How to Build a Roll-Up Machine

John Cerasuolo, CEO of Leap Partners

Creating a successful roll-up strategy requires a unique combination of industry expertise, strategic planning, and leadership. John Cerasuolo, CEO of Leap Partners, has mastered the art of acquiring and integrating businesses in the home services industry, including HVAC, plumbing, and electrical services. With 19 acquisitions in less than three years, Leap Partners is rapidly expanding across the Southeast with a people-first approach.

In this episode of the M&A Science Podcast, John shares how to build a roll-up machine from scratch. He discusses selecting the right industry, pitching to investors, sourcing and executing deals, and the critical role of leadership and culture in scaling a business. John also explains how to foster strong relationships with business owners and private equity partners, along with key lessons learned from executing high-volume M&A.

Things You'll Learn:

• How to build a roll-up strategy from scratch

• Understand how to pitch to investors and raise capital without an initial deal in place

• Gain insights into sourcing and executing deals with a people-first approach

• Discover the importance of rapid integration and operational efficiency

• Hear how to build strong relationships with business owners and private equity partners

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This episode is sponsored by DealRoom BI. Harness the power of real-time data to make data-driven decisions by building, visualizing, and sharing interactive M&A reports seamlessly. Visit DealRoom.net to learn more.
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Episode Timestamps:

• [00:00:00] Introduction & The Importance of M&A Reporting Automation
• [00:02:00] Guest Introduction: John Cerasuolo's Background & Key Lessons from the Navy
• [00:07:00] The Role of Private Equity in Roll-ups
• [00:10:30] Building a Roll-up Machine: Step-by-Step Guide
• [00:13:45] Sourcing Deals & Choosing the Right Industry
• [00:21:20] Securing the Right Investment Partner & Negotiating Terms
• [00:30:30] First Deal & Launching Leap Partners
• [00:33:00] Building a Strong Pitch to Business Owners & Characteristics of Leadership
• [00:40:00] Integration Strategy & Operational Efficiency
• [00:45:00] Partnership with Business Owners & Culture Building Post-Close
• [00:48:30] Craziest Thing Seen in M&A & Final Thoughts