Building Scale

Building Scale

By Will Foret, Justin NeagleBusinessEntrepreneurshipManagement
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Building Scale episodes

  • Readiness and Timing: The Art of Contractor Acquisition Deals with Justin Escajeda, Escajeda Holdings
    How do you acquire a construction company without weakening the reputation that made it valuable? Justin Escajeda, founder and president of Escajeda Holdings, shares his approach to preserving brands and legacies while adding the people, systems and resources needed to grow. Justin Escajeda, Justin Neagle and Will Foret discuss profitable buy boxes, realistic valuations, debt service, capable management, and the financial controls needed to track backlog, receivables and cash flow.

    Connect with Justin Escajeda, Escajeda Holdings
    LinkedIn - https://www.linkedin.com/in/justin-escajeda-201014300

    Website - https://www.escajedamasonry.com/about

    Instagram - https://www.instagram.com/justinescajeda/

    Connect with Justin & Will -
    Will's LinkedIn: https://www.linkedin.com/in/willforet/
    Justin's LinkedIn: https://www.linkedin.com/in/justneagle/

    Learn More & Connect With Spot Migration -
    Website: https://www.spotmigration.com
    LinkedIn: https://www.linkedin.com/company/spot-migration
    Facebook: https://www.facebook.com/spotmigration
    YouTube: https://www.youtube.com/c/Spotmigration

    Do you want to be a guest on the show? Go to https://buildingscale.net/guests
    Need to discuss your IT and Cybersecurity Strategy? Go to https://buildingscale.net/help

    (0:00) Justin Escajeda’s Acquisition Story
    (7:04) Buying Small Construction Companies
    (10:16) The Portfolio of Trades Businesses
    (16:11) Finding the Right Managers
    (26:57) Valuation Reality and Deal Friction
    (42:14) Legal Support and Collections
    (46:48) Accounting Changes After Closing
    (50:39) Fraud Controls and Embezzlement
    (54:56) Advice on Spending and Discipline
    59 min
  • Effective Sales Teams: The Culture of Continuous Improvement with Ryan Groth, Sales Transformation Group
    Can construction companies scale sales without relying on a few natural rainmakers? Ryan Groth, CEO of Sales Transformation Group, explains how repeatable processes, scorecards and accountability help teams improve. He and Justin Neagle discuss coaching average performers, balancing hunters and farmers, structuring incentives and using disciplined discovery to qualify opportunities, serve customers and protect pricing. Groth argues that getting “Five to 10% better at all these little things” creates an edge over multiple sales cycles.

    Connect with Ryan Groth, CEO - Sales Transformation Group
    LinkedIn - https://www.linkedin.com/in/grothryan

    Website - https://salestransformationgroup.com/

    Connect with Justin & Will -
    Will's LinkedIn: https://www.linkedin.com/in/willforet/
    Justin's LinkedIn: https://www.linkedin.com/in/justneagle/

    Learn More & Connect With Spot Migration -
    Website: https://www.spotmigration.com
    LinkedIn: https://www.linkedin.com/company/spot-migration
    Facebook: https://www.facebook.com/spotmigration
    YouTube: https://www.youtube.com/c/Spotmigration

    Do you want to be a guest on the show? Go to https://buildingscale.net/guests
    Need to discuss your IT and Cybersecurity Strategy? Go to https://buildingscale.net/help

    (0:00) Sales Reps, Small Gains, Big Edge
    (4:18) Ryan Groth’s Path into Sales
    (10:49) Building Process, Culture, and Accountability
    (17:03) Training Reps to Retain More
    (23:43) Incentives, Hunters, and Farmers
    (30:46) Discovery Calls and Prospecting Tactics
    36 min
  • Family Legacy Building: Adapt to Embrace Your Full Potential with Mahsa Poorak, Southern Electric Company
    Why chase a revenue target if quality and experience are not the goal? Mahsa Poorak, CEO and second-generation owner of Southern Electric Company, shares how she moved from public defense into the family business and helped double its revenue. She explains why scalable leadership means reducing dependence on one person, developing talent through apprenticeships and career paths, and pairing technology with field experience and adaptability.

