CEO Growth Strategy: How Culligan Scaled 300+ Acquisitions with Scott Clawson

In this episode of the M&A Science podcast, Kison Patel interviews Scott Clawson, Chairman and CEO of Culligan International, about building a programmatic M&A engine. Clawson discusses Culligan's transformation from a legacy water treatment company into a global platform through strategic M&A, operational focus, and insights on balancing organic and inorganic growth. He shares how Culligan identified market opportunities, developed a programmatic M&A approach, and structured its M&A organization, emphasizing the importance of pipeline development, incentivizing business units, and maintaining a decentralized structure. Clawson also highlights the value of private equity partnerships and the significance of relationships and trust in successful M&A.

Outlines

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M&A Science

Introduction to M&A Science and Scott Clawson's Background

Culligan's Turnaround and the Genesis of Programmatic M&A

Defining Strategy and Market Opportunity

The Role of Private Equity in Culligan's M&A Strategy

Scaling the Programmatic M&A Engine: Pipeline Development

Incentivizing Business Units for M&A Success

Structuring the M&A Organization and Decentralized Approach

Buyer-Led M&A and Maintaining Strategic Focus

The Role of the Head of Corporate Development and Transitioning Private Equity Partners

BDT MSD's Value-Add and Capital Allocation Strategies

Integration Efforts and Building a Repeatable M&A Model

The Craziest M&A Stories and the Importance of Relationships

Closing Remarks and Disclaimer

CEO Growth Strategy: How Culligan Scaled 300+ Acquisitions with Scott Clawson

M&A Science

00:57Introduction to M&A Science and Scott Clawson's Background

Introduction to M&A Science and Scott Clawson's Background

05:00Culligan's Turnaround and the Genesis of Programmatic M&A

Culligan's Turnaround and the Genesis of Programmatic M&A

09:01Defining Strategy and Market Opportunity

Defining Strategy and Market Opportunity

12:12The Role of Private Equity in Culligan's M&A Strategy

The Role of Private Equity in Culligan's M&A Strategy

17:22Scaling the Programmatic M&A Engine: Pipeline Development

Scaling the Programmatic M&A Engine: Pipeline Development

22:55Incentivizing Business Units for M&A Success

Incentivizing Business Units for M&A Success

28:05Structuring the M&A Organization and Decentralized Approach

Structuring the M&A Organization and Decentralized Approach

32:43Buyer-Led M&A and Maintaining Strategic Focus

Buyer-Led M&A and Maintaining Strategic Focus

37:34The Role of the Head of Corporate Development and Transitioning Private Equity Partners

The Role of the Head of Corporate Development and Transitioning Private Equity Partners

42:33BDT MSD's Value-Add and Capital Allocation Strategies

BDT MSD's Value-Add and Capital Allocation Strategies

48:57Integration Efforts and Building a Repeatable M&A Model

Integration Efforts and Building a Repeatable M&A Model

53:55The Craziest M&A Stories and the Importance of Relationships

The Craziest M&A Stories and the Importance of Relationships

57:25Closing Remarks and Disclaimer

Closing Remarks and Disclaimer