Practical reading before you sell.
5 Things That Quietly Kill Business Value Before a Sale
Owner dependence, messy financials, customer concentration, unresolved legal issues, and inconsistent earnings are the most common value-killers buyers find in diligence. Each one is fixable if addressed months before you go to market — waiting until a buyer flags them almost always costs you leverage, and often costs you price.
How Buyers Actually Calculate What Your Business Is Worth
Buyers start with your business's true earning power — usually seller's discretionary earnings or EBITDA — then apply a multiple shaped by industry, size, growth, and risk. Two businesses with identical revenue can be worth very different amounts once buyers account for how reliable and transferable those earnings really are.
Why Confidentiality Can Make or Break Your Sale
News of a pending sale can unsettle employees, invite competitors to poach customers, and spook key vendors — all before a deal is even signed. A disciplined, confidential process protects the value of the business you're trying to sell, which is exactly why blind profiles and signed NDAs come before any identifying details are shared.
Preparing Your Financials: What Buyers Want to See First
Clean, well-organized financials are the fastest way to build buyer confidence. At minimum, expect to provide three years of tax returns and financial statements, a clear explanation of any add-backs, and documentation for major contracts or recurring revenue. The more of this you assemble before going to market, the smoother diligence will go later.
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