Think Like an Owner

In this episode, Alex Bridgeman sits down with Kent Craford to unpack the evolution of SeaPort Airlines and the lessons learned from building and rebuilding a regional aviation business. Kent shares how a simple frustration with travel time between Portland and Seattle sparked the original idea, and how early missteps, capital constraints, and strategic pivots shaped the company's trajectory. The conversation explores the realities of operating in niche aviation markets, the pitfalls of government-subsidized routes, and how Kent applied hard-earned lessons from Alaska to relaunch SeaPort with a stronger foundation. Throughout, Kent offers a candid look at what it takes to build a durable transportation business in a challenging and highly operational industry. We discuss: How a commuter pain point led to the founding of SeaPort Airlines Why the Essential Air Service program often leads operators astray Lessons from scaling a regional airline in Alaska and rebuilding with better systems and capital The operational and cultural advantages of small aircraft and localized air travel What it takes to change customer behavior and build a new travel habit Links: Kent on LinkedIn - https://www.linkedin.com/in/kent-craford-2b070332/ SeaPort Airlines - https://flyseaportair.com/ Topics: (00:00:00) - Intro (00:00:51) - Kent's background and career (00:10:53) - The Essential Air Service Program (00:15:02) - Kent's experiences in Alaska (00:18:58) - Applying learnings to SeaPort in it's second iteration (00:26:27) - Customer feedback (00:30:41) - Developing route design (00:36:41) - The vision for SeaPort

In this episode, Alex Bridgeman is joined by Aaron Perrine and Chris Hendriksen to explore how boards can become a true competitive advantage for entrepreneurs. The conversation dives into the evolving role of boards within the ETA ecosystem, highlighting the growing demand for strong governance as the space expands. Drawing from recent industry discussions and their own experience, Aaron and Chris break down what separates high-performing boards from dysfunctional ones. They also share practical frameworks for building, managing, and evolving boards to better support CEOs over time. They discuss: Why board quality and CEO relationships are declining and how to fix it What a high-performing board actually feels like in practice How to think about board composition, roles, and timing during formation The importance of trust, chemistry, and engagement between CEOs and directors Why board evolution, feedback, and executive sessions are critical for long-term success Links: Boardroom Toolkit Pacific Lake Partners Trilogy Search Partners Topics: (00:00:00) - Intro (00:02:11) - Conference feedback and the state of Boards (00:07:19) - What are your goals for the next year regarding Boards? (00:12:36) - What does a well functioning board look like? (00:18:00) - How can Searchers effectively form a board? (00:25:27) - Best practices for forming a Board (00:35:34) - What are the personal reasons that you'd be excited to join a board? (00:43:20) - Recruiting new board members (00:45:57) - Closing thoughts

Matt Kuehlhorn joins Alex Bridgeman to share the unconventional journey behind building Kooler Garage Doors and the lessons he has learned about focus, leadership, and craftsmanship along the way. Matt explains how a business that started almost by accident evolved into a disciplined operation centered around service, systems, and intentional growth. The conversation explores how entrepreneurs mature alongside their companies, why focus can unlock new opportunities, and how communication and leadership shape both teams and customer experiences. Matt also reflects on the personal mindset shifts required to move from chaotic growth to sustainable profitability. They discuss: • How Matt used podcasting as a networking tool to build relationships in a new market • The accidental start of Kooler Garage Doors and the early years juggling multiple service lines • Why focusing on one core service unlocked growth, better culture, and operational clarity • The difference between "old school" contractor models and a homeowner focused service business • Communication frameworks Matt teaches his team to build trust and deliver better customer outcomes Links: The Kraft Your Life Radio Show - https://www.craftyourliferadio.com/ Matt on LinkedIn - https://www.linkedin.com/in/matthewkuehlhorn/ Kooler Garage Doors - https://koolergaragedoors.com/grand-junction Topics: (00:00:00) - Intro (00:00:48) - Matt on his podcast backstory (00:03:47) - Crafting is Intention and attention (00:06:59) - Pivoting to garage doors (00:15:16) - Becoming laser-focused on one service (00:22:49) - Seasons in the life of a company (00:31:52) - V 1.0 of the company vs. today (00:38:49) - Strategic problem solving (00:40:57) - Customer service training and improvments (00:54:00) - Final thoughts

In this episode of Think Like an Owner, Alex Bridgeman sits down with Didi Azaria to explore how firsthand experience in the trades led to building one of the leading automation platforms for home service businesses. Didi shares his journey from working as a locksmith in Los Angeles to founding a business intelligence company that scaled to hundreds of millions in ARR, and eventually launching Workiz. The conversation dives into how friction in communication, scheduling, and payments quietly kills service businesses and how AI driven automation is reshaping the industry. Didi also explains why he believes traditional CRMs should not exist and how a vision of "automate everything but the wrench" is guiding the future of home services. They discuss: Didi's path from technician to tech founder and the lessons learned from building his first company Why most leaders fail by trying to do everything and how defining your true strengths changes outcomes Eliminating CRM friction through AI dispatchers, automation, and invisible systems Turning home services into subscription style businesses with service agreements and upsells Using strategy as a filter to say no to feature requests and stay aligned with long term vision How AI driven tools like Workiz Genius are increasing revenue by improving communication and capture This episode is a must listen for operators and software founders who want to understand how automation, vision, and disciplined strategy can transform traditional service industries. Links: Workiz - https://www.workiz.com/ Didi on LinkedIn - https://www.linkedin.com/in/adiazaria/ Topics: (00:00:00) - Intro (00:00:29) - Didi's career background (00:02:57) - Pivoting from locksmithing into software (00:06:25) - What are your strongest skills? (00:07:42) - "CRMs shouldn't exist" (00:09:37) - Founding ideas behind Workiz (00:13:43) - What are ambitious home service business owners asking for from Workiz? (00:18:02) - Balancing feature requests and keeping the broader vision of the company aligned (00:19:59) - What excites you about the business for 2026? (00:23:01) - What does the organizational structure look like for home service businesses 3-5 years from now? (00:26:51) - What excites you the most for the future?

