The Deal Factory

Jeff Harkness

The Deal Factory, powered by 3PG Advisors, brings practical insights from the front lines of mergers & acquisitions, scaling, and exit strategies in the skilled trades and service industries. Hosted by Jeff Harkness, each episode cuts through the jargon and translates complex deal-making into real-world lessons for business owners. With 30 years of experience helping companies create transformational wealth, Jeff and his guests share stories, strategies, and leadership insights to help you scale smarter, build stronger, and exit bigger. This is your seat at the deal table.

  1. Sep 30

    Action Wins: How David Koehn Built, Sold, and Reinvented His Business

    What happens when the business you fought to build nearly breaks you and then becomes the vehicle for your next chapter? In this episode of The Deal Factory, Jeff Harkness sits down with entrepreneur David Koehn to unpack a journey that started with $12,000 borrowed from his father, a lawnmower, and a Ford Explorer — and ultimately led to building and selling Koehn Outdoors. David shares the mistakes that nearly put the company under, the strategic shift that transformed the business, and why building a team capable of operating without him became one of the most valuable things he ever did. David and Jeff also go inside the sale to Bland Landscaping, including why trust mattered more than simply finding the highest bidder, what surprised David during post-close integration, and why owners should expect change after a transaction. Now entering what he calls the “3.0 version” of his life, David is using those lessons to mentor and coach other entrepreneurs navigating growth, leadership, and eventual exits. Key Discussion Points Why David left his hometown at 21 with no real plan beyond creating a different life Borrowing $12,000 from his father — and the condition that forced him to go all-in on entrepreneurship Growing from residential lawn care into commercial landscaping and HOA work Why chasing revenue and large installation projects nearly drove the company into bankruptcy The decision to abandon construction work and become intensely focused on recurring maintenance How consultants, better systems, budgeting, and peer relationships helped transform the business Why hiring business development talent earlier could have accelerated David’s growth How stepping away from operations proved David had built a company that could function without him Why David chose a trusted strategic partner instead of running a broad auction for the highest bidder The realities of post-sale integration: systems, safety, compensation, communication, and cultural change Why owners should never believe that “nothing will change” after a transaction How David transitioned from owner-operator to investor, advisor, and CEO coach Why mentors can dramatically change the trajectory of an entrepreneur’s life David’s advice to aspiring entrepreneurs: action wins

  2. Sep 16

    The Inner Game of Leadership: How Great CEOs Keep Growing

    The skills that build a company are not always the skills required to scale one. In this episode of The Deal Factory, Jeff Harkness sits down with his own CEO coach, Chuck Gulledge, for a candid conversation about what happens to a leader as the business grows around them. After beginning his career as a CPA with Arthur Andersen, working in the capital markets, and spending years studying companies and their leaders, Chuck made a major career pivot at age 50 to become a certified executive coach. Thirteen years later, he works with CEOs and leadership teams across the country, helping them navigate strategy, execution, people, succession, and what he calls the “inner game” of leadership. Jeff and Chuck break down the difference between a consultant and a true coach, why CEOs must move beyond the “Superman” phase of entrepreneurship, and how identifying constraints, finding your highest and best use, and building operating systems can transform a growing organization. They also explore Momentum Hub, Chuck’s approach to turning strategy into execution, why AI will enhance leadership without replacing the human side of coaching, and what happens as entrepreneurs evolve from doing everything themselves to multiplying leaders. For founders and CEOs scaling businesses in the trades and service industries, this conversation asks an important question: Are you still the leader your next stage of growth requires? Key Discussion Points Chuck’s journey from CPA and capital markets executive to CEO coach Why he left his established career at age 50 to pursue coaching The difference between a CEO coach and a consultant Why coachability matters more than simply hiring a coach The loneliness that comes with leading and scaling a company Finding your highest and best use as a CEO Why leadership and the “inner game” become more important as companies scale Turning strategy into execution through Momentum Hub Why strategic plans need to become living operating systems People, strategy, and execution as fundamental building blocks Identifying and attacking the top constraints inside a business Why bad meetings quietly destroy organizational productivity “Where do we play?” versus the more important question: “Where do we not play?” How CEOs unintentionally create cultural problems by tolerating the wrong behaviors Why customer experience and winning can strengthen company culture The evolution from founder “Superman” to building and multiplying leaders Family-business succession and why the next generation has to earn leadership Why AI can improve business systems but cannot replace human connection Why self-doubt does not disappear when a CEO becomes successful Why Chuck believes every CEO should have a coach Chapters: 0:00 Intro 0:39 Intro: Meet Chuck Gulledge 2:17 How Does Someone Become a CEO Coach? 3:40 Arthur Andersen, Capital Markets & Learning Leadership 4:40 Discovering Executive Coaching 5:40 Making a Major Career Pivot at 50 7:25 Why Entrepreneurship Can Be Lonely 8:40 CEO Coach vs. Consultant 10:45 Why Leadership Is the Real Work 12:25 Finding Your Highest and Best Use 14:50 What Makes a CEO Coachable? 17:05 The Inner Game & Building Better Leaders 18:30 Momentum Hub: Turning Strategy Into Execution 21:30 Will AI Replace CEO Coaches? 25:30 The Fundamentals of Scaling Leadership 27:40 Finding and Attacking Business Constraints 28:45 How Bad Meetings Waste a Company’s Time 30:30 Strategy: Where Should You NOT Play? 31:55 What Are You Tolerating Inside Your Business? 32:35 Culture, Customers & Building a Winning Team 35:15 How CEOs Change as Companies Scale 36:25 From Superman to Multiplying Leaders 38:45 Family Business Succession & Leadership Transitions 43:10 When Should a CEO Hire a Coach? 44:00 Why Every Leader Needs Coaching 45:50 Every CEO Has a Journey 47:10 The Inner Game at the Highest Level 48:20 The Priority Paradox & CEO Accountability 49:00 How to Connect With Chuck 49:45 Closing Thoughts

