How to sell a consulting firm
Consulting firms are valued on repeatable methodology, recurring/retained clients and how much delivery depends on the founders.
The value drivers
Productised or retained engagements rather than one-off projects
A senior delivery bench beyond the founders
A defensible niche and repeat/referral pipeline
What drags the price down
The risks a buyer discounts
- Revenue tied to the founders' personal reputation
- Lumpy, project-based income
Typical valuation
typically 4–7× EBITDA for firms with transferable delivery and recurring work.
Usual buyerlarger consultancies, strategic acquirers and PE platforms
Indicative only — your defensible range is built from your actual numbers.
How to prepare a consulting firm for sale
Know your number
Get a defensible valuation grounded in your normalised earnings and how buyers actually price businesses like yours.
Close the value gaps
Fix what discounts the price — the risks above — and strengthen the drivers buyers pay a premium for.
Clean the books & data room
Normalise financials and assemble a buyer-ready data room so nothing derails the deal in due diligence.
Run a managed process
Approach several qualified buyers to create competitive tension and protect both price and your leverage.
FAQ
How is a consulting firm valued?
Usually 4–7× EBITDA, higher when delivery is systematised and not founder-dependent and revenue is recurring or retained, lower for founder-led, project-based firms.
How do I sell a consulting business that depends on me?
Productise your methodology, build a senior delivery team that clients trust, and shift toward retained engagements before going to market.
Selling a consulting firm?
We help owners value, prepare and sell — quietly, and for the best achievable price.