--- title: "30 Factors That Determine Your Business Valuation Multiple | DealFlowAgent Blog" description: "The 30 factors that move your EBITDA multiple up or down, explained from the buyer perspective." lang: en json-ld: | [ { "@context": "https://schema.org", "@type": "Organization", "@id": "https://www.dealflowagent.com/#organization", "name": "DealFlowAgent", "alternateName": "DealFlow Agent", "url": "https://www.dealflowagent.com", "logo": { "@type": "ImageObject", "url": "https://www.dealflowagent.com/media/a8c3dd54-ab81-40f5-995e-50fda69ec528.webp", "width": 512, "height": 512 }, "image": "https://www.dealflowagent.com/og-image.webp", "description": "DealFlowAgent is the leading specialist M&A advisor for building services and facilities management businesses, including fire and life safety, electrical, water hygiene and Legionella, lift and elevator maintenance, HVAC, plumbing and security, plus specialist healthcare clinics and care homes across the UK and US. £500K–£100M.", 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30 Things That Determine What a Buyer Will Pay for Your Business", "description": "The 30 factors that move your EBITDA multiple up or down, explained from the buyer perspective.", "url": "https://www.dealflowagent.com/blog/what-buyers-value-30-factors-business-valuation", "image": null, "author": { "@type": "Organization", "name": "DealFlowAgent", "url": "https://www.dealflowagent.com" }, "publisher": { "@type": "Organization", "name": "DealFlowAgent", "logo": { "@type": "ImageObject", "url": "https://www.dealflowagent.com/social-share-thumbnail.webp" } }, "datePublished": "2026-08-18T07:17:46.370939+00:00" }, { "@context": "https://schema.org", "@type": "VideoObject", "name": "Introduction to DealFlowAgent from founder Joe Lewin", "description": "Joe Lewin, founder of DealFlowAgent, explains how the firm helps owners of building services, facilities management and healthcare businesses run a confidential, competitive sale process with 13,000+ vetted acquirers.", "thumbnailUrl": [ "https://dealflowagent.com/og-image.png" ], "uploadDate": "2026-08-05", "embedUrl": "https://www.tella.tv/video/vid_cmqs8w3m300c004jp8jf79ugo/embed?b=0&title=0&a=1&loop=1&t=0&muted=0&wt=0&o=0", "contentUrl": "https://www.tella.tv/video/vid_cmqs8w3m300c004jp8jf79ugo", "publisher": { "@type": "Organization", "name": "DealFlowAgent", "url": "https://dealflowagent.com" } } ] --- [![DealFlowAgent](/assets/dealflowagent-logo-white-BtiUZq_y.webp)](/) Sectors Refer an Owner [Valuation Guides](/valuation/guides)[Exit Planning](/exit-planning)[Blog](/blog)Book a Confidential Call[Careers](/careers) [🇬🇧 +44 20 7293 0327](tel:+442072930327)| [🇺🇸 +1 (447) 837-9720](tel:+14478379720) [Whatsapp](https://wa.me/442072930327)[I'm an Owner](/valuation)[I'm a Buyer](/buyside) [](https://wa.me/442072930327)Book a Call Share 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![The 30 Things That Determine What a Buyer Will Pay for Your Business](/assets/what-buyers-value-30-factors-business-valuation-CtyyHRjr.jpg) Valuation Guides # The 30 Things That Determine What a Buyer Will Pay for Your Business Two businesses with identical profit can trade at multiples that differ by 100 per cent. The difference is not luck. It is these 30 factors that experienced acquirers test. August 18, 2026 13 min read ![Joe Lewin](/media/a224fe8e-41a2-4c4e-a1b7-6b50b6c697db.webp) Author: Joe Lewin [LinkedIn](https://www.linkedin.com/in/jp-lewin/) Bio ## What is your business worth today? Enter your website and our M&A team will prepare a written valuation and exit optimisation report. No cost, no credit card, no obligation. Strictly confidential Get Your Free Valuation Report **Strictly confidential.** Your personalized report is prepared by our internal team alone — the founder, head of M&A and associates. It is never shown to buyers or anyone outside the deal team without your permission. Already know your number? Get your free buyer list instead _Most business owners think valuation is about profit multiplied by a number. It is not. Here are the factors that actually move the multiple, explained by the people who negotiate these deals for a living._ * * * Every week, a business owner tells us their company is "worth six times EBITDA" because they read it in an article or heard it at a conference. And every week, we have to explain that multiples are not fixed. They are not industry averages. They are not rules of thumb. They are the output of a negotiation between a buyer and a seller, and the inputs to that negotiation are the specific characteristics of the specific business