In the fourth episode of the show's Right to Win series, host Alex Bridgeman is joined by Aaron Perrine and Lindsey Gray for an AMA-style conversation on search, investing, and operating small businesses. Drawing on real examples from recent deals, they unpack what separates strong searches from stalled ones, how investors evaluate searchers, and where value is actually created post-acquisition. The discussion blends tactical advice with candid reflections on boards, capital structures, and the realities of building durable businesses. They discuss: How searchers can identify and narrow industry theses before and during fundraising What investors look for when evaluating searcher talent beyond resumes Signs that a search is progressing well, including compounding learning and quality seller meetings Common deal pitfalls around quality, valuation, and defensibility How boards create value for first-time CEOs and evolving companies Links: Pacific Lake Partners Trilogy Search Partners Topics: (00:00:00) - Intro (00:01:54) - Fundraising and identifying industries (00:09:43) - Evaluating searcher talent (00:13:35) - Acquisition models and strategies (00:18:30) - Cap table construction and investor relations (00:20:28) - Navigating investor relationships (00:22:12) - Signs of a successful search (00:24:28) - Key metrics for searchers (00:27:14) - Lessons from recent deals (00:30:42) - Building an effective board (00:35:00) - Creating value in acquisitions (00:38:15) - Desert island CEO picks (00:39:48) - Sports rivalries and fun bets (00:41:45) - Conclusion and farewell

In this episode of Think Like an Owner, Alex Bridgeman sits down with Dan Antonelli to unpack why branding is the foundation of sustainable growth for home service businesses. Dan shares the long arc of building his firm through specialization, the discipline of saying no to the wrong work, and how focusing on being "five-mile famous" can dramatically reduce reliance on paid advertising. The conversation explores how brand decisions influence not just marketing efficiency, but recruitment, culture, and long-term enterprise value. We discuss: Why niching into home services unlocked scale, profitability, and clarity The difference between branding, marketing, and advertising and why brand must come first How strong brands lower customer acquisition costs over time The role of vehicles, mascots, color, and design in creating memorability Why internal culture and recruiting are deeply shaped by brand choices This episode is a must-listen for operators and founders who want to build a brand that drives growth, loyalty, and lasting competitive advantage. Links: KickCharge Creative - https://www.kickcharge.com/ Dan on LinkedIn - https://www.linkedin.com/in/danantonelli/ Topics: (00:00:00) - Intro (00:00:37) - Finding your niche in business (00:04:16) - The importance of branding in home services (00:05:32) - Making data-driven decisions (00:07:51) - Challenges and rewards of specialization (00:09:00) - The value of saying no (00:13:53) - Building brands that change lives (00:27:50) - The impact of branding on recruitment (00:32:30) - The power of a strong brand story (00:35:16) - Effective use of vehicles in branding (00:37:02) - The decline of phone numbers and QR codes (00:41:08) - The role of mascot branding (00:45:17) - The power of color in branding (00:53:36) - Retro vs. modern branding (01:01:49) - Customer experience and brand authenticity (01:07:31) - Final thoughts and recommendations

Alex Bridgeman is joined by Alvin Wong and Jordan Huibers on Think Like an Owner, exploring their long-standing partnership, the focused search that led them to Advanced Aircrew Academy, and the lessons they've carried into running the company. They walk through the origins of their collaboration, how a shared passion for aviation shaped their search thesis, and the discipline required to pursue only the opportunities that truly aligned with their experience and values. They also reflect on the emotional highs and lows of stepping away from a business they loved, only to return months later with deeper conviction and ultimately close the acquisition. Their discussion highlights themes of curiosity, humility, relationship building, and maniacal focus as tools that helped them through both the search and their first year as CEOs. They discuss: • How Alvin and Jordan developed their industry-focused search thesis and complementary roles within it • The emotional and practical challenges of walking away from an LOI and what ultimately brought them back • Lessons from navigating remote-team dynamics during their first year of ownership • The importance of curiosity, people-orientation, and focus as competitive advantages • Guidance for future searchers on prioritizing effectiveness over efficiency Links: Advanced Aircrew Academy - https://www.aircrewacademy.com/ Alvin on LinkedIn - https://www.linkedin.com/in/alvinwongto/ Jordan on LinkedIn - https://www.linkedin.com/in/jordanhuibers/ Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/ Topics: (00:00:00) - Intro (00:04:55) - The origin of Alvin and Jordan's relationship (00:08:16) - The Search and circling in on an industry focus (00:23:15) - The first few months on the ground post-close (00:30:47) - How the Search community helped Alvin and Jordan (00:33:46) - Taking a people-oriented approach to the business (00:36:51) - Advice for the listeners

In this episode of Think Like an Owner, Alex Bridgeman sits down with T.J. Coombs, an experienced operator and turnaround expert with decades of leadership across industries including building products, manufacturing, and distribution. T.J. shares lessons from his 40-year career helping companies navigate transitions, execute turnarounds, and build strong leadership teams. He discusses his philosophy of defining success by when you leave, the importance of disciplined assessments, and the hands-on approach required to truly understand and improve a business. They discuss: • How defining success as "when you leave" creates accountability in leadership transitions • Why the best business insights often come from the shop floor, not the boardroom • The mindset and structure required to execute successful turnarounds • How effective CEOs balance strategic vision with time spent in the field • The future of the building products industry and the growing importance of service and technology Links: T.J. on LinkedIn - https://www.linkedin.com/in/tjcoombs/ Topics: (00:00:00) - Intro (00:01:48) - The drive to lead (00:05:12) - When you know you're work is done (00:07:04) - Evaluating WHO you want to work with (00:12:17) - "Staple yourself to an order" (00:15:46) - Favorite questions to ask in order to better understand a business (00:18:08) - How long do you typically spend as an interim CEO? (00:20:06) - Involvement in hiring the permanent CEO (00:23:13) - Leading a turnaround business (00:31:00) - The key jobs of a CEO (00:42:56) - The state of the Distribution and Install industries (00:54:41) - Advice to building supply leaders

