Security Sales & Integration March 2023 - 49

We also provide monitoring services for
the fi re alarm and sprinkler side of the business,
as well as for security monitoring, and
that too is recurring. You also have licensing
requirements on cameras and for software
updates, etc., which becomes recurring. A
big portion of the overall business is recurring,
but fundamental is that test and inspect
service base.
Heath: As we build the platform, we are uncovering
opportunities every time we add new
companies. Take Florida, for example, we
cover the whole state. We have over 600 employees
there. We have capabilities that when
they're shared across locations, open up new
opportunities with customers. We have customer
relationships in Jacksonville that may
have project opportunities in South Florida,
SCIENS MAKES SELLING SEAMLESS
Derrick Mitchell
▶ Most security dealers and integrators rely
on referrals and positive word of mouth for
the majority of their business. When it comes
time to consider or actively sell the business,
testimonials can also be the best way to
identify the optimal buyer. As former owners
of companies sold recently and several years
ago attest, acquirer Sciens Building Solutions
has given them no regrets.
Below, Derrick Mitchell, former owner of
Brad Golub
LS Systems outside Baltimore, and Brad
Golub, former owner of WSA Systems in
Pompano Beach, Fla., share their experiences. Both Mitchell,
whose fi rm was acquired in 2022, and Golub, whose company
was bought in 2016 and was Sciens' very fi rst acquisition, have
continued to work in those businesses.
Why did you choose to sell to Sciens Building Solutions?
Derrick Mitchell: We wanted to expand our fi nancial capabilities
and create future growth opportunities for our team.
Brad Golub: We had been getting many off ers to buy our
business, and I was starting to get burned out.
What was important to you as
a consideration to sell to Sciens?
Mitchell: Sciens' culture matched our own. Without this alignment,
we believed that integration into a larger business wouldn't
be successful. The Sciens team consists of industry experts who
not only intimately understand the fi re protection business but
have strong capabilities in other adjacent service off erings.
Golub: Sciens had a diff erent philosophy from other prospective
suitors, which was to buy and build. They wanted to
keep everything intact, and I had never heard of that before in
this industry.
Has Sciens lived up to all its promises?
Mitchell: Yes, in many ways, the transition exceeded our expectations.
Sciens has taken a collaborative approach throughout
the integration process. It's clear to our entire team that we're
building a better future together.
Golub: Everything they said would happen did, and pretty
much on the timeline that had been discussed. It was exciting
and I was glad I was able to stay on board.
What has the impact been on customers?
Mitchell: As a result of joining the Sciens team, we now have
trusted service centers throughout the U.S. to increase our
capabilities with existing customers.
Golub: They brought professionals into the company to shore
up areas within the business that had not previously been areas
of strength. They gave us the resources we needed to grow.
What are the top positive outcomes
since being acquired by Sciens?
Mitchell: Increased fi nancial support; focused expertise at all
levels to drive growth; established support structure of industry
veterans to tackle any problem.
Golub: Nothing really changed, which is a good thing! They really
kept it my business, including all the employees. Sciens realized
we were successful for a reason and did not want to lose that.
What does the future look like for your company
as a part of Sciens compared to without?
Mitchell: Sciens has provided us with the opportunity to take our
business to the next level and compete against industry giants.
Post-acquisition, we've strengthened our position with our customers
and manufacturing partners. The future is very bright!
Golub: Sciens is so professional and really understands the
business. Their leadership has been in it long enough to understand
the fi ne details and that makes an enormous diff erence.
My overall quality of life has improved so much since allowing
this to happen.
What would your advice be to prospective sellers?
Mitchell: Be realistic with your expectations and know that
many aspects of your business will change.
Golub: You have to be ready to be able to do this, and it sure
helps to have a partner like Sciens.
securitysales.com
MARCH 2023 Security Sales & Integration 49
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Security Sales & Integration March 2023

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