The Doorman’s Fallacy: When You Cut What You Can’t Measure
Tue Feb 03 2026
I’m currently watching a merger turn into a complete clusterfuck, and it’s a story I’ve seen way too often in private equity. It’s a classic case of an acquirer coming in, kicking the original leadership to the curb, and gutting the company because they don’t understand that value isn't always visible on a spreadsheet. In this episode, I dig into the "Doorman’s Fallacy"—the mistake of eliminating something because you can’t quantify its utility, only to realize later that it was the very thing holding the brand, the culture, and the customer experience together.
I compare the hollowed-out wreckage of this recent acquisition to my experience at the Four Seasons, where small, "unmeasurable" details like a lens cloth or a cord tie create the entire premium experience. We’re exploring why 40% of M&A deals end up as dumpster fires and how the best operators identify and protect the invisible value creators that actually drive ROI. If you’ve ever wondered why great companies fall apart after a sale, this is why.
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Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.
About Ray:
→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.
→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.
→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com
→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.
→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com
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I’m currently watching a merger turn into a complete clusterfuck, and it’s a story I’ve seen way too often in private equity. It’s a classic case of an acquirer coming in, kicking the original leadership to the curb, and gutting the company because they don’t understand that value isn't always visible on a spreadsheet. In this episode, I dig into the "Doorman’s Fallacy"—the mistake of eliminating something because you can’t quantify its utility, only to realize later that it was the very thing holding the brand, the culture, and the customer experience together. I compare the hollowed-out wreckage of this recent acquisition to my experience at the Four Seasons, where small, "unmeasurable" details like a lens cloth or a cord tie create the entire premium experience. We’re exploring why 40% of M&A deals end up as dumpster fires and how the best operators identify and protect the invisible value creators that actually drive ROI. If you’ve ever wondered why great companies fall apart after a sale, this is why. // Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru. About Ray: → Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more. → Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses. → Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com → Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind. → Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com // Follow Ray on: YouTube | LinkedIn | Facebook | Twitter | Instagram