How I can help
A once in a lifetime opportunity.
The sale of a business is usually a once in a lifetime opportunity to reap the rewards of many years of emotional, physical and monetary investment – I can help you make it happen.
Typically a business owner seeking an exit wants cash and time. Occasionally businesses are sold for all cash on completion with the owner retiring soon after a short handover. This is largely for bigger companies with established management teams with the owner already having a minimal role. Often though, an owner managed business doesn't have that option. However, there are alternative structures to achieve an owner's objectives.
Alternatively you might need help in raising finance to achieve your growth aspirations. Raising finance is easy IF you have the right business model AND you present it in the right way AND you know where to go for the finance.
I can help you.
Why work with me
Experience you can rely on. Independence you can trust.
Owner-only focus
I work exclusively with selling shareholders — never buyers. My interests are aligned with yours from day one.
No hidden fees
Transparent fee structure agreed upfront. My success is tied to yours — the better your outcome, the better mine.
Sector-agnostic experience
I've advised exits across manufacturing, professional services, technology, and distribution — patterns repeat, even when sectors differ.
You deal with me, not a junior
Unlike larger firms, you'll work directly with me throughout. No handoffs, no account managers — just direct, senior-level attention.
Value maximisers
What buyers pay a premium for.
Growing revenues
A consistent upward trend in top-line revenue signals demand, momentum, and a business that is going somewhere.
Strong gross margin
Healthy margins demonstrate pricing power and an efficient cost base — two things buyers find hard to create themselves.
Growing EBITDA
Earnings growth over multiple years is the clearest evidence of a well-run business and the primary driver of valuation multiples.
Well-spread, long-standing customer base
No single customer dominating revenue. Long-tenure relationships reduce perceived risk and provide comfort that the business will continue after a change of ownership.
Low customer churn
Sticky customers mean predictable revenue. Buyers pay more for businesses where the income base is reliable and recurring.
New customers, no supplier reliance
A pipeline of new customers demonstrates that growth is not purely legacy. Freedom from single-supplier dependence reduces vulnerability and strengthens the business's negotiating position.
Revenues not subject to legislative risk
Businesses whose revenues depend heavily on government policy or regulation carry an additional risk premium that buyers will price in. Diversified, commercially-driven income streams are far more attractive.
Strong management team
A credible team that can run the business independently of the owner is one of the most important value drivers. It gives buyers confidence and reduces the need for a lengthy earn-out.
Owner not working in the business
If the business cannot function without the owner, buyers see risk — not an asset. A business that runs itself commands a significantly higher multiple.
Intellectual property
Patents, trademarks, proprietary processes, or software create barriers to entry and give buyers something tangible and defensible that competitors cannot easily replicate.
Product differentiation
A business that competes on something other than price is inherently more valuable. Clear differentiation protects margin and makes the business harder to displace.
Strong market position
A recognised name in the market, strong brand equity, or a leading position in a niche all signal that the business has earned its place — and that buyers would struggle to replicate it from scratch.
Price maker, not price taker
Businesses that set their own prices rather than accept the market rate enjoy superior margins and far greater resilience. Pricing power is one of the most sought-after qualities in any acquisition target.
Adding value to the supply chain
A business that genuinely improves outcomes for its customers — rather than simply distributing or reselling — is harder to remove, commands better terms, and is valued accordingly.
Price detractors
What buyers use to reduce your price.
Declining or flat revenues
A business whose top line is stagnant or falling raises an immediate question: is the best already behind it? Buyers will either reduce their offer or walk away entirely.
Thin or deteriorating gross margins
Margins under pressure signal either a pricing problem or a cost problem — neither is reassuring. Buyers will model the risk of further deterioration and price accordingly.
Falling or heavily adjusted EBITDA
Earnings that require significant adjustment to look presentable invite scepticism. Buyers will scrutinise every add-back and apply a discount for uncertainty.
High capital expenditure requirements
A business that demands significant ongoing investment just to stand still will see its EBITDA multiple compressed. Buyers look at free cash flow, not just earnings.
Poor cash conversion
When reported profits do not translate into cash, buyers question the quality of earnings. High debtor days, bloated stock, or stretched creditors all attract attention and reduce confidence.
Customer concentration
One or two customers representing a disproportionate share of revenue is one of the most common valuation killers. If that customer leaves, so does a significant portion of the business's value.
High customer churn
A business that constantly has to replace customers it loses is working hard just to stand still. Buyers will question the underlying product, service quality, and long-term sustainability of the revenue base.
Single supplier or route to market
Dependence on one supplier or distribution channel creates a fragility that buyers will price in. If that relationship changes, the business model may not survive in its current form.
Market in structural decline
Even a well-run business in a shrinking market faces a fundamental challenge. Buyers will apply a lower multiple to reflect the headwinds the business will face regardless of management quality.
Owner dependency
If the business relies on the founder for key relationships, technical knowledge, or day-to-day decision-making, buyers face a fundamental problem: they are buying something that may not survive the owner's departure.
Weak or incomplete management team
A business without a credible second tier of management forces the buyer to either rely on the seller staying longer or invest heavily in recruitment after completion — both of which reduce what they are willing to pay today.
No product differentiation
A business that competes purely on price is vulnerable on every front. Buyers know that margins are fragile and that the customer base can be poached by any competitor willing to undercut.
Price taker in a commoditised market
When the market sets the price and the business simply accepts it, there is little room to protect or grow margin. Buyers see limited upside and price the acquisition accordingly.
Revenue reliant on government or legislation
Income streams that depend on policy decisions, public sector contracts, or regulatory frameworks carry an additional layer of risk that buyers will factor into their offer — particularly where that framework may change.
Unresolved legal disputes or litigation
Outstanding legal matters create contingent liabilities that are difficult to quantify. Buyers will either seek a price reduction, insist on funds being held in escrow, or walk away until the matter is resolved.
Poor financial records
Inconsistent accounting, incomplete management information, or records that do not stand up to scrutiny undermine confidence in the numbers. If a buyer cannot trust the financials, they cannot trust the valuation.
Key person risk beyond the owner
If the business depends on one or two individuals beyond the owner — a key salesperson, a technical expert, or a relationship manager — their departure post-completion becomes a material risk that buyers will price in.