In this episode, Alex Rawlings speaks with Robert Irving, CEO of Buffalo Growth Partners. Robert shares his journey from building and selling a fire & life safety business to scaling within private equity and launching his own independent sponsor firm.
⏱️ Timestamps & Key Topics
00:00 – Introduction
Robert’s journey across founding, exiting, and re-entering private equity.
00:30 – Building & Selling a Business
- Grew to ~80 technicians and exited at 29
- Joined a PE-backed roll-up, completing 100+ acquisitions
01:21 – Biggest PE Mistake: People
- Misalignment of talent and roles
- Importance of matching personal goals with business needs
02:42 – Off-Market Sale Process
- Relationship-driven deal (~18 months)
- Shared vision and timing were key
03:40 – Why Sell?
- Rapid growth (3M → 12M revenue)
- Opportunity to scale within a larger platform
06:57 – Winning Deals
- Human connection over price
- Understanding seller motivations (legacy, growth, people)
09:18 – Scaling a Roll-Up
- Leadership staying close to frontline teams
- Challenges of tech and data integration
10:47 – Key Lessons
- Retaining founders drives value
- Equity rollovers create alignment
12:14 – Frontline Reality
- Change fatigue is real
- Strong leadership needed during integration
14:13 – Founder Retention
- Tailor roles to individuals
- “Right person, right seat” approach
16:36 – Buffalo Growth Partners
- Focus: service businesses (“guys in trucks”)
- Operator-led investment model
18:30 – Off-Market Strategy
- Dedicated outreach + industry credibility
- Aim to be the “first call” when owners sell
21:21 – Recommendations
- Brad Jacobs (M&A & scaling)
- Alpine Investors (people-first PE)
- Bill Gurley – Running Down a Dream
🔑 Key Takeaways
- People alignment is the biggest driver of success
- Trust and credibility win off-market deals
- Retaining founders unlocks long-term value
- Execution and integration are critical
- Operator-led PE is gaining momentum
Raw Selection partners with Private Equity firms and their portfolio companies to secure exceptional executive talent. We focus on de-risking executive recruitment through meticulous search and selection processes, ensuring top-tier performance and long-term success.
🔗 Connect with Alex Rawlings on LinkedIn https://www.linkedin.com/in/alexrawlings/
🌐 Visit Raw Selection www.raw-selection.com
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