being sold. Two [fire safety companies](/blog/fire-safety-multiples) with identical revenue and identical profit can trade at multiples that differ by 100 per cent. Two [dental practices](/blog/uk-dental-practice-ma-nhs-reform-corporate-buyers-2026) with the same number of chairs and the same turnover can sell for amounts that differ by £1 million. The difference is not luck. It is not timing. It is not "finding the right buyer." It is the underlying quality of the business, assessed across dozens of factors that experienced acquirers have learned to test. This article sets out those factors. Not in theory, but from the perspective of the people who actually write the cheques. If you want to see how your business scores across these factors right now, our [free valuation calculator](/valuation) assesses all 30 in about 15 minutes. * * * ## The Financial Foundation ### 1\. Earnings trajectory A buyer is not paying for what you earned last year. They are paying for what the business will earn next year, and the year after, and the year after that. A company growing at 15 per cent per annum is worth materially more than a company that has been flat for three years, even if today's profit is identical. Growth is evidence that the business model works and that the market is expanding. ### 2\. Earnings quality Not all profit is created equal. Profit from long-term maintenance contracts is higher quality than profit from one-off installation projects. Profit from a diversified customer base is higher quality than profit concentrated in three accounts. Profit that recurs without re-selling is higher quality than profit that must be won fresh every month. Buyers pay more for earnings they can rely on. The [ICAEW's guidance on quality of earnings](https://www.icaew.com/technical/corporate-finance/transactions/quality-of-earnings) formalises this concept for professional advisors. ### 3\. The add-back bridge The gap between your reported profit and your adjusted EBITDA is where value is often hidden or destroyed. Legitimate add-backs (above-market owner salary, one-off legal costs, personal expenses) increase the earnings base. But add-backs that a due diligence team would reject (costs that will recur, revenue that will not repeat) destroy credibility and reduce the multiple. The cleaner and more defensible your add-back bridge, the more a buyer will pay. For a detailed comparison of what this process looks like at different price points, see our article on [the 15-minute valuation vs the £15,000 valuation](/blog/free-valuation-vs-chartered-accountant-valuation). ### 4\. Revenue visibility How much of next year's revenue is already committed? A business with 80 per cent of its revenue under contract entering the new financial year has dramatically more visibility than a business that starts January with an empty order book. Buyers price this visibility directly into the multiple. ### 5\. Margin stability Consistent margins signal a well-managed business. Margins that swing wildly from year to year signal either pricing problems, cost control issues, or dependency on a small number of high-margin projects. Stability is valued. Volatility is discounted. * * * ## The Commercial Engine ### 6\. Customer concentration If your top three customers represent more than 40 per cent of revenue, that is a risk factor. If no single customer exceeds 10 per cent, that is a premium factor. Buyers model what happens if the largest customer leaves after completion. The less the answer matters, the more they will pay. [Harvard Business Review](https://hbr.org/2014/01/the-strategic-way-to-go-to-market) has documented how customer concentration affects acquisition pricing in mid-market deals. ### 7\. Customer tenure How long have your customers been with you? A customer base with an average tenure of seven years is evidence of genuine switching costs and relationship depth. A customer base that turns over every eighteen months suggests the service is commoditised and price-sensitive. ### 8\. Contract structure Verbal agreements are worth less than written contracts. Monthly rolling agreements are worth less than annual contracts. Annual contracts are worth less than multi-year frameworks. The longer the contractual commitment, the more certain the future cash flows, and the higher the multiple. ### 9\. Pricing power Can you raise prices without losing customers? If you have raised prices by 5 per cent annually for the last three years and retained 95 per cent of your customer base, that is evidence of genuine pricing power. If you have not raised prices in five years because