    Connect with Mahsa Poorak, CEO - Southern Electric Company
    LinkedIn - https://www.linkedin.com/in/mahsa-poorak/

    Website - https://southernelectriccompany.com/

    Connect with Justin & Will -
    Will's LinkedIn: https://www.linkedin.com/in/willforet/
    Justin's LinkedIn: https://www.linkedin.com/in/justneagle/

    Learn More & Connect With Spot Migration -
    Website: https://www.spotmigration.com
    LinkedIn: https://www.linkedin.com/company/spot-migration
    Facebook: https://www.facebook.com/spotmigration
    YouTube: https://www.youtube.com/c/Spotmigration

    Do you want to be a guest on the show? Go to https://buildingscale.net/guests
    Need to discuss your IT and Cybersecurity Strategy? Go to https://buildingscale.net/help

    (0:00) Defensive Questions and Early Signals
    (3:05) Mahsa Poorak’s Legal Path Home
    (12:03) Taking Over Southern Electric
    (22:00) Building Workforce from Within
    (35:08) Growth without Growth for Growth’s Sake
    (39:27) Technology, AI, and Real-World Work
    (49:20) Safety, Coaching, and Problem Solving
    (52:29) Advice for the Hard Moments
    56 min
  • Brewing Up Business: Relationships and Real Estate Development with Stefan Claar, 1222 Development
    What keeps a development deal moving when one missed detail can stall the entire machine? Tennessee developer Stefan Claar shares why he relies on face-to-face relationship building and backward planning to uncover intent, establish trust and stay ahead of critical path items. Claar and Justin Neagle dig into project demand, builder fit, leverage and debt exposure, along with lessons from the 2008 market cycle. They also examine the drive behind the work, and why money and notoriety can be “a pretty empty” motivator.

    Connect with Stefan Claar, President/COO, 1222 Development

    LinkedIn: https://www.linkedin.com/in/stefan-claar-741688207

    Website: https://1222development.com/

    Connect with Justin & Will -
    Will's LinkedIn: https://www.linkedin.com/in/willforet/
    Justin's LinkedIn: https://www.linkedin.com/in/justneagle/

    Learn More & Connect With Spot Migration -
    Website: https://www.spotmigration.com
    LinkedIn: https://www.linkedin.com/company/spot-migration
    Facebook: https://www.facebook.com/spotmigration
    YouTube: https://www.youtube.com/c/Spotmigration

    Do you want to be a guest on the show? Go to https://buildingscale.net/guests
    Need to discuss your IT and Cybersecurity Strategy? Go to https://buildingscale.net/help

    (0:00) Intro and Connection Building
    (5:24) Coffee, Relationships, and Backward Planning
    (11:51) What Developers Actually Do
    (18:57) Builder Background and Project Fit
    (21:39) Choosing Deals and Managing Risk
    (33:55) Lessons from 2008 and Market Cycles
    (38:41) Learning Never Really Stops
    (41:26) Purpose, Boundaries, and Saying No
    (44:28) Sponsor: Building Scale
    46 min
  • Elevated Office Culture: Assessments Build Stronger Teams with Gary McCoy, Blink Energy Services
    Gary McCoy shares how Blink Energy Services grew from a side hustle into a full-time business built around energy compliance and building code work. He talks about spotting a hard-to-find market need, hiring early, and shaping culture with a four-day workweek and personality tools like Enneagram and Working Genius. The conversation covers training, reducing rework on site, expanding into commissioning and retrocommissioning, and the lessons learned from moving too fast in Austin. Gary also discusses the value of a fractional CFO, building science, HVAC-driven testing, and using data to guide upgrades.

