How to Sell a Middle-Market Construction Business for Maximum Value? [Ultimate Guide]

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Do you own a construction business and want to cash in on the blood, sweat, and tears you’ve poured into making it a success? Many suitors would be interested in purchasing your company. Still, ultimately, we want to sell it off for the most possible money.

This guide informs on how to sell a middle-market construction business for maximum value.

How to Sell a Construction Business Today?

Selling a middle-market construction business comes with many points you need to consider before listing it on the market, especially if you want to reach its maximum value. Sales of successful companies are often complex and require much refinement, negotiation, and action before you can complete the transaction.

The first step to selling your construction business is getting together the most attractive factors driving your company’s success. However, the foundations of putting together an exit strategy mean identifying why you’re selling in the first place.

So, think about why you want to sell your business.

Why Sell Your Middle-Market Construction Business?

You could want to sell your middle-market construction business for various reasons. However, homing in on the primary driver to put your company in the market helps gauge how you’ll sell it, meaning it’ll be easier to get the maximum valuation.

It may be the right time to sell with profits soaring, or you’re seeing imminent changes in the construction industry that could impact your business’ value. But here are a couple of the most common reasons owners decide to sell their companies.

New Opportunities

Many construction business owners may see success with their company yet identify a new opportunity that interests them. Taking advantage of these new opportunities means they might need additional cash or have to free themselves from working on other projects to pursue the venture.

Retirement

You could have dedicated your life to growing your construction business, but after decades at the helm, you might feel it’s time to reap the fruits of your labor. Retirement is one of the leading reasons owners sell their companies, seeking maximum value from a sale to supplement their golden years.

Retired couple on the beach

Liquidation

Life can come at you quickly, and you may need an influx of cash tied up in your business. You may still want to remain on board the company. Still, liquidating some assets would help to get the money you need, including your middle-market construction business.

Liquidation is another popular reason business owners sell. That allows them to remain on the project without relinquishing total control to another purchasing party.

So, with the reasons to sell in mind, is there an ideal time to sell a business?

When is the Best Time to Sell a Middle-Market Construction Business?

The most straightforward answer to the best time to sell a construction business is when the company is doing well. That means you’re seeing healthy profit growth, clientele, and reaching targets consistently.

If your business is on an upward trend, it’s easy to think the growth might continue. However, there are plenty of instances where unexpected scenarios occur, such as the loss of clients, sudden unfavorable economic circumstances, or changes in health.

Suppose your company is in a strong position compared to competitors, and you’re uncertain about the future. In that case, that might be the best time to sell. However, some professionals can assist with identifying whether it’s an excellent time to list your business for sale.

So, if you’ve decided now’s the time to sell, how do you sell a middle-market construction business for maximum value?

How Do You Maximize the Value of a Middle-Market Construction Business?

Naturally, if you’re selling your middle-market construction business, you’ll want to get the most revenue possible. So how do you maximize the value of your company? Here are seven factors that can drive up its valuation.

1. Timing is critical to get the best valuation.

One of the essential points of getting the maximum value for your construction business is all about timing. Of course, it’s hard to wrangle control of the right timing to sell your business, but it’s critical to look for the signs that it might be the right time to consider selling.

The most significant factor dictating the right time to sell is when your business is growing and in its most profitable phase. Naturally, those seeking to buy businesses will see the company at its most vital position, making a purchase more attractive and justifying to demand a higher price.

Other timed factors include the market conditions, industry demand, and the general financial health of your company. Suppose all the winds are favorable in these regards. In that case, the time is right to sell, maximizing the value of your business.

2. Ensure you diversify your revenue streams.

Maximizing the value of your business to attract prospective suitors means that you’ll have to mitigate the risk of their investment. Your buyers will want to see that the company has plenty of potential to generate cash, and you can show that by diversifying your revenue streams.

Suppose a buyer sees that you only have a few clients as your only source of income. In that case, they likely will see less value in the business, considering that if one client leaves, it can significantly impact your revenue. If you’re considering selling the company, diversifying streams will put you in a better value position.

Offer more services in your business, tap into other markets, and actively search for new clients for the company to maximize value.

3. Get your finances in order

Another critical factor in getting the maximum value from your business is ensuring flawless finances. This means getting your house in order and ensuring that you have a complete financial history of the company that’s well-organized and easily accessible.

Potential investors will want to see documents relating to taxes, credit histories, debts, financial statements, and any other relevant assets that help them clearly understand the company. Having this information readily available will support a maximum valuation of your business.

If your finances and accounting practices are not up to scratch, seeking professional advice is highly recommended to pull them up to standard. It’s unlikely that any buyer will find significant value in a company with disorganized, inaccurate, or incomplete finances.

4. Review all your assets and make sure they’re in good condition

Equipment, infrastructure, and operational assets are integral to any middle-market construction business because they’re responsible for the bulk of services and ensure smooth sailing. No buyer wants to see that their potential investment contains assets that could risk a stump in growth, where any compromised assets could cause issues rather than support increased revenue.

