”Relevant and Steady Wins the Race”: The Hardest Way to Grow An Aviation Company w/Clay Lacy Aviation

We’ve all seen the flash-in-the-pan companies that take the market by storm but then burn out fast. It’s rare for a privately held company to stay relevant for 5 decades in one of the most volatile industries on earth. But that is exactly what Clay Lacy Aviation has done. BizAv operators are constantly threading the needle between growth and stability. Rapid expansion at any cost can be deadly, but at the same time, growth can be so slow that they stop being relevant. Growth rate management is the name of the game. What is driving Clay Lacy Aviation's monumental trajectory? How do they keep their culture of excellence so strong? How do they balance ambition with discipline? In today’s episode, I’m joined by 3 dynamic Clay Lacy Aviation executives - Joe Barber, Scott Cutshall and Chris Hand. They share the key mindsets and strategies that have been instrumental to their ongoing success There isn’t a private-equity setup behind our structure so we have to be thoughtful and conservative about how we grow. It has to be done in a long-term view, with discipline. -Joe Barber Things You’ll Learn In This Episode -Pace wins the race Sometimes the best way to grow is slowly. How does the Clay Lacy team balance ambition with discipline? -Peak client alignment How does Clay Lacy Aviation set a client relationship up for success from the inception of the deal? -Bigger planes, bigger hangars What are the key trends Clay Lacy Aviation’s leadership are focusing on? -Don’t hire for the book and overlook values How does the Clay Lacy team hire and uphold their culture? Guest Bio Joe Barber is Senior Vice President of Commercial Operations at Clay Lacy Aviation. directs Clay Lacy’s strategic commercial activities in aircraft management, jet charter, maintenance and FBO business units. His range of knowledge comes from a grass-roots career, having worked in many facets of the business. Joe began his aviation career in 2004 as an intern at an aircraft management and charter company, and credits the continuous learning opportunities and excellent mentors as a major component of his career. He’s a committed business aviation professional, to improve the business model and provide principal users with a legendary aviation experience. He’s an NBAA Certified Aviation Manager (CAM) , and was named to NBAA’s inaugural class of “Top 40 Under 40” in 2018. He holds an MBA from California Lutheran University and a B.S. in communications from California State University at Northridge. Scott Cutshall is Senior Vice President of Strategy & Sustainability at Clay Lacy Aviation. Scott leads strategic development activities and directs marketing, sustainability, and workforce development initiatives across Clay Lacy’s diverse line of business jet services. He is a third-generation pilot whose business aviation expertise spans a wide spectrum of disciplines. His passion for aviation started early. Upon receiving his B.S. in business management from Biola University, he became a Certified Flight Instructor with instrument and multi-engine instruction privileges. In 2000 he began working as a dispatcher for an aircraft management and sales organization with four aircraft that grew to over 75 business jets in 25 cities in the U.S. and China. During his 14-year tenure he served as operations manager, sales director and then vice president of marketing and aircraft management. Scott joined Clay Lacy in 2013 as vice president of marketing, later serving as senior vice president of business operations prior to his current role. In 2021 he received his Corporate Aircraft Manager (CAM) certification from the National Business Aviation Association, is an advocate member of the International Aviation Women’s Association (IAWA), and serves as a mentor for Orange Coast College students. Chris Hand is Senior Vice President of the Northeast Region at Clay Lacy Aviation. He leads the Eastern U.S. operations, headquartered in Oxford, Connecticut, guiding the flight operations, maintenance, finance and aircraft management teams. During more than two decades in aviation he has served clients ranging from Fortune 500 flight departments to the world’s most prominent individuals. Prior to Clay Lacy, Chris was president and director of operations at a leading charter and management company with a 30-year history, and director of operations at an air freight operator. He has also owned and operated his own aviation businesses, including aircraft leasing and owner/operator airshows. Chris has 12,000 hours in more than 90 aircraft models, and is type rated in Gulfstream G650, Global Express, Falcon 2000, Falcon 50 and several other aircraft. He holds an ATP Multi-Engine Land and Sea Certificate, and is a certified flight instructor. Chris graduated from the John D. Odegard School of Aerospace Sciences at the University of North Dakota with a BS in Aeronautical Studies. For more information, head to https://www.claylacy.com/ . Learn More About Your Host: Co-founder and Managing Partner for Northstar Group, Craig is focused on recruiting senior-level leadership, sales, and operations executives for some of the most prominent companies in the aviation and aerospace industry. Clients include well-known aircraft OEMs, aircraft operators, leasing / financial organizations, and Maintenance / Repair / Overhaul (MRO) providers. Since 2009 Craig has personally concluded more than 150 executive searches in a variety of disciplines. As the only executive recruiter who has flown airplanes, sold airplanes, AND run a business, Craig is uniquely positioned to build deep, lasting relationships with both executives and the boards and stakeholders they serve. This allows him to use a detailed, disciplined process that does more than pair the ideal candidate with the perfect opportunity and hit the business goals of the companies he serves.