10/22/2026
A general rule of thumb as you get your business ready to sell
It needs to be attractive to the buyer, just like most other purchases
Not just income, or profit
There are many intangible things as well, and they equate to 80% of your business's value
Unattractive:
- Business owner does it all (sales, delivery, operations, bookkeeping, etc.)
- Largest customer = 30% of revenue, or largest customer is owner's brother
- Unorganized or non-existent financial statements
- High rate of employee turnover
- Burnt bridges with vendors
Attractive:
- Owner can lead and delegate (AND likely enjoy taking time off)
- Spread customer base, no high concentration
- Clean financials, processes, SOPs
- Employee, customer, and vendor loyalty
If you've reached a plateau with your sales, focus on these things
The 4 Intangible Capitals are crucial to creating and maintaining value in a business. Explore the impacts of Customer, Human, Social, and Customer capital on a business.