Built to Sell Radio Ep 271 Greg Alexander - How to Sell a 30-Person Consultancy for $162 Million
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Jan 29, 2021 AI Snips
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Greg's $162M Consulting Exit
- Greg Alexander started Sales Benchmark Index at 36 and grew it to 30 employees generating $30 million annually.
- He sold it for $162 million in 2013, demonstrating a remarkable exit from a relatively small firm.
Premium Boutique Strategy
- SBI achieved $1 million revenue per employee by positioning as a premium boutique consultancy.
- This strategy set them just below top consultancies but above other boutiques, allowing high revenue efficiency.
Fixed-Bid Pricing Model
- Greg exclusively used fixed-bid pricing, avoiding billable-hours billing.
- This gave clients a flat rate for defined deliverables, improving transparency and efficiency.