Dear Reader,
If you have friends like James and Michael Kuzmanovski, then you are one of the lucky ones.
In early October of 2024, the Kuzmanovski brothers flew from Sydney, Australia to Austin, Texas. They brought their father Bill, and their best mate Goran. They came here to spend some time with me, and to see some of the best companies in America.
All of the men work at Alliance Comfort Control. You may think the father started the company, but it was actually started by Michael.
Michael is the baby of the family, barely. See, James was still in diapers and barely tottering when Michael came onto the scene. From the start, these two were best mates and were destined to do life together.
Michael’s mother and father were immigrants to Australia. They moved the family from Macedonia to Sydney to provide a better life for their family. English wasn’t their first language. Even though Bill was an engineer, English was a decent second language for him. So, Bill had to work two jobs. Vera, their mother, worked three jobs.
James and Michael have wonderful parents. They worked hard to provide the boys with a safe home, food and clothing, and a solid education. (I know they are very proud of their boys.)
Yet, all this hard work required time away from the home. This gave the boys more time together than with their parents.
The boys learned to take care of themselves at a very early age. They also learned to trust each other with everything.
James once told me a story about preparing his little brother’s lunch, getting him ready for school, and then getting on the bus together. This is love. This is not a tale of neglected children. Try not to filter this through your perception of an American childhood. (Australia is not much different.) This is the story of a very hardworking immigrant family that was determined to work together as a team. This story is unfolding all over the world.
Back to last October, and I promise you this will all connect.
The five of us went to the Circuit of the Americas. We also took Chris Elmore, our Chief Operations Officer. It was a blast! It was also very loud and very hot. Yes, it is very hot in Austin in October.
After a few hours, my introverted side had reached its limit of people. I was ready to get away and move onto a quiet spot. Goran was not ready. He wanted to see some of the older model cars race.
I proposed splitting up for a few hours and reconnecting later that night at the Texas Longhorn game.
I didn’t realize it at the time, but I was violating a core principle that James and Michael hold dearly.
“We started this together. We will finish it together.”
James said those words to the group with concern in his eyes. It wasn’t loud. It wasn’t forceful, but oh was it powerful. I felt that he really meant it. This conviction came deep from his heart.
“We started this together. We will finish it together.”
So we did. And, in the manner of which the mates operate, we also took care of my needs to unplug. We found a quiet spot under a shade tree and drank some lemonade. After 20 minutes, I was refreshed.
We watched the races. We had an amazing dinner. Sadly, we watched Texas get curb-stomped by Georgia. We had a wonderful day full of memory building moments.
More importantly, I learned the heart of one of Alliance’s core values. “We started this together. We will finish it together.”
This core value can’t be faked. It comes from two brothers that have done everything together.
When Michael started Alliance, James and Goran quit their jobs and joined Michael. People follow vision and values.
This is why I’m on the team of Alliance. Because they have values I believe in.
In This Episode, You'll Learn:
- Building internal leadership and training programs
- Differences between Australian and U.S. service models
- High-quality installation standards for premium brand positioning
- Self-funded scaling vs. private equity partnerships
- Using business success to build community impact
Episode Chapters & Summary
The Australian Home Services Market
“Air conditioning is not a luxury anymore—it's a necessity.”
Michael shares how Sydney's residential service market is booming, with air conditioning becoming essential—not optional. Retrofitting presents challenges and opportunities for companies that master it.
Key Takeaways:
- Sydney's market is expanding and increasingly residential-focused.
- Retrofits require different sales and customer expectation strategies.
- Homeowner expectations are evolving with market sophistication.
Cultural Differences Between Australia and the U.S.
“In-house training is almost unheard of in Australia.”
James and Michael discuss how U.S. training, inventory, and operations systems inspired them to rethink their approach—and opened doors for greater scale.
Key Takeaways:
- Training and inventory systems are key differentiators in the U.S. market.
- Efficiency drives scalability and customer satisfaction.
- New ideas must be imported thoughtfully into the Australian model.
Lessons from Working with U.S. Coaches
“You have to be priced right to scale.”
Alliance's partnership with Service Excellence helped them refine their pricing, callback management, and technician development programs—setting the stage for consistent growth.
Key Takeaways:
- Structured pricing enables predictable scaling.
- Internal training systems drive technician success.
- Leadership development is critical for sustainability.
Maintaining Culture During Rapid Growth
“Respect and care must be the foundation of everything.”
James and Michael share how they've maintained strong culture—through small, consistent efforts like breakfasts, barbecues, and regular team connection points.
Key Takeaways:
- Culture requires proactive reinforcement during scaling.
- Respect and empathy build lasting employee loyalty.
- Small gestures create large bonds across departments.
Alliance's Standards of Excellence
“Do the right thing—even when no one is watching.”
Alliance sets higher standards than the typical Australian contractor, demanding excellence even in the unseen parts of the job—and immediately fixing anything that slips.
Key Takeaways:
- Exceptional quality builds premium brand positioning.
- Internal standards must exceed industry averages.
- Consistency in craftsmanship differentiates elite brands.
The Power of Brotherhood
“We don't just work together—we live life together.”
Michael and James' family bond anchors their leadership approach. Loyalty, shared hardship, and a family-first mindset fuel their resilience.
Key Takeaways:
- Shared history strengthens trust and decision-making.
- Family values shape business philosophies.
- Commitment to each other fuels resilience through challenges.
Chasing the Vision: Why $100 Million?
“The vision is clear—it's almost an obsession.”
Their $100 million goal isn't just about dollars—it's about unlocking opportunities for others and pushing their own growth as leaders.
Key Takeaways:
- A clear vision creates relentless focus.
- Scaling a business demands personal transformation.
- Big goals inspire teams beyond the founders.
Challenges and Strategies to Scale
“Talent acquisition and retention will define our future.”
The biggest scaling bottleneck isn't sales or marketing—it's people. Alliance is investing heavily in leadership pipelines and selective funding strategies.
Key Takeaways:
- People are the true limiting factor in scaling service businesses.
- Training pipelines and career development are strategic imperatives.
- External funding is a tool—not a goal.
Defining Success Beyond Money
“Success is setting a goal and achieving it—no matter the size.”
James and Michael share their deeper philosophy: real success is measured in people, relationships, and legacy—not just financial metrics.
Key Takeaways:
- Success is personal growth multiplied through others.
- True wealth is measured in relationships and impact.
- Legacy comes from building up people—not just businesses.
Guest Spotlight
James and Michael – Founders, Alliance Climate Control (Sydney, Australia)
James and Michael are brothers, immigrants, and entrepreneurs building one of Australia's most respected home services brands. Their commitment to excellence, culture, and family values is the foundation of Alliance's rapid growth and big vision for the future.
