From Portland Business Brokers Group.
Open with the contract base
Separate recurring managed services from projects, resale and emergency support. A total revenue number can conceal a very different mix of work and margin.
Prepare an anonymized view of contract term, renewal date and monthly revenue. Keep client credentials and identifying technical details out of early sale materials.
What happens when you stop answering the phone?
Buyers will ask who owns client relationships, escalations and technical decisions. Document the responsibilities of your service desk, engineers and account managers.
- Explain ticket volume and how work is prioritized.
- List vendor agreements and software commitments.
- Separate owner delivery work from management work.
- Identify obligations that need customer or vendor consent.
Reconcile the cost of delivery
A subscription billed monthly is not pure profit. Include licenses, support labor and the resources needed to meet response commitments.
Review customer concentration and any unusually demanding account. Explain service problems before they emerge in a buyer's review.
Design a careful information handoff
Agree who can access sensitive records and when. A sale inquiry should begin with broad business facts, not system diagrams, passwords or a customer data export.