How the Score Works

Buyers look at who sources the deals and who owns the relationships. If the owner is the primary rainmaker, the buyer assumes revenue leaves when the owner retires. A high score requires documented processes and a sales team that functions independently.

Buyers hate surprises. They want to see a pipeline that covers future targets by a healthy multiple. A business with handshake deals and a gut-feel forecast receives a lower multiple than one with a tracked, staged pipeline.

If 40% of revenue comes from two general contractors, the buyer inherits massive risk. A single lost relationship could cripple the company. A high score demands a diversified customer base where no single account poses an existential threat.

Buyers pay more for revenue they do not have to hunt for. Maintenance contracts, recurring service agreements, and strong repeat business from inbound channels score higher than constantly bidding new construction projects.

A documented lead generation engine proves the company can grow without heroic effort. Buyers check for active nurture sequences, review generation systems, and diverse lead sources that do not rely on word of mouth alone.