Every additional service line introduces exponential complexity that erodes margins and destroys value. The evidence is clear: focused service businesses command 1-2x EBITDA premiums over complex competitors. Understanding why—and how to systematically simplify—separates scalable enterprises from lifestyle businesses.

Most sales hires fail not because of talent, but timing. Founders attempt to delegate an undefined process, creating margin erosion instead of growth. The solution: build sales infrastructure—documented processes, pricing architecture, and performance systems.