you are afraid of losing work, that tells a buyer something very different. ### 10\. Route to market How does new business arrive? If 80 per cent of new revenue comes from the owner's personal relationships, that is a key-person risk. If it comes from inbound enquiries, referrals, and an employed sales team, that is a scalable commercial engine that will survive the owner's departure. * * * ## The People and Key-Person Risk ### 11\. Owner dependency This is the single most common value destroyer in owner-led businesses. If the owner is the primary salesperson, the primary project manager, the primary customer relationship holder, and the primary decision-maker, the business is not really a business. It is a well-paid job. Buyers know this, and they price it accordingly. We explore this in depth in our article on [valuation gaps and key-person dependency](/blog/valuation-gaps-key-person-dependency-fm-talent-partners). The test is simple: could the business operate without you for six months? If the answer is no, your multiple will be lower than a comparable business where the answer is yes. ### 12\. Management team depth Is there a layer of management between the owner and the workforce? An operations manager, a contracts manager, a finance controller? Each role that exists and is competent reduces the buyer's integration risk and increases the multiple. ### 13\. Employee retention High staff turnover signals cultural problems, below-market pay, or poor management. Low turnover signals a stable, well-run operation. Buyers will ask for your staff turnover rate. They will ask how many employees have been with you for more than three years. They will ask whether anyone has a restrictive covenant. [CIPD benchmarking data](https://www.cipd.org/uk/knowledge/reports/) provides sector-specific turnover norms for UK businesses. ### 14\. Succession readiness If the owner left tomorrow, who would run the business? If the answer is "nobody" or "it would collapse," the buyer knows they need to invest heavily in management post-completion. That investment comes off the price. * * * ## Operations and Systems ### 15\. Process documentation Are your processes documented? Could a new employee follow a written procedure to complete the most common tasks? Could a buyer's integration team understand how the business operates within a week? Documentation is not bureaucracy. It is evidence that the business is a system, not a personality. ### 16\. Technology and systems A business running on paper job sheets, Excel spreadsheets, and the owner's memory is worth less than a business with a CRM, a job management system, digital scheduling, and automated invoicing. Not because technology is inherently valuable, but because it signals that the business can scale without proportional increases in headcount. ### 17\. Quality and compliance systems In regulated sectors, quality management systems ([ISO 9001](https://www.iso.org/iso-9001-quality-management.html), sector-specific standards) are not optional extras. They are evidence that the business operates to a standard that a buyer can rely on. A fire safety company with a documented quality management system, regular internal audits, and a clean compliance record is worth more than one that "just gets on with it." ### 18\. Supply chain and subcontractor management How dependent is the business on specific suppliers or subcontractors? If a single supplier provides 70 per cent of your materials and they could raise prices or withdraw supply, that is a risk. If you have approved supplier lists, negotiated terms, and alternative sources for every critical input, that is resilience. * * * ## Accreditations and Regulatory Position ### 19\. Industry accreditations In building services: [BAFE](https://www.bafe.org.uk/), [LPCB](https://www.redbooklive.com/), [NSI](https://www.nsi.org.uk/), [SSAIB](https://ssaib.org/), [Gas Safe](https://www.gassaferegister.co.uk/), [NICEIC](https://www.niceic.com/), [NAPIT](https://www.napit.org.uk/), [REFCOM](https://www.refcom.org.uk/), [Constructionline](https://www.constructionline.co.uk/), [CHAS](https://www.chas.co.uk/), [SafeContractor](https://www.safecontractor.com/). In healthcare: [CQC registration](https://www.cqc.org.uk/), NHS contract status, professional body memberships. Each accreditation is a barrier to entry that a buyer would need two to three years to replicate organically. The more you hold, the more defensible your market position, and the higher the premium. See our sector-specific guides for [fire safety](/blog/fire-safety-multiples), [electrical](/blog/electrical-multiples), [HVAC](/blog/hvac-multiples), and [security systems](/blog/security-systems-multiples) multiples. ### 20\. Regulatory compliance history A clean compliance record is expected. A history of enforcement actions, improvement notices, or regulatory sanctions is a discount factor. Buyers will check. Their lawyers will check. Their insurers will check. [Companies House](https://www.gov.uk/government/organisations/companies-house) filings, [HSE enforcement notices](https://www.hse.gov.uk/enforce/), and sector-specific registers are all publicly searchable. ### 21\. Insurance and liability position Professional indemnity cover, public liability limits, employer's liability, and claims history all matter. A business with adequate cover and a clean claims history is straightforward to insure post-completion. A business with a history of claims or inadequate cover creates uncertainty that buyers will price in. * * * ## Market Position and Growth ### 22\. Geographic coverage A business operating in a single postcode is limited in its growth potential. A business with coverage across a region, or multiple regions, offers a buyer immediate geographic scale. Multi-site businesses typically command higher multiples than single-site operations. ### 23\. Service breadth A fire safety company that offers installation, maintenance, monitoring, risk assessment, and training is more valuable than one that only installs. Breadth creates cross-selling opportunities, increases customer lifetime value, and makes the business harder to displace. ### 24\. Market growth Is the sector growing? Are there regulatory tailwinds (the [Building Safety Act 2022](https://www.legislation.gov.uk/ukpga/2022/30/contents/enacted), ageing population demographics, [net zero requirements](https://www.gov.uk/government/publications/net-zero-strategy)) that will drive demand regardless of the economic cycle? Buyers pay more for businesses in growing markets because the growth comes without additional investment. ### 25\. Competitive position Are you the market leader in your niche and geography? Are you one of three approved contractors for a major client? Do you have exclusive relationships or preferred supplier status? Market position is a moat, and moats command premiums. * * * ## The Deal Factors ### 26\. Clean corporate structure A simple limited company with one class of shares, no minority shareholders, no intercompany loans, and no related-party complications is straightforward to acquire. A complex group structure with multiple entities, cross-charges, shared employees, and property held separately creates legal and tax complexity that slows the deal and reduces the price. ### 27\. Financial reporting quality Monthly management accounts, a competent bookkeeper or finance function, clean audit trails, and up-to-date [statutory filings](https://www.gov.uk/government/organisations/companies-house) signal a well-managed business. Incomplete records, late filings, and a shoebox of receipts signal risk. ### 28\. Asset base Vans, equipment, property, intellectual property, software, and stock all have value. A business with a modern, well-maintained fleet and owned premises has tangible assets that a buyer can borrow against. This matters because many acquisitions are partially debt-funded, and lenders need security. The [British Business Bank](https://www.british-business-bank.co.uk/) publishes data on asset-backed lending availability for UK SMEs. ### 29\. Working capital position A business that collects cash before it delivers the service (subscription models, prepaid contracts) has a positive working capital cycle. A business that delivers the service and then waits 90 days for payment has a negative working capital cycle. The first requires less capital to operate and is worth more. ### 30\. Timing and market conditions The M&A market has cycles. Buyer appetite, available debt finance, and competitive tension all fluctuate. The [BDO Private Company Price Index](https://www.bdo.co.uk/en-gb/insights/advisory/corporate-finance/bdo-private-company-price-index) and [Experian MarketIQ](https://www.experian.co.uk/business/platforms/marketiq/) track UK deal activity quarterly. Selling into a market where multiple buyers are actively acquiring in your sector creates competitive tension that drives price up. Selling into a quiet market with limited buyer activity reduces your negotiating leverage. * * * ## How These Factors Combine No single factor determines your valuation. They interact. A business with outstanding recurring revenue but critical owner dependency will trade at a lower multiple