  3. Aug 19

    From $5M to $100M: Building a Landscaping Platform Through M&A

    Crystal Knafel started her landscaping business with a shovel, a wheelbarrow, and a willingness to outwork just about anyone. Today, she and business partner Krista Bontrager are building something much bigger. In this episode of The Deal Factory, Jeff Harkness sits down with Crystal and Krista to discuss their evolution from a founder-led operation into a $5M+ multi-location business pursuing growth through acquisitions. They share how their visionary-integrator partnership works, what they learned acquiring Lawn & Turf, and why culture became one of their biggest post-close challenges. The conversation covers M&A, integration, leadership, organic growth, technology, talent, and their long-term vision of building a $100M+ landscaping platform. Landscaping Services Indiana | Design & Lawn Care Experts | Dynamic Landscaping Key Discussion Points Crystal's journey from a shovel and wheelbarrow to business ownerHow Krista became the integrator to Crystal's visionaryUsing EOS and mentorship to create structure for growthWhy they chose Lawn & Turf as an acquisition targetDiscovering culture problems after the deal closedRebuilding the team and integrating the acquisitionMoving from pure grit to intentional growth strategyWhy alignment is critical in a business partnershipDelegating responsibilities as the company scalesBuilding a stronger organic sales engineUsing Aspire, Weathermatic and AI in the businessRecruiting and retaining the right peopleWhy Crystal wants to build the platform—not sell to oneThe five-year vision for a $100M+ landscaping company Chapters: 0:00 Intro 0:26 Meet Crystal and Krista 2:03 How Crystal Started the Business 5:29 Krista Joins the Business 8:43 Visionary vs. Integrator 10:50 Where the Business Is Today 13:01 Acquiring Lawn & Turf 15:48 The Reality of Post-Close Integration 18:22 Rebuilding Culture & Leadership 21:00 Women in the Green Industry 24:00 Learning to Delegate 28:15 How Their Partnership Works 31:20 Handling Disagreements & Staying Aligned 36:50 The Next Critical Hire 38:12 Technology & Operational Infrastructure 41:20 Robotics & AI 43:00 Solving the Labor Challenge 46:34 Building the Platform 48:35 Mentors, Belief & Thinking Bigger 52:18 The $100M Vision 55:35 Closing Thoughts

