^{Enterprise Value = EBITDA × Multiple. Most revenue leaders only manage the first term.}

Every sales book teaches the same move: produce more revenue. That grows earnings. But in a private-equity-backed company, value isn’t earnings — it’s earnings multiplied by a multiple.

Enterprise Value = EBITDA × Multiple.

The commercial engine is the only function that compounds both sides of that equation, and the way revenue is manufactured (its quality, durability, concentration, predictability, and pricing power) is what moves the multiple, where PE’s outsized returns are actually made.

The Multiple Maker is a monthly field guide to that idea, written from the operator’s seat. I spent years as a Chief Sales Officer of a $3B professional services firm, leading a 105-person global organization and driving double-digit revenue CAGR and EBITDA expansion.

With a CPA (inactive) and finance foundation, I’ve worked extensively with sponsors, Boards of Directors, and senior executives to set and evaluate the value-creation plan. This is the commercial-value playbook for professional services that the PE shelf doesn’t have yet.

Subscribe if you lead revenue inside a PE-backed company — or sit on the board that hires the person who does. One article a month. No hype, no tool lists. Just how commercial architecture moves the multiple.

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