The Deal Factory

Most business owners think selling their company means walking away.But what if partnering with private equity actually accelerates growth, wealth, and opportunity for your entire team?In this episode of The Deal Factory, Jeff Harkness sits down with Fred Rodriguez, founder of Remediation Group Inc., to unpack his journey from college wrestler working disaster cleanup jobs to building one of Atlanta’s leading restoration companies and partnering with private equity.Fred shares how he built a scalable service business, why he chose to bring his leadership team into the deal with phantom stock, and how partnering with Percheron Capital and Right Restoration Partners unlocked new growth opportunities.If you're a business owner wondering what life looks like before, during, and after a private equity partnership, this conversation delivers real-world insight from someone who’s lived it.Key Discussion PointsHow Fred discovered the restoration industry while wrestling in collegeThe “Mold is Gold” era and how early specialization created opportunityWhy restoration companies must evolve into full-service operators to scaleThe importance of density and niche focus in service businessesWhy Fred built his company around high-rise and multifamily clientsPreparing the business for private equity interestWhy Fred insisted on bringing his key leadership team into the dealHow phantom stock created alignment and changed his team’s livesWhat private equity partnership actually looks like day-to-dayWhy the right PE partner can accelerate growth and remove operational burdensGrowth strategy: organic growth + acquisitions + new sales channels

A lot of trades business owners hit a revenue ceiling long before they hit their potential.Jeremy Talboy started a landscape company with zero experience, zero clients, and no financial background. He built it to nearly $9 million in revenue. But behind the growth, he was flying blind on his numbers. Profit was last. Sales covered mistakes. And eventually the ceiling hit hard.In this episode, Jeremy shares the moment everything changed. From hiring a fractional CFO to bringing in a true operator as GM, this conversation is a masterclass in breaking through growth plateaus and building a business that actually works.If you are scaling a service company and feel the pressure building, this episode will challenge how you think about growth, leadership, and financial discipline.Key Discussion PointsStarting a landscape company with no experienceHow sales ability can mask financial mistakesThe dangerous mindset of profit coming lastHitting the $3M revenue ceilingHiring a fractional CFO and building real budgetsBringing in a GM to fix operational inefficienciesGrowing maintenance revenue by nearly 60 percentExpanding into pool construction as a high ticket strategyThe role of faith and family in staying groundedWhy leadership is developed, not inherited

Technology is no longer optional in the landscape industry. It is the difference between guesswork and real operational control.In this episode of The Deal Factory, Jeff Harkness sits down with Bryan Mours, former Aspire leader and founder of Mours Enterprises, to break down how technology is transforming landscape businesses from the inside out. They discuss production management systems, reporting tools, asset tracking, robotics, AI, and what a modern tech stack actually looks like for companies that want to scale.Bryan shares firsthand lessons from building Aspire through startup chaos to institutional investment, and what today’s contractors must understand about systems, integration, and data visibility. This conversation goes deep into how technology impacts margin, EBITDA, labor efficiency, acquisitions, and long-term enterprise value.If you are building a landscape company that you want to scale, acquire with, or eventually sell, this episode lays out the infrastructure required to compete at the next level.Key Discussion PointsBryan’s journey from 17-year-old landscape entrepreneur to Aspire leadershipLessons from building and selling multiple businessesTurning 4–5% net profit into 15%+ through software visibilityWhy many owners still resist production management systemsThe early startup days of AspireWhat private equity looks for in tech adoption and reportingThe modern contractor tech stackRobotics, battery-powered equipment & ROI realityAI in the green industry: hype vs. measurable EBITDA impactWhy integration post-acquisition is undervaluedBuilding scalable systems before bringing in institutional capital

