The Realities of Jumping into Pest Control Consulting

Mar 22, 2026 - The journey from being a GTM (Go-to-Market) consultant to actually stepping into pest control isn't just about shadowing days or conducting research interviews. It's an immersive experience that requires rigorous background checks, company phone screenings, drug tests, and even dealing with unexpected technical hiccups on the first day.

From Theory to Practice

I've been working as a GTM consultant for companies selling into traditional industries, where prospects are increasingly prioritizing digital interactions over in-person visits. This shift has made it harder to secure ride-alongs and research calls, leading me to consider hands-on experience.

Growing up helping out with our family plumbing business, I was familiar with the practical side of working in a physical environment. Inspired by a renovation project that involved pest control software, I decided to fully immerse myself in this field.

The Decision: Pest Control

During one such GTM session, I met someone who had sold his pest control company after building it over two decades and adopting SaaS solutions early on. His success story piqued my interest due to the recurring revenue model, specialization in a fragmented market with regulatory challenges, and an estimated $30 billion total addressable market (TAM) in the U.S.

That night, I applied to every pest control company within reach, hoping for any opportunity. The response was lukewarm at first; only three ride-along offers came my way over several days. However, two of these turned into job interviews and eventually led me to accept a position with one of the largest groups in the country.

The Onboarding Process

While securing the role was relatively straightforward, obtaining the necessary licenses proved more challenging than anticipated. Licensing involves extensive book study, mandatory seminars, proctored exams, and supervised truck time to handle controlled products independently. Most companies take two to three months for this process.

I managed to complete my licensing in just 13 days—setting a company record. This rapid turnaround was due to intensive preparation and the support of experienced colleagues who helped me navigate the requirements efficiently.

Challenges Beyond Licensing

The journey didn't end with obtaining licenses; navigating traditional industry challenges remained significant. Companies often struggle with recruitment, sometimes dropping the ball on follow-ups despite a tight labor market. This made it difficult to hear back from half of the companies I approached initially.

Beyond licensing and paperwork, there were practical hurdles like dealing with an uncooperative truck that wouldn't start on my first day at work. Such issues underscored how real-world challenges can be just as daunting as theoretical knowledge in this field.