  4. Jul 29

    Inside Private Equity: How Plexus Capital Builds Winning Companies

    Private equity has never been more misunderstood. In this episode of The Deal Factory, Jeff Harkness sits down with longtime friend and Plexus Capital Partner Brad Pence for one of the most practical conversations yet on how institutional investors actually evaluate businesses. From defining the lower middle market to explaining fund structures, leadership, AI, operations, and value creation, Brad provides an inside look at what separates companies that attract premium valuations from those that struggle to transact. The conversation goes well beyond deal multiples. Brad shares how great investors think about people, leadership, operational excellence, technology adoption, capital deployment, liquidity, continuation vehicles, and why the best private equity firms are focused on building stronger businesses—not simply buying EBITDA. Whether you're a founder considering institutional capital, an executive leading a PE-backed company, or simply trying to understand how today's investment market works, this episode offers a masterclass on what creates long-term enterprise value. Key Discussion Points Brad Pence's journey from college graduate to Partner at Plexus Capital Defining the lower middle market vs. the middle market What institutional investors actually evaluate before investing Why leadership is the single biggest investment decision Building trust between founders and private equity partners Current state of lower middle market deal activity Return expectations, fund structures and investor discipline Continuation vehicles explained simply How AI is improving business development and operational efficiency Why data systems and financial visibility drive enterprise value The operational playbook behind successful platform companies Organic growth vs. acquisition integration Debunking common myths about private equity Alternative capital options through structured debt and minority investments Balancing career, family and high performance Chapters: 0:00 Intro 1:10 Meet Brad Pence & Plexus Capital 7:30 From Analyst to Private Equity Partner 17:30 What Is the Lower Middle Market? 20:15 Current State of Private Equity 24:30 Capital Deployment & Investor Expectations 30:00 Fund Life Cycles & Liquidity 33:00 Continuation Vehicles Explained 35:45 AI's Real Impact on Private Equity 41:20 Leadership Is Everything 48:40 The Plexus Operating Playbook 52:10 Building Companies That Scale 56:45 Private Equity Myths Debunked 1:00:30 Structured Capital Without Giving Up Control 1:04:30 Brad's Leadership Habits & Closing Thoughts

  5. Jul 14

    How Serious Operators Build Value After Partnering with Private Equity

    Most entrepreneurs dream about building a business that lasts. Few ever build one capable of attracting multiple private equity partners, completing more than 20 acquisitions, and creating life-changing wealth for employees. In this episode of The Deal Factory, Jeff Harkness sits down with Jerry Shill, Founder & CEO of Schill Landscape Collective, to unpack the 35-year journey from a local landscaping company to one of North America's fastest-growing commercial landscape platforms. Jerry shares the pivotal decisions that changed everything—from splitting the family business and focusing exclusively on recurring maintenance revenue to designing a scalable "business in a box" operating model that ultimately attracted institutional capital. The conversation dives deep into acquisitions, integration, leadership development, value creation, data-driven operations, and what it really takes to build a billion-dollar vision. Whether you're considering private equity, actively acquiring businesses, or simply trying to scale your company, this episode delivers a masterclass from someone who's lived every stage of the journey. Key Discussion Points Building a maintenance-first business model that scales Why recurring revenue beats chasing construction projects Designing a "Business in a Box" operating system Preparing a company for institutional capital Lessons from partnering with Argon Capital and TruArc Partners Scaling from $2M to nearly $31M EBITDA What Jerry learned completing 21 acquisitions Why integration—not the deal—is the real challenge Centralized vs. decentralized leadership models Data, KPIs and forecasting at scale Creating wealth through management equity AI, robotics and the future of commercial landscaping Why customer issue resolution is a competitive advantage Building businesses that are designed to sell

  6. Jul 1

    Building a $220M Landscaping Business with Private Equity

    What does it really take to build a category-leading company? In this episode of The Deal Factory, Jeff Harkness sits down with Brian Dumont, Founder & CEO of YARDNIQUE, one of the fastest-growing commercial landscape companies in the Southeast. Brian shares the unfiltered story behind building the business—from nearly losing everything after two major customers failed to pay, navigating divorce, rebuilding his leadership team, partnering with private equity, and scaling from approximately $25 million in revenue to more than $220 million through disciplined execution, acquisitions, and an unwavering commitment to people-first leadership. This isn't a conversation about overnight success. It's a masterclass on resilience, leadership, culture, acquisitions, private equity partnerships, and becoming the leader your company needs at every stage of growth. Whether you're building toward your first $10 million or scaling beyond $100 million, this episode offers practical lessons every founder should hear. In This Episode Why Brian almost walked away from the business The turning point that changed YARDNIQUE forever Lessons learned from divorce, business setbacks, and leadership failures Why recurring revenue transformed the company What founders misunderstand about private equity How to choose the right PE partner Building an executive team capable of scaling 16 acquisitions: successes, failures, and lessons learned The importance of culture during rapid growth Why customer service, not landscaping, is the real business AI, sales, and the future of commercial landscaping Brian's daily leadership habits, faith, journaling, and intentionality Chapters: 00:00 – Intro 03:45 – Starting a business after working for a terrible boss 08:00 – Discovering recurring revenue 09:20 – Losing two major customers and rebuilding 13:00 – Deciding whether to sell 15:15 – Walking away from a sale 17:20 – COVID changes everything 19:10 – Choosing private equity over selling outright 22:40 – Building with Plexus Capital 25:30 – Life after private equity 29:30 – Building an executive team 31:15 – Lessons from 16 acquisitions 37:00 – Hiring leaders who can scale 42:30 – The four pillars of growth 45:30 – Building a world-class sales organization 47:50 – AI and the future of landscaping 50:30 – Faith, leadership and daily habits 59:15 – Final leadership lessons

