After reviewing dozens of CIMs, one deal that fell apart, and another currently under LOI, here's one thing that's consistently surprised me... Many owners have pretty decent operational processes. Far fewer have a repeatable sales process for growing the business. My background is in building and scaling sales organizations. As I've spent more time in ETA and with business owners, I've started noticing a few patterns that might help first-time buyers. Observation #1: Observe before you optimize. - Spend time doing the work. Sit with the CSR. Ride with a technician. Go on sales calls. Build estimates. Talk with customers. Earn the right to offer a perspective by being curious and asking questions. - Don't rush to change things. There's usually a reason the process evolved the way it did, even if it's imperfect. -The fastest way to lose credibility as a new owner is to start fixing problems you don't yet understand. Learn first - improve second. I'm still on my own acquisition journey, but I hope sharing a sales and growth perspective is helpful to other first-time buyers / operators. Love talking through growth strategies, comment your thoughts or reach out if you want to chat more!