An operator who has run PE-backed growth.

For PE-backed IT consultancies ($20M–$150M revenue) under pressure to grow.

What you’re dealing with right now

Your delivery team is excellent. The growth constraint is the commercial motion, not the work.

New logos require the managing partner in every pitch — the team cannot sell without them
Account expansion is relationship-dependent — revenue grows when the relationship grows, not when the motion works
There is no ABM program targeting the right 250 accounts — outreach is reactive and ad hoc
The hold period is running — every quarter without a systematic motion is a quarter of exit multiple erosion
The acquirer will see the revenue motion (or lack of one) in diligence

What buyers will pay for

Buyers price four things at exit, based on 2025–26 private IT services deals. The last row shows what new revenue is worth: roughly $1M of exit value for every $1M.

What buyers price	Benchmark, $20M–$150M firms	What the build changes
EBITDA multiple	8–12×, rising with size	A sales motion that runs without the managing partner
Recurring revenue	60%+ earns a premium	Account plans that turn projects into retainers
Client concentration	No client above 15–20% of revenue	A new-logo program that widens the client base
Revenue growth	The market grows 4–5% a year	Pipeline built to outgrow the market
$1.5M of new revenue (illustrative)	12% margin × 8× EBITDA	About $1.44M of exit value, against a $72,000–$84,000 engagement

What gets built in 90 days

Three months to a commercial motion that runs without the managing partner.

Month 1Account-based ICP definition — which 250 companies are the highest-probability new logos and why. Messaging that translates delivery capability into commercial outcomes.
Month 2New logo sales playbook. Account expansion guide. Partner-independent discovery framework.
Month 3ABM program targeting the right accounts. AI-powered outbound motion. Exit-ready commercial documentation for due diligence.

See the Revenue System Build