deals

Pro Serv Blogs

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

“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

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

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

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

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.