than its revenue quality deserves. A business with modest revenue quality but exceptional team depth and systems will trade at a higher multiple than its financials alone would suggest. The art of valuation is understanding how these factors combine for your specific business, in your specific sector, at this specific moment in the market. That is what our [valuation calculator](/valuation) is designed to assess. It evaluates your business across all 30 factors, weights them according to what buyers in your sector actually prioritise, and produces a report that shows exactly where you sit on the spectrum and what you could do to move up it. You can also [score your exit readiness](/blog/exit-readiness-scorecard-launch) in six minutes, or read about [how a real business sold for £1.1M](/blog/modern-celebrant-online-education-exit-case-study) to see these factors in action. **[Get your free valuation report](/valuation)** — 15 minutes, 51 questions, 30 weighted factors, three timing scenarios. The same analytical framework our advisory team uses on live mandates. * * * _DealFlowAgent is a specialist M&A advisory firm for owner-led businesses in building services, facilities management, healthcare, and professional services. [Start your free valuation](/valuation) or [book a confidential call](/valuation) with our team._ Your Advisory Team ## Experienced Dealmakers Lead Your Exit A senior M&A bench, plus a sector specialist recruited for your industry on every deal. ![Head of M&A, identity blurred until official announcement](/assets/head-of-ma-blurred-v4-kTIE5QBK.jpg) Announcing Soon ### Head of M&A Joining 22 August 2026, name announcing soon Joining full-time on 22 August 2026 from the largest M&A advisory firm in the UK, owned by K3 Capital. As an ex-Director he managed teams of M&A advisors, analysts and associates, working daily with business owners, buyers and stakeholders on live acquisition deals. Selected from 260 applicants alongside colleagues from investment banking backgrounds, he brings that experience and network to lead the advisory bench across Building Services, Facilities Management, and Healthcare. Read full bio Joining full-time on 22 August 2026 from the largest M&A advisory firm in the UK, owned by K3 Capital. As an ex-Director he managed teams of M&A advisors, analysts and associates, working daily with business owners, buyers and stakeholders on live acquisition deals. Selected from 260 applicants alongside colleagues from investment banking backgrounds, he brings that experience and network to lead the advisory bench across Building Services, Facilities Management, and Healthcare. ![Martin Watson, Senior Building Services & FM Advisor at DealFlowAgent](/__l5e/assets-v1/9be3db54-9672-4a9e-9b11-bb57e662ddc3/martin-watson.jpg) Industry Specialist ### Martin Watson Senior Building Services & FM Advisor [](https://www.linkedin.com/in/martinwatson) Martin is one of the most well-connected figures in UK fire, security, building services and FM. He is Chairman of both the Fire Industry Association and the British Security Industry Association, the only person in the UK to hold both roles simultaneously. Martin spent over a decade in senior leadership at Mitie, latterly as Industry Liaison Director for its fire and security division, helping scale the business past £500m in revenue and playing a role in the £366m acquisition of Marlowe plc, which created one of the UK's largest compliance, fire and security services groups. He joined DealFlowAgent because owners in these sectors deserve a genuine sector-specialist advisor across valuation, business optimisation and buyer access. In recognition of his industry roles, he acts in a personal, non-partisan capacity. Read full bio Martin is one of the most well-connected figures in UK fire, security, building services and FM. He is Chairman of both the Fire Industry Association and the British Security Industry Association, the only person in the UK to hold both roles simultaneously. Martin spent over a decade in senior leadership at Mitie, latterly as Industry Liaison Director for its fire and security division, helping scale the business past £500m in revenue and playing a role in the £366m acquisition of Marlowe plc, which created one of the UK's largest compliance, fire and security services groups. He joined DealFlowAgent because owners in these sectors deserve a genuine sector-specialist advisor across valuation, business optimisation and buyer access. In recognition of his industry roles, he acts in a personal, non-partisan capacity. ![Nick Barker, Industry Partner at DealFlowAgent