Today under the Trump Administration, scrutiny regarding labor compliance, immigration practices and employment policies is at an all time high. In this episode Jeff sits down with Todd Stanton, founder of Stanton Law and author of The 95% Rule, to break down why most employment issues are not surprises, they’re patterns. Todd shares decades of frontline experience helping business owners navigate HR, compliance, culture, and people problems before they turn into expensive legal battles.From holiday parties and company culture to employee handbooks, misclassified contractors, and private equity readiness, this conversation delivers practical, no-jargon insights every growing business owner needs to hear.Key Topics Discussed:Why hiring HR often reveals problems, not creates themThe “95% Rule” and why most employment disputes are predictableHoliday parties, alcohol, and the hidden legal risks business owners ignoreContractors vs. employees: the costly mistake owners keep makingWhy culture decisions always come with legal consequencesWhat investors and buyers look for in HR and compliance

What happens after you make the money? In this episode, Jeff Harkness sits down with longtime mentor and serial entrepreneur Brian Will to unpack why wealth without purpose leads to burnout and how real success is built.Brian has built, scaled, and exited businesses across multiple industries, from landscaping and insurance to internet marketing and private equity-backed companies. In this wide-ranging conversation, Brian and Jeff dig deep into the psychology of success, the concept of a “success filter,” and why most entrepreneurs unknowingly sabotage their own growth. They explore the fundamentals that actually drive enterprise value: mindset, data-driven sales and marketing, margin discipline, and cash flow clarity. The episode closes with a powerful discussion on purpose, advisory boards, and why scaling leaders must surround themselves with people who have already been where they’re going.Key Discussion Points:Why money alone never creates happiness or fulfillmentThe “success filter” and how mindset determines outcomesFrom blue-collar beginnings to multiple exits across industriesWhy business principles are universal, regardless of industryPassive vs. active growth strategies in the skilled tradesSales teams, data, and why margin matters more than revenueCash flow, gross profit, and knowing your numbersThe difference between peer groups and true advisory boardsFinding purpose after an exit, and resetting your compass

Some business owners believe partnering with private equity means losing control. The right partner can do the opposite: alignment, accelerating growth, strengthening culture, and creating generational wealth.In this episode of The Deal Factory, Jeff sits down with Allen Sweeney, founder and CEO of APHIX Grounds Maintenance, to unpack his journey from starting a landscape business in high school to leading a $60M, multi-state platform. Allen shares the pivotal decisions that fueled APHIX’s growth: hiring a true CFO earlier than felt comfortable, redefining the company’s name and mission, and ultimately partnering with private equity. Together, Jeff and Allen break down what the partnership process really looks like, how management equity transformed APHIX’s leadership team, and why culture and vision mattered more than capital at every stage.Key Discussion Points:Starting a service business in high school and scaling over decadesWhy APHIX changed its name, values, and missionHiring a real CFO before “feeling ready”Letting your “Why” unlock your growthUnsolicited offers and valuation surprisesWhat private equity partnerships actually look like in practiceManagement equity and creating generational wealth for leadersScaling culture, leadership, and accountability alongside growthChapters:0:00 Intro1:00 Meet Allen Sweeney & APHIX Grounds Maintenance3:40 How Jeff and Allen First Met7:00 Starting a Business in High School10:00 Why APHIX Changed Its Name and Mission14:10 Hiring a CFO Before Feeling Ready18:30 Scaling from $8M to $18M in One Year22:30 Unsolicited Offers & Valuation Shock26:00 Deciding Whether to Take Private Equity30:00 Selecting the Right PE Partner33:30 Management Equity & Sharing the Win38:00 Life After the First Private Equity Deal41:30 Leadership Routines & Mental Discipline44:30 Growing Leaders Inside APHIX47:00 Final Reflections & Closing

A lot of investors miss the big three pressure points that make or break deals in the trades: connecting with sellers in a room, navigating diligence without killing momentum, and integrating teams together without wrecking culture.Jeff and Gloria talk through the common buyer missteps that tank deals, stress out sellers, and create post-close headaches, and what great buyers do differently.Key Discussion Points: • Why speaking “entrepreneur” wins more deals than speaking acronyms • The real reason diligence fatigue destroys transactions • How a Navigator prevents sellers from getting overwhelmed • Why duplicate diligence requests blow up trust and timelines • Integration failures: payroll, benefits, culture, and communication • What great investors do in the first 100 days (and what bad ones miss)