In this second installment of the Right to Win series on Think Like an Owner, host Alex Bridgeman sits down with Dan Calano to unpack the lessons learned from his journey as a two-time search fund entrepreneur. Dan reflects on his first acquisition of Utility Cloud, navigating challenges like intellectual property disputes and customer concentration, and how trust, discipline, and process shaped his leadership. He then shares what it was like to sell the company, transition through an acquisition, and ultimately launch Grouper Companies and acquire Fleetflo for his second CEO chapter. They discuss: • Building trust with sellers through transparency, follow-through, and "show me" actions • The importance of hiring slowly, managing talent thoughtfully, and reducing organizational friction • Navigating customer concentration risk and recovering from COVID-era setbacks • The decision-making and emotional process behind selling a company • How Dan approached his second search and CEO role differently, focusing on autonomy, community, and process-driven risk-taking Links: Dan on LinkedIn - https://www.linkedin.com/in/dcalano/ Fleetflo - https://fleetflo.com/index.html Pacific Lake Partners Trilogy Search Partners (00:00:00) - Intro (00:04:27) - Dan's background and career (00:10:03) - Building trust and overcoming challenges (00:23:19) - Navigating talent and reducing friction (00:33:01) - Deciding to sell Utility Cloud (00:37:51) - Reflecting on team and autonomy (00:40:23) - Post-acquisition role and insights (00:44:21) - Starting Grouper Companies (00:45:32) - Autonomy and community (00:50:36) - Second-time search and CEO experience (01:04:59) - Approach to risk and decision making (01:11:06) - Conclusion and final thoughts

In this episode of Think Like an Owner, Alex Bridgeman sits down with homebuilder and content creator Matt Risinger to discuss how the builder-supplier relationship is evolving and how technology is reshaping the construction industry. Matt shares the story of founding Risinger Build and Build Show Network, detailing how content creation transformed his business and his approach to education within the trades. The conversation explores how trust, service, and transparency remain the cornerstones of effective supplier relationships, even as digital tools and AI change how materials are ordered and managed. They discuss: • How Matt built Risinger Build and transformed his blog into a thriving media company through YouTube • Why builder-supplier relationships depend on service and reliability over price • How purchasing groups helped small builders gain better pricing and leverage • The impact of new digital platforms on takeoffs and pricing transparency • The role of content in shaping homeowner expectations and industry standards through Build Show Network and the upcoming Build HD Standard Links: Build Show Network - https://buildshownetwork.com/ Risinger Build - https://www.risingerbuild.com/ Build Show on YouTube - https://www.youtube.com/mattrisinger Topics: (00:00:00) - Intro (00:01:26) - Matt's journey: From builder to YouTube star (00:07:33) - The birth of The Build Show (00:13:06) - The importance of customer service in building (00:19:58) - Changes in the building supply industry (00:26:15) - The future of semi-custom home building (00:28:42) - Challenges in window and door sales (00:33:10) - The importance of detailed orders and communication (00:37:44) - The role of content in builder-supplier relationships (00:40:18) - Introducing the Build HD standard (00:45:45) - Upcoming events and reflections on the industry

In this episode, Alex Bridgeman sits down with Kyle Baer to reflect on his journey from Accruent to Datacor and now leading Crystal. Kyle shares the lessons he learned sourcing acquisitions, scaling a software business, and ultimately transitioning into his first CEO role. Their conversation highlights the importance of patience, building trust, and embracing the challenges of leadership, while also diving into the practical realities of acquiring and running a company. They discuss: Kyle's career path from Accruent into Datacor and the operational experience he gained The core lessons learned at Datacor, including persistence, compounding growth, and the impact of key hires The long process of building trust with Crystal's founders and closing the acquisition The challenges of moving from operator to CEO and learning to lead through others Insights on patience, continuous improvement, and choosing the right partners and investors 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: Kyle on LinkedIn - https://www.linkedin.com/in/kylebaer/ Crystal Practice Management - https://www.crystalpm.com/ Pacific Lake Partners Trilogy Search Partners Topics: (00:00:00) - Intro (00:05:20) - Kyle's background and career path (00:13:08) - The search fund decision (00:17:59) - The long road to acquiring Crystal (00:23:31) - Navigating the acquisition process (00:26:25) - Building relationships and support systems (00:31:06) - Challenges and learnings as a new CEO (00:42:26) - The importance of patience and continuous improvement (00:50:11) - Hiring the right people and building a strong team (00:51:24) - Final reflections and podcast conclusion

In this episode, Alex Bridgeman talks with Janelle Heuton about her decade-long journey helping transform a small GIS company into a scaled software business serving local governments nationwide. Janelle shares how she joined GIS Workshop by chance, quickly rose to COO, and partnered with CEO Joe Heieck to drive strategic change, including shifting from custom development to SaaS products, completing nine acquisitions, and leading a move to the cloud. She reflects on the phases of her role, from client success to chief product officer, and the lessons learned through scaling, private equity investment, and building strong company culture. Now as co-founder of Heiton Partners, she is applying that experience to acquiring and growing enduring, founder-led businesses. They discuss: How shifting away from custom development opened the door for SaaS growth The dynamics of the COO–CEO relationship and executing on a shared vision Lessons from integrating products, teams, and clients through nine acquisitions Transitioning from execution to strategic leadership with Heiton Partners Identifying and developing high-potential future leaders within a company This episode offers valuable insights for entrepreneurs, executives, and investors navigating growth, acquisitions, and leadership transitions. Listen 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: Janelle on LinkedIn - https://www.linkedin.com/in/janelle-heuton-aa238927/ Heiton Partners - https://www.heiton.com/ Topics: (00:00:00) - Intro (00:01:43) - Janelle's career journey (00:02:29) - Transition to GIS Workshop (00:03:59) - Role evolution and responsibilities (00:08:06) - Challenges and strategic decisions (00:11:55) - Growth and acquisitions (00:28:43) - Private equity and beyond (00:36:30) - Advice for aspiring leaders (00:39:18) - Conclusion and farewell