and founder of FM Talent Partners](/images/nick-barker-fm-talent-partners.png) Industry Partner ### Nick Barker Industry Partner, Hiring and Leadership [](https://www.linkedin.com/in/nickbarker1/) Nick leads FM Talent Partners, the facilities management and real estate leadership search firm, and is a leading specialist in building services and FM management talent. He partners with DealFlowAgent on two-way referrals: helping business owners and acquirers fill the key roles that decide whether a business is sellable, and introducing owners who are thinking about their next chapter to a team that knows their industry and their market. Key-person dependency is one of the two most common reasons a sale collapses, and Nick fixes it at source. Read full bio Nick leads FM Talent Partners, the facilities management and real estate leadership search firm, and is a leading specialist in building services and FM management talent. He partners with DealFlowAgent on two-way referrals: helping business owners and acquirers fill the key roles that decide whether a business is sellable, and introducing owners who are thinking about their next chapter to a team that knows their industry and their market. Key-person dependency is one of the two most common reasons a sale collapses, and Nick fixes it at source. ![James Duboullay](/assets/james-duboullay-7K417Rji.jpg) ### James Duboullay Senior M&A Advisor - • 25+ years across investment banking, M&A and fundraising - • Sector focus: essential services and software - • Long-standing relationships with private equity buyers and growth funds - • Personally advising DealFlowAgent founders for the past four years Read full bio - • 25+ years across investment banking, M&A and fundraising - • Sector focus: essential services and software - • Long-standing relationships with private equity buyers and growth funds - • Personally advising DealFlowAgent founders for the past four years ![Emerson Patton](/assets/emerson-patton-B1xTuqDt.jpg) ### Emerson Patton Sector Specialist: Building Services & Facilities Management - • 20+ years advising owners in building services, fire safety, HVAC, plumbing, and construction - • Guided 200+ companies through growth, profit improvement, and exit planning - • Builds equity value and operational structure long before a sale - • Partners with DFA to prepare owners for exit while the advisory team runs the sale Read full bio - • 20+ years advising owners in building services, fire safety, HVAC, plumbing, and construction - • Guided 200+ companies through growth, profit improvement, and exit planning - • Builds equity value and operational structure long before a sale - • Partners with DFA to prepare owners for exit while the advisory team runs the sale ![Kaya Kesici](/assets/kaya-kesici-BgkHgPoR.jpeg) ### Kaya Kesici M&A Advisor, Fire Safety, Security & Compliance - • 17 completed M&A transactions over the past six years across UK SME fire safety, security and compliance-led services - • Sell-side and buy-side experience, buyer research, acquirer mapping, outreach and live process coordination - • Information request lists, databook prep, IC-style summaries and EV-to-equity bridge work - • Direct sector exposure across fire protection, security systems, CCTV, access control and intruder alarms Read full bio - • 17 completed M&A transactions over the past six years across UK SME fire safety, security and compliance-led services - • Sell-side and buy-side experience, buyer research, acquirer mapping, outreach and live process coordination - • Information request lists, databook prep, IC-style summaries and EV-to-equity bridge work - • Direct sector exposure across fire protection, security systems, CCTV, access control and intruder alarms Previously [![Ranger Fire & Security](/assets/ranger-fire-security-l11Opbce.jpg)](https://rangerfs.com/ "Ranger Fire & Security")[![Complii](/assets/complii-DafeX_ZO.png)](https://www.complii.com/ "Complii") Ranger Fire & Security · Complete Building Services · Compliance Group ![Joe Lewin](/assets/joe-lewin-BSqoYwSF.webp) ### Joe Lewin Founder, DealFlowAgent [](https://www.linkedin.com/in/jp-lewin/) - • 22 completed M&A transactions - • Direct relationships with hundreds of strategic and financial acquirers - • Previously built a mobility and field services business to 30 staff and 6 UK warehouses, then sold via competitive process with an EY M&A partner - • Raised £2m in funding; placed 3rd of 1,900 at OnStage (the "Y Combinator of Europe") - • Full-stack developer of advanced agent systems and second-brain tooling for the M&A process Read full bio - • 22 