What does it really take to build a billion-dollar company in the trades, and create 35 first-time employee millionaires along the way? In this episode, Justin White lays out the boldest vision in the green industry and the relentless leadership required to make it real.Jeff sits down with Justin, CEO of K&D Landscaping and founder of JW Group and The Disruptors, as he breaks down his “35 by 35” mission, the math behind a $1B valuation, and the leadership disciplines that fuel rapid scale across landscaping, trades, and facility services. They dive deep into KPIs, acquisitions, tech stacks, org chart restructuring, and how elite leaders navigate adversity…especially when momentum stalls. This episode blends strategy, execution, and raw honesty for any founder chasing transformational growth.Key Discussion Points:Justin’s “35 by 35” visionWhy the trades can produce billion-dollar companiesThe 4 traits of elite CEOsKPIs that actually drive scaleBuilding a real growth engineAcquisition strategy & deal disciplineTech stack essentials (Aspire, BI, AI)Leadership through adversity & org chart changes

Most deals fail - not because of bad businesses, but because owners and investors speak two different languages. Host Jeff Harkness sits down with Gloria Palmer, CPA and Co-Founder of Source Expert Advisors, to uncover the biggest communication gap in M&A: how entrepreneurs and investors misunderstand each other. Gloria explains how her “navigator” approach helps bridge that gap, guiding business owners through due diligence, deal fatigue, and financial chaos.They break down confusing deal terms, why working capital can kill deals and how to prepare your business before the numbers start flying. If you’ve ever been lost in the language of EBITDA, accruals, or due diligence, this episode will translate it all.Key Discussion Points:Gloria’s path from family business to deal advisoryWhy deals fall apart during due diligenceHow to bridge the investor–entrepreneur gapThe difference between accounting and financeWhat “navigating a deal” really meansThe hidden dangers in working capital and accruals

Buying a business isn’t just about the numbers…it’s about understanding the documents and decisions that protect you at the closing table.In this episode of The Deal Factory, host Jeff Harkness sits down with Nick Bramblett, COO of 3PG Advisors, to unpack the real-world mechanics of buying a business in the trades and service industries. Nick shares his journey from corporate finance and law to M&A advisory, and together they break down the must-know governing documents, common pitfalls, and the difference between asset and stock purchase agreements. Whether you’re looking to scale your landscaping company or acquire a pool business, this episode gives you the inside track on what it takes to be a smart buyer.Key Discussion Points:The difference between asset deals vs. stock dealsWhy the Letter of Intent (LOI) sets the tone for a successful closeThe “big three” governing documentsHow rollover equity and operating agreements work in buy-side dealsNon-compete and non-solicit agreements: what’s “market” and why it variesBusiness realities of asset deals: rehiring employees, benefits, truck titles, and insuranceThe importance of having an M&A attorney vs. a generalistLegal costs: what buyers should realistically budgetGrowing role of labor compliance and immigration (H2B, I-9s) in diligence

What if the business you built from the ground up could become your family’s greatest wealth engine? In this debut episode of The Deal Factory, host Jeff Harkness sits down with Kevin Caldwell, founder of Caldwell Tree Care and now VP of Sales for Tree Guardians, to unpack his journey from startup grit to private equity success. They dive into the lessons of scaling a business the right way: with compliance, culture, and profitability at the core, and why selling doesn’t mean losing your purpose. From his years as TCIA Chairman to leading in a PE-backed company, Kevin shares candid insights on leadership, family, technology, and redefining success in the trades.Key Discussion Points:From technician to entrepreneur: how Kevin built one of the industry’s most profitable tree care companiesThe turning point that forced a mindset shift toward running a compliant, audit-ready businessInside the deal: navigating emotions, due diligence, and choosing the right private equity partnerTransitioning from owner-operator to VP of Sales, and rediscovering purposeThe power of servant leadership and communication in scaling culture across 12+ acquisitionsTechnology, AI, and the future of the green industry workforceAdvice for young tradespeople: why you don’t need a degree to build wealth and purpose