How Greg Alexander Got $162M for a 30-Person Firm—and What He’s Learned from Watching 50 Other Exits Up Close
May 1, 2025 |
About this episode
Subscribe:
Greg Alexander sold SBI, his 30-person consulting firm, for $162 million. Since then, he’s had a front-row seat to 50 other service firm exits through his peer group, Collective 54. In this episode of Built to Sell Radio, Greg breaks down what separates firms that sell from those that stall.
This is a Mastering the Deal episode of Built to Sell Radio—designed to help you punch above your weight in a negotiation to sell your business.
In this episode, you discover how to:
- Think like an owner instead of an operator
- Justify a premium multiple with proof, not promises
- Build recurring revenue—even in a consulting firm
- Identify the new buyer questions around AI and tech enablement
- Replace founder dependency with a promotable team
- Position your firm as a “puzzle piece” for a strategic acquirer
- Avoid unforced errors that kill deals late in the game
If you run a service business, this is required listening. Alexander lays out what a buyer’s diligence checklist looks like—and what founders need to prepare before trying to sell.
Show Notes & Links
Connect with Greg On LinkedIn
Do you want your business to run without you? Book a time here and we can show you how to start.
Definitions
Due-Diligence: This is a comprehensive appraisal of a business or investment undertaken before a merger, acquisition, or investment. It seeks to validate the information provided and uncover any potential risks or liabilities.
Earn-out: This is a financing arrangement for the purchase of a business, where the seller must meet certain performance goals before receiving the full purchase price. It reduces the buyer’s risk and aligns the interests of both parties post-acquisition.
Letter of Intent (LOI): This document outlines the basic terms and conditions of a deal before a formal agreement is drawn up. It serves as a mutual commitment between the buyer and the seller to move forward with the transaction on the agreed-upon terms.
About Our Guest
Greg Alexander
Greg Alexander is the founder of Collective 54, the national peer-to-peer network for owners of boutique professional services firms. In this capacity, Greg helps leaders grow, scale, and sell their firms at the right time, for the right price, and on the right terms. Prior to Collective 54, Greg started, scaled, and sold a consulting firm for 9 figures in 10 years. Greg is the author of the book titled “The Boutique: How to Start, Scale, and Sell a Professional Services Firm”, and is the co-host of the podcast of the same name, The Boutique, which can be found at www.collective54.com.
