and so much more.

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This episode of Contracting Conversations features Matt Streiff, senior vice president of sales and marketing at The Budd Group.

Matt is a longtime BSCAI member who joined in 2007 and has held positions on both the supplier and contractor side of the commercial cleaning industry. He offers a unique perspective about how he’s grown his career, learning from everything the industry has to offer.

Tune in as Matt shares the steps he’s taken to become a leader in the space, as well as his advice for building trusted relationships with clients and sales teams.

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This episode of Contracting Conversations focuses on how Blake Dozier and Cory Jessee, founders of OnPoint, a janitorial company based in southeastern Virginia, built their commercial cleaning company.

Dozier and Jessee have been in business together for the last 10 years — combining their expertise in commercial real estate and small business management — and have also had the unique advantage of developing a solid friendship with time.

Learn how they got their business off the ground floor, the advice they’d give themselves in those first three years, how their involvement in the industry and BSCAI has impacted their work, the ways they balance their friendship with business, and much more.

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How do building service contractors (BSCs) think about company culture? What goes into defining values and ensuring they align with your employees’ realities?

Tune in as we talk to Raymond Hall, chief human resources officer at Harvard Maintenance, and Terell Weg, president and CEO of MSNW Group, LLC.

These two BSCAI members and their companies have put in the work when it comes to creating their organization’s core values. We discuss what goes into defining such values, how to ensure all employees — in the field or in the office ¬— feel equally engaged in company culture, the role this plays in training and retention, and more.

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From robotics to artificial intelligence (AI) and evolving ways to report out data/analytics, there’s no shortage of opportunities for building service contractors to embrace the latest in emerging technology solutions.

We spoke with Ryan Ferons (Pioneer) and Connor Haas (Merchants Building Maintenance) to better understand how contractors are thinking about technology for their frontline workers, as well as back-of-house operations.

Tune in as they share their perspective on where our industry is heading, what we must do to embrace disruptive trends, and a few points to help demystify the buzz behind AI, too. After all, not all that glitters is gold.

Connor Haas is a regional manager at Merchants Building Maintenance, where he oversees operations for hundreds of cleaning staff and numerous floor crews across multiple states. A third generation janitor, Connor has deep roots in the building maintenance industry, which have shaped an extensive understanding of the operational workflow and effective management skills.

Merchants Building Maintenance, a family owned and operated company since its founding in 1961, prides itself on its commitment to excellent service and self-performed work. Merchants is headquartered in Los Angeles, California, and operates out of 13 branch offices in nine Western states.

Ryan Ferons is a seasoned technologist and software engineer with over a decade of experience making cool stuff on the internet. Ferons’ career has been a remarkable journey through diverse industries ranging from background screening, aviation, energy, and most recently building services, where he's consistently delivered cutting-edge solutions.

As the director of software development at Pioneer, Ferons leads the charge in architecting and deploying transformative systems, such as Cora and CleanCode, revolutionizing operational efficiency.

With a passion for technology and an unwavering commitment to innovation, Ryan continues to spearhead progress and drive technological innovation that not only meets but anticipates industry needs. His expertise serves as a guiding force for teams seeking to innovate disruptive processes.

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