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Getting Ready for the Market

Before buyers see your business, there is a significant amount of preparation that happens behind the scenes.

Chapter 3 explains how information is gathered, organized, and presented, and what role you play throughout that process to get your business ready to sell. From understanding the materials buyers rely on to becoming familiar with the mechanics of a quality of earnings review, this chapter focuses on reducing surprises and ensuring your business is presented clearly, accurately, and confidently.

Core Lessons

  • Your Role in the Process: What owners should expect to be involved in, and where their focus is best spent during preparation.
  • Organizing the Right Information: Why how information is structured matters just as much as the information itself.
  • Understanding the Quality of Earnings: What a quality of earnings report is, why buyers rely on it, and how it influences valuation discussions.
  • Marketing Materials That Matter: How teasers and confidential information memoranda are used to frame first impressions.
  • Building the Buyer Universe: How an initial buyers’ list is developed and refined before the process formally begins.

Note: Exit Right provides an educational framework. Any discussions regarding Quality of Earnings (QofE) Reports is for informational purposes only. All formal financial reviews should be performed by a qualified, independent accounting firm.

Chapter Objectives

  • 01 Clarify the owner’s role during pre-marketing
  • 02 Prepare and organize materials buyers rely on
  • 03 Understand the purpose of a quality of earnings review
  • 04 Begin shaping the buyer outreach strategy

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Sample Adjusted EBITDA

Excel file showing the build from revenue to net income to EBITDA and then removing non-recurring expenses or expenses that wouldn't continue under different company ownership to arrive at Adjusted EBITDA.

Sample Buyer's List

Excel file showing an example buyer's list with sample contacts. Remove those names and begin using this as a repository for unsolicited inbound interest in your company.

Sample CIM 01

Sample CIM taken from public sources. Originally from 2006, this CIM hits on all the major aspects you'd see in a book today.

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