This webinar hosted by Hatch and LB Capital, was called Scaling Profits & Processes: The LB Capital Playbook with Bill Rossell. In it we covered the strategies, tools, and mindset that LB Capital leverages to help companies achieve rapid, but sustainable growth.
Read on for the skim-friendly recap.
Kristen McCormick: Head of Marketing at Hatch, an AI CSR platform that enables businesses to scale the 1:1 conversations across the customer journey that drive revenue.
Bill Rossell: CEO at LB Capital, a firm that partners with home‑services businesses—especially roofing companies—to scale operations, boost profitability, and prepare them for successful exits to private equity.
Bill brings extensive leadership from his roles as COO of Home Service Freedom and senior positions at 1SEO, YP, Verizon, and AT&T. Under his guidance, LB Capital applies its “Build. Scale. Sell.” strategy—implementing integrated systems, operational excellence, and rapid growth—to help businesses go from $2–$6M in revenue to multi‑million‑dollar exits over an 18–36 month period.
Bill Rossell broke down LB Capital’s proven framework into five core pillars:
1. Sell better
“We sell more by having more opportunities.”
The focus is on maximizing lead conversion through rapid response and high-touch sales engagements. Every small opportunity, like a piece of fascia falling off, is treated as a potential gateway to deeper jobs.
“Every person in your organization is in sales—even the person booking the job."
2. Collect faster
“It was taking us 14–18 days to complete a job. We brought that down to 3–5 days for roofs.”
The faster a job is completed, the faster revenue is recognized. Reducing cycle times was critical for unlocking cash flow.
3. Collaborate across teams
“Elite sales reps couldn’t understand the CSR process… so we made it collaborative.”
By having departments shadow each other and tying incentives across roles, silos broke down and trust improved. Hatch AI was a key part of this alignment.
4. Coach effectively
“Coach to where their deficiencies are—and to what they’re doing well.”
Bill emphasized using sales intelligence tools (like SalesPro, Rilla, CXC) to make coaching data-driven and consistent.
5. Culture as the result
“When we did cash, collections, collaboration, and coaching, we got a fifth C: culture.”
The outcome of implementing the 4Cs was a high-performance, engaged team environment. It also led to real outcomes—like scaling a business from $7.2M to $25M in one year and exiting to Alloy.
“We implement Hatch into our environment… doing heavy outbound and using AI to increase our speed to lead.”
Hatch is a non-negotiable tool across all LB Capital companies. It boosts performance in two mission-critical areas:
“We were at a 12–14% set rate… now we’re at 22–28% using Hatch AI.”
Lead aggregation is a major channel, and fast, multi-channel follow-up sequences (texts, emails, calls) close the response gap before competitors can.
“30% of people buy on day one. Another 43% buy between days 2 and 30.”
Hatch automates customized follow-ups—checking in post-estimate, handling objections, and keeping the door open for future closes.
“Our average revenue per job went up because we were better qualifying appointments.”
AI-driven qualification through Hatch means reps walk into more prepared conversations and close bigger deals.
Bill was clear: Scaling isn’t about hustling harder—it’s about systems.
“You have to know your numbers. If you don’t get step 1 done, you’ll never get to step 2.”
Key advice:
For leaders
For teams
For past and upcoming Hatch webinars, check out our webinar page!