Ep. 112 - From Niche To Exit: Building A Sellable Business

Want a buyer to knock on your door with a premium offer you didn’t see coming? We dig into how to build a company that’s simple to acquire, hard to replace, and valuable beyond EBITDA. The key is the shim strategy: become the tiny, vital fix inside a big market. When you own a narrow niche with outsized impact, strategic buyers can plug you into their distribution and instantly scale what you’ve built.

We walk through the fundamentals buyers actually reward: sustained growth rate, recurring revenue with low churn, and a credible management bench that carries client relationships without the founder. You’ll hear why potential often outweighs historic profit, how brand trust compounds valuation, and how to map multiple buyer types so you’re never dependent on a single exit path. We also unpack the difference between a strategic acquisition and a financial roll-up, plus the rare “market valuation” moments where demand for your unique position resets the price ceiling.

Readiness matters as much as results. We cover client concentration risk, the power of clean books and audited financials, tight customer and vendor contracts, HR documentation, and choosing the right legal structure for an asset vs stock sale. We also tackle timing: why waiting for a crisis compresses options, why selling too early leaves value on the table, and how to stay “always ready” with polished operations and a brand that buyers already hear about from the market.

If you want to turn your business into a sought-after asset—one that strategic buyers value for growth, recurring revenue, and brand—this is your playbook. Subscribe, share with a founder friend, and leave a review telling us the one change you’ll make this quarter to raise your exit value.