MacDonald-Miller Facility Solutions

Largest mechanical + HVAC contractor in the Pacific Northwest. 1,600 employees, $483.1M revenue, growing 8.1% YoY (24-month growth +17.4%). 60-year-old SeaTac-HQ firm going through a quiet but unmistakable leadership refresh — every c-suite and president-title seat has turned within the last 20 months. That is the sales window.

All 6 named contacts enriched with verified emails. No retirements. Wedge sharpens from "precon-estimating-ai" to "service-ops-ai" given Travis Eshpeter's new-in-seat promotion from inside Service Operations.

Company intel (Apollo, 2026-04-21)

• Revenue: $483.1M annual
• Employees: 1,600 (Apollo estimate). Growing: +1.82% last 6mo, +8.13% last 12mo, +17.37% last 24mo — accelerated hiring, most of it in the last year
• Founded: 1965. 60 years old
• HQ: 17930 International Blvd, Suite 120, SeaTac, WA 98188 · +1 206-763-9400
• LinkedIn: http://www.linkedin.com/company/macdonald-miller (LinkedIn UID 104707) · Twitter: @MacDonaldMiller
• Industry: construction (primary) — SIC 3560. No secondary industries flagged.
• Business-mix keywords (Apollo org keywords): commercial HVAC, mechanical contractor, building analytics, TAB & commissioning, continuous commissioning, BIM, controls, ESCO, energy savings performance contracting, automated fault detection & diagnostics, sheet metal fabrication, central plant services, smart building services, plumbing, electrical, refrigeration & technical metals, design-build, EnergyStar portfolio management
• Tech stack: Apollo returned no technology_names or current_technologies fields for this org — stack not externally visible. Org keywords imply in-house use of BIM, automated FDD (fault detection & diagnostics), and EnergyStar portfolio tooling, but we cannot name the vendors. Tech-stack table omitted to avoid guessing.

Named contacts — enriched

Discrepancies from Apollo enrichment

1. CFO Christian Geismann is externally hired, not a MM veteran. He joined MM 2024-03 from Schuchart (another PNW GC) where he was CFO for 9 years; prior background is Moss Adams audit + sustainability services. This is our single most AI-receptive window: 18–30 months into a new external CFO is when the finance-system rebuild happens. Original dossier treated him as a generic "finance gate" — he is actually the single sharpest sponsor in the six.

2. Travis Eshpeter was promoted to President, Building Services on 2025-02-01 — only ~2.5 months ago. Original dossier listed him correctly as President BS but didn't capture that he is *brand new* in the role. Note: Apollo's stored title contains a typo — *"President, Buidling Services"* (sic). He is a 27-year MM lifer — started 1999 as an HVAC Service Apprentice, walked the entire technician-to-president ladder. Loyalty + operational credibility is extreme.

3. Rory Olson was promoted CEO 2024-12-01, ~16 months ago. Original dossier correctly listed him as CEO but underplayed newness. Prior role was President, Building Services (2021-11 to 2024-12) — meaning Travis Eshpeter literally stepped into Rory's old seat this February. He also holds a Guest Lecturer role at Washington State University Construction Management since 2022 (not a stale/different-company flag — parallel academic appointment).

4. Ruben Cañas was promoted President of Construction 2024-09-01, ~19 months ago. Before that he was VP Healthcare Construction at MM for 4 years. Original dossier correctly named him primary wedge sponsor — still a valid call, but he is now one of FOUR new-in-seat exec-level leaders, not a stable incumbent.

5. Grant Gummow's Apollo department tag is master_information_technology / infrastructure, not just "Business Integration." This is the tell. "VP Business Integration" reads as vague, but Apollo's classifier places him inside IT Infrastructure with a business_development function overlay — i.e. *he is the person who owns data/systems integration between MM's construction, service, and controls divisions.* That makes him the single most important internal champion for a Ditto-style platform play. Original dossier flagged him as "strong internal sponsor" which was directionally right but under-calibrated.

6. All 6 LinkedIn URLs came back null in the Apollo response — first names are full, last names are single-letter abbreviated (e.g., "Rory O", "Christian G") per Apollo's default privacy return. Emails are all verified and usable; LinkedIn outreach requires separate Sales Nav lookup.

7. No retirements, no different-company flags, no stale contacts. All 6 are current at MM with verified @macmiller.com emails. missing_records: 0, credits_consumed: 6.

