Legal
Clean contracts, customer concentration and a management team that works without you. The groundwork starts long before the process does.
Value is decided in diligence, not in the pitch. Buyers discount for risk, and almost every discount traces back to something that could have been tidied two years earlier.
Customer concentration above roughly thirty per cent will attract either a lower multiple or deferred consideration. Start diversifying now.
Make sure key contracts are signed, in date and assignable. A change of control clause that requires consent hands your customer leverage in the middle of your deal.
Finally, take a two-week holiday and see what breaks. That is your management gap, and closing it is worth more than any presentation.
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