Meet Nick Hartman, The Chief Growth Officer Driving Success
In the competitive world of home improvement contractors and contractor management services, achieving massive, sustained growth requires more than just skilled technicians, it requires visionary leadership and a commitment to people. Nick Hartman, the Chief Growth Officer (CGO) at Ongaro & Sons, has been instrumental in helping the Petaluma, California-based plumbing contractors and HVAC contractor business grow from $7 million to a projected $40 million in sales.
In a recent interview, Hartman shared his philosophy on team development, the power of coaching, and the specific systems that allowed the company to break records, even when the executive team was out of the office
Listen to the full interview with Nick Hartman here:
Building a $40M Trades Business: The Ongaro & Sons Growth Story
Ongaro & Sons’ journey is a powerful case study for any trades business coach or contractor management software user. The company’s current sales projection sits around $40 million, with a revenue target of $38 million for the year
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They shifted away from new construction in 2008
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When the industry began shifting again around 2015–2016, they invested in business coaching for trades to ensure the legacy of the company continued for the next generation
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The results of their commitment to structure and people are evident in the numbers. For instance, their HVAC business department achieved a net profit of 20–25% at a 53% gross margin
The Leadership Philosophy: Grow Your People to Grow Your Business
As the Chief Growth Officer, Nick Hartman’s primary focus isn’t just revenue, but growing the people
Hartman’s role involves a 30,000-foot view of growth, encompassing:
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Developing individual growth plans for employees
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Driving revenue through HVAC sales and other department performance
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Growing the company’s image and community involvement
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Creating a Career Path, Not Just a Job
For Hartman, leadership is about showing employees a clear “path” to success and career development
- Brought his wife from Nepal to the States
. - Bought a house
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This is a testament to the potential for a HVAC technician to turn their work into a lifelong career, earning HVAC salary that enables them to “make hundreds of thousands of dollars a year”
Coaching Through Vulnerability and Intentionality
As a contractors coach, Hartman’s leadership style focuses on intentionality and vulnerability
Systems and Training: The Engine of Profit
Operational excellence is achieved through focused HVAC business training and clear, reliable systems. This is where hvac coaching becomes tangible, delivering measurable results.
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KPIs and Coaching: Hartman and his team use key HVAC performance metrics to identify areas for coaching. This includes having individual conversations about performance and future role opportunities that open up within the company
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system health reportduring calls. Technicians are trained to accurately mark issues: red for an item that needs replacement, yellow if…. This standardized system ensures consistency, professionalism, and drives customer connections . -
Communication Workshops: Training is continuous, with a full workshop planned on the critical skill of communication—the foundation for both internal team success and external customer rapport .
The Certain Path Advantage
Ongaro & Sons’ success demonstrates the transformative effect of joining a dedicated community of peers. For Nick Hartman, this partnership provided a “hyper infusion of it all”
