In this Seller Master Class episode, the team digs into readiness: the unsexy work that makes or breaks your deal.

Last time, they explored the decision to sell. This week is all about getting your house in order so buyers can move quickly and confidently through diligence.

We cover why “time kills all deals” and how the vibrancy or cadence of a deal is driven by how fast you can deliver clean, accurate information.

Financial readiness basics:

• Clean P&L with defensible add-backs and clear, normalized EBITDA
• Moving from cash to accrual accounting and resolving open issues
• Understanding your revenue mix (recurring vs. one-time vs. resale, deferred revenue)
• Showing consistency over years, not just months

People & leadership readiness:

• Reducing over-dependence on the founder across sales, operations, and delivery
• Demonstrating a leadership team that can scale and execute
• Succession planning — including “who’s in the tent” during a transaction
• Using data (e.g., sales leadership forecasting growth from customer intimacy) to prove leadership impact

Operational readiness:

• Tool stack hygiene, systems that actually work, and useful dashboards
• PSA/ticketing discipline and clarity on what makes up your gross margin
• Transferable contracts with clean renewal and termination language
• Customer satisfaction metrics buyers will want to see

Customer & contract hygiene:

• Clear target market and GTM strategy (vertical, size, geography, problem-based, etc.)
• Demonstrating long-term, renewing, high-intimacy customer relationships
• Making sure contracts and your chart of accounts tell the same story buyers see in the data

Legal and compliance housekeeping:

• Corporate and regulatory filings (e.g., secretary of state docs, LLC details)
• Clean cap table
• Fixing misclassified contractors, missing signatures, and expired MSAs before diligence

If you only have 90 days to get ready:

• Prioritize financial readiness and third-party-vetted numbers
• Tighten up contracts and leadership accountability (“who’s who in the zoo”)
• Start building a data room with financial, contract, and operational data buyers will expect to see

Tying it together with strategy:

How “selling in” vs. “selling out” ties to your readiness story

Showing that your differentiation, GTM, and organization are well thought out — and executable with or without the founder in the seat

This episode is perfect for:
Founders and leaders of IT services and MSP firms who see an exit on the horizon and want to avoid value-eroding surprises in diligence.

Listen to Shoot the Moon on Apple Podcasts or Spotify.

Buy, sell, or grow your tech-enabled services firm with Revenue Rocket.