--- schema: 1 type: video title: >- Resi & Commercial Growth Strategies: Brett Madden’s Playbook | #NALP2024 #PrivateEquity description: "Scaling service businesses, navigating private equity partnerships, and transitioning from working in the business to working on it—these were the key topics Brett and I explored at the NALP Elevate Conference 2024 Brett shared his journey from pest control to carving out a niche in bird control, along with the strategic decisions that fueled his success. This conversation is packed with actionable advice, a touch of humor, and the kind of practical insights that only come from years of experience. If you’re ready to take your business to the next level or want inspiration from a remarkable story, this episode is a must-watch. To reach Paul Giannamore: https://www.linkedin.com/in/paulgiannamore https://www.instagram.com/pgiannamore Key Topics Covered: - Transitioning from law to the service industry: Lessons from Brett’s journey - Growing a family-owned business into a private equity-backed platform - The role of recurring revenue in driving business valuations - Innovative marketing strategies for pest control and bird control - Cross-selling opportunities for green industry companies - Lessons learned from working with private equity partners About the Host: Paul Giannamore: Managing Director of The Potomac Company, Paul is a renowned Mergers and Acquisitions sell-side advisor specializing in the pest control and route-based service industries. He provides strategic guidance to business owners, helping them navigate complex transactions, optimize value, and position themselves for long-term success. About the Guest: Brett Madden: President of AviAway Professional Bird Control Services, Brett is an accomplished executive with expertise in growing service businesses. With a background in law and business development, he has built AviAway into a multimillion-dollar leader in commercial bird control, driving growth through innovation, strategic branding, and operational excellence. https://www.potomaccompany.com/ \U0001F4CC New to the channel? Watch this brief special message from Paul: \U0001F517 https://youtu.be/jeseUSHP4Yw Produced and Filmed by Verbell Ltd. https://www.verbell.ltd/ 00:00:00 Intro: Building Relationships Over Sales Goals 00:00:24 Paul Giannamore Introduces Potomac TV Updates 00:01:44 Lawyer Turned Service Pro: Brett Madden's Journey 00:05:15 Exiting to Private Equity: Lessons Learned 00:07:56 Cross-Selling Strategies for Service Growth 00:13:32 Starting Pest Services: Mosquito or General Pest? 00:15:44 Addressing Bird and Deer Issues Effectively 00:18:10 Using Video Content to Close Deals 00:22:48 Selling the Family Business: A Personal Decision 00:24:16 Expanding Opportunities and Niche Markets 00:25:59 Referral Partnerships: Testing Markets Without Commitment 00:27:33 Mastering Service Delivery Before Scaling Up 00:30:41 Pricing Pressures in Mosquito and Tick Control 00:32:32 Overcoming Lyme Disease and Tick Prevention 00:35:08 Maximizing Effectiveness of Tick and Mosquito Control 00:35:48 PE Valuation Insights: Focus on Recurring Revenue 00:38:09 AI, Human Connections, and Working with The Mex #MergersAndAcquisitions #SellSideMergers #PrivateEquityDeals #BusinessValuation #ExitStrategy #CompetitiveAuction #BusinessSale #BusinessExitPlanning #PrivateEquity #SellYourBusiness #InvestmentBanking #IndustryConsolidation #FamilyBusinessSale #BigDealEnergy #SellSide #BusinessExit #PestControl #ServiceIndustryGrowth #BirdControl #GreenIndustry #LandscapeBusiness #Landscaping #UrbanWildlifeManagement #CommercialPestControl #ResidentialPestControl #BusinessOwners" canonical: >- https://liquidgold.cc/channel/potomactv/explore/video/resi-commercial-growth-strategies-brett-madden-s-pl-09f350affe04 markdown: >- https://liquidgold.cc/channel/potomactv/video/resi-commercial-growth-strategies-brett-madden-s-pl-09f350affe04.md llms: null parent: 'https://liquidgold.cc/channel/potomactv.md' channel: potomactv updated: '2026-10-24T03:32:13.626Z' language: null children: [] videoId: du0VsRwlWbg durationSeconds: 2480 publishedAt: '2025-01-22T17:01:00.000Z' searchChunks: - 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This conversation is packed with actionable advice, a touch of humor, and the kind of practical insights that only come from years of experience. If you’re ready to take your business to the next level or want inspiration from a remarkable story, this episode is a must-watch. To reach Paul Giannamore: https://www.linkedin.com/in/paulgiannamore https://www.instagram.com/pgiannamore Key Topics Covered: - Transitioning from law to the service industry: Lessons from Brett’s journey - Growing a family-owned business into a private equity-backed platform - The role of recurring revenue in driving business valuations - Innovative marketing strategies for pest control and bird control - Cross-selling opportunities for green industry companies - Lessons learned from working with private equity partners About the Host: Paul Giannamore: Managing Director of The Potomac Company, Paul is a renowned Mergers and Acquisitions sell-side advisor specializing in the pest control and route-based service industries. He provides strategic guidance to business owners, helping them navigate complex transactions, optimize value, and position themselves for long-term success. About the Guest: Brett Madden: President of AviAway Professional Bird Control Services, Brett is an accomplished executive with expertise in growing service businesses. With a background in law and business development, he has built AviAway into a multimillion-dollar leader in commercial bird control, driving growth through innovation, strategic branding, and operational excellence. https://www.potomaccompany.com/ 📌 New to the channel? Watch this brief special message from Paul: 🔗 https://youtu.be/jeseUSHP4Yw Produced and Filmed by Verbell Ltd. https://www.verbell.ltd/ 00:00:00 Intro: Building Relationships Over Sales Goals 00:00:24 Paul Giannamore Introduces Potomac TV Updates 00:01:44 Lawyer Turned Service Pro: Brett Madden's Journey 00:05:15 Exiting to Private Equity: Lessons Learned 00:07:56 Cross-Selling Strategies for Service Growth 00:13:32 Starting Pest Services: Mosquito or General Pest? 00:15:44 Addressing Bird and Deer Issues Effectively 00:18:10 Using Video Content to Close Deals 00:22:48 Selling the Family Business: A Personal Decision 00:24:16 Expanding Opportunities and Niche Markets 00:25:59 Referral Partnerships: Testing Markets Without Commitment 00:27:33 Mastering Service Delivery Before Scaling Up 00:30:41 Pricing Pressures in Mosquito and Tick Control 00:32:32 Overcoming Lyme Disease and Tick Prevention 00:35:08 Maximizing Effectiveness of Tick and Mosquito Control 00:35:48 PE Valuation Insights: Focus on Recurring Revenue 00:38:09 AI, Human Connections, and Working with The Mex #MergersAndAcquisitions #SellSideMergers #PrivateEquityDeals #BusinessValuation #ExitStrategy #CompetitiveAuction #BusinessSale #BusinessExitPlanning #PrivateEquity #SellYourBusiness #InvestmentBanking #IndustryConsolidation #FamilyBusinessSale #BigDealEnergy #SellSide #BusinessExit #PestControl #ServiceIndustryGrowth #BirdControl #GreenIndustry #LandscapeBusiness #Landscaping #UrbanWildlifeManagement #CommercialPestControl #ResidentialPestControl #BusinessOwners Canonical: https://liquidgold.cc/channel/potomactv/explore/video/resi-commercial-growth-strategies-brett-madden-s-pl-09f350affe04 · Channel: [POTOMAC M\&A](https://liquidgold.cc/channel/potomactv.md) > Search chunk text is held until public-source provenance is verified. ## Document chunks > Missing: no stored document chunks are available.