BSCAI

In this episode of Contracting Conversations, we sit down with Mark Herbick, founder and CEO of Pursant, who brings over 30 years of experience to the contract cleaning industry. Tune in to explore the nuanced world of small business valuation and what it takes to thrive in a sector known for its low barrier to entry but high demands of grit and ambition. Mark shares his observations on the current landscape for small businesses in contract cleaning, including the emotional and operational challenges owners face as they scale. We also dive into strategic growth opportunities, owners getting comfortable with the idea of making themselves obsolete, and what the path looks like when it’s time to sell. Whether you're a seasoned operator or just getting started, this conversation offers valuable takeaways to understand the realities of today’s small business landscape. _____________________________________________________________________________ Mark Herbick is the founder and CEO of Pursant, a middle market advisory firm specializing in M&A, private capital market financing, transaction advisory services, financial leadership support, and consulting related to business value enhancement. The firm’s integrative, customized suite of services deliver the insight and guidance parties seek to confidently navigate complex strategic transactions. Prior to founding Pursant, Mark was a serial entrepreneur and buyer/seller of businesses, having bought, sold, and operated over a dozen companies of his own and advised on countless strategic transactions in numerous sectors, including the building service contract sector. He grew his companies through acquisitions, strategic divestitures of divisions and managed organic growth. During his time as an operator, Mark found that to best grow enterprise value, it was necessary to become proficient at optimizing company performance and executing strategic transactions. He honed his skills in these areas and in 2009 founded Pursant, LLC. The firm works on over 50 transactions a year ranging in value from $10m-$500m.

Developing the next generation of leaders is a top priority in contract cleaning. They bring fresh ideas, diverse backgrounds, and adaptability — all of which are essential to moving the industry forward. We wanted to know what motivates these professionals, so we went straight to the source. In the latest episode of Contracting Conversations, we speak to three BSCAI members on the rise: Logan Blanchard, CEO/president at Ajax Cleaning, Brad Buchner, RBSM, business development manager at CleanOffice Inc., and Isaiah Dinverno, regional business development manager at Prestige Maintenance USA. The three have been part of the contract cleaning business for several years and their careers are beginning to take shape. Tune in to hear how they got into the contract cleaning business, first impressions of the job, opportunities for technology to play a bigger role, and their outlook on the future. Listen and subscribe on Apple Podcasts, Spotify or anywhere you listen to podcasts. Learn more about BSCAI’s CLEAN Award winners. ++++++++++++++++++++++++++++++++++++++++ Connect With BSCAI Online bscai.org bscai.org/exec facebook.com/bscaipage twitter.com/BSCAI linkedin.com/company/building-s…ion-international/ bscai.org/About/Awards-Scholarships

In the latest episode of Contracting Conversations, we talk to Sally Schopmeyer, president of Maintenance Inc. Sally recently received BSCAI’s Walter L. Cook Award for Distinguished Service, recognizing her years of dedication to the association and the industry at large. She’s spoken at several BSCAI events, been an active member and served as BSCAI President in 2011. When it comes to helping others navigate strategic realignment and being fearless in the face of change, Sally is a go-to. Tune in to learn how she built her career alongside peers at BSCAI, the disruption she’s navigated professionally, her thoughts on challenges ahead with the current labor market and ways to invite the next generation of leadership into the fold. Listen and subscribe on Apple Podcasts, Spotify or anywhere you listen to podcasts. Learn more about BSCAI’s CLEAN Award winners. ++++++++++++++++++++++++++++++++++++++++ Connect With BSCAI Online bscai.org bscai.org/exec facebook.com/bscaipage twitter.com/BSCAI linkedin.com/company/building-service-contractors-association-international/ bscai.org/About/Awards-Scholarships

In the latest episode of Contracting Conversations, we dive into the world of mergers and acquisitions (M&A) — a space to watch as an average of 10,000 baby boomers retire each day — and what it means for business owners considering selling their company. Tim Murch of 4M brings his expertise to answer key questions about the timing and process of selling a business, maintaining confidentiality, and navigating the hurdles that can come with acquisitions. In this episode, we cover: • When to Sell a Contract Cleaning Business: Discover the signs that indicate it might be the right time to sell a business, including retirement, burnout, or the need for additional financial and human capital. • Making a Successful Deal: We discuss the elements of a win-win acquisition for both the buyer and the seller, highlighting the importance of trust, transparency, and due diligence in the process. • Maintaining Confidentiality: Tim offers strategies for keeping the decision to sell confidential while avoiding the pitfalls of isolation. • Small Businesses in M&A: Learn how small business owners can enter the M&A space with practical advice and how to dispel the notion that this is only for larger corporations. •M&A Trends and Future Outlook: Hear about the recent trends in the M&A landscape, particularly with the surge in baby boomer retirements, and what the future holds for the industry.

This episode of Contracting Conversations features Spencer Moore, president, CEO, and founder of Transcend Facility Services. Spencer founded his business nearly 10 years ago after making a shift from working in corporate environments as a trained CPA. As an immigrant from West Africa, Spencer shares how he sees working in the cleaning industry as a way to add value to society — not just as a janitorial company but as a measure of health prevention. We talk about some of the lessons he learned in the first few years of starting his business, how he’s now working to scale his business, ways he’s remaining competitive to retain good talent, when he got involved with BSCAI, how involvement with the association has given him insight to benchmarking among peers and so much more. ++++++++++++++++++++++++++++++++++++++++ Connect With BSCAI Online bscai.org bscai.org/exec facebook.com/bscaipage twitter.com/BSCAI linkedin.com/company/building-service-contractors-association-international/