What do buyers actually look at when evaluating your company?

Revenue concentration is one of the first things diligence uncovers. A business where one or two customers make up a large share of revenue looks riskier than one with a broad, diversified base, even if the total numbers are identical.

Culture and leadership depth matter more than most owners expect. Buyers are evaluating whether the team that made the business work will stay, and whether there's a bench of people capable of stepping up if key employees don't.

Clean financials aren't just about being audit ready. They're about whether the story the numbers tell matches the story the owner tells. Inconsistencies, even small ones, slow deals down and erode trust exactly when trust is what keeps a deal moving toward close.