Every sector is a buyer. None of them is your market.
Every sector on the site is a real buyer, and that is the trap. What breadth costs, and why the fastest-growing firms describe one buyer and go looking for more of them.
Greenhat Insights
Building a consulting firm worth owning
1 Winning Work
Winning the right work, on value not price
Most environmental firms grow on relationships and referrals. Winning Work makes that deliberate: knowing exactly who you’re built for, getting found by them, and winning on value rather than rate.
The billable hour was always a proxy for value. AI just broke it.
The hour was always a proxy for value, and AI has pulled the two apart. Why environmental firms will have to price on worth, and how to get there without betting the firm.
2 Scaling Operations
Keeping the margin you win
Winning work is only half the problem. This category covers what happens after the contract is signed: margin, utilisation, the founder ceiling, and building the kind of operation that a buyer will pay a real multiple for.
75%Billable
20%Future work
5%Overhead
The productivity target is dead. Long live the productivity target.
One number is asked to do two jobs at once. Here’s where it starts to creak, and the first two things you can do about it.
3 Mergers & Acquisitions
Realising the value you’ve built
Where the value built in the earlier stages gets realised: preparing for exit, running the sale, or growing by acquisition.
New writing on exits and acquisitions is coming soon.