In this episode of Think Like an Owner, host Alex Bridgeman sits down with John Peterson for a wide-ranging conversation on entrepreneurship, adaptability, and building a service business from the ground up. John traces his path from professional golf—where he saw firsthand the parallels between sports and entrepreneurship—to flipping houses during COVID and ultimately founding Westoplex Garage, a garage door and epoxy floor company based in Fort Worth, Texas. With honest pricing and a service-first mentality, John shares how he grew the business from a two-man team in his garage to a multi-division operation poised for expansion into new markets. We discuss: How John's early golf career shaped his entrepreneurial mindset and approach to financial risk Why a $2,200 garage door quote sparked the idea for a new business The importance of interpersonal skills over technical experience in hiring technicians Lessons learned from starting a service company from scratch versus acquiring an existing one The strategic decision to expand into Baton Rouge and the advantages of using private aviation for business A must-listen for operators and builders interested in the intersection of blue-collar service and entrepreneurial scale. 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: John on X Alex on X Westoplex Garage Topics: (00:00:00) - Intro (00:01:10) - John's career as a pro golfer (00:14:53) - Pivoting into the garage door business (00:23:48) - Epoxy vs. concrete floors (00:25:36) - Latest tech innovations in garages (00:27:53) - The self-storage market (00:33:05) - Building a new customer funnel (00:36:48) - Training new technicians (00:37:55) - Recruiting talent (00:40:31) - What to look for in hires (00:43:38) - Why people leave the industry (00:48:02) - Opening a Baton Rouge office (00:52:35) - Growing pains (00:55:17) - What are you most excited about in the next year?

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 (00:01:31) - Richard's career and background (00:04:41) - How do you organize a high-performing sales team? (00:14:00) - Identifying ideal customer profiles (00:23:49) - Developing a customer outreach team (00:27:44) - Having discipline and focus on a sales team (00:38:28) - Leadership philosophies (00:50:08) - What can CEOs do to make their sales teams more effective?

In this episode of Think Like an Owner, I sit down with Delray Dobbins, Director of Sales at Engine Assurance Program (EAP), to dive into one of the most overlooked yet essential components of business aviation: jet engine maintenance programs. With a career spanning Rolls-Royce, Pratt & Whitney, and now EAP, Delray brings a deep and practical perspective on the engine lifecycle—and what operators need to understand to avoid million-dollar surprises. We talk about how engine programs work, why post-COVID supply chain issues have changed the economics of self-insuring, and what's driving renewed demand for programs that cover scheduled and unscheduled events. Delray explains why AOG support is more critical than ever, how rental engine shortages are reshaping customer expectations, and the importance of proactive planning in a world where a blank check no longer guarantees a quick solution. We also cover: * Key drivers behind the rising costs of engine overhauls and rental coverage * How EAP's trust-based model compares to OEM programs * Why older aircraft owners are underserved and how EAP fills that gap * The business case for engine programs, including appraisal and resale value * What to look for in life-limited parts and how they impact long-term ownership costs * The growing technician shortage and efforts to build the next pipeline of A\&P talent This episode offers a masterclass in aviation maintenance economics, with practical insights for owners, operators, and investors navigating the complexities of business jet ownership. 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: Engine Assurance Program - https://www.eap.aero/ Delray on LinkedIn - https://www.linkedin.com/in/delray-dobbins-ssbb/ Sponsor - Inzo Technologies - https://inzotechnologies.com/ Topics: (00:00:00) - Intro (00:01:22) - Sponsor - Inzo Technologies (00:03:50) - Delray's early career & and pivoting into engine assurance (00:09:17) - What is an engine program? (00:11:53) - How does the engine program save the customer money? (00:14:04) - Where does a customer's money go in an EAP? (00:17:48) - How do you price an EAP? (00:19:01) - How does an EAP make money? (00:20:25) - The Customer Journey (00:23:54) - Engine evaluations (00:25:20) - Risk pricing (00:27:03) - Tracking inventory 00:35:15) - Parts consistency (00:36:22) - Who is doing engine overhauls? (00:40:27) - Platform consolidations (00:41:34) - Customer mixes (00:43:23) - The industry technician shortage (00:55:06) - What are you excited about over the next decade? (00:56:48) - Electric Aircraft

Watch the full episode with Dave Whorton here - https://youtu.be/KPcgK3lm-mw

In this episode of Think Like an Owner, I sit down with Dave Whorton, founder of Tugboat Institute and author of Another Way, to explore a different path for entrepreneurs—one built on permanence, purpose, and long-term thinking. After an early career in venture capital and tech startups, Dave walked away from the high-growth, high-exit model to focus on what he calls "Evergreen companies." We talk about the origins of Tugboat Institute and the principles behind Evergreen businesses: profitable growth, deeply held purpose, people-first cultures, and a commitment to staying private. Dave shares stories from multi-generational companies that are thriving by building slowly, investing intentionally, and rejecting the pressure to sell. We also cover: Why Dave left venture capital after working on companies like Amazon and Google The seven core values that define Evergreen companies How to create long-term alignment between family, founders, and leadership The role of independent boards in creating accountability without outside capital Why purpose-driven companies often outperform over the long haul How to resist short-term thinking in a culture obsessed with exits This episode is a must-listen for entrepreneurs who want to build something enduring—not just successful. Dave's framework offers a powerful counterpoint to the dominant startup narrative, with practical takeaways for anyone playing the long game. Dave's new book, Another Way, is available now. 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: Another Way by Dave Whorton and Bo Burlingham - https://www.tugboatinstitute.com/anotherway/ Dave on LinkedIn - https://www.linkedin.com/in/davewhorton/ Tugboat Institute - https://www.tugboatinstitute.com/ Topics: (00:00:00) - Intro (00:00:44) - Sponsor - Inzo Technologies (00:03:02) - The Tugboat Institute and Evergreen Companies (00:03:50) - Dave's Journey in Technology and Venture Capital (00:08:46) - The Value of Long-Term Family Businesses (00:29:15) - Governance and Family Harmony in Business (00:33:13) - Lessons from Multi-Generational CEOs (00:33:52) - Estate Planning for Founders (00:35:29) - Curiosity About G3 and G4 Leaders (00:37:36) - Industry Selection in Evergreen Companies (00:40:09) - Challenges of Transitioning to a Family Business (00:43:08) - Alternative Paths to Business Growth (00:49:36) - Innovative Practices in Evergreen Companies (00:59:13) - Northgate Markets: A Success Story (01:02:59) - Concluding Thoughts on Evergreen Companies

