deals Archives - Collective 54

Let’s Renegotiate

Greg Alexander / July 28, 2025

Big Deal Excitement Can Blind Us. Imagine you have a massive deal in the pipeline. This is it, it is your ticket to the big time. You’re excited, as you should be. But is the deal a good deal or not? Sometimes our excitement lends us rose-tinted glasses; glasses that blind us to agree to terms or be overly optimistic for performance. We once experienced a client engagement where our excitement blinded us, which caused us to lose meaningful money, something we didn’t anticipate due to several terms within the deal.

Pro Serv Blogs

Your Business Wants to Double, Here’s How to Help It

Greg Alexander / June 13, 2025

“Once you have demonstrated you can help a company solve problems, they never run out of problems they want you to help them solve. ”You have a great business, and you know it. You know that you could double it if only…and then the list starts:• We had the right people• We could get in the right meetings with the right buyers• The economy would improve

Pro Serv Blogs

Your People Aren’t the Differentiator (And Everyone Else Thinks They Are Too)

Greg Alexander / May 12, 2025

Ask any founder of a boutique professional services firm what sets them apart, and you’ll almost always hear the same thing: “Our people.” They’ll tell you they have senior talent. That their team has worked on the client side. That they bring unmatched experience to the table. And in many cases, they’re right. The pride is real, and the team is strong.

Pro Serv Blogs

Management Buyouts: A Hidden Exit Path for Founders of Boutique Professional Services Firms

Greg Alexander / April 18, 2025

If you are a founder of a boutique professional service firm generating between $5 million and $50 million in revenue and $1 to $5 million in EBITDA, odds are you’ve thought about your exit. You’ve likely flirted with selling to a strategic buyer or private equity group. And if you’re like most Collective 54 members, you’ve probably run into the same roadblocks: no viable buyer, or a viable buyer who doesn’t give a damn about your employees or clients.

Pro Serv Blogs

How the Best Founders Close the Biggest Sales

Greg Alexander / February 13, 2025

The biggest deals of any small to mid-sized company are closed by the founder. Period.

In principle I don’t like this fact. If I hire salespeople, pay them well, give them a target for growth and larger sales, I expect them to close the deals. It’s their job, right? I hear from founders of companies frequently their frustration that, “I have to close all of the big sales myself.” It’s an obvious desire to delegate, but on big sales, it doesn’t work that way.

Pro Serv Blogs

Stop Selling and Grow Your Business

Greg Alexander / November 15, 2024

When I joined my father’s marketing research company in 1997 as his first employee, I had no idea that letting go of sales would ultimately 10x our revenue. My initial role was building our new research service, while my father handled all sales. Since our new service was an upsell to existing clients, the sales process was relatively straightforward at first.

Pro Serv Videos

Is Your Solution Falling Short of What Clients Actually Need?

Greg Alexander / March 13, 2024

Understanding why you’re losing deals is extremely important. Here’s a framework to help you solve your clients’ problems.

deals

Let’s Renegotiate

Your Business Wants to Double, Here’s How to Help It

Your People Aren’t the Differentiator (And Everyone Else Thinks They Are Too)

Management Buyouts: A Hidden Exit Path for Founders of Boutique Professional Services Firms

How the Best Founders Close the Biggest Sales

Stop Selling and Grow Your Business

Is Your Solution Falling Short of What Clients Actually Need?

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