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 businesses, professional practices, and any firm with uneven client quality. A practical episode for any business owner thinking about an exit. #ConsultingFirmExit #ClientFiring #EBITDAMultiple #BusinessBroker #SellingABusiness #ServiceBusiness #ClientProfitability #RevenueQuality #LucasAndLuna #FexingoBusiness #BusinessPodcast #ExitPlanning #DueDiligence #BuyerPerspective #MultipleExpansion #OperationalEfficiency #PrivateSale #RevenueConcentration Keep every episode free: buymeacoffee.com/fexingo