My guest today is Henry Schuck, founder and CEO at ZoomInfo, one of the most successful data businesses in recent times with a market cap today around $12B. I've been looking forward to this podcast for a long time because Henry has proven to be an effective founder, acquirer, and public CEO capital allocator, which is a rare combination of skills to find in a single CEO. He's thought very deeply about building high performing organizations, sales functions, and how his own role needs to evolve as the company grows. We talk through lessons learned building vs acquiring capabilities, M&A and integration lessons learned, fixing problems with a process vs culture approach, and how data businesses will succeed in the future 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/ I want to tell you about the audience survey we are currently running. These surveys help us create the best content for listeners and better understand your needs and interests. Thank you in advance for sharing your feedback, we greatly appreciate it. Take the survey here: https://bit.ly/3QLBB1N Links: Zoominfo Henry on X Topics: (00:00:00) - Intro (00:03:49) - What would you focus on if you were running Boeing? (00:07:26) - How have you seen other CEOs solve culture vs. process problems? (00:12:47) - How do you approach hiring? (00:20:28) - How can you incentivize employees to buy into company values? (00:23:11) - What have you learned working with investors and other CEOs to be a great founder and M&A executive? (00:26:52) - How do you incorporate new tools or partners into Zoominfo? (00:33:53) - What have you learned about integrating acquired companies? (00:36:24) - How do you get a conviction when doing due diligence on a potential acquisition? (00:38:49) - What skills around M&A are you looking to improve? (00:41:19) - How will data companies in the future succeed? This episode was originally released on April 9th, 2024

From Episode 265 with Erika Armstrong. Watch the full video on YouTube here: https://youtu.be/Nc2vgTLhbYA

In this episode of Think Like an Owner, I sit down with Erika Armstrong, a pilot, author, and aviation expert whose career has taken her from corporate jets to major airlines to the university classroom. Erika shares stories from her early days in aviation, from sleeping on crash pads with seven other pilots to flying charter flights into some of the most challenging airports in the country. We dive into what it was really like working in aviation in the 1980s and 90s, how pilot training has evolved, and the importance of standard operating procedures and safety culture in modern aviation. Erika offers insight into how pilot mindsets are shaped by training environments, and how she's working to help the next generation of pilots think beyond rote memorization and develop real-world decision-making skills. We also cover: Why aviation today is exponentially safer than in past decades How teaching methods are adapting to generational differences in students The impact of technology on flying, navigation, and safety training Why aviation needs to do a better job inspiring future pilots How simple changes, like more open houses at airports, could reignite excitement about aviation Erika's passion for aviation is infectious, and her practical experience offers an inside look at the challenges and opportunities facing the next generation of pilots and aviation leaders. This conversation is packed with lessons on leadership, training, and the importance of building strong, resilient safety cultures. 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: Erika on LinkedIn - https://www.linkedin.com/in/achickinthecockpitb727/ Advanced Aircrew Academy - https://www.aircrewacademy.com/ Support our Sponsor: Inzo Technologies - https://inzotechnologies.com/ Topics: (00:00:00) - Intro (00:04:00) - Erika's career on the road (00:05:42) - Tips for packing lean (00:07:34) - Erika's favorite places she has flown (00:11:05) - What made the 727 fun to fly (00:15:02) - Erika's transition from flying to teaching (00:20:29) - The process of training pilots (00:26:39) - Why aircrafts shake during a stall (00:28:00) - How training regimens have changed (00:30:56) - Safety cultures (00:39:15) - Advice for aviation leaders (00:41:07) - Common phrases from safety-focused CEOs (00:43:18) - The pilot shortage (00:55:07) - Electric planes

Watch the full episode here - https://youtu.be/GTxWeRXap9Q

In this episode of Think Like an Owner, I sit down with Kathryn Poehling Seymour, President and CEO of First Supply, a fifth-generation, family-owned distribution business with over 700 employees and 53 locations across the Midwest. We cover everything from leading a 128-year-old company through generational transition to building one of the largest distribution centers in company history. Kathryn shares what it was like taking over as CEO during COVID, the insights she gained from touring every branch in the company, and how she's leading First Supply through a major operational shift—from a regional hub model to a centralized distribution center strategy. We also talk about how customer expectations have evolved, especially around e-commerce and data transparency, and the company's efforts to meet those demands while maintaining deep local relationships. We dive into: The long-term thinking behind First Supply's massive investment in infrastructure How family governance and values guide decision-making across generations Using AI and data tools to improve pricing, inventory, and customer experience The importance of culture fit in acquisitions and why they're not chasing growth at all costs Kathryn's leadership style, influenced by her background in law, accounting, and family business This conversation is a masterclass in thoughtful leadership, multigenerational stewardship, and building for the long haul—without losing sight of what matters most: people, relationships, and values. Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. Watch this episode on YouTube: https://youtu.be/GTxWeRXap9Q Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/ Links: Kathryn on LinkedIn - https://www.linkedin.com/in/kathryn-poehling-seymour/ First Supply - https://www.firstsupply.com/ Support our Sponsor: Inzo Technologies - https://inzotechnologies.com/ Topics: (00:00:00) - Intro (00:04:00) - Becoming CEO and taking an in-person tour of all facilities to get a sense of the situation on the ground (00:07:25) - Customer feedback (00:09:56) - How larger distribution locations affect the direction of the business (00:15:22) - What are the keys to a good location for a massive distribution center? (00:17:33) - How does e-commerce sales impact data? (00:19:53) - AI breakthroughs (00:25:47) - Customer service evolutions (00:31:19) - Acquisitions (00:34:09) - Debt utilization (00:37:58) - Katie's career before First Supply (00:41:52) - How do you describe your style as a CEO? (00:44:42) - Constructing a board (00:46:30) - Succession planning (00:49:33) - Lessons learned from other family-run businesses (00:52:43) - The next generation of the business

