Elephant Hunting: How to Land and Keep Big Clients w/ Steve Wheatcroft

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You don’t scale a landscape company past $30M without learning how to hunt elephants and survive the feast.

In this episode, we sit down with Steve Wheatcroft, founder of ULS and now a LeanScaper advisor, to unpack the high-stakes game of enterprise sales in landscaping. From university project to $100M powerhouse, Steve built ULS by mastering the art of landing massive municipal, institutional, and retail contracts and living to tell the tale.

We dig deep into:
• What it really takes to win big clients (and why most landscapers screw it up)
• How elephant hunting nearly killed his business and what systems saved it
• The three core risks that come with big revenue jumps (cash, complexity, talent)
• How to know if you’re ready or if that elephant will eat you alive
• His step-by-step sales strategy and what most entrepreneurs get wrong in the bid cycle This one’s not theory. It’s hard-earned wisdom from a guy who’s done it, exited, and is now helping the next generation do it smarter. If you’re serious about scaling this is your roadmap.

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