Building a successful service business from scratch requires determination, the right strategies, and the ability to adapt to change. Cameron Bawden, owner of Green Mango Pest Control and six other service companies, shares his journey from starting with one truck to scaling Arizona's largest pest control company with over 100 vehicles in less than 14 years. In this interview, Cameron delves into the systems, processes, and leadership that helped him achieve a record-breaking exit and continue building businesses with a focus on sustainable growth.
1. The Early Days: From Door-Knocking to Building a Brand
Cameron’s journey began with humble roots. After returning from a two-year mission for his church, Cameron found himself at a crossroads, unsure of what career path to follow. Eventually, he was recruited into door-to-door sales for pest control services. “We had one truck that we barely had enough money to outfit,” Cameron recalls. Over time, through relentless effort and a few key breaks, Green Mango Pest Control grew to become the largest in Arizona.
The first six years were filled with hardship—no paycheck, no CFO, and wearing every hat in the company. “I didn’t take any money from Green Mango,” Cameron shares. “I doubled down, reinvested, and that was a hard six years.” Yet, his perseverance paid off as the company saw a surge in growth, particularly between 2020 and 2023, largely driven by the COVID-19 pandemic. “COVID was phenomenal for us because people were home and they saw pests.”
2. Scaling Through Systems and Processes
The secret to Cameron’s success lies in his emphasis on systems and processes. He built the business with a clear structure that allowed for growth without losing sight of company values. One of the key rules he applied was the “Rule of Seven” in leadership management.
“You can only have seven people underneath a direct report. For every seven employees, there must be a manager, and for every seven managers, there should be a president or COO,” Cameron explains.
This structure ensures that employees feel valued and prevents them from being lost in the shuffle, ultimately driving better performance.
Another key factor was his decision to bring in experts for each service company he launched. “I would find an expert within that field and give them equity,” Cameron shares. By doing this, he ensured that each service company had someone who was fully invested in its success while he provided the systems, processes, and marketing to scale it.
3. Mastering Customer Referrals and Marketing
Despite spending millions on marketing annually, Cameron’s number one source of new customers was referrals. Over 25,000 customer referrals contributed to Green Mango's success.
“We’ve been able to fill arenas with people who were happy with our service and referred us to their friends,” Cameron says.
He emphasizes the importance of incentivizing customers to refer your business by offering attractive referral bonuses.
Cameron also challenges business owners to reevaluate their referral acquisition cost. “If your acquisition cost is $150, why would you try to acquire a referral for $30? Pay more for referrals because they bring better quality customers who will stay longer and buy more from you,” he advises.
4. The Exit Process: Maximizing Value
One of the most impactful moments in Cameron’s entrepreneurial journey was his exit. After turning down a $60 million offer in 2021, Cameron doubled down on building his brand and systems. “I turned it down in less than three seconds,” he recalls. Two years later, in 2023, Cameron closed the largest deal in Arizona’s pest control industry, merging with a private equity firm that allowed him to roll equity into their broader portfolio of service companies.
Cameron attributes the success of his exit to focusing on what private equity firms look for: transparent financials, strong leadership, and scalable processes.
“I met with many private equity firms and saw what they wanted. They’re looking for structure in your books, leadership team, and processes,” Cameron explains.
5. Building a Balanced Life
For Cameron, success isn’t just about money or business. It’s also about balance. He is passionate about community service, which was instilled in him during his mission. Each Thanksgiving, Green Mango organizes a food drive that donates hundreds of thousands of pounds of food to the community. Additionally, Cameron uses his love of aviation to give back. “I’m a helicopter pilot, and I give rides to people who might not have the opportunity otherwise,” he shares. Cameron’s commitment to serving others and balancing his business life with personal fulfillment is a core element of his success.
Key Takeaways
Cameron Bawden’s journey from a single truck to scaling and exiting a multi-million-dollar business offers invaluable lessons for any entrepreneur. His success is built on perseverance, investing in the right systems and processes, and always prioritizing people—both customers and employees. His insights into customer referrals, leadership structures, and scaling through partnerships are key strategies any business owner can apply.
For entrepreneurs looking to grow their business or prepare for an exit, Cameron’s advice is clear: “Stay consistent. You have to show up every single day and do the little things that matter. That’s what helps you continue to climb.”
Are you ready to scale your service business? Follow Cameron’s journey on Instagram @cbodden or check out his Premium Mindset podcast for more insights on how to grow, scale, and exit successfully.
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