Ever wonder why some companies sell for sky-high valuations, while others struggle to find buyers at all? It’s not just luck or timing—it’s about aligning your business actions with valuation-driving metrics from day one.
Years ago, I worked with an owner named Bob who learned this lesson the hard way. He built an impressive business, hit all his revenue targets, and was ready to sell. But when the valuation came in, it was $35 million lower than expected. Why? Because Bob wasn’t watching the right metrics—his revenue was overly concentrated in just one customer, creating a huge risk for potential buyers.
That’s why I advocate a valuation-first approach. It’s about choosing a few high-impact metrics—like revenue concentration, churn rate, pipeline health, and employee engagement—and making them your strategic compass. Every decision you make—hiring, marketing, product development—should directly support these metrics.
Take revenue concentration as an example. If too much revenue comes from one client, your business is vulnerable. Instead, focus on diversifying your customer base. Build a robust pipeline, invest in marketing that reaches new segments, and measure your progress constantly.
The beauty of this strategy? It not only boosts your company’s valuation, but it also creates a more stable, enjoyable business to run. You’re no longer just chasing revenue; you’re building lasting value.
So, here’s a quick tip: pick your top valuation-driving metric today and make sure your entire team understands how their daily activities influence it. When everyone’s aligned, incredible things happen.
Don’t wait until you’re ready to sell to discover your blind spots. Start now, build smart, and watch your company’s value soar.