Watch the full episode here: https://youtu.be/UTNl0xeSgZY

In this episode of Think Like an Owner, I sit down with Hill Hamrick, Co-CEO of Central Storage & Warehouse, to explore how he and his team run a complex, high-volume cold storage business that ships hundreds of millions of frozen food products across North America every year. We dive into how Hill and his co-CEO, Sam, transitioned from first-time owners into strategic leaders of a 24/6, labor-intensive operation. Hill shares how they learned the business from the ground up, why building trust with frontline employees was critical in the early days, and how his experience in the Marine Corps continues to shape his leadership approach. We also get into: How EOS helps align a 200+ person team across multiple locations Why data is the backbone of operational decision-making Lessons in pushing ownership and problem-solving to the front lines The difference between wartime and peacetime CEO mindsets Strategies for scaling culture and priorities while still in motion Hill also opens up about the challenges of system migrations, prioritizing as a CEO, and the discipline required to avoid shiny-object distractions when building long-term value. This episode is a masterclass in leading through complexity and creating alignment in fast-moving, blue-collar businesses. Links: Hill on LinkedIn - https://www.linkedin.com/in/hill-hamrick-094807a0/ Central Storage and Warehouse Co. - https://www.csw-wi.com/ Pacific Lake Partners - https://www.pacificlake.com/ Trilogy Search Partners - https://trilogy-search.com/ Topics: (00:00:00) - Intro (00:06:55) - Introducing CSW and Hill (00:08:45) - Priorities Frameworks (00:12:23) - Most Effective Ways to Build Trust with a Team (00:18:52) - Challenges in Creating a Synchronous Team (00:22:37) - Making System and Software Migrations (00:27:04) - Moving Decision-Making Down the Org-Chart (00:33:48) - Matching CEO Mindsets with Organizational Needs (00:44:23) - Board Member Advice (00:47:42) - Prioritization Evolutions (01:02:10) - Lessons from the Military

From Episode 262 of Think Like an Owner. Watch the full episode here.

In this episode of Think Like an Owner, I sit down with Trey Bryson, an aviation industry veteran with deep experience across business aviation, commercial MRO, and aircraft completions. Trey shares how his career has spanned everything from customizing luxury VIP jets—including designing in-air hot tubs and modular gyms—to founding Jet Works, an independent MRO business. We dive into: The major differences between commercial and business aviation maintenance How speed and efficiency drive profitability in aircraft operations The complexities of aircraft modifications, from dance floors to structural repairs Lessons learned from building and selling an MRO business through economic downturns Trey also offers advice for ambitious CEOs, emphasizing the importance of financial strategy, team-building, and adapting to industry shifts. Whether you're in aviation or simply love hearing how businesses are built and scaled, this episode is packed with insights, stories, and hard-earned wisdom. 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: Aviation Technical Services Trey on LinkedIn Topics: (00:00:00) - Intro (00:02:18) - Trey's Career Journey in Aviation (00:03:47) - Differences Between Business and Commercial Aviation (00:06:02) - Unique Requests in Aircraft Interiors + Challenges and Innovations in Aircraft Maintenance (00:36:57) - The Impact of Economic Downturn on Business Aviation (00:46:25) - Advice for Ambitious CEOs (00:47:34) - Conclusion

In this episode of Think Like an Owner, I sit down with Eric Legvold and Trey Darr of Davinci Jets to explore the business of private aviation management and MRO (Maintenance, Repair, and Overhaul) services. We dive into how Davinci Jets was built from the ground up, the evolution of private jet management, and why the company has remained profitable every year since its founding. Eric shares how the company pivoted from its original single-seat charter concept to full-service aircraft management, bootstrapping the business while maintaining a lean and disciplined approach to growth. Trey brings insights from his experience in aircraft maintenance and explains how Davinci is balancing fleet management with third-party MRO services, ensuring efficiency while expanding their customer base. We also discuss: Why more Fortune 500 companies are turning to third-party flight management How vertical integration in aviation can reduce costs and increase control The challenges of hiring and scaling in the MRO industry How Davinci has stayed profitable in an industry where many companies struggle If you're interested in private aviation, business strategy, or the complexities of running a capital-intensive operation, this episode is full of insights from two experienced operators navigating an evolving industry. 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: Davinci Jets Trey Darr on LinkedIn Eric Legvold on LinkedIn Topics: (00:00:00) - Intro (00:03:58) - Starting Davinci Jets (00:09:09) - Growth constraints (00:11:44) - Ventures before Davinci (00:13:46) - The upside to MRO (00:17:31) - Prioritizing your own fleet vs. external customers (00:18:28) - Growth plans (00:20:56) - MRO & Management compliments (00:22;59) - What do you do differently to maintain profitability? (00:27:16) - The Charlotte market (00:29:22) - MRO Growth (00:31:46) - Process improvements (00:33:30) - Market growth (00:40:29) - The slowdown in Jet Cards (00:43:35) - What are you most excited about in the industry?

In this episode of Think Like an Owner, I sit down with David Neeleman, one of the most accomplished entrepreneurs in aviation history. With a track record that includes founding five airlines—Morris Air (sold to Southwest), WestJet, JetBlue, Azul, and now Breeze Airways—David has built transformative companies across three different countries and reshaped the industry at every step. Given my work at Airframe Group focusing on aviation service companies, I wanted to understand the core principles that drive his success. We explore how he approaches founding and scaling airlines, the nuances of customer service across different markets, and why hiring great people is his most consistent strategy for building lasting businesses. Other highlights include: How David has adapted to different market dynamics and competitors The importance of customer experience in aviation and beyond Advice for ambitious CEOs looking to build high-impact companies A wild personal flight experience that shaped his views on the industry I recorded this episode in David's office in Salt Lake City after a fascinating tour of his company, making this an especially exciting conversation for me as a lifelong aviation geek. I hope you enjoy this episode as much as I did! 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/ Topics: (00:00:00) - Intro (00:03:32) - David's principles for building an airline (00:07:27) - Covid and other impacts on profitability in recent years (00:08:38) - Changes in service expectations from flyers (00:12:25) - Setting up an IT infrastructure (00:15:38) - Scaling an airline to profitability (00:20:24) - Philosophies around varying customer experiences (00:29:05) - Building a company around a market or niche (00:32:46) - Generating new demand via new routes (00:37:16) - When do you decide to pull out of a city or cut a route? (00:39:15) - Leadership philosophies (00:42:03) - Team building practices & communication styles (00:45:12) - Broader airline challenges (00:47:42) - Advice to CEOs (00:48:54) - Key challenges ahead for Breeze (00:49:37) - Closing thoughts

