The Exit Risk You Can Fix and the One You Can’t
The Endgame · Exit Asked to put two more years in before going to market, this founder said yes, then […]
Pro Serv Blogs
Handing Off Clients Cuts the Margin. Keeping Them Caps the Firm.
The Confession · Money This firm’s profit runs at 17 percent, and the founder knows it should be north of
Sell the Whole Year Up Front and the Renewal Chase Disappears
The Playbook · Scaling This firm just had its biggest sales month ever. The part that changed the business was
Doubled the Gross Margin in a Year by Fixing One Number First
The Benchmark · Money A founder inherited a firm running gross margin in the low 20s. Before chasing a single
Your Sale Price Sits in Three Buckets. Most Founders See One.
The Endgame · Exit A boutique M&A advisor who has run deals for professional services firms says the number founders
The Retainer Clients Stopped Renewing Once They Did the Math
The Confession · Money Signing annual retainers used to be easy for this firm. The founder now says why they
The Platform That Turned a Six-Week Deliverable Into a One-Day One
The Playbook · Scaling A production job that used to take six weeks now ships in about a day. Same
The Founder Once Sourced Every Lead. Now It’s Down to 10%.
The Benchmark · Scaling Five years ago the two founders personally generated 100 percent of the pipeline. Today they generate
“Too Small to Sell” Is a Feeling, Not a Number
The Endgame · Exit A founder assumed the firm was too small to even discuss an exit. Then the buyers
Switch to Accrual Accounting Long Before You Plan to Sell
The Confession · Exit A firm that grew on simple flat-fee, cash-basis billing discovered at the deal table that buyers