Think Like an Owner

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?

My guest today is Justin Watt, co-founder of Switchboard, which helps businesses with automation and AI tools to become more effective and efficient companies. He’s the smartest person I know when it comes to automation, and I’ve been really excited to record this episode with him laying out his philosophy for tools and how to approach streamlining key internal processes.

We talk about hype vs reality with AI tools, preparing your company for automation and laying the foundation through cleaner data, the three pillars of modernizing a company via people, process, and technology, and so 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, 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:

Justin on LinkedIn

Justin on X

Switchboard

Topics:

(00:00:00) - Intro

(00:03:03) - Justin’s career and background

(00:07:31) - The three pillars of automation

(00:11:56) - Examples of implementing new tools in current processes

(00:18:26) - How can you see through superfluous marketing?

(00:21:23) - What questions should people be asking when evaluating new software tools?

(00:23:06) - What do companies need to work on before they can consider implementing automation?

(00:26:20) - The AI hype & discerning noise from signal

(00:36:57) - Enablement infrastructures

(00:42:28) - What automations do you enjoy spending the most time on?

(00:49:14) - Reinventing HR Processes

(00:51:26) - The anatomy of automation

(00:53:10) - What are some quick wins you often see with companies you work with in automation?

(00:55:38) - What advice do you share with folks trying to implement automation?

I formed Airframe Group to acquire and build a company in industrial services, infrastructure, or value-added distribution. I want to grow a transformative company that is loyal to customers, moves fast, and pursues an ambitious vision for the long term.

The ideal company for Airframe is led by an owner ready for the next chapter of life and wants to transition the company to a new owner who will lead their employees, customers, and vendors toward a bright future. Other characteristics I’m looking for include the company being over $10 million in revenue, growing profitably, and providing a meaningful and important industrial service.

I’m backed by exceptional industrial investors like Norwest (a $3 billion fund), Pacific Lake Partners, and an outstanding group of active CEOs. Each investor knows how to build high-performing industrial service companies that provide talented employees and customers a long-term home.

I’ve seen how great companies grow through my chief of staff role at HousingWire, a news organization for the housing and construction markets, and my podcast Think Like an Owner where I explore how ambitious CEOs grow great companies. Through the podcast, I’ve met over 250 CEOs like Henry Schuck, Craig Fuller, and Richard Reese, among many others.

If you’re contemplating the next chapter after leading your company, please reach out – I’d love to hear from you. ([email protected])

Episode 235: Alex Bridgeman (@aebridgeman) is joined by Chris Hoffman (Chris-Hoffman).

My guest, Chris Hoffmann, is the President and CEO of Hoffmann Brothers, a home services business based in St. Louis. Hoffmann Brothers have scaled from $10 million in 2015 to over $100 million in revenue in 2023. We talk about how that journey happened, their experience building executive teams, investing in people through a training university they started for ongoing training, and investing activity for home services today.

We also talk about what perpetual non-private equity ownership enables them to do, including their unique strategy for managing cash investments and liquidity as a growing family office. This was a ton of fun for me and I hope you enjoy this conversation as well.

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:

Chris on LinkedIn

Hoffmann Brothers

NexStar Network

Topics:

(00:00:00) - Intro

(00:01:39) - Hoffman University

(00:06:27) - Enabling scale and revenue growth

(00:08:56) - Differences in PE-backed company structures

(00:12:26) - Retention and morale-boosting tactics

(00:15:59) - Leadership team composition

(00:19:17) - Surfacing high-performers & evaluating management teams

(00:26:53) - Using Search Firms to find talent

(00:28:26) - Choosing an Executive Search firm

(00:31:31) - Financial sponsor interest in the HVAC and Home Services market

(00:34:16) - Reasons Consolidators are failing

(00:36:41) - Debt, Public Equity Strategies & Fund Investing

(00:46:01) - Goals for the family office

(00:47:48) - Building new locations from scratch vs. acquiring existing companies

(00:53:38) - Acquiring a school

(00:56:53) - Changing strongly held beliefs

(00:57:55) - Chris’ favorite business

Ep.234: Alex (@aebridgeman) is joined by Auren Hoffman (@auren).

In this episode, I sit down with Auren Hoffman, CEO of SafeGraph and partner at Flex Capital. The conversation centers around Auren’s experiences in running data companies and his insights into the data as a service market. We discuss the slower-than-expected growth in the buyer's market for data, and what it takes for data companies to achieve significant scale, using ZoomInfo as a prominent example. The discussion also covers team management, including hiring and letting go of employees. I highly recommend Hoffman’s podcast 'World of DaaS’ for those interested in data businesses.

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:

Auren on X

World of DaaS Podcast

SafeGraph

Flex Capital

Topics:

(00:00:00) - Intro

(00:04:27) - What trend are you trying to learn more about in the Data market today?

(00:09:58) - Factors in why companies may not be buying data

(00:14:13) - Are there cracks in the “data is the new oil” thesis?

(00:15:50) - Common guidelines for data companies

(00;17:54) - How would you apply a B2B SaaS playbook to a data sales company? 

(00:18:53) - What is the sales process for SafeGraph?

(00:22:17) - How have you reinvented yourself as a CEO?

(00:26:17) - How do you audit your time?

(00:28:40 - What traits do you look for in recruiting executives?

(00:33:47) - Leveraging tools to help one person be as effective as 2-3 people

(00:40:19) - Are there common reasons you’ve found someone not to be successful?

(00:42:41) - What questions do you ask to find if someone is a good fit?

(00:44:53) - What lessons have you learned from hiring and managing? 

(00:55:46) - Flex Capital

(00:57:12) - How can folks reach out to you?