Scaling Branch-Based Services Platforms
Robert Irving, CEO of Buffalo Growth Partners, sits down with Road to Carry's Edwin Yun for an unfiltered 58-minute conversation on what it actually takes to build, buy, and scale branch-based services businesses — from boots on the ground to the boardroom.
About This Interview
In this wide-ranging conversation, Robert Irving joins Edwin Yun — founder of the Road to Carry private equity newsletter and community — to unpack the full lifecycle of building a services roll-up. Robert draws on over a decade of hands-on experience: founding Better Fire Protection and growing it to 12+ locations before selling to Black Rock-backed Summit Fire, then spending five years running M&A at Summit as VP (closing 100+ acquisitions), and now leading Buffalo Growth Partners as an independent sponsor in the power generation space.
The conversation is direct, operator-first, and grounded in real deal experience — covering org charts, tech stacks, comp plans, sourcing strategy, and the human realities of post-close integration that spreadsheets don't capture.
What's Covered
Robert's Career Story
From front-line fire safety instructor to PE-backed platform CEO — a path built through doing the work.
Selling to Private Equity
What it actually felt like to sell Better Fire to Summit Fire and discover the "black box" of private equity.
Running M&A at Scale
Inside Summit Fire's machine: two to three acquisitions per month, 100+ deals closed, and the integration lifecycle.
Building the Org Chart
Why org chart design is the most overlooked post-close challenge — and how to combine teams without losing people.
Tech Integration
Choosing field service management software, sequencing the rollout, and why the wrong tech stack is the #1 limiting factor.
Sales & Comp Plans
How to build commission structures that drive the right behavior — and why napkin math is better than a 17-page plan.
The Power Generation Thesis
Why data centers and AI infrastructure create massive recurring demand for generator inspection and maintenance.
Sourcing in the Lower Middle Market
Building a deal pipeline through operator credibility, content, and the compounding effect of doing right by sellers.
"Financial engineering can amplify a business — but it can't create one. At the end of the day, we have to actually do the work and make money."
— Robert Irving, CEO, Buffalo Growth Partners
Watch on YouTube
Watch the full 58-minute interview on the Road to Carry YouTube channel.
Watch on YouTubeAbout Road to Carry
Road to Carry is a private equity newsletter and community founded by Edwin Yun, who spent nearly a decade in PE and investment banking. The community counts readers from firms including Blackstone, KKR, Carlyle, Goldman Sachs, and LPs managing over $100B in assets.
Visit Road to CarryAbout Robert Irving
Robert Irving is the CEO and Co-Founder of Buffalo Growth Partners. His career spans founding Better Fire Protection (12+ locations, 750+ employees, exited to Black Rock-backed Summit Fire), serving as VP of M&A at Summit Fire (100+ acquisitions), and now leading BGP's operator-first approach to lower middle market services roll-ups.
Meet the TeamThinking About a Partnership?
If you run a family-owned service business and are curious about what working with BGP looks like, we'd love to have a conversation.
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