8. Cross-account trivia worth noting: Ruben Cañas was a Senior PM at ACCO Engineered Systems before joining MM in 2006. If Ajay lands an ACCO pilot first, Ruben is a warm intro bridge to MM.

Motion (revised post-enrichment)

Primary sponsor target

Christian Geismann (CFO) — upgraded from original "parallel track" to primary. Reasoning:

• External hire, 25 months in seat — exactly inside the 18–30 month CFO re-tooling window
• 9-year prior CFO tenure at Schuchart means he already has opinions about construction-finance stack and is installing them at MM right now
• Moss Adams audit + sustainability services background = comfortable with data platforms, ESG reporting, private-cloud governance conversations
• Verified direct email
• Not a MM lifer = not culturally captive to "the way MM has always done it"

Opening angle for Geismann:

> *"Christian — I noticed your move from Schuchart to MacDonald-Miller 25 months ago, and at Schuchart you inherited a finance stack; at MM you're building one. We work with PNW mechanical contractors on the AP + project-cost reconciliation layer between field service data, ERP, and job-cost accounting — the 'where did this hour go' problem. Worth 15 minutes to compare notes on how you framed the first 24 months?"*

Secondary sponsor — operations wedge

Travis Eshpeter (President, Building Services) — 2.5 months into a brand-new president role, promoted from inside service ops, 27-year MM lifer. He is staring at a P&L he just inherited and is looking for wins. Service-ops AI (dispatch optimization, predictive maintenance, customer portal triage) is a natural fit. Send a specific, operational pitch — not a platform one.

Parallel track — construction wedge

Ruben Cañas (President of Construction) — 19 months in seat, 20-year MM vet, ex-ACCO. Original dossier's "primary" is now best read as the construction-side parallel. Lead with BIM + healthcare construction doc intelligence (his prior specialty was healthcare construction).

Internal champion / integration owner

Grant Gummow (VP Business Integration) — Apollo tagged as IT/infrastructure. 12 years in role. He is the person who connects Ruben's construction side, Travis's service side, and George's controls side. If any pilot survives past demo, Grant is who owns the integration. Seed him early — he will be the one quietly answering the CFO's "can this really talk to our systems?" question.

CEO air-cover

Rory Olson (CEO) — 16 months in seat, 21-year MM vet who walked the construction-PM-to-CEO ladder. Respects operational credibility. Do NOT lead with AI hype; lead with field-hour economics. His LSSBB (Lean Six Sigma Black Belt) designation signals process-rigor bias — frame ROI in process-improvement language.

Low-priority — controls

George Pfeiffer (VP Building Controls) — 9 years in role, 26-year Siemens prior. Stable seat, so no urgency window. Controls-analytics pitch is valid but he is unlikely to drive the first pilot. Park.

Content personalization signals

• Four of six named leaders are <=25 months in seat. CEO, CFO, Pres. Construction, Pres. Building Services all turned over in the last 20 months. This is an org in active leadership refresh — thesis posts about "the new class of mechanical-contractor execs" land specifically here.
• CFO is an ex-Schuchart external hire with Moss Adams audit + sustainability background — frame the CFO pitch as "your second finance-stack build" not "your first AI project."
• +17.4% headcount growth over 24 months on a 1,600-person base — hired ~237 net new people. Onboarding + job-cost allocation + field-labor-hour data quality all degrade at that hiring rate. Specific pain, specific talking point.
• Travis Eshpeter's promotion from VP Service Ops to President BS on 2025-02-01 — 10 weeks old as of today. His first 90 days end roughly when our outreach would land. Perfect timing for a service-dispatch AI wedge framed as "help the new president show a Q3 win."
• Grant Gummow is IT/infrastructure-tagged with 12 years of business-integration tenure — he has seen every system decision since 2014. He is the single most-likely "I have opinions about what NOT to buy" person. Win him, not around him.
• Ruben Cañas was at ACCO Engineered Systems before MM — if ACCO pilot signs first, Ruben becomes a warm-intro bridge. Worth tracking the two accounts as a linked pair.
• No technology_names returned from Apollo — means we cannot open with "I see you run X" personalization. Open with organizational change signals (promotions, new hires) instead, which are stronger anyway.

Signals log

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Engagement log

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