Buyers pay for evidence. The more of your business that can be shown on paper, the less a buyer has to assume, and assumptions usually reduce the price. If you expect to sell in the next few years, these are the commercial areas to work on now.
Customer concentration
If a small number of customers account for most of your revenue, a buyer will see risk. Broadening the customer base, or securing longer agreements with the largest accounts, makes the revenue easier to rely on.
Written contracts
Revenue based on handshakes is hard to value. Put key customer and supplier relationships into written agreements, and ask your lawyer to check what those agreements say about a change of ownership.
Renewals and repeat business
A record of customers who renew and expand is strong evidence. Track it and be ready to show it.
Dependence on the owner
If the main customer relationships sit with you personally, a buyer will worry about what happens when you leave. Start introducing other people into those relationships early.
Clear reporting
Buyers will ask for revenue by customer, by product and by period. Reports that are consistent and easy to follow build confidence before due diligence begins.
A credible growth story
Be ready to explain where future growth comes from and to support it with a pipeline, not only with a forecast.
This checklist covers commercial readiness only. Valuation, legal, tax and accounting preparation need licensed advisers.