Customers and revenue
Whether revenue is spread out, repeatable and likely to stay after a sale.
How much of your revenue comes from your largest customer?
Why it matters: Buyers tend to see heavy reliance on one customer as a risk.
A first step: Set a target for your largest customer's share of revenue and aim new sales at reducing it.
How much of your revenue repeats or is under contract?
Why it matters: Predictable revenue is easier for a buyer to underwrite.
A first step: Look for service plans, retainers or longer agreements that fit your business.
Do you have a repeatable way of winning new customers?
Why it matters: A buyer wants growth that doesn't rely on the owner's network.
A first step: Document where your leads come from and what they cost, and make one channel predictable.