Client Concentration: The Discount You Don't See Coming
One client over 20% of revenue moves your multiple. Why buyers price concentration risk the way they do, how the discount works, and the 18-month fix.
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Category
valuation
5 posts in "valuation"
Addbacks: The Owner Expenses That Come Back to Your Price
The truck, the family phone plan, the owner salary. Which expenses legitimately adjust EBITDA, which get laughed out of diligence, and how to document each.
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Why Recurring Revenue Is Worth More Than Project Revenue
Dollar for dollar, contracted MRR out-values project and T&M revenue at sale. The multiple math behind the gap and what a healthy revenue mix looks like.
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EBITDA, Adjusted EBITDA, and SDE: The Three Numbers Buyers Quote
Plain definitions and worked MSP-scale examples of EBITDA, adjusted EBITDA, and SDE, plus how to know which earnings number applies to your own business.
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What Is an MSP Actually Worth? A Plain Look at Valuation
EBITDA vs SDE, the multiple ranges buyers actually quote, and why two MSPs with identical revenue can sell for wildly different prices on closing day.
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