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Q4 2023 Middle Market Indicator Survey: Companies Reach Unprecedented Levels of Growth

The U.S. middle market is experiencing a remarkable resurgence in the post-pandemic era, with an impressive number of companies reporting substantial year-over-year improvements across various key performance indicators. In particular, the latest data reveals that a staggering 83 percent of middle market companies witnessed a notable increase in their revenues during the course of 2023, achieving an average growth rate of 12.4 percent. This surge in revenue marks a significant milestone for the middle market, reflecting a robust economic recovery and surpassing previous records. Notably, over half (55 percent) of these companies reported double-digit revenue growth compared to the previous year, indicating a widespread momentum in business expansion and prosperity.


While revenue growth has been exceptional, the pace of employment expansion has shown signs of moderation. Despite an increase in the proportion of companies augmenting their workforce, the overall rate of year-over-year employment growth has decelerated for the second consecutive reporting period. Nonetheless, nearly three out of five middle market businesses (59 percent) added to their workforce, albeit at a more modest average rate of 9.6 percent. This trend suggests that while companies are still actively hiring, the growth in employment has slowed, potentially signaling that many firms have reached their desired staffing levels. Indeed, a significant majority (78 percent) of businesses perceive their current workforce size as optimal, reflecting a strategic alignment between labor needs and operational capacity.


Looking ahead to 2024, middle market leaders express cautious optimism about continued growth prospects, albeit at a more subdued pace compared to recent years. Plans for growth center around strategic initiatives such as the introduction of new products or services and expansion into untapped domestic markets. Despite ongoing economic confidence, leaders acknowledge persistent challenges on the horizon, including inflationary pressures, potential recession risks, and a persistent talent shortage. These concerns are further underscored by the need to maintain revenue and sales growth amidst a dynamic and uncertain business environment.


To navigate these challenges and capitalize on growth opportunities, middle market businesses are adopting proactive strategies. Many companies are considering price adjustments to mitigate inflationary impacts while exploring avenues to enhance operational efficiency and productivity. Additionally, there is a growing emphasis on leveraging advanced technologies, particularly artificial intelligence (AI), to drive innovation and improve business outcomes. Notably, the fastest-growing middle market enterprises are leading the charge in AI adoption, utilizing AI across various business functions to drive competitive advantage and fuel future growth.


While the overall outlook remains positive, there is a discernible shift in sentiment among some middle market leaders, reflected in a greater propensity to exercise caution in capital allocation. Compared to previous periods, a higher proportion of leaders indicate a preference for saving rather than immediate investment, suggesting a nuanced approach to risk management and resource allocation in the face of evolving market dynamics. As middle market businesses navigate the complexities of the current economic landscape, strategic foresight, agility, and adaptability will be critical to sustaining growth and driving long-term success.


If you are a business owner or CEO within the San Francisco Bay Area or Silicon Valley, in need of an experienced fractional or outsourced CFO to help your company control costs, increase profit margins, improve cash flow as well as identify strategic growth opportunities, our highly skilled outsourced CFO services provide direct access to high-quality expertise in a cost-effective manner.

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