Security Sales & Integration March 2023 - 45

Sciens' leadership team
includes (l-r) VP of Business
Development Troy Conners,
CEO Terry Heath and
Southeast Regional Director
Scott Rheaume.
like others; we truly care about what happens to
the companies and their employees once they
join Sciens. It's about staying true to those values
and true to the integrity of the company. "
To expound on this winning methodology,
SSI stepped into Sciens Building Solutions' leadership
laboratory for a conversation with Heath,
VP of Business Development Troy Conners and
Southeast Regional Director Scott Rheaume.
Th ey share key components of the business, including
its approach to market expansion, vertical
focus, growth and confronting challenges.
Sciens is very active and organized
toward acquisitive growth. Can you
explain the mindset M&A strategy?
Terry Heath: It is anchored in the fact that
we've completed 16 acquisitions in six years
and not 60. From an organic standpoint, we
want to grow, but we put achievable, challenging
targets ahead of ourselves. We're looking
for about 10% organic growth year-overyear.
On the acquisition side, it is about our
ability to be able to give the amount of time
and eff ort and energy to a business to help it
securitysales.com
grow. We don't acquire companies and then
just leave them alone. Th e reason they're partnering
with us is because they buy into and
believe in our investing growth strategy. Th ey
believe in our values.
For us, it's all about dedicating time to helping
the companies grow rather than just moving
on to the next acquisition. We'll continue to
grow, and in fact will ramp up a little bit. Our
dedicated M&A team understands the DNA
of these companies and speaks the language of
their employees, which allows us to help sellers
understand the sales process and also be super
responsive. It's a diligence and interation team
that allows us to do more acquisitions, which
fi gures to be in the range of eight to 10 a year.
Troy Conners: In the industry today, you hear
things about interest rate hikes and the cost of
money, etc., but we have a very strong fi nancial
backer in Carlyle, our private equity partner.
With our fi nancial stability, we are able to move
effi ciently through a sales process while continuing
to educate sellers each step of the way. We
want to triple every market, and we have a playWe
don't
acquire
companies and
then just leave
them alone. The
reason they're
partnering with
us is because they
buy into and
believe in our
investing growth
strategy.
- Terry Heath, CEO
MARCH 2023 Security Sales & Integration 45

http://www.securitysales.com

Security Sales & Integration March 2023

Table of Contents for the Digital Edition of Security Sales & Integration March 2023

Security Sales & Integration March 2023 - Bellyband1
Security Sales & Integration March 2023 - Bellyband2
Security Sales & Integration March 2023 - Cover1
Security Sales & Integration March 2023 - Cover2
Security Sales & Integration March 2023 - 1
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Security Sales & Integration March 2023 - Cover3
Security Sales & Integration March 2023 - Cover4
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https://www.nxtbook.com/emerald/securitysales/december_2021
https://www.nxtbook.com/emerald/securitysales/november_2021
https://www.nxtbook.com/emerald/securitysales/october_2021
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