    Connect with Gary McCoy, Partner, Blink Energy Services -

    Instagram: https://www.instagram.com/blinktexas/
    LinkedIn: https://www.linkedin.com/company/blink-energy-services/
    Newsletter: https://www.linkedin.com/newsletters/blink-energy-insights-7468370575976202240/
    https://www.linkedin.com/in/blinktexas/
    Website: https://blinktexas.com/gary
    Phone: 214-325-7632

    Connect with Justin & Will -

    Will's LinkedIn: https://www.linkedin.com/in/willforet/
    Justin's LinkedIn: https://www.linkedin.com/in/justneagle/

    Learn More & Connect With Spot Migration -

    Website: https://www.spotmigration.com
    LinkedIn: https://www.linkedin.com/company/spot-migration
    Facebook: https://www.facebook.com/spotmigration
    YouTube: https://www.youtube.com/c/Spotmigration

    Do you want to be a guest on the show? Go to https://buildingscale.net/guests

    Need to discuss your IT and Cybersecurity Strategy? Go to https://buildingscale.net/help

    (0:00) Introduction and sponsor call to action
    (1:47) Guest introduction: Gary McCoy and Blink Energy Services
    (3:16) The origin story of Blink Energy Services
    (4:18) Starting as a side hustle to pay for a tractor
    (5:02) What energy compliance and building code work involves
    (6:36) Spotting a market need in a required, hard-to-find service
    (7:44) Going full time and building a real company
    (8:35) Growth, first hires, and building a knowledgeable team
    (10:59) Four-day workweek and creating a culture around employee fit
    (13:05) Using Enneagram and Working Genius for team dynamics
    (14:55) Understanding burnout and improving communication with personality tools
    (18:25) Lessons from early hiring and integrating personality assessments
    (21:13) Training timelines and becoming effective in the role
    (23:31) What inspectors do daily and reducing rework on-site
    (27:03) Winning work through referrals and client relationships
    (28:04) Expanding from multifamily to commercial, industrial, and commissioning
    (30:36) Diversifying services for continued growth
    (31:58) Future growth: retrocommissioning and utility rebate work
    (33:23) Scaling headcount, statewide expansion, and franchise vision
    (36:47) Lessons from expanding too quickly into Austin
    (38:38) The impact of a fractional CFO on growth decisions
    (41:59) Continuous improvement and learning from business mistakes
    (42:07) Equipment and technology for field and design teams
    (44:17) Mechanical systems, especially HVAC, drive most testing work
    (46:22) Applying building science to remodeling and existing buildings
    (47:21) Diagnosing and resolving humidity issues
    (49:36) Triaging fixes by cost and impact
    (50:10) Common construction mistakes and installation issues
    (51:42) Using utility savings and modeling to prioritize upgrades
    (52:48) Advice: trust your gut but back it up with data
    (54:10) A story about choosing HD DVD vs. Blu-ray
    (55:10) How to contact Gary McCoy and Blink Texas
    (56:07) Sponsor: Building Scale
    57 min
  • Apprentice to President: Soft Skills + Mindset Makes a Champion with Angela Drexel, BlackRock Construction
    Angela Drexel shares her path to BlackRock Construction and how LiveWire evolved into a broader company with ambitious growth goals. She discusses hiring for curiosity, transferable skills, and culture fit, along with building career paths and leadership development frameworks inspired. Angela also covers addressing negative behavior quickly, deciding when to coach or let someone go, and using performance improvement plans as a coaching tool. The conversation moves into drawing inspiration from the Chicago Bulls to technology adoption, AI, system unification, and how a holdco structure supports growth, shared services, and M&A.

    Connect with Angela Drexel, President - BlackRock Construction

    LinkedIn - https://www.linkedin.com/in/angela-drexel-18a6301a/

    Website: https://www.blackrock-construction.com/

    Connect with Justin & Will -

    Will's LinkedIn: https://www.linkedin.com/in/willforet/
    Justin's LinkedIn: https://www.linkedin.com/in/justneagle/

    Learn More & Connect With Spot Migration -

    Website: https://www.spotmigration.com
    LinkedIn: https://www.linkedin.com/company/spot-migration
    Facebook: https://www.facebook.com/spotmigration
    YouTube: https://www.youtube.com/c/Spotmigration

    Do you want to be a guest on the show? Go to https://buildingscale.net/guests

    Need to discuss your IT and Cybersecurity Strategy? Go to https://buildingscale.net/help

