2. Justifiable Price
You have a price you can justify to real small business buyers — not just one that feels fair to you. Buyers care about the cash flow, risk, and effort.
3. Owner Involvement
How involved are you in day-to-day operations? The more the business depends on you, the harder and cheaper it is to sell.
Can the business reliably get new customers without the owner actively driving it (e.g., through systems, brand, or team)?
You’ve identified key team members who would stay if the business were sold. Buyers don’t just buy revenue — they buy stability.
(Don't tell staff members too early. Our Toolkit has the guide & examples on this)
You have basic documentation for key operations (e.g., how to onboard a customer, train staff, handle a refund, etc.). No documentation = higher risk = lower offer.
Your revenue comes from many customers — not just 1 or 2 big ones. No customer contributes for more than 25% of revenue.
You have a simple list of everything a new owner would need (e.g., logins, supplier contacts, lease terms, software subscriptions). A messy handover kills deals — even good ones.
9. Clear Legal Structure
Your business has clear ownership and no personal guarantees on critical contracts. There is no unclear liability that could scare off buyers.