What should I fix before listing a business that depends heavily on me?
My business is profitable, but most important clients still call me directly. There is no strong second layer of management. How much will this hurt buyer confidence?
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It hurts more than sellers think. I would ask: who owns client relationships, who approves pricing, who handles complaints, and what happens if the owner leaves for 30 days? If the answer is always “the owner,” I either reduce the price, ask for a long transition, or walk away.
Start moving relationships to your team before going to market. Document sales process, client handover steps, supplier handling, pricing approvals, and weekly reporting. Buyers need evidence that the business is not just buying your personal workload.
Track what decisions only you can make. That list becomes your preparation plan. The shorter the list, the more transferable the business looks.