This €5M Swiss service firm didn’t grow to €8.2M by working harder.

It grew because the structure of the business changed.

Most founders obsess over operations. But revenue doesn’t scale with effort. It scales with architecture.

This episode is a case example of what happens when a founder stops trying to push the business forward through personal intensity and starts redesigning the system underneath it.

The starting point: successful on the surface, fragile underneath

At €5M, the firm looked successful:

Strong clients.

Solid reputation.

Busy founder.

But underneath, it was fragile.

Every key decision ran through the owner.

Pricing was based on tradition, not value.

Processes lived in people’s heads.

The business was profitable, but undervalued. And the reason was structural.

The five structural shifts that changed everything.

Over 18 months, five shifts happened. Each one reduced dependence and increased clarity.

1. The founder moved from operator to architect.Instead of being the person who solves everything, the owner redesigned the business so it could run without constant involvement.
   

2. Clear governance and decision rights were installed.Decisions stopped flowing through one person by default. Authority became explicit, not implied.

3. Value-based pricing lifted margins.Pricing was no longer driven by tradition. It shifted toward value, which lifted margins and improved the economic engine.

4. Digital and AI workflows removed dependency.Workflows became less dependent on individual memory and manual effort. The business gained repeatability and reduced reliance on the founder.

5. Succession and investor readiness were built early.Instead of treating succession as “later,” readiness was designed early. That changed how the business could operate, scale, and be valued.

The outcome: same market, same team, different structure.

The result was measurable:

Revenue grew from €5M to €8.2M.

Margins increased from 15% to 23%.

The multiple moved from 3.5x to 6x.

Estimated valuation: €11.5M.

Same market. Same team. Different structure.

The main takeaway.

Revenue is an outcome. Valuation is a design choice. If you want to know what your business is actually worth and what structurally holds it back, start with clarity.

Take the Future-Proof Business Assessment.

Highlights:

00:00 Introduction: The Secret to Growth

00:17 The Initial State: A Fragile Success

00:35 Structural Shifts: Transforming the Business

00:55 The Results: Growth and Valuation

01:12 Conclusion: Designing for Value

01:24 Call to Action: Assess Your Business

Links:

Website: https://www.marcogrueter.com/

LinkedIn: https://www.linkedin.com/in/marcogrueter/