8 levers that drive business value (and how to optimize each before selling)
- Evo-Valuations
- Sep 7
- 3 min read
Introduction
If you plan to sell your business in the next few years, you can’t just hope the market will reward you for your hard work. Buyers don’t pay for potential, they pay for low risk, predictable profit, and growth potential they can see on paper.
That’s why every successful exit hinges on the 8 Levers of Business Value. Master these, and you can multiply your sale price, sometimes by hundreds of thousands, without chasing risky, short-term growth.
In this article, we’ll break down each lever, show you how to improve it, and give you a simple next step to start increasing your valuation today.
The 8 Levers of Business Value
1. Owner Dependency
If your business can’t function without you, you’re not selling a company, you’re selling yourself a job you no longer want.
Fix:
Delegate key tasks
Train a second-in-command
Step back from daily operations
For a detailed plan on reducing owner reliance, read How to Make Your Business Sellable Without You
2. Financial Clarity
Messy books kill deals. Buyers need clean, transparent, easy-to-read accounts.
Fix:
Remove personal expenses from the business
Track EBITDA/SDE monthly
Standardise reporting formats
3. Customer Concentration
If one or two clients make up most of your revenue, it’s a risk that will lower your multiple.
Fix:
Diversify your customer base
Secure contracts where possible
Build retention programs
4. Recurring or Contracted Revenue
One-off sales are unpredictable. Buyers love revenue they can count on.
Fix:
Introduce retainers, subscriptions, or service agreements
Lock in multi-year contracts
Create predictable upsell opportunities
5. Team Strength
A capable leadership team means the business can run without you.
Fix:
Build middle management
Define clear roles and KPIs
Incentivise key staff for retention
6. Systems & Processes
If your systems are in your head, buyers see risk. Documented processes = scalability.
Fix:
Create SOPs for repeatable tasks
Map workflows in a shared system
Standardise onboarding and training
7. Brand & Market Position
A strong brand differentiates you and builds buyer confidence.
Fix:
Define a clear niche and value proposition
Collect case studies and reviews
Maintain a professional, consistent presence
8. Growth Potential
Buyers pay more when they can clearly see how to grow the business further.
Fix:
Identify untapped markets or products
Build a 12–24 month growth plan
Track and improve marketing metrics (CAC, LTV)
Why These Levers Matter for Business Value
When buyers assess your business, they’re not just looking at revenue. They’re evaluating risk vs reward.
The more transferable and predictable your business, the higher your multiple.
The more reliant on you or unstable, the lower your price (or the fewer offers you’ll get).
Even improving just 2–3 levers can significantly increase your valuation, sometimes by 20–50% or more.
For mistakes to avoid while optimising these levers, see Avoid These 7 Valuation Killers That Could Cost You Hundreds of Millions
Related Reading
Your Next Step: Get a Business Value Score Today
You don’t have to guess how you’re doing on these levers. The Exit Smart. Retire Rich. 3-Year Exit Plan guide and Exit-Ready App will:
Help you score your business on all 8 levers
Show you exactly where to focus for the biggest value gains
Track your progress over time so you can exit at the top of your valuation range
It’s just £99 for the complete toolkit, the guide plus the app that keeps you accountable and moving toward your ideal exit.
Your business is likely your biggest asset. Don’t leave its future, or your financial freedom, to chance. Start your 3-Year Exit Plan today and take control of your legacy.
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