Episodes
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Ep.252: Alex (@aebridgeman) is joined by Savneet Singh (@SavneetS).
My guest today is Savneet Signh, CEO of PAR Technology, a billion-dollar market cap publicly traded point of sale software business serving the restaurant industry. I’ve been following Savneet’s career since college when he went on Invest Like the Best talking about acquiring software businesses through his holding company Tera. Through that work he connected with PAR, joining the board and eventually replacing the CEO. Since then he’s turned the business around and is finding more success.
Savneet and I talk about turning around teams, management techniques he’s developed, his role as a teacher and chief communicator at PAR, and his views on software businesses from an investor perspective.
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:
PAR
An Excellent Puzzle by Will Larson
Topics:
(00:00:00) - Intro
(00:02:09) - Joining the board of Par, becoming CEO, and saving the company from bankruptcy
(00:12:14) - Retaining speed over time
(00:14:28) - Stages of structural changes
(00:16:55) - Nurturing healthy tension
(00:18:38) - Incentive models
(00:23:36) - What have you learned about your role in making hard decisions?
(00:27:14) - Communication styles
(00:30:40) - What does a typical week look like for you?
(00:32:30) - How has your view of M&A changed?
(00:34:51) - What distinguishes a great product?
(00:36:08) - Is being the all-in-one solution becoming the trend in SaaS?
(00:38:08) - What stands out as a trend in software right now?
(00:40:30) - Takeaways from running and growing product teams
(00:42:05) - Communication between sales or product and customers
(00:43:18) - Advice to listeners -
Ep.251: Alex (@Aebridgeman) is joined by Richard Emery (@Richardemery2).
In this episode, my guest is Richard Emery, who has held various notable positions in business aviation sales at brands like Canadair, Bombardier, Gulfstream, and Hawker Beechcraft.
Richard shares his experiences in different sales cultures, managing high-performing teams, and participating in brand turnarounds. The discussion covers his leadership style, team management, and the skills relevant to CEOs.
Additionally, the episode includes entertaining stories about selling aircraft to unique clients, making it an engaging listen for anyone interested in business aviation and sales.
Links:
Richard on LinkedIn
Topics:
(00:00:00) - Intro
(00:02:37) - Richard’s career and background
(00:05:47) - How do you organize a high-performing sales team?
(00:15:06) - Identifying ideal customer profiles
(00:24:55) - Developing a customer outreach team
(00:28:51) - Having discipline and focus on a sales team
(00:39:34) - Leadership philosophies
(00:51:54) - What can CEOs do to make their sales teams more effective? -
Missing episodes?
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My guest on this episode is Craig Fuller. Craig is the founder of FreightWaves, a data and media business focused on freight and supply chains. FreightWaves is a VC backed company with $19 million in revenue with editorial content, a data product, job board, video content, and multiple podcasts. Prior to FreightWaves, Craig had no background in media but has built quite a playbook for media businesses with a data component. Craig, as of a month ago, is also the new owner of Flying Magazine, an iconic, blue-chip publishing brand in the general aviation community which we discuss extensively in this episode. For a deeper background on FreightWaves, I highly recommend his episode on A Media Operator, which we’ll link to in the show notes.
During our conversation, we discuss his fascinating background in his family’s trucking business, starting a tech business before FreightWaves, launching FreightWaves, and his acquisition of Flying Magazine and his plans for growth and improvement.
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:
Craig on X
Flying Magazine
FreightWaves
Topics:
(00:00:00) - Intro
(00:01:47) - Craig's career and background
(00:06:46) - The Birth of Freight Waves
(00:12:41) - Building a Media Business
(00:27:05) - The Importance of Unique Content
(00:29:42) - Acquiring Flying Magazine
(00:35:36) - Revitalizing Flying Magazine for the Digital Age
(00:43:07) - The Future of Media and Content Marketing
(00:52:30) - Balancing Leadership and Letting Go
(00:55:05) - The Best Business Model: Industrial Real Estate
(00:57:17) - Conclusion and Final Thoughts -
My guest on this episode is Craig Picken, an executive recruiter for C-suite executives in the aviation industry. We discuss key trends in aviation recruiting, top firms' strategies to attract and retain talent, and how small companies can have recruiting advantages over larger competitors.
We also touch on the importance of having an external-facing CEO and fostering a dynamic, fast-moving organizational culture. Additionally, we chat about the benefits of podcasting, as Craig has been hosting his executive recruiting podcast since March 2018, six months longer than I have.
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:
Craig's website
The Aerospace Executive Podcast
Topics:
(00:00:00) - Intro
(00:02:41) - Craig’s career
(00:06:48) - What has changed the most in aviation recruiting over your career?
(00:08:13) - What are companies doing to attract top talent?
(00:15:43) - Are there any CEOs you admire?
(00:17:37) - Where do you see decisions being made faster?
(00:21:20) - How do you see smaller companies using their size as an advantage in recruiting?
(00:23:49) - How do companies retain culture and speed as they grow?
(00:26:35) - Merging cultures through M&A
(00:30:18) - Where are people entering the industry from?
(00:36:01) - What are companies doing to attract good technicians?
(00:37:51) - Advice for executive hiring -
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 PartnersPacific LakeKush on LinkedInEnnoble CareTopics:(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?
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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? -
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 transformative company in aviation services that is loyal to customers, moves fast, and pursues an ambitious vision for the long-term. I have a life-long passion for aviation and want to my next life chapter creating organizations that give the aviation community their absolute best.
My ideal partner is an owner ready for their 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 service in aviation.
I’m backed by exceptional investors and active CEOs, all with deep experience building high-performing companies that provide talented employees and customers a long-term home.
I’m an entrepreneur at heart, having founded a media business covering how ambitious CEOs grow great companies through a podcast called Think Like an Owner and a retired print publication. Through the podcast, I’ve met over 250 CEOs like Craig Fuller (CEO of Flying Magazine), and Joel Peterson (former Chairman of JetBlue), among many others. I was chief of staff at HousingWire, a news organization for the housing and construction markets, which we transformed into an information services company through key data acquisition and integration.
I’ve seen and studied how transformative companies are built, and I’m ready to lead and grow one myself in aviation.
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? -
Ep. 232: Alex (@aebridgeman) is joined by Sara Heston (@sara-heston).
My guest today is Sara Heston. We discuss the latest findings from the 2024 Stanford Search Fund Study, which reviews trends from the past two years. Key topics include rapid growth in the Search Fund industry, changing searcher backgrounds such as 24% of searchers not having an MBA, return trends, drivers of outsized returns, and industry dynamics. Sara also shares her transition to a director role at Anacapa. The episode provides a primer on the Search Fund model, making it an excellent resource for those less familiar with Search Funds.
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:
2024 Search Fund Study
Sara on LinkedIn
Topics:
(00:00:00) - Intro
(00:03:13) - What are some high-level takeaways from the study?
(00:04:26) - Why has the number of investors declined?
(00:08:16) - Is there a formula for the ideal Searcher?
(00:09:49) - How much more prepared are Searchers today than 10 years ago?
(00:12:10) - What stood out to you regarding the number of LOIs and industries Searchers are looking at?
(00:16:47) - What are you looking to track regarding long-term holds?
(00:20:25) - How do you see entrepreneurs exiting holding companies?
(00:26:24) - Discussing the 2017-2020 cohort
(00:31:41) - Are there any changes in the questions you’re asked by students interested in Search?
(00:33:28) - The increase in women and minorities in Search
(00:35:00) - What do you hope to see in future studies? - Show more
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