How is your sector performing and what is the likely future outlook?
How fast and consistently are you growing?
How “tied in” are the customers and for how long?
How strong are the relationships with customers?
If a typical customer leaves, how will it affect the business? (do you have few or many customers?)
What stops new entrants to the market from taking your business?
Which staff/owners are exiting at the point of sale and what impact will this have?
How strong are the remaining staff undertaking all the business activities?
How “tied in” are the key staff members post sale?
What is the culture and how does that fit with the buyer’s culture?
Are the structures, systems and processes within the business strong? i.e. do they support repeatable future performance?
How strong are the relationships with suppliers?
Are there multiple suppliers available or just one for each key area? What would happen if that supplier stopped supplying?
How much information is available on the business to a potential buyer (sales, operational, financial, legal, and tax)?
How vulnerable is the business to changes in technology?
How long is the lifecycle of the business products / services?