Make recurring revenue understandable
Separate managed service contracts from projects, hardware resale, and unusual remediation work. Similar annual sales can produce very different margins and future workloads.
Minneapolis Business Brokers Point connects owners with a valuation partner to discuss what supports a sale beyond the headline revenue figure.
Summarize agreement length, cancellation terms, renewal timing, and customer concentration. Distinguish signed commitments from work you expect but have not secured.
Describe who owns the technical relationships
If every difficult support issue reaches you, a buyer may need to replace both a technician and an account manager. Include that replacement work in the earnings discussion.
Document escalation procedures and staff responsibilities without putting client credentials or sensitive system information in a marketing packet.
Prepare a careful diligence process
Software agreements, vendor authorizations, security obligations, and customer assignment clauses need their own review. An asset sale does not automatically transfer each right.
Use a controlled document process after a buyer is qualified. Decide with your advisers which security records are appropriate to share and how access should be restricted.
Evaluate retention terms alongside price
An offer tied to future customer retention is different from cash paid at closing. Understand what you can control, how performance is measured, and when the remaining payment becomes due.
Discuss staff continuity and your proposed transition duties before signing a letter of intent. Those terms affect what you receive and how soon you can leave.