Ken Goodrich’s Multi-Location Playbook: Metrics, Call-by-Call Management, and Scaling Past $50M

Before launching your own home-improvement business, invest time in learning the 'business of HVAC' (or your specific trade) through courses, mentors, or best practice groups, rather than relying solely on technical skills.

Implement a robust management system, such as EOS or MAP, to establish clear processes, routines, and accountability, moving beyond daily firefighting to strategic business growth.

Adopt a 'scarcity mindset' regardless of current lead flow; focus on maximizing efficiency and converting every customer opportunity, as this discipline will be crucial during lean times.

Utilize a data-driven approach to management by tracking key metrics daily (e.g., call goals, conversion rates, average ticket) and conducting regular meetings to discuss performance and course corrections across all locations.

Be strategic about bringing on partners or exiting; aim for a valuation that offers meaningful capital for life choices (e.g., $20-25 million EBITDA for higher multiples) rather than just taking the first offer for relief.

Consider a 'thousand-day plan' approach: set an audacious goal to 10x your business's value within 1,000 days, whiteboard the plan, and execute with relentless focus and a Gantt chart for tracking progress.

Prioritize hiring high-caliber talent, even if they are 'smarter than you' or come from different industries; a strong, diverse management team (CFO, COO, VP of Sales) can be a force multiplier for growth and execution.