    (0:53) Technology support, cybersecurity, and Angela Drexel’s journey to BlackRock Construction
    (4:56) LiveWire’s evolution into BlackRock and expanded services
    (7:07) Ambitious growth goals and leadership driving expansion
    (11:59) Hiring for transferable skills, curiosity, and culture fit
    (14:01) Building culture frameworks, career paths, and leadership development
    (20:03) Addressing negative behavior and performance issues quickly
    (23:21) How negativity spreads and impacts productivity
    (26:37) Deciding when to coach or let someone go
    (27:49) Using performance improvement plans as coaching tools
    (30:16) Impact of underperformance on the team
    (35:40) Leadership development training and soft skills
    (38:19) Lessons from the Bulls and building championship teams
    (43:14) Technology adoption and exploring AI
    (48:22) Where AI has created the most time savings
    (51:59) Future technology investments and unifying systems
    (54:04) Continued tech investments and system unification
    (55:20) How a holdco structure supports growth and M&A
    (57:34) Shared services under the holdco structure
    (59:04) Career reflections and advice to her younger self
    (1:02:03) How to contact Angela and closing promotion
    (1:02:52) Show outro and buildingscale.net/help
    1 hr 4 min
  • Scaling Then Selling: The Discipline of Letting Go to Grow with Rebecca Wood, Superior Traffic Control
    Rebecca Wood shares her journey of founding and scaling Superior Traffic Control. She discusses the competitive nature of the business, overcoming challenges, and experiencing the hardest seasons of growth. Rebecca highlights the role of advocacy, notably in passing the Distracted Driving Bill, and its benefits for leadership and relationship building. She delves into her expansion strategy during a government shutdown and the impact of selling the business on employees. The episode emphasizes the importance of management teams and implementing a management training program. Rebecca reflects on life after selling the business, offering insights into her continued connection with the industry.

    Connect with Rebecca Wood - Founder, Superior Traffic Control

    LinkedIn - https://www.linkedin.com/in/rebecca-wood-4a5ba889/

    Siesta Key Things To Do: https://www.instagram.com/siestakeythingstodo/

    Connect with Justin & Will -

    Will's LinkedIn: https://www.linkedin.com/in/willforet/
    Justin's LinkedIn: https://www.linkedin.com/in/justneagle/

    Learn More & Connect With Spot Migration -

    Website: https://www.spotmigration.com
    LinkedIn: https://www.linkedin.com/company/spot-migration
    Facebook: https://www.facebook.com/spotmigration
    YouTube: https://www.youtube.com/c/Spotmigration

    Do you want to be a guest on the show? Go to https://buildingscale.net/guests

    Need to discuss your IT and Cybersecurity Strategy? Go to https://buildingscale.net/help

    (0:00) Stepping Back to Scale & Management Training Success
    (1:41) Introduction to Rebecca Wood
    (3:15) Founding Superior Traffic Control Company
    (5:03) Realizing Business Success & Growth
    (7:46) Competitive Nature and Overcoming Challenges
    (10:44) Hardest Seasons of Business Growth
    (14:34) Advocacy: Passing the Distracted Driving Bill
    (17:59) Building Trust and Relationships
    (20:24) Benefits of Advocacy and Leadership Roles
    (23:51) Expansion Strategy During Government Shutdown
    (25:35) Selling the Business and Employee Impact
    (27:12) Importance of Management Teams in Scaling
    (30:36) Implementing a Management Training Program
    (34:22) Life After Selling the Business
    (36:35) Connecting with Rebecca Wood
    (37:24) Final Thoughts and Closing Remarks
    (38:06) Sponsor: Building Scale
    (38:37) Sign-off and Closing Statement
    39 min
  • Playing Your Cards Right: The Future of Hospitality and Gaming Design with Matthew Kosednar, Allen + Philp Partners
    Matt Kosednar shares his journey into architecture and his role at Allen + Philp Partners, emphasizing the firm's specialization in casino design. He delves into the technical and operational nuances of casino projects, discussing scale, cost, and economic considerations. Matt highlights the integration of architecture and interiors and the importance of detail in high-end projects. He explores relationship dynamics with general contractors and the unique challenges of working on tribal land. The episode also touches on AI's impact in architecture, the significance of storytelling, and offers advice on career and personal growth.