  7. Jun 16

    The Talent Advantage: Why Some Companies Keep Winning

    In this episode of The Deal Factory, Jeff Harkness sits down with executive recruiter and talent advisor Rachel VanderPol to discuss what really drives employee retention, leadership, recruiting, and company growth. Rachel shares lessons from years of recruiting top talent across finance, legal, construction, SaaS, and professional services industries, while providing a behind-the-scenes look at how great companies attract and keep high performers. From culture fit and leadership alignment to compensation, flexibility, and hiring mistakes, this conversation is packed with practical insights for business owners who want to build stronger teams and scale successfully. Whether you're hiring your next executive, building a leadership team, or trying to understand why great employees leave, this episode provides a blueprint for recruiting and retaining exceptional talent. Key Discussion Points Why employees leave companies even when compensation is competitive The importance of culture fit over technical qualifications How top recruiters identify great candidates The role leadership plays in employee retention Why compensation alone cannot solve hiring problems Work-from-home, flexibility, and today's workforce expectations Common hiring mistakes business owners make How to evaluate candidates beyond the résumé Lessons from elite athletes and high-performance environments Building teams that scale with your company Chapters: 0:00 Intro 0:20 Meet Rachel VanderPol 2:01 Athlete to Executive Recruiter 4:41 Growing Up Around Hall of Fame Excellence 8:10 Why Employees Really Leave 11:24 Culture Fit vs Skill Set 15:00 Why Employer Branding Matters 16:10 How Recruiters Vet Candidates 19:10 Recruiting Across Multiple Industries 22:35 Hiring for Potential vs Perfection 23:35 How to Spot Candidate Red Flags 26:25 Compensation and Retention 30:25 Work-Life Balance vs Flexibility 35:05 Learning From Hiring Mistakes 37:10 Mentorship and High Achievement 39:10 Building a Business While Raising a Family 42:45 Parenting, Sports, and Leadership Lessons 45:05 Rachel's Recruiting Philosophy 47:00 AI vs Human Recruiting 48:15 Final Thoughts

  8. Jun 2

    The YardMaster Landscape & Big Lakes Lawncare Merger Story: Why We Chose A Private Equity Partner

    A lot of business owners think private equity means losing control, sacrificing culture, and putting profits ahead of people. What if the exact opposite could be true? In this episode of The Deal Factory, Jeff Harkness sits down with Chester Buczynski and Mike Montenaro to unpack the formation of the YardMaster Big Lakes platform backed by Unity Partners. The conversation explores the realities of private equity partnerships, employee ownership, scaling through acquisitions, leadership development, and building a culture that creates transformational wealth for employees at every level. From Chester's journey starting a landscape company with no money and a vision, to Mike's path through decades of leadership in the green industry, this episode offers a candid look at what it really takes to build, scale, and grow a business beyond traditional limits. Most importantly, they challenge some of the biggest myths in business—proving that growth, culture, people, and profitability don't have to compete with one another. Key Discussion Points Why Yard Master and Big Lakes partnered with Unity Partners The biggest misconceptions about private equity How employee ownership changes company culture Building leadership teams capable of scaling The importance of intentional communication during acquisitions Integrating multiple companies without losing culture Creating transformational wealth for employees Why growth creates opportunity for everyone Leadership, mentorship, and succession planning Thinking bigger about what's possible in the green industry

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About

The Deal Factory, powered by 3PG Advisors, brings practical insights from the front lines of mergers & acquisitions, scaling, and exit strategies in the skilled trades and service industries. Hosted by Jeff Harkness, each episode cuts through the jargon and translates complex deal-making into real-world lessons for business owners. With 30 years of experience helping companies create transformational wealth, Jeff and his guests share stories, strategies, and leadership insights to help you scale smarter, build stronger, and exit bigger. This is your seat at the deal table.

Information

  • Creator
    Jeff Harkness
  • Years Active
    2025 - 2026
  • Episodes
    23
  • Rating
    Clean
  • Copyright
    © Jeff Harkness
  • Show Website
    The Deal Factory

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