Buyers and Builders Search Fund Success Story: From $15M to $200M Through 7 Acquisitions
11 snips
Jan 23, 2026 Christa Glassburn, operator and investor who scaled a search-fund-backed business from ~$15–20M to over $200M through seven acquisitions and global expansion. She recounts moving to rural Virginia, executing first acquisitions and integration lessons. She explains why small-town companies are overlooked, how to source off-market rural deals, and launching Harbor Capital to keep HQs local.
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Downturns Reveal Core Profit Drivers
- A sudden market collapse exposed which product lines actually drove profit and which were distractions. Christa pivoted away from low-margin government work and focused on mining communications and acquisitions.
Bring Manufacturing Home To Signal Commitment
- After two acquisitions Christa moved manufacturing back to the U.S. and grew revenue from ~$15–20M to $35M. Consolidation and distributor relationships expanded their global footprint.
Pre-Plan Inventory And Staffing Cuts
- Negotiate inventory down and plan personnel changes before integration to avoid emotional decisions. Decide early which roles duplicate and where acquired talent can actually grow.