Scaling to $500M: Ops Discipline Beats “Hail‑Mary” Growth
Standardized comp, CRM discipline, and clean reporting—not lucky CAT events—drove lasting scale.
Challenge
Fragmented sales incentives, inconsistent project documentation, and no unified reporting obscured performance and slowed cash.
Approach
- Redesigned comp plans for National & Regional BDMs (margin accountability)
- Weekly CRM pipeline reviews with stage definitions and exit criteria
- Standardized claims packets to accelerate insurance approvals
- Monthly close cadence and market-level dashboards
Outcome
- Revenue scaled toward $500M with improved EBITDA margin
- DSO reduced by 20–30 days
- Platform “sale‑ready” for PE recap