Building Scale

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

Can construction companies scale sales without relying on a few natural rainmakers? Ryan Groth, CEO of Sales Transformation Group, explains how repeatable processes, scorecards and accountability help teams improve. He and Justin Neagle discuss coaching average performers, balancing hunters and farmers, structuring incentives and using disciplined discovery to qualify opportunities, serve customers and protect pricing. Groth argues that getting “Five to 10% better at all these little things” creates an edge over multiple sales cycles.

Why chase a revenue target if quality and experience are not the goal? Mahsa Poorak, CEO and second-generation owner of Southern Electric Company, shares how she moved from public defense into the family business and helped double its revenue. She explains why scalable leadership means reducing dependence on one person, developing talent through apprenticeships and career paths, and pairing technology with field experience and adaptability.

What keeps a development deal moving when one missed detail can stall the entire machine? Tennessee developer Stefan Claar shares why he relies on face-to-face relationship building and backward planning to uncover intent, establish trust and stay ahead of critical path items. Claar and Justin Neagle dig into project demand, builder fit, leverage and debt exposure, along with lessons from the 2008 market cycle. They also examine the drive behind the work, and why money and notoriety can be “a pretty empty” motivator.

Gary McCoy shares how Blink Energy Services grew from a side hustle into a full-time business built around energy compliance and building code work. He talks about spotting a hard-to-find market need, hiring early, and shaping culture with a four-day workweek and personality tools like Enneagram and Working Genius. The conversation covers training, reducing rework on site, expanding into commissioning and retrocommissioning, and the lessons learned from moving too fast in Austin. Gary also discusses the value of a fractional CFO, building science, HVAC-driven testing, and using data to guide upgrades.

Angela Drexel shares her path to BlackRock Construction and how LiveWire evolved into a broader company with ambitious growth goals. She discusses hiring for curiosity, transferable skills, and culture fit, along with building career paths and leadership development frameworks inspired. Angela also covers addressing negative behavior quickly, deciding when to coach or let someone go, and using performance improvement plans as a coaching tool. The conversation moves into drawing inspiration from the Chicago Bulls to technology adoption, AI, system unification, and how a holdco structure supports growth, shared services, and M&A.

Rebecca Wood shares her journey of founding and scaling Superior Traffic Control. She discusses the competitive nature of the business, overcoming challenges, and experiencing the hardest seasons of growth. Rebecca highlights the role of advocacy, notably in passing the Distracted Driving Bill, and its benefits for leadership and relationship building. She delves into her expansion strategy during a government shutdown and the impact of selling the business on employees. The episode emphasizes the importance of management teams and implementing a management training program. Rebecca reflects on life after selling the business, offering insights into her continued connection with the industry.

Matt Kosednar shares his journey into architecture and his role at Allen + Philp Partners, emphasizing the firm's specialization in casino design. He delves into the technical and operational nuances of casino projects, discussing scale, cost, and economic considerations. Matt highlights the integration of architecture and interiors and the importance of detail in high-end projects. He explores relationship dynamics with general contractors and the unique challenges of working on tribal land. The episode also touches on AI's impact in architecture, the significance of storytelling, and offers advice on career and personal growth.

Mike Wood, COO at Jarrett Companies, shares his journey in the construction industry, highlighting the growth and structuring of the company, including its expansion into full-service MEP and new divisions. He discusses building successful teams, leadership evolution, and fostering self-awareness to avoid burnout. Mike emphasizes the importance of honesty, respect, and trust in leadership, as well as navigating difficult conversations. He outlines the benefits of a double check system, enhancing client relationships, and the significance of clear communication and documentation. The episode also covers investing in technology, such as CRM implementation, and reflects on two decades of business experience.

Rich Szecsy, CEO of Big Town Concrete, discusses his journey in the concrete industry and the impact of Texas's population growth on concrete consumption. He explores the competitive landscape and benefits of private companies, sharing insights from his experience with mergers and acquisitions (M&A). Using a pizza vs. tacos analogy, Rich explains modern M&A strategies, emphasizing technology and AI. He highlights the importance of mindset, preparation, and economic awareness in selling a business. The episode also covers AI's role in the AEC industry, focusing on labor augmentation and shared data, with advice on embracing risks and valuing field experience.