    Connect with Matthew Kosednar, Partner - Allen + Philp Partners

    LinkedIn - https://www.linkedin.com/in/matthew-kosednar-b457b54

    Company LinkedIn - https://www.linkedin.com/company/allen-philp-architects-interiors

    Connect with Justin & Will -

    Will's LinkedIn: https://www.linkedin.com/in/willforet/
    Justin's LinkedIn: https://www.linkedin.com/in/justneagle/

    Learn More & Connect With Spot Migration -

    Website: https://www.spotmigration.com
    LinkedIn: https://www.linkedin.com/company/spot-migration
    Facebook: https://www.facebook.com/spotmigration
    YouTube: https://www.youtube.com/c/Spotmigration

    Do you want to be a guest on the show? Go to https://buildingscale.net/guests

    Need to discuss your IT and Cybersecurity Strategy? Go to https://buildingscale.net/help

    (0:00) Introduction and podcast opening
    (1:50) Guest introduction: Matt Kosednar
    (2:38) Matt Kosednar's background and entry into architecture
    (6:45) Unique aspects and specialization of Allen + Philp Partners
    (10:47) Technical and operational aspects of casino design
    (15:04) Scale, cost, and economics of casino projects
    (17:23) Economic and strategic factors in the casino industry
    (19:57) Integration of architecture and interiors in casino projects
    (23:13) Managing multiple designers on a single project
    (25:01) Unique considerations in casino and luxury boutique design
    (27:18) Importance of detail in high-end projects
    (32:29) Relationship dynamics between architects and general contractors
    (36:18) Entry barriers and relationship building in the gaming industry
    (39:41) Differences between tribal land and other land types
    (40:52) Compliance challenges for architects in various states
    (42:13) Finding architects skilled in both interiors and architecture
    (44:05) The impact and role of AI in architecture and business
    (47:41) AI adoption in large versus small firms
    (51:51) Importance of storytelling and the human element in architecture
    (54:08) Advice to a younger self: career and personal growth
    (58:03) How to contact Matt Kosednar
    (59:05) Closing remarks and reflections
    1 hr 1 min
  • From Estimating to COO: Growth Through Emotional Intelligence with Mike Wood, Jarrett Companies
    Mike Wood, COO at Jarrett Companies, shares his journey in the construction industry, highlighting the growth and structuring of the company, including its expansion into full-service MEP and new divisions. He discusses building successful teams, leadership evolution, and fostering self-awareness to avoid burnout. Mike emphasizes the importance of honesty, respect, and trust in leadership, as well as navigating difficult conversations. He outlines the benefits of a double check system, enhancing client relationships, and the significance of clear communication and documentation. The episode also covers investing in technology, such as CRM implementation, and reflects on two decades of business experience.

    Connect with Mike Wood, COO Jarrett Companies and Founder, Luv Being U

    LinkedIn - https://www.linkedin.com/in/michael-wood-209b2629

    Company LinkedIn - https://www.linkedin.com/company/jarrett-companiesinc
    Website - https://luvbeingu.com/
    Website - https://jarrettcompaniesinc.com/

    Connect with Justin & Will -

    Will's LinkedIn: https://www.linkedin.com/in/willforet/
    Justin's LinkedIn: https://www.linkedin.com/in/justneagle/

    Learn More & Connect With Spot Migration -

    Website: https://www.spotmigration.com
    LinkedIn: https://www.linkedin.com/company/spot-migration
    Facebook: https://www.facebook.com/spotmigration
    YouTube: https://www.youtube.com/c/Spotmigration

    Do you want to be a guest on the show? Go to https://buildingscale.net/guests

    Need to discuss your IT and Cybersecurity Strategy? Go to https://buildingscale.net/help