Watch the full episode on YouTube: https://youtu.be/bmq6URHPLJ0

In this episode of Think Like an Owner, we're tackling one of the most critical elements of scaling a business—building a world-class talent engine. Joining me are Jake Dancyger and Cyrus Symoom, co-CEOs of Clariti, who have spent the last five years growing their company from 20 employees to over 120. We break down the entire talent lifecycle, from sourcing and hiring top performers to coaching, retaining, and structuring career growth for long-term success. They share the hard lessons learned, including early hiring mistakes, the art of title progression, and how they shifted from scrappy startup hiring to a structured, high-performance talent strategy. We also dive into: - How to identify rising stars within your company before looking externally. - The right way to leverage your board to attract top-tier talent. - Why transparency in compensation and equity is key to long-term retention. - The "swarm approach" they use to close top candidates with peer and board involvement. - The biggest interviewing mistakes they've corrected over time. If you're a CEO or leader looking to build and scale an elite team, this episode is packed with practical takeaways you won't want to miss! 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: Clariti Software - https://www.claritisoftware.com/ Jake on LinkedIn - https://www.linkedin.com/in/jakedancyger/ Cyrus on LinkedIn - https://www.linkedin.com/in/cyrus-symoom-68a90450/ Topics: (00:00:00) - Intro (00:04:44) - Introducing Cyrus and Jake (00:06:25) - Talent development, acquisition, and integration (00:13:29) - Common objections from talented prospects (00:17:07)- Role/Title Guidelines and structures (00:21:06) - Involving boards and investors in recruiting (00:23:51) - What tends to win talent in 2025? (00:27:08) - Interview processes (00:29:42) - Setting outcomes (00:32:28) - How should CEOs involve themselves in interviewing? (00:34:46) - Crafting Culture questions (00:39:42) - Closing on a candidate (00:43:54) - Comp plans (00:46:34) - Onboarding and performance measurements (00:52:14) - Designing career paths (00:57:18) - Communication styles

In this episode of Think Like an Owner, I'm diving into one of the most crucial aspects of scaling a business—building and optimizing high-performing sales teams. To bring you the best insights, I've pulled together wisdom from past conversations with some of the sharpest minds in the game, including Tim Strickland, Mahesh Rajasekharan, Michael Coscetta, Dennis Dresser, and Ben Tagoe. We're breaking down the strategies behind structuring and growing a powerhouse sales organization, hiring and coaching top-tier sales talent, crafting valuable sales contracts, and exploring how CEOs can play a hands-on role in driving revenue. Whether you're leading a fast-growing company or fine-tuning your sales approach, this episode is packed with actionable tactics and expert advice to help you take your team's performance to the next level. 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: Ep.155: Michael Coscetta Ep.181: Ben Tagoe Ep.195: Mahesh Rajasekharan Ep.206: Tim Strickland Ep. 214: Dennis Dresser Topics: (00:00:00) - Intro (00:04:22) - Tim Strickland on Sales Team Structure (00:07:42) - Mahesh Rajasekharan on Scaling Sales Teams (00:18:56) - Michael Coscetta on Pricing and Sales Contracts (00:25:40) - Dennis Dresser on Cross-Team Collaboration (00:26:17) - Effective Strategies for Involving Executives in Sales (00:28:06) - Understanding the CRO Role and Responsibilities (00:31:40) - Hiring the Right Salespeople: Insights and Strategies (00:35:17) - Characteristics of a Good Sales Hire (00:38:32) - From Good to Great: Identifying Top Sales Talent (00:41:44) - Keys to Effective Sales Management (00:46:26) - Coaching Salespeople for Success (00:50:21) - CEO Involvement in the Sales Process (00:53:05) - Conclusion and Final Thoughts

From Episode 257. Watcht the full episode here: https://youtu.be/x1utcQzmxjI

Ep.257: Alex (@aebridgeman) is joined by Steuart Botchford (@Botchford) and Sam Hyde. In this episode, I sit down with Sam Hyde and Steuart Botchford to dive into their journey of acquiring and growing Northstar Fertility, a leading surrogacy and egg donation agency. Sam and Steuart share their insights from building and managing the business, including how they identified value levers early on and prioritized investments in sales and marketing to drive growth. They also discuss their innovative pricing model, which offers clients greater certainty and simplifies the surrogacy journey. We explore the challenges of balancing long-term and short-term initiatives and the lessons learned from experimentation. Sam and Steuart candidly share stories of successes and missteps, including how they refined their strategies by embedding themselves in the sales process, adapting to client needs, and fostering a culture of transparency and growth within their team. Whether you're navigating the complexities of business growth, considering acquisition opportunities, or looking for leadership insights, this episode provides a thoughtful and engaging discussion on creating value through experimentation, client focus, and dynamic organizational culture. 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: Northstar Fertility - https://www.nsfertility.com/ Steuart on LinkedIn - https://www.linkedin.com/in/botchford/ Pacific Lake Partners - https://www.pacificlake.com/ Trilogy Search Partners - https://trilogy-search.com/ Topics: (00:00:00) - Intro (00:04:34) - Steve and Stu's acquisitions (00:11:31) - Spending time in Sales and Marketing (00:15:48) - Experimenting with new concepts (00:27:08) - Working with the board to make decisions (00:31:07) - Dealing with failed experiments (00:37:30) - Implementing systems (00:40:57) - Designing incentives (00:46:11) - Employee rating scales (00:49:47) - Team management principles (00:53:50) - Balancing short and long-term payoffs

From Ep.256 with Corgy Bengtzen. Get the full episode here.

