What Buyers Want

In speaking with several hundred buyers in the course of the last 19 years, we have listened and understand what is most important to you.

Great location

Buyers prefer locations that offer easy access, ample parking, and have great visibility. These qualities will also make it easier to attract new business when potential clients are evaluating their options.

High profitability

Buyers are seeking firm acquisitions to make money. No big surprise. So, firms offering higher earnings are definitely more appealing.


A firm culture capable of attracting and retaining good talent is highly appealing to buyers.


Having younger, trained, and capable staff in place is another key to attracting buyers to a business.

Recurring revenues

Firms with recurring revenues offers stability to a firm, especially when there is a good amount of revenue coming into the firm in the “off season”.

Strong client relationships

Sellers that have a strong bond with their client base will usually have a high transition rate to a new owner.

There are many other things that play into a buyer’s consideration of a firm. As you can see, many of the items listed above have nothing to do with the cash flow of the business, confirming that price and terms of a deal are not all there is to a deal!

About the Author

Picture of Kathy Brents
Kathy Brents
Kathy is a life-long resident of Central Arkansas, where she received her undergraduate degree in accounting from the University of Central Arkansas. Upon graduation, Kathy worked for CPA firms in the Central Arkansas area prior to starting her own CPA firm in Conway, Arkansas in 1986. While practicing public accounting, Kathy had many opportunities to provide guidance to her clients as they were involved in the purchase and sale of many businesses. Kathy sold her own CPA firm in 2006. In 2004, Kathy began her 2nd career in the field of business brokerage. Kathy is also a Certified Business Intermediary (CBI) and a member of the International Business Brokers Association (IBBA).

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