Mar 19, 2026
You've done the valuation. The marketing materials are polished. Buyers are circling. And then... you hit the brakes. In this episode, Victoria Collier digs into one of the most common and surprising deal killers in law firm sales: a sudden surge in revenue. Victoria explains why a few great months can cause sellers to second-guess everything, why that hesitation often backfires, and what sophisticated buyers are actually looking for when they evaluate a firm. If you're even thinking about transitioning your firm in the next few years, this episode is essential listening.
Key Takeaways
- A strong quarter doesn't equal a higher valuation. Buyers evaluate firms based on years of financial history, not a few standout months. Short-term spikes raise questions and don't command premium prices.
- Sudden revenue surges can actually make buyers more cautious. Sophisticated buyers want to know: Is this sustainable? Is it repeatable? Or is the seller making the firm look good because it's on the market?
- Stalling a deal has real consequences. When sellers pump the brakes, serious buyers move on. Markets shift. The window of opportunity doesn't stay open indefinitely.
- Your reasons for selling don't disappear during a good quarter. Burnout, lifestyle goals, retirement planning, and succession concerns are still there. A revenue spike doesn't resolve them.
- The best time to sell is when the firm is healthy, stable, and attractive, which is ironically often when sellers feel the least urgency to sell.
- Start planning 1 to 3 years before you want to exit. Early planning gives you the flexibility to find the right buyer on your terms, rather than rushing out of exhaustion or desperation.
- Selling a firm is a business transaction, not an emotional one even though it will feel personal. The lawyers who transition best are those who approach the sale strategically.
About Victoria Collier
Victoria Collier is a seasoned attorney, entrepreneur, and expert in law firm sales and valuations. With a background in law and accounting, including her prior military service and CPA training, she brings a unique perspective on the financial intricacies of business valuations. Victoria helps transform law firms into more valuable and sellable businesses, guiding attorneys through life after law.