From $100M to $24B: The Leadership Principles Behind Chick-fil-A’s Growth
Chick-fil-A didn’t become one of the most admired brands in America by chasing growth, trends, or short-term profits.
In this episode of Built With Purpose, host Chris Fay sits down with Steve Robinson, former Executive Vice President and Chief Marketing Officer of Chick-fil-A, for a deep conversation on leadership, culture, faith, and long-term thinking. During Steve’s 35-year tenure, Chick-fil-A grew from under $100 million in revenue to more than $6 billion, eventually becoming a $24+ billion brand — all while protecting its culture and values.
Steve shares never-before-told stories from inside the organization, including how founder Truett Cathy evaluated leaders, why trust mattered more than résumés, and how Chick-fil-A resisted the pressure to grow too fast. This episode pulls back the curtain on what it actually takes to build a company that lasts for generations.
Key Topics & Takeaways
Leadership Starts With Character
Steve recounts his first conversations with Truett Cathy, who made it clear that trust, integrity, and cultural alignment mattered more than technical skills. Hiring decisions were made with a long-term mindset — assuming people would never leave.
Why Chick-fil-A Refused Short-Term Thinking
Unlike public companies focused on quarterly results, Chick-fil-A operated with a generational mindset. Growth was intentionally slowed when necessary to protect infrastructure, people, and reputation.
The Corporate Purpose That Anchored Everything
During a financial crisis in the early 1980s, Chick-fil-A defined a clear corporate purpose: to glorify God, be good stewards, and have a positive influence on everyone they touched. That purpose became the foundation of the culture.
The Operator Model That Changed Fast Food
Instead of franchise ownership, Chick-fil-A empowered operators through a unique profit-sharing model that aligned incentives, encouraged generosity, and built leaders inside every restaurant.
Why Culture Must Be Taught Through Stories
As Chick-fil-A grew, storytelling became essential to preserve values. Steve explains why principles alone aren’t enough — leaders must pass down context, failures, and lived experiences.
About Steve Robinson
Steve Robinson served as EVP and CMO of Chick-fil-A for over three decades and is the author of Covert Cows and Chick-fil-A, a behind-the-scenes look at the leadership and strategy that built an iconic brand. Today, Steve speaks and consults with organizations looking to build purpose-driven cultures that last.
Who This Episode Is For
Founders and CEOs
Business leaders scaling culture
Marketing and brand leaders
Faith-driven executives
Anyone building a long-term legacy
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