    (0:00) Introduction and setting the stage for safety in conversations
    (2:00) Sponsor: BuildingScale.net/help
    (2:29) Guest introduction: Mike Wood, COO at Jarrett Companies
    (3:28) Mike's background and journey in construction
    (4:57) Growth and structuring of Jarrett Companies
    (9:27) Expansion into full-service MEP and new divisions
    (11:54) Building and developing successful teams
    (12:12) Mike’s leadership evolution and introspection
    (17:02) Avoiding burnout and fostering self-awareness
    (22:58) Teaching and sharing leadership principles
    (26:41) Navigating difficult conversations and their impact
    (28:22) The role of honesty and respect in leadership
    (31:28) Building trust and collective decision-making in teams
    (32:42) Evolution of roles and titles at Jarrett Companies
    (36:13) Implementing and benefiting from a double check system
    (41:56) Enhancing client relationships through management practices
    (43:11) Documenting processes and SOPs
    (46:13) Importance of clear communication and documentation
    (47:53) Investing in technology to drive business growth
    (51:02) CRM implementation and its business impact
    (53:31) Evaluating the cost and value of Salesforce
    (54:11) Reflecting on two decades of business experience
    (55:24) Contact information for Mike Wood
    (55:55) Final advice and key takeaways for listeners
    (56:48) Episode conclusion and outro
    (57:07) Call to action for listeners
    58 min
  • Global Market Dynamics: The "Concrete" Evidence of Brand Value with Rich Szecsy, Big Town Concrete
    Rich Szecsy, CEO of Big Town Concrete, discusses his journey in the concrete industry and the impact of Texas's population growth on concrete consumption. He explores the competitive landscape and benefits of private companies, sharing insights from his experience with mergers and acquisitions (M&A). Using a pizza vs. tacos analogy, Rich explains modern M&A strategies, emphasizing technology and AI. He highlights the importance of mindset, preparation, and economic awareness in selling a business. The episode also covers AI's role in the AEC industry, focusing on labor augmentation and shared data, with advice on embracing risks and valuing field experience.

    Connect with Rich Szecsy, Ph.D., PE - CEO of Big Town Concrete

    LinkedIn - https://www.linkedin.com/in/rich-s-szecsy-phd-pe-faci-8724992/

    Company LinkedIn - https://www.linkedin.com/company/big-town-concrete/home/
    Website - https://www.bigtownconcrete.com

    Connect with Justin & Will -

    Will's LinkedIn: https://www.linkedin.com/in/willforet/
    Justin's LinkedIn: https://www.linkedin.com/in/justneagle/

    Learn More & Connect With Spot Migration -

    Website: https://www.spotmigration.com
    LinkedIn: https://www.linkedin.com/company/spot-migration
    Facebook: https://www.facebook.com/spotmigration
    YouTube: https://www.youtube.com/c/Spotmigration

    Do you want to be a guest on the show? Go to https://buildingscale.net/guests

    Need to discuss your IT and Cybersecurity Strategy? Go to https://buildingscale.net/help

    (0:00) Introduction, podcast overview, and sponsor: BuildingScale.net
    (2:21) Guest introduction: Rich Szecsy, CEO of Big Town Concrete
    (3:39) Rich Szecsy's background and entry into the concrete industry
    (6:19) Concrete consumption statistics and the Texas market
    (8:50) Impact of Texas population growth on the concrete industry
    (13:04) Competitive landscape of Big Town Concrete
    (17:37) Advantages of working for a private company
    (22:17) Rich Szecsy's experience with mergers and acquisitions
    (29:03) Pizza vs. tacos analogy and implications for M&A
    (32:32) Technology's role in modern M&A strategies
    (36:49) Impact of artificial intelligence on M&A
    (37:05) Preparing a company for exit: Buyer's vs. seller's perspective
    (41:19) Importance of mindset and preparation in selling a business
    (45:44) Influence of economic environment on M&A decisions
    (49:20) Monitoring market trends for optimal M&A timing
    (50:20) Caution in using historical data for M&A decisions
    (53:22) Introduction to AI in the AEC industry
    (53:51) Labor augmentation vs. labor replacement with AI
    (57:39) Establishing guidelines for AI implementation
    (1:00:17) Shared data conundrum in AI algorithms
    (1:03:33) Responsibility and liability in AI-driven decisions
    (1:07:01) Advice on taking more risks and seeking discomfort
    (1:11:09) Importance of field and operational experience
    (1:12:16) Contact information and closing remarks
    1 hr 15 min

About Building Scale

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We interview successful Architecture, Engineering, and Construction (AEC) business leaders to learn how they use people, processes, and technology to scale their businesses.