Cleantech Leadership: How CHAR Technologies Built Success Through Innovation, Partnerships, and Persistence

White shares valuable lessons from his entrepreneurial journey, highlighting both general business principles and the specific challenges faced in the cleantech industry. One of the key takeaways from White’s experience is the importance of building the right team. He emphasizes the importance of building the right team stating, “you probably can’t emphasize enough the importance of a really good team—having the right people in the right seats. If it’s not the right person in the right seat, they’re not able to contribute in a way “. A well-aligned team can drive efficiency and productivity, whereas a team with misaligned roles can lead to delays and operational inefficiencies. 

According to James Sbrolla, a key figure in CHAR’s growth and former Entrepreneur-in-Resident with Altitude Accelerator for almost 15 years, the success of a company hinges as much on the person leading it as on the idea or technology behind it. He emphasizes, “The idea can be great. The technology can be great, but if you don’t have a catalyst, you’re not going to get anywhere”. Sbrolla’s involvement with CHAR began when White, then a student, made a strong impression during a business competition. Recognizing White’s potential, Sbrolla became his mentor, guiding him through the early challenges of business development and helping secure initial funding. 

Sbrolla shares how White is widely recognized for his strong leadership qualities and ability to make informed decisions. Sbrolla notes, “Andrew White is, as always and still continues to be, coachable and is looking for suggestions and ideas. And today, he’s the CEO of a public company with 30 employees, and he makes the decisions”. This coachability and openness to suggestions is a testament to White’s dedication to succeed and strength as a leader. 

As CHAR grew, Sbrolla’s role transitioned from mentor to investor. Encouraged by other investors, he decided to invest in the company, a move that attracted additional investors and marked a significant turning point for CHAR. He acknowledges, “It took someone saying to me, ‘Why aren’t you investing in it?’ And people that I respect and co-investors within other companies made me really think about it.” Reflecting on his journey with CHAR, he emphasizes the importance of collective ownership, continuous growth, and the strategic decisions that have propelled CHAR to success in the cleantech industry. 

Another vital aspect of White’s journey is the importance of relationship-building. To establish credibility and forge strong relationships with potential partners and investors, he reveals, is a process that requires patience and persistence. In July 2023, CHAR closed a C$6.6M strategic investment from the world’s leading steel and mining company, ArcelorMittal, through ArcelorMittal’s XCarb Innovation Fund. 

White expresses how CHAR secured a significant investment from ArcelorMittal after years of diligent relationship-building. White asserts, “Finding that partner and starting those conversations early is critical because it takes time to both build and demonstrate credibility with some of these larger organizations.” White highlighted these milestones in CHAR’s growth, such as securing strategic investments and forming key partnerships with ArcelorMittal and Lake Nipigon Forest Management Inc., which not only provided financial backing but also validation of CHAR’s approach and expanded their collaborative reach within the industry. 

Government support has also played a key role in CHAR’s success. Programs like Canada’s Clean Fuels Fund have been instrumental in helping early stage cleantech companies like CHAR move forward. White expresses, “Having a strategic investor is a big one for both the investment dollars themselves and the validation of everything we’ve been saying we can do.” These programs offer essential funding for feasibility studies and project development, enabling companies to create well-rounded project packages that attract further investment. 

In discussing project management, White advised on the importance of planning for delays in the cleantech sector. Projects often take longer, and cost more than initially anticipated, and White observes, “Planning is everything. You need to be really cognizant around how long things are going to take so that you’ve got lots of runway to manage time overruns”. This helps navigate unexpected challenges and mitigates potential strain on resources. 

White also highlights the unique challenges in the cleantech sector, particularly the significant capital investment required when scaling operations. He stressed the importance of securing strategic partners and buyer agreements early in the process. He explains, “Cleantech tends to be capital heavy. You need to build up some level of scale to get your product out there, and that requires finding the right scale-up size that lets you do small commercial production”. These agreements are crucial not only for obtaining necessary funding but also for validating the business model, which is essential for long-term success in cleantech. 

The success story of CHAR Technologies offers a wealth of lessons for cleantech founders, demonstrating the importance of innovation, strategic partnerships, and persistence. Andrew White’s journey highlights how building the right team, cultivating strong relationships with investors and partners, and securing government support are critical for navigating the complex cleantech landscape. His experiences display the need for patience and anticipation in project planning, as well as the capital-intensive nature of scaling a cleantech business.  

For founders looking to make a lasting impact in the cleantech space, these lessons provide a roadmap for sustainable growth. If you are a cleantech entrepreneur seeking advisory support or program guidance, Altitude Accelerator is here to help. Visit our website to learn how we can assist in accelerating your path to success!