Latest / The Buyer & Seller Podcast with Fexingo: Business Brokers, Exits, and Private Sales Explained
How a Consulting Firm Sold at 14x EBITDA by Firing Its Worst Clients
Lucas and Luna dive into a case study of a boutique management consulting firm that sold for 14 times EBITDA — nearly double the industry average. The secret? The founder fired his bottom 10% of clients by revenue two years before the sale, eliminating the most demanding, lowest-margin accounts. This freed up senior talent, improved net promoter scores, and boosted EBITDA margins from 18% to 34%. The hosts walk through the math, the risk of short-term revenue loss, and why buyers pay a premium for clean, predictable revenue streams. They also discuss how this tactic applies to service…
The skinny
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