completed M&A transactions - • Direct relationships with hundreds of strategic and financial acquirers - • Previously built a mobility and field services business to 30 staff and 6 UK warehouses, then sold via competitive process with an EY M&A partner - • Raised £2m in funding; placed 3rd of 1,900 at OnStage (the "Y Combinator of Europe") - • Full-stack developer of advanced agent systems and second-brain tooling for the M&A process [Call: 020 7293 0327](tel:+442072930327) Recruited Per Deal ### Sector Expert Industry-Specific Advisor For every engagement we add a sector specialist from your industry to the core team: a 15–25 year operator or advisor with direct relationships in your niche. Recruited per deal so you get the right fit, not a generalist. Read full bio For every engagement we add a sector specialist from your industry to the core team: a 15–25 year operator or advisor with direct relationships in your niche. Recruited per deal so you get the right fit, not a generalist. The bench is growing. Two senior M&A hires confirmed for late July 2026, selected from 200+ applicants out of Goldman Sachs, Deutsche Bank, EY, KPMG and leading boutique M&A firms. [See open roles →](/careers) Proprietary Technology ### The AI layer behind every advisor Two in-house AI systems work alongside the human bench. They are software, not people, built and supervised by the advisory team. ![Sage, AI agent](/assets/sage-avatar-ZCGsJYPl.webp) AI Agent #### Sage AI Deal Concierge Available 24/7. Monitors every signal in your deal and keeps the advisory team one step ahead. Trained on thousands of M&A transactions. ![Sterling, AI agent](/assets/sterling-profile-D8TSq_mZ.webp) AI Agent #### Sterling Buy-Side Deal Origination Agent Engages 13,000+ acquirers to surface live mandates and intent, then feeds your advisors with warm, ranked buyer matches. Free tool ## The Exit Readiness Scorecard Score your business across the factors acquirers underwrite, including key-person dependency, contract quality, customer concentration and earnings quality. Complete it below, print it, or download the PDF and work through it with your leadership team. [Open the scorecard](/tools/exit-readiness-scorecard.html)[Download the PDF](/downloads/dfa-exit-readiness-scorecard-2026-27.pdf)[Get your free valuation](/valuation) Two minutes ## Watch the intro from our founder, Joe Two minutes on how DealFlowAgent runs a confidential, competitive sale process for owners of building services, facilities management and healthcare businesses. Loading video... Your next step ### What would you like to do next? Pick the path that matches where you are right now. All three are free. [ #### Get my valuation 60-second calculator using current 2026 multiples for your sector. Calculate ](/valuation?utm_source=blog_post&utm_medium=conversion_card&utm_campaign=valuation&utm_content=what-buyers-value-30-factors-business-valuation)[ #### See who would buy it Free buyer list. Matched from 13,000+ active acquirers in the UK and US. Get buyer list ](/buyer-match?utm_source=blog_post&utm_medium=conversion_card&utm_campaign=buyer_match&utm_content=what-buyers-value-30-factors-business-valuation) [Book a 20-minute call with Joe](/contact?utm_source=blog_post&utm_medium=conversion_card&utm_campaign=book_call&utm_content=what-buyers-value-30-factors-business-valuation) No obligation. UK and US. Typical response within one working day. JL ### Joe Lewin Exited entrepreneur and M&A advisor who has guided 20+ business owners through successful exits. Joe built and sold his first company after scaling to 80,000+ users and raised over £2M in funding. He founded DealflowAgent to combine traditional M&A expertise with AI technology, creating aligned advisory solutions for SME business owners. Joe regularly speaks on exit planning and M&A trends, and has built a network of thousands of strategic acquirers across UK and US markets. [LinkedIn](https://www.linkedin.com/in/jp-lewin/) Valuation guides ## What is your business actually worth? Sector by sector benchmarks built from real completed transactions, with the valuation bands acquirers underwrite against. - [Fire Safety Business Valuation & EBITDA Multiples What fire alarm, extinguisher, sprinkler and passive fire protection businesses sell for, band by band. ](/valuation/fire-safety-multiples) - [Security Systems Business Valuation & EBITDA Multiples CCTV, access control, intruder alarms and monitoring: the multiples acquirers are paying in 2026. ](/valuation/security-systems-multiples) - [Compliance, Testing & Inspection Valuation Guide Why recurring statutory inspection