Ep.256: Alex (@aebridgeman) is joined by Cory Bengtzen (@Cory-Bengtzen). In this episode, I sit down with Cory Bengtzen, founder and CEO of SkyShare, to explore his entrepreneurial journey from the auto industry to building a vertically integrated private aviation business. Cory shares how his passion for aviation inspired him to leave the car business and start an airplane brokerage with no prior industry experience. He recounts his early days of cold-calling aircraft owners, developing a fractional ownership program, and growing SkyShare into a successful operation serving the Western U.S. We dive into the unique challenges and opportunities in private aviation, from running Fixed Base Operators (FBOs) to launching fractional ownership and charter services. Cory explains how vertical integration—owning maintenance operations, FBOs, and a charter fleet—has been key to SkyShare's resilience and growth. He also breaks down the economics of private aviation, describing how his team balances efficiency and service to deliver value for clients. Cory also shares fascinating stories from his career, including ferrying aircraft across continents for the Discovery Channel's Dangerous Flights and his insights into why so many aviation ventures fail. Whether you're an aviation enthusiast or a business owner considering private aviation, this episode is full of practical advice and compelling stories from one of the industry's most innovative leaders. 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: SkyShare - https://www.skyshare.com/ Cory on LinkedIn - https://www.linkedin.com/in/cory-bengtzen-95a13216/ Topics: (00:00:00) - Intro (00:01:10) - Building SkyShare (00:12:35) - The economics of an FBO (00:15:25) - The rationale for flying private (00:23:50) - Customer journeys (00:30:00) - Aircraft management from a customer standpoint (00:32:04) - How are owners implementing modifications to jets? (00:36:45) - Changes in ICP across programs (00:38:58) - What goes wrong the most in private aviation?

From Ep. 255 with Savneet Singh. Get the full episode here.

Ep.255: Alex (@aebridgeman) is joined by Savneet Singh (@SavneetS). In this episode, I sit down with Savneet Singh, CEO of PAR Technology, to explore the interplay between urgency, culture, and leadership in building a successful public company. We discuss how Savneet has embedded a sense of urgency as a core value at PAR and how it drives decision-making, team alignment, and outcomes across the organization. Our conversation delves into PAR's unique approach to team evaluation and incentivization, including how performance reviews are tied to the company's values and metrics. Savneet shares how he identifies and retains ambitious talent through innovative compensation structures and leadership opportunities, ensuring that the culture evolves while focusing on delivering results. We also dive into PAR's M&A strategy, where Savneet highlights the importance of creating synergy through product integration and customer outcomes. He offers candid insights into lessons learned from organizational design missteps and discusses the role of AI and data in shaping PAR's future. Watch video versions of the show on YouTube! 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 Technology Savneet on LinkedIn Topics: (00:00:00) - Intro (00:01:25) - Projecting a sense of urgency (00:06:45) - Evaluation cadences (00:11:26) - Building Culture at Scale (00:15:12) - What companies do you admire with regard to their culture? (00:17:16) - Mistakes made in organizational design (00:21:34) - Originating ideas (00:22:41) - Making unpopular decisions (00:27:31) - What makes a successful M&A deal (00:31:24) - Integrating a newly acquired company (00:32:34) - Software consolidation approaches (00:35:55) - Looming threats for software companies (00:40:55) - Equity Comp as a tool for designing incentives (00:51:26) - What's top of mind for you?

From Ep.254 of Think Like an Owner. Listen to the full episode here.

Ep.254: Alex (@aebridgeman) is joined by Tim Wade (@Twade889). In this interview, we dive deep into safety in the aviation industry with Tim, the Director of Environmental Health and Safety at FlexJet. We discuss the current safety landscape, Tim's role, and the importance of a Safety Management System (SMS). The conversation highlights the transition from the 60s' and 70s' rough aviation safety records to today's hyper-focused safety protocols. Tim sheds light on the sometimes negative perception of safety in the industry and how innovation in communication can change that. The episode also covers the internal and external challenges faced by safety teams, along with insights on the benchmark against industry standards and the rising importance of technology. 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/ Topics: (00:00:00) - Intro (00:01:35) - The state of Aviation Safety (00:10:09) - Adjusting internal communications (00:14:24) - Aligning leadership teams with safety (00:18:46) - Scoring & metrics (00:21:03) - FAA involvement in safety regulations (00:22:46) - Software improvements in aviation safety (00:26:19) - Customer reviews (00:29:27) - Benchmarking against the competition (00:32:14) - Tim's Podcast journey (00:35:24) - Where safety experts need to be challenged most (00:36:55) - Learning to "burn your hand on the stove" Links: FlexJet The Safety Wire Podcast on Spotify The Safety Wire Podcast on Apple Dan Carlin's Hardcore History

Welcome to a special holiday episode of Think Like an Owner! For this unique experiment, we've compiled highlights, concepts, and invaluable ideas from some of our most popular episodes, creating a "mega episode" filled with wisdom from multiple accomplished guests. The focus? M&A (Mergers and Acquisitions)—a topic that captivated our audience throughout the year. This episode features clips from insightful conversations with: Roland Lessard, Co-CEO of Morningside (Episode 209) Tom Klein, Co-CEO and partner at Morningside (Episode 220) Jeff Homer, CEO of Ensemble (Episode 238) Henry Schuck, Founder and CEO of ZoomInfo (Episode 218) Savneet Singh, CEO of PAR Technology (Episode 207) Organized into six key segments, this episode dives deep into the essential elements of M&A: (00:02:31) High-Level Overview – Why M&A creates value. (00:11:58) CEO Perspectives – Unique lenses on M&A benefits. (00:17:42) Building the Team – Essential roles for M&A success. (00:28:52) Integration Strategies – Different approaches for blending organizations. (00:43:12) Deal Organization – Managing the complexity of M&A processes. (00:53:03) Working with Lenders – Practical insights on leveraging debt in M&A. Each segment includes two curated clips from the featured CEOs, offering diverse perspectives and actionable takeaways. This experimental format is designed to bring you condensed value, just in time for the holidays. 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/

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?

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 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