Show the quality of recurring revenue
Separate managed services, projects, hardware resale, and other revenue. Explain customer tenure, contract renewal terms, and cancellations without sharing client credentials or confidential network information.
Review gross margin after direct labor and software costs. Contract value alone does not show the earnings available to the next owner.
Make delivery less dependent on you
Document escalation paths, account management, onboarding, and vendor relationships. A buyer needs to understand whether senior staff can run the work while you step away.
Keep sensitive technical documentation in controlled systems. A broad marketing package should never contain passwords, client security details, or identifiable vulnerability information.
Review contracts and permissions
Ask counsel to review assignment, change of control, privacy obligations, and vendor terms. Some arrangements need consent or a new agreement under the buyer.
Describe any customer concentration and contracts priced below the cost of service. Disclosing those issues early allows an offer to address them instead of leaving them for a surprise in diligence.
Set a useful transition boundary
Write down the client introductions, staff support, and vendor handoffs you can provide. Agree on a period and a workload that fit the sale terms.
Discuss whether the offer includes cash, receivables, deferred revenue obligations, and working capital. Those details can change the amount you actually receive.
Continue your sale preparation
Request a business sale introduction when you are ready to discuss your company.