What are the most important financial metrics to monitor when planning for an exit?
John Warrillow is the founder of The Sellability Score and author of the book "Built to Sell: Creating a Business That Can Thrive Without You". Throughout his career, John has started and exited four companies and is a sought-after speaker and angel investor.
John's new book, The Automatic Customer: Creating a Subscription Business in Any Industry, is scheduled to be released in February 2015.Full Bio
There is one other financial metric that's not often talked about, but I think is important as well, and that is the quality of the bookkeeping. A lot of businesses, particularly at the early stage, startups and so forth, don't have very rigorous bookkeeping procedures and that can cause a concern for strategics buyers that want to see more rigor to the numbers. So that would include having an audit done, for example, to really give the acquirer some confidence that the numbers you are displaying are ones that they can take to the bank.
Also, the more regularity to the financial reporting, be it monthly or quarterly, the better. Especially if the business is one that's moving quite dynamically at a faster pace. If it has a lot of seasonality to it, then clearly an acquirer is going to want to understand that seasonality, so they are going to want to see month by month when are the peak seasons versus the trough.