Suppose you want to maximize your business’ value. In that case, you’ll want to have a comprehensive review of all the assets in your business and make an effort to ensure they function at optimum efficiency. Smooth operations and maximum productivity mean much less to worry about, and naturally, that’s music to investors’ ears!

Business advisors discussing financial situation

5. Reaffirm the skills of your decision-makers

And stemming from the significance of keeping your assets in good condition, the personnel behind a middle-market construction business is just as necessary. Buyers will find value if a company has a skilled and experienced team at every level.

But while it’s great to have a veteran team of laborers, the most value comes from the decision-makers in your company’s employ. Buyers will want to see that the business can run seamlessly without needing to get involved, and they’ll be able to adapt quickly to any transitions or changes in operational policy.

Should you consider selling the business, gauge the skills of your decision-makers so you can justify maximum value for your company.

6. Show why your middle-market construction business has a competitive advantage

Make every effort to stay one step ahead of your competitors to get the most value from your middle-market construction business. Now would be a good time to review everything rival companies are doing, identifying any gaps in their services and any missing target demographics.

You can also bolster what your company offers by diversifying revenue streams, offering new services, and reaching out to potential customers and the old with more concerted, creative marketing campaigns. Showing unlimited potential to grow against your competition will put your business in the most prominent position to sell, maximizing value.

7. Create a development roadmap to showcase a bright future

Finally, showcasing a clear and concise strategy for success will ultimately attract buyers and justify maximum value for a middle-market construction business. You’ve spent time developing your company over the years, setting it on the right path, becoming profitable, and positioning a solid presence in the industry.

However, investors will want to see that their purchase will yield even more rewards. Therefore, creating a development roadmap to outline future growth is essential.

Remember to tailor your roadmap to the type of buyer you want, be it selling to someone who wants a construction business for strategic reasons or one that’s investing for the profits that you’re generating.

While the above points are integral to selling your business for the maximum value, is there anything else you should consider?

Other Factors You Should Consider in How to Sell Your Middle-Market Construction Business

You could do a couple more things to reassure your construction company is worth the maximum possible value. Consider the below if you’re prepping your business for sale.

Online Presence

Today, being an online household name is imperative to success, especially in the competitive construction industry. Being a company focusing on physical operations means that focusing on an online presence isn’t number one on the priorities list, but it shouldn’t be forgotten.

A robust online presence can significantly impact your reach and give you a competitive advantage over most construction companies. After all, if someone needs work done without knowing a construction firm, their first port of call is an online search.

Review your online presence, and ensure you’re easily found for new clients and well-connected with old ones.

Equipment/Software

We’ve mentioned equipment in the points outlining how to sell your middle-market construction business for maximum value. However, we’ll take this opportunity to reiterate that even equipment outside your operational assets can be of significance to maximizing sale revenue.

Software engineers working on software for construction business

Reaching targeted growth means incorporating functional administrative assets, such as high-performing software such as CRM platforms, accounting applications, ERP resources, and hardware that seamlessly runs them. So, don’t underestimate the impact of what modern equipment and software can do!

Marketing

Again, many middle-market construction businesses’ primary focus is doing a fantastic job on their current projects, so it’s easier to generate referrals and get new and repeat clients. However, considering the increased competition in construction, many investors will review the marketing power behind a company.

Putting together an experienced, creative marketing team for your construction company could yield higher value, showcasing the business can adapt, tap into new markets, hop on trends, and pitch services in attractive ways.

There’s a lot to think about when thinking about how to sell a construction business, and even more, if you want to get the highest valuation. As listed above, you might feel overwhelmed when ticking all the boxes. Can anyone help sell the business with maximum value?

Is There Anyone Who Can Help Sell My Middle-Market Construction Business for Maximum Value?

Some professional companies specialize in reviewing your business and putting it up for sale. They’ll thoroughly audit everything listed above to ensure you can justify the maximum possible value for your business.

These professionals will offer a new dynamic to ensure your business comes off in the best possible position; where these experts will:

  • Find the right buyer for your business swiftly.
  • Get a realistic valuation for the company
  • Hold negotiations for the sale of your business
  • Ensure a smooth due diligence process
  • Draw up the necessary paperwork correctly
  • Handle the deal in the most idyllic tax circumstances

So, where can you find an expert to handle this complex sale process?

Sell a Middle-Market Construction Business With the Pros 

As you can see, selling a construction business is a complex process, and there is a lot of room for mistakes. The involvement of professional M&A advisors possessing specialized skills, comprehensive knowledge, and exceptional resources in the field is crucial for the process. Final Ascent is one of the most trusted exit authorities helping many sell their construction businesses for the maximum possible value. Contact an expert by visiting their website and filling out a form to get the ball rolling in valuing your company.

TALK WITH AN EXPERT