Show notes
Can a working-class entrepreneur build a £50 million revenue business from his spare bedroom, sell it for $100 million and still hold on to the things that matter most?Andrew Hulbert is the founder of Pareto Facilities Management, the bootstrapped business he grew from a laptop in his bedroom to £50 million in annual turnover, 550 employees and a $100 million business exit.Watch more episodes:https://www.youtube.com/@buildingthebrandofficialWant more from Building The Brand? Connect here:https://buildingthebrand.co.uk/newsletterAndrew explains how Pareto competed against multibillion-pound facilities management companies by being more agile, flexible and customer-focused. He reveals how that strategy helped the company grow organically from £18 million to £32 million in a single year.▪️How Andrew built Pareto Facilities Management from his bedroom to £50 million in turnover▪️The working-class upbringing that shaped his ambition and work ethic▪️Why his original financial freedom target was only £2 million▪️How customer-first flexibility helped Pareto grow during COVID▪️Growing organically from £18 million to £32 million in one year▪️How smaller businesses can compete against multi-billion pound corporations▪️Why hiring senior leaders helped scale beyond the founder▪️Building a powerful B2B brand in an unglamorous industry▪️Using networking, PR, awards and major client names to create authority▪️Winning brands including Twitter, Yahoo, Bulgari and London Zoo▪️How Pareto won a £2.3 million contract while turning over only £1.5 million▪️The brutal family sacrifice behind Andrew’s business success▪️Answering 835 due diligence questions and completing a $100 million exitKEY MOMENTS:0:00 — The real sacrifice behind Andrew’s $100 million exit2:10 — Going all-in on Pareto for 10 years3:24 — Working-class roots and the original £2 million exit target6:45 — Why the founder eventually becomes the bottleneck10:36 — How COVID became the catalyst for Pareto’s growth13:43 — Growing organically from £18 million to £32 million16:46 — Turning a business crisis into a competitive opportunity26:56 — PAUSE POINT: Building a B2B brand around mission29:29 — The £104 billion facilities management opportunity39:30 — Learning business inside a chaotic SME43:29 — The corporate takeover that triggered Pareto46:06 — Networking before you need something49:17 — Using awards to build authority and credibility54:31 — Risking his marriage, house, money and reputation1:11:47 — Winning a £2.3 million contract at £1.5 million turnover1:17:35 — PAUSE POINT: Choosing premium clients intentionally1:21:10 — Putting his daughter down to answer a customer1:33:41 — 835 due diligence questions in three and a half weeks1:36:54 — Decompressing after the exit and rebuilding family life1:45:17 — Andrew’s next 10-year chapter
