In this Seller Master Class episode, the team digs into readiness: the unsexy work that makes or breaks your deal. Last time, they explored the decision to sell. This week is all about getting your house in order so buyers can move quickly and confidently through diligence. We cover why “time kills all deals” and how the vibrancy or cadence of a deal is driven by how fast you can deliver clean, accurate information. Financial readiness basics: Clean P&L with defensible add-backs and clear, normalized EBITDAMoving from cash to accrual accounting and resolving open issuesUnderstanding your revenue mix (recurring vs. one-time vs. resale, deferred revenue)Showing consistency over years, not just monthsPeople & leadership readiness: Reducing over-dependence on the founder across sales, operations, and deliveryDemonstrating a leadership team that can scale and executeSuccession planning — including “who’s in the tent” during a transactionUsing data (e.g., sales leadership forecasting growth from customer intimacy) to prove leadership impactOperational readiness: Tool stack hygiene, systems that actually work, and useful dashboardsPSA/ticketing discipline and clarity on what makes up your gross marginTransferable contracts with clean renewal and termination languageCustomer satisfaction metrics buyers will want to seeCustomer & contract hygiene: Clear target market and GTM strategy (vertical, size, geography, problem-based, etc.)Demonstrating long-term, renewing, high-intimacy customer relationshipsMaking sure contracts and your chart of accounts tell the same story buyers see in the dataLegal and compliance housekeeping: Corporate and regulatory filings (e.g., secretary of state docs, LLC details)Clean cap tableFixing misclassified contractors, missing signatures, and expired MSAs before diligenceIf you only have 90 days to get ready: Prioritize financial readiness and third-party-vetted numbersTighten up contracts and leadership accountability (“who’s who in the zoo”)Start building a data room with financial, contract, and operational data buyers will expect to seeTying it together with strategy: How “selling in” vs. “selling out” ties to your readiness story Showing that your differentiation, GTM, and organization are well thought out — and executable with or without the founder in the seat This episode is perfect for: Founders and leaders of IT services and MSP firms who see an exit on the horizon and want to avoid value-eroding surprises in diligence. Listen to Shoot the Moon on Apple Podcasts or Spotify. Buy, sell, or grow your tech-enabled services firm with Revenue Rocket.
