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Probably not. Shouldn\u2019t it? Absolutely.<\/p>\n<p>Business owners sacrifice for their business \u2013 no nights out with friends, skipped weekends with their kids. \u00a0All to grow their business.<\/p>\n<p>Owners look to the business\u2019 ultimate selling price as the reward for all their work and sacrifice.<\/p>\n<p>Then comes the offer: \u201cThat\u2019s all??\u201d<\/p>\n<p>Owners who poured their heart and soul into their company often do not get the return they expect or deserve. Owners who were selling rethink that decision.<\/p>\n<p>The worst in our view is when owners reached a burnout point where they just want to move on.\u00a0 At any cost.\u00a0 Right now.\u00a0 Some are willing to just walk away.<\/p>\n<p>That\u2019s the worst time to realize you could have taken steps to improve today\u2019s profits and increase tomorrow\u2019s selling price.<\/p>\n<p>Can this be avoided? Yes.<\/p>\n<p>Is it easy? Nope. But when is being an owner easy?<\/p>\n<p>These are some key factors buyers will consider in making an offer for a company. By proactively addressing them, owners can refine their business so it has the most value possible.\u00a0 The bonus is their profits will increase near term, too.<\/p>\n<h4>Recurring Revenue<\/h4>\n<p>Buyers acquire companies with the least amount of risk. Reliable recurring revenue streams greatly reduces risk.<\/p>\n<p>Recurring revenues assure the company will have predictable cash flow. To optimize your revenue stream, identify and focus on recurring revenue opportunities. \u00a0Not so simple but very valuable.<\/p>\n<p>You have developed relationships with recurring customers. You\u2019ve marketed to them once.\u00a0\u00a0 Keep them happy and they stay.\u00a0 Marketing to a new customer often eats up 10% of revenues.\u00a0 Marketing to existing customers is much less costly.<\/p>\n<h4>Create Processes<\/h4>\n<p>Predictability is crucial in running a business. Processes contribute to predictability.<\/p>\n<p>Repeatable processes assure the buyer the company will function effectively without the direct involvement of the former owner.<\/p>\n<p>A business with no documented processes holds a lower value. \u00a0The value it does have is associated with not the business but with the employees. Only they know how to handle the workflow.\u00a0 This is a risk to a new owner.<\/p>\n<p>With repeatable and documented processes, the value belongs to the business. New people can readily learn how to best perform their jobs. There are fewer opportunities for error or \u201cI forgot\u201d situations.<\/p>\n<p>The goal of creating and documenting processes is to keep it simple. \u00a0While it sounds harsh, any individual employee should be dispensable.\u00a0 Especially you.<\/p>\n<h4>Diverse Customer Base<\/h4>\n<p>There\u2019s no bigger red flag for a buyer than a company that relies on a few (or even a single) customers. If those customers move on (and it does happen), how much is your company now worth? 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