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.