2d • General discussion
The Illusion of the “Right Multiple”
A lot of founders obsess over:
The industry multiple What competitors sold for, What brokers promise, What “the market” is paying
But here’s the reality:
📌 Multiples don’t exist in isolation; they’re earned through structure, not hope.
Two businesses with the same EBITDA can sell for very different outcomes.
The difference usually comes down to:
➡️ Risk perception.
When we prepare a company properly, we focus on reducing buyer anxiety by:
✔ Normalising owner involvement
✔ Proving earnings quality
✔ Locking in key customers
✔ Documenting systems and processes
✔ Showing a credible post-close growth plan
That’s how you move from: “Average deal” → “Competitive process.”
And that’s when numbers start working in your favour.
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The Illusion of the “Right Multiple”
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