Selling a law firm for $57 million wasn’t just a financial event. It was a manifestation of belief, risk and relentless execution, writes Hilton Misso.
When we sold Trilby Misso Lawyers for $57 million, people called it luck. They didn’t see the years of risk, reinvention and resilience that led to that moment. Selling a business isn’t about luck. It’s about building systems, brand, and culture that someone else values enough to buy.
The early days were chaos. We pioneered no-win-no-fee when others laughed at us. Cash flow was unpredictable, banks were sceptical, and the profession was hostile. But we believed in the model, and we backed ourselves. That conviction carried us through.
Over time, we built not just a practice but a business. That distinction is everything. A practice depends on you showing up each day. A business runs on systems, processes and people that can operate without you. If you ever want to sell, you must make that shift. Buyers don’t want to purchase your personality; they want an engine that works without you.
One of the lessons was the power of brand. No-win-no-fee became not just a legal model but a story. Clients understood it instantly. Competitors copied it. The media amplified it. A strong brand multiplies value because it positions you in the mind of the market. When buyers assess your firm, they’re not just looking at revenue; they’re looking at reputation.
Another lesson was culture. We built a team that believed in access to justice. They weren’t just employees; they were missionaries for a cause. That culture created loyalty, innovation, and resilience. Culture is invisible on a balance sheet, but it’s what keeps the wheels turning when times get tough. Buyers sense it.
Negotiation was another test. When you’re talking tens of millions, every clause matters. We learnt to define our non-negotiables and hold our ground. At the same time, we understood the power of win–win. A deal only works if both sides walk away satisfied. Push too hard and you kill the deal. Concede too much and you regret it forever.
Looking back, the sale was not the end but a transition. The money was significant, but the real wealth was the freedom it gave me to explore new ventures, investments, and ideas. Selling created space for the next chapter.
The biggest lesson? Build with the end in mind. Even if you never sell, run your business as if you might. That means systems, brand, culture, and financial discipline. Too many entrepreneurs think about exit only when it’s too late. Start now.
People often ask me if I would do it again. The answer is yes – not because of the money but because of the journey. Building something from scratch, disrupting an industry, serving people who needed it most, and then seeing it valued at $57 million – that’s the reward.
Here are a few takeaways for entrepreneurs:
Selling a law firm for $57 million wasn’t just a financial event. It was a manifestation of belief, risk and relentless execution. It proved that bold ideas, when backed by systems and conviction, can rewrite the rules of an industry.
When I look back, I don’t see $57 million. I see the clients who finally got justice. I see the young lawyers who found a mission. I see the risks we took when everyone doubted us. That’s the real legacy. The money fades. The impact endures.
This is an edited extract from How to Manifest Success, by Hilton Misso. Misso is an entrepreneur, lawyer, and philanthropist. In 2010, Trilby Misso Lawyers was acquired for $57 million by Slater & Gordon.
