A Client Story of Growth, Readiness, and Real Decisions, with Guest Aaron
Some business stories are best told over years, not quarters.
In Episode 8 of the R Readiness Lens podcast, Sheri Radler sits down with Aaron, a long-time client whose journey spans nearly a decade. What unfolds is not a highlight reel of overnight success, but an honest look at what it really takes to build, grow, exit, and rebuild businesses with intention.
This episode is about readiness in practice. Not theory. Not best practices pulled from a book. But real decisions made under pressure, with real consequences, and the discipline required to keep moving forward without losing control.
Listen to the podcast episode:
Starting With a Box of Unknowns
Aaron’s story begins in 2015 with a moment many business owners recognize. A transition. A realization that what worked before was no longer enough.
At the time, Aaron was running a small industrial fire protection company that had grown out of his father’s business. What started as a manageable operation quickly became more complex once he broke away and formed his own entity. When the office manager handed him a banker’s box and a thumb drive and wished him luck, it became clear that help was needed.
That first meeting with Sheri happened at a kitchen table. Not in a boardroom. Not with a polished set of financials. Just an honest starting point and a lot of work ahead.
That moment matters because it highlights a truth many owners resist. Growth eventually exposes your limits. Recognizing that is not failure. It is the beginning of readiness.
The Importance of the Right Advisors
One of the strongest themes throughout this conversation is the value of surrounding yourself with the right people.
Aaron is clear that accounting was never just about numbers. It was about building a bench. Legal, tax, insurance, HR, IT, banking. Advisors who could challenge assumptions, ask better questions, and help navigate decisions that were too complex to handle alone.
As the businesses grew, that advisory bench became the difference between reacting and planning. Between guessing and knowing.
Readiness is rarely built in isolation.
From Running a Company to Running a Corporation
As the journey continued, Aaron moved from running one company into building another, an industrial safety and security consulting firm that would eventually operate nationally.
This is where the distinction between running a company and running a corporation became real.
Running a company can mean showing up, putting out fires, and keeping things moving. Running a corporation requires defined roles, systems, compliance, and support teams. It means recognizing that no one person can manage everything effectively forever.
That shift required hiring. Delegation. Letting go of control. And trusting others to care about the business in a different way than the founder did.
That transition is uncomfortable, but necessary for sustainable growth.
Growth Brings New Constraints
As the business expanded, so did its complexity. Payroll grew from tens of thousands to hundreds of thousands per pay period. Teams were deployed across states. Compliance requirements multiplied. Cash flow became a constant consideration.
This is where many owners feel confused. Revenue increases, but pressure increases too.
Aaron speaks candidly about moments where growth outpaced funding. Where lines of credit were stretched. Where decisions carried personal risk. These were not signs of a broken business model. They were signs that growth requires planning, not just momentum.
Cash flow, timing, and funding structure became as important as sales.
Protecting Margins With Simple Tools
One of the most practical parts of this episode is the discussion around margin control.
As teams in the field began selling and quoting work, deals sometimes came back that looked good on the surface but were risky underneath. The solution was not complex software or expensive tools.
It was a simple Excel worksheet with conditional formatting.
Green meant go.
Yellow meant call home.
Red meant stop.
That tool forced conversations. It protected margins. And it is still in use today.
The lesson is clear. Good systems do not have to be complicated. They just have to be used.
Waterfalls and Wake-Up Calls
Throughout the episode, Aaron and Sheri reference “waterfalls.” Moments where risk became visible and action was required.
These were not failures. They were growth pains.
Each waterfall forced a reassessment. Which services were profitable. Which clients made sense. Which offices were delivering return. Which costs were hidden in labor, overtime, insurance, or fleet management.
Those moments led to better decisions. Narrowing focus. Adjusting pricing. Planning capital purchases instead of reacting to them.
Readiness is not about avoiding problems. It is about seeing them early enough to respond intentionally.
Valuation as a Reality Check
At one point in the journey, Aaron and his partner pursued a formal evaluation of the business.
The result was a B-minus.
That grade mattered.
It provided clarity. Not judgment. It showed what was working and what needed to change if the business was going to move to the next level. It shifted the conversation from growth at all costs to focused, sustainable progress.
That evaluation ultimately led to strategic partnership and merger decisions that expanded the business footprint without overextending its resources.
Bigger Is Not Always Better
One of the most powerful reflections Aaron shares comes near the end of the episode.
If he were starting again, he would focus less on speed and more on manageability. Not just what the business could afford, but what he could realistically manage without burning out.
Growth needs to match capacity. Financial capacity. Operational capacity. Personal capacity.
Readiness includes emotional and mental ROI, not just financial returns.
Readiness Is a Long Game
This episode is not about a single decision or a single metric. It is about a mindset built over time.
Readiness is built by asking where you are, where you want to go, and what it will take to get there without losing sight of why you started in the first place.
It is built through relationships, honest conversations, and the willingness to slow down when needed.
That is what this story represents. Not perfection. But progress with intention.
