On the latest episode of Scaling Clean, I got to interview a man who’s navigated not one, but two successful exits. Jacob Susman is the Senior VP of Development at top-tier project development company Electric Hydrogen, which recently acquired his green hydrogen company, Ambient Fuels. Jacob unpacked what it takes to build, grow, and successfully sell a clean energy company.

Here are three big takeaways from our conversation:

🔹 Start building relationships long before you need them.

Jacob’s path to multiple successful exits was paved by years of relationship-building. He served on several boards, forming lasting relationships across the sector. Those connections later became essential in opening doors to partnerships and acquisitions.

🔹 Communication in tough times should be clear, quick, honest, and direct.

After 25 years in clean energy startups, Jacob has learned that communication can make or break a team. He’s led through crises, market swings, and tough personnel calls, and says the key is to communicate clearly and quickly. When hard news hits, be honest and direct. “How you comport yourself in these moments is going to be telling about your long-term reputation around the sector.”

🔹 Know when to say no.

Early in his career, Jacob’s team pushed through a small 10 MW wind project that nearly burned them out. Just because something can be done doesn’t mean it should be. Sometimes the smartest move is to stop, reallocate people to higher purposes, and focus on projects that advance your real strategy. In fast-growing sectors like green hydrogen, discipline is a superpower.