You do not get your dream price on the day you decide to sell.

You get it based on how you have been running your business for the last two to three years.

Most owners think valuation is just a number that a broker or buyer plugs into a spreadsheet. In reality, serious buyers are studying something very different. They are asking:

How predictable are these results
How easy will this be to scale
How risky will this be to run without the founder

The good news is that you can actively shape those answers. Whether you want to exit in the next two to three years or simply want a more valuable and resilient company, these seven steps will help you turn your business into a buyer magnet.

Step 1: Turn Your Vision into a Credible Buyer Ready Story

Buyers are not only buying what your business is today. They are buying what it can become in their hands.

That is why a clear, credible vision and sharp positioning are worth real money.

Why buyers care about your vision

It signals growth potential
It shows whether you truly own a niche
It helps them see strategic fit with their portfolio

If your vision lives only in your head, it does not exist to buyers. They need to see it in writing, in your numbers and in your track record.

How to make your vision buyer ready

Clarify your positioning
Who you serve
The painful problem you solve
Why you are meaningfully different
Map a simple three year roadmap
Where growth comes from new segments new offerings new regions
Key milestones that prove progress
Collect proof that you deliver
Case studies and client stories
Before and after results
Logos testimonials and reviews

When your vision is supported by real world evidence, buyers see more than a story. They see a value creation plan they can continue.

Step 2: Professionalize Your Financials and Prove the Numbers

Nothing destroys confidence like messy books.

If a buyer cannot trust your numbers they will either walk away or protect themselves with a lower price, heavy earn outs, or both.

The metrics buyers obsess over

At a minimum expect them to zoom in on:

Revenue growth rate
Gross margin and profit margins
Recurring revenue versus one off projects
Customer and sector concentration
Cash flow profile
For subscription or service businesses
Retention
Lifetime value
Cost to acquire a customer

These numbers tell the story of the business far better than a pitch deck.

How to upgrade your financial engine

Move to consistent monthly closes with clear reports
Work with a capable controller or fractional CFO
Clean up owner expenses and document all add backs
Build a simple KPI dashboard that tracks both lagging and leading indicators such as pipeline, conversion rate, retention

You cannot simply reframe the same weak numbers to get a higher multiple. You must use the exit window to improve the engine itself.

Step 3: Make Your Revenue More Predictable Diversified and Sticky

Buyers do not just look at the size of your revenue. They look at the quality of that revenue.

What high quality revenue looks like

High quality revenue usually has three traits.

Predictable
Retainers
Subscriptions
Multi year contracts
Long standing relationships
Diversified
No single client that makes up a huge share of revenue
A sensible mix of segments or sectors
Sticky
High renewal rates
Strong net revenue retention
Customers who grow with you over time

When they see these traits buyers feel more confident about future cash flows which directly feeds into valuation.

How to improve revenue quality

Identify services that can be sold as ongoing retainer or subscription rather than one off projects
Standardize contract terms so renewals and expansions are easier
Set up a simple expansion playbook for cross sell and up sell
Build a plan to gradually reduce customer concentration without panicking current anchor clients
Track loyalty and proof of value through NPS reviews and case studies

Shifting mix from project heavy to recurring and expanding revenue can move your business into a different valuation bracket even if top line does not explode.

Step 4: Build a Business That Does Not Rely on You

Founder dependency is one of the largest hidden valuation killers.

If the business falls apart when you step back buyers see risk. Risk lowers the multiple or triggers a structure that keeps you tied in far longer than you want.

What buyers want to see in your team

A leadership group that can run day to day operations
Clear roles and decision rights
An org chart that makes sense and can scale
Evidence of healthy culture low regrettable turnover and ongoing development

In other words they want to know whether this is a real company or an impressive one person show.

How to reduce founder dependency

List the decisions and relationships that only you control
Design a plan to transfer those decisions and relationships over twelve to eighteen months
Develop two or three true leaders and give them real authority
Document role charters for key positions with clear outcomes
Let clients and partners see your leaders in action not just you

The less the business needs you the more it is worth to someone else.

