Nothing offends a business owner like a fair offer.
As an owner, you know precisely what makes your business a valuable acquisition target. You could list the top 5 reasons without pausing for breath.
But your perspective of what makes your business great won't always be shared by a future buyer.
You'll point to customers who've been with you for 20 years. But the buyer will be more concerned about the 41% of revenue that's generated by one single customer - and the risk that presents.
Or the fact that word of mouth brings you most of your work. You can be certain that a buyer will be thinking about the reliability and repeatability of your pipeline.
One of the most common things I hear is that a business has just had its best year ever. In many cases it's an anomaly and won't be repeated. And obviously that is what the buyer will be figuring out.
None of this is a criticism of what you've built.
But if a buyer sat opposite you next week, which of your strengths would they mark down first? And how would you fix them?
Get this right now and the fair offer in the future will be a much higher number.
