Most business owners believe their valuation is driven by revenue and profit. Buyers are looking for something else entirely: confidence. 

Confidence in the numbers. Confidence in the controls. Confidence that the business is actually as sustainable as it appears on the surface. 

In this solo episode Julie Wilkinson walks through a real case study: a business with £20 million turnover that had been offered a 7x multiple by a PE firm. 

By the time due diligence was complete, the valuation had been slashed and the exit delayed by five years. 

Not because the business was fraudulent. Not because it suddenly stopped trading. 

Because of three things that are almost invisible until an outsider starts asking questions: reporting the buyer couldn't trust, a major client leaving mid-process, and a concentration risk that revealed 75% of clients came from a single channel.   

Julie also covers what businesses can put in place now — systems assessment, trading reports versus financial reports, and a controls framework — so that when questions come, they already have the answers. 

Only 10 to 15% of businesses have a contingency risk plan. This episode explains why that number needs to change, and what it costs when it doesn't.