How to Build a Company Buyers Actually Want

Justin Fortier, CEO and CTO of FYC Labs, joins GTLE to break down what it actually takes to build a company that can scale—and be acquired. Justin shares the story of growing FYC Labs from a small boutique agency into a business that was successfully acquired in 2020. While the company was never intentionally built for sale, Justin explains that he always operated with enterprise value in mind: clean financials, predictable cash flow, clear documentation, and systems that don’t depend on any one person. The conversation dives into what acquirers really look for, from banking behavior to operational discipline, and why “documentation is king” in technical organizations. Justin also explains how authentic culture—not contrived values—comes from leadership by example, strong hiring, and giving teams a voice without turning the company into a democracy. A major early failure nearly shut the business down when clients delayed payments, and payroll was at risk. That experience ultimately inspired Justin to build Accru, a product focused on helping vendors get paid on time. This episode is a candid look at acquisitions, mentorship, early-stage “dogfight” realities, and why founders must be builders first—before they can lead at scale.