Step 5: Systematize Digitize and Wisely Use AI

Even the most talented team will struggle to scale a business that runs on memory and improvised routines.

Buyers look for organisations that run on systems.

The operational signals buyers look for

A customer relationship system that shows real pipeline not just a list of names
Project or delivery tools that show capacity, utilization and on time delivery
Financial systems that integrate with your reporting and KPIs
Documented standard operating procedures for sales onboarding delivery billing and renewal

These signals tell buyers they are looking at a machine that can be tuned not a mess that must be rebuilt.

How AI fits into a buyer ready business

You do not need to be a pure technology company. However buyers are paying attention to whether you are:

Using AI to increase productivity, insight and quality
Managing basic governance such as data privacy and security
Training your team to use AI responsibly rather than letting it become the wild west

Practical starting points include AI supported research, drafting, forecasting, customer support and internal knowledge management.

When you combine human capability with clear processes and sensible AI, you create an operation that feels modern, scalable and efficient.

Step 6: De Risk the Business Before Buyers Do It For You

Every serious buyer runs a simple mental calculation: expected return divided by risk.

If risk feels high they either walk away or reduce the price to compensate. Many of these risks are knowable and fixable before you ever talk to a buyer.

Common risk hotspots

Customer concentration and dependency on a few big accounts
Vendor concentration or fragile supply chains
Weak contracts that leave IP ownership and obligations unclear
Tax or compliance issues that have been ignored
Cybersecurity and data protection gaps
Single points of failure in sales delivery or technology

How to reduce those risks on your terms

Run a light pre diligence exercise with your advisor accountant and lawyer
Tighten key contracts including IP ownership, service levels, termination and change of control clauses
Put in place sensible data and security policies, even if you are a small or mid sized company
Address any obvious red flags such as unpaid taxes or unrecorded liabilitie
Build backup plans for critical roles vendors and systems

By closing these gaps early you make your business safer to buy and less vulnerable to harsh price negotiations.

Step 7: Get Exit Ready and Package Your Story

Many good companies undersell themselves because they go to market unprepared.

They treat the sale like a one time event instead of a process that rewards quality preparation.

Why packaging matters so much

Professional buyers look at two things.

The intrinsic quality of the business
How well the opportunity is presented and supported with evidence

A clear story and well organised data room can make it much easier for them to champion your deal internally.

What a deal ready package includes

A concise narrative that covers
Your origin
Your vision and positioning
Your traction
Your economics
Your growth levers
Your main risks and how you mitigate them
Clean historic financials and KPI dashboards
Customer metrics including retention, concentration and satisfaction
An org chart with short bios of key leaders
An overview of your processes and tech stack
A logical structure for a basic data room so documents are easy to find

You do not need a perfect investment bank style book. You do need clarity, consistency and evidence.

Bringing It All Together

Making your business attractive to buyers is really about building a better business.

When you clarify and prove your vision, professionalize your numbers, upgrade revenue quality, reduce founder dependency, systematize operations, de risk thoughtfully and package your story with care, three powerful things happen.

Your business becomes easier to run
Your team gains more confidence and alignment
Serious buyers are willing to pay more because they see both strength and future potential

Even if you decide not to sell any time soon, these seven steps will give you a more profitable, resilient and enjoyable company.

Call to Action: Work On Your Valuation With Dunnington Consulting

If this has you thinking about how buyer ready your business really is, do not leave it to guesswork.

Dunnington Consulting helps private, knowledge based companies build future fit businesses that command stronger valuations and better deal terms.

If you are within two to five years of a possible exit or simply want to de risk and grow your enterprise value, schedule a conversation with Dunnington Consulting to explore a structured Growth Drive and exit readiness program tailored to your company.

Thanks for reading! If you found this helpful, feel free to:

📚 Explore more: Check out related posts below
📎 Share: this post with someone who might find it useful

5807 County Rd HH, Barneveld, WI 53507, USA

bill@netgoodbusiness.com

(802) 863-4694

Currently Closed

Monday - Friday

9:00 AM - 6:00 PM

Saturday - Sunday

Closed