Apr 23, 2026
Growth is what every law firm owner works toward. More cases, more revenue, more momentum—it’s the signal that things are finally clicking. But right before a sale, that same growth can start working against you.
In this episode, Victoria Collier unpacks why a sudden spike in revenue can raise more concerns than confidence for buyers. Instead of signaling success, it often triggers deeper scrutiny around risk, sustainability, and whether the business can actually maintain its performance without the current owner driving it.
You’ll walk away understanding how buyers interpret growth, why timing and consistency matter more than big numbers, and how to position your firm so that growth strengthens your valuation instead of undermining it.
What You’ll Learn
- Why rapid growth right before a sale can decrease buyer confidence
- The difference between profitable growth and risky growth
- The most common red flags buyers look for when revenue spikes
- How expenses and infrastructure impact your true firm value
- What buyers actually mean when they say they want “predictability”
- How to document and justify growth so it holds up under scrutiny
- The “rubber band effect” and why it quietly kills deals
- What to fix now if your firm is growing fast and you’re thinking about selling
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.
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