revenue attracts the highest multiples in building services. ](/valuation/compliance-testing-inspection-multiples) - [Electrical Contracting Valuation & EBITDA Multiples NICEIC, EICR and EV infrastructure: how electrical contractors are valued and sold. ](/valuation/electrical-multiples) - [HVAC, Refrigeration & Cooling Valuation Guide Service contract density, engineer retention and the multiples HVAC consolidators pay. ](/valuation/hvac-multiples) [All valuation guides](/valuation/guides) [Free valuation tool](/valuation) [All articles](/blog) ## Keep reading [ ![The 15-Minute Valuation vs the 15,000 Valuation: What You Actually Get](/assets/free-valuation-vs-chartered-accountant-valuation-Cwe8Sj03.jpg) Valuation Guides ### The 15-Minute Valuation vs the 15,000 Valuation: What You Actually Get A chartered accountant charges 10,000 to 20,000 for a formal valuation opinion. Our calculator gives you 80 per cent of the same analysis in 15 minutes, for free. Aug 18, 2026 11 min read Read the full article ](/blog/free-valuation-vs-chartered-accountant-valuation) [ ![Your Business Valuation Is Wrong. Here Is Why.](/assets/funding-round-vs-acquisition-valuation-difference-CWJBBFdm.jpg) Valuation Guides ### Your Business Valuation Is Wrong. Here Is Why. Most online valuation tools were built for startups raising capital. If you are a profitable business considering a sale, the number they give you is based on a completely different transaction. Aug 18, 2026 10 min read Read the full article ](/blog/funding-round-vs-acquisition-valuation-difference) [ ![We Tested Every Free Business Valuation Calculator. Most of Them Are Dangerous.](/assets/free-business-valuation-calculator-comparison-2026-C7Cemtef.jpg) Valuation Guides ### We Tested Every Free Business Valuation Calculator. Most of Them Are Dangerous. We entered the same business into every free valuation calculator online. The results ranged from 960,000 to 4.8 million. Here is what each tool gets wrong and what to use instead. Aug 18, 2026 12 min read Read the full article ](/blog/free-business-valuation-calculator-comparison-2026) [ ![The 2026 Security Systems Business Valuation & EBITDA Multiples Guide](/covers/security-systems-multiples.jpg) Valuation Guides ### The 2026 Security Systems Business Valuation & EBITDA Multiples Guide The 2026 guide to UK and US electronic security M&A: EBITDA and RMR ranges by defended-EBITDA band, verified 2025-2026 transactions, the 30 factors buyers score, and the Martyn's Law, PSTN switch-off and URN/ECHO calendar underwriting demand. Jul 21, 2026 40 min read Read the full article ](/blog/security-systems-multiples) [ ![The 2026 Electrical Contracting Business Valuation & EBITDA Multiples Guide](/covers/electrical-multiples.jpg) Valuation Guides ### The 2026 Electrical Contracting Business Valuation & EBITDA Multiples Guide The 2026 guide to UK and US electrical contracting M&A: EBITDA and SDE ranges by defended-EBITDA band, verified 2025-2026 transactions, the 30 factors buyers score, and the EICR, BS 7671 A4:2026 and data centre pipeline underwriting demand. Jul 18, 2026 40 min read Read the full article ](/blog/electrical-multiples) [ ![The 2026 HVAC, Refrigeration & Cooling Business Valuation & EBITDA Multiples Guide](/covers/hvac-multiples.jpg) Valuation Guides ### The 2026 HVAC, Refrigeration & Cooling Business Valuation & EBITDA Multiples Guide The 2026 guide to UK and US HVAC, refrigeration and cooling M&A: EBITDA ranges by size band, verified 2025-2026 transactions, the 30 factors buyers score, and the F-Gas and MEES calendar underwriting demand. Jul 15, 2026 48 min read Read the full article ](/blog/hvac-multiples) ## Latest announcements [![Building & Facilities News names DealFlowAgent Company of the Month announcement cover](/assets/company-of-the-month-building-facilities-news-2026-Br7-aO4K.jpg)Company of the Month Building & Facilities News names DealFlowAgent Company of the Month The July 2026 feature on sector specialism, buyer relationships and what actually drives value for owners. ](/blog/company-of-the-month-building-facilities-news-2026)[![Martin Watson joins DealFlowAgent announcement cover](/__l5e/assets-v1/cb678acf-553d-43d7-85f3-82f6c174523b/martin-watson-joins-dealflowagent-cover.png)Senior Industry Advisor Martin Watson joins DealFlowAgent Chair of both the Fire Industry Association and the British Security Industry Association, after three decades in fire and security including Mitie. ](/blog/martin-watson-joins-dealflowagent-fire-security-advisory)[![Nick Barker joins as Industry Partner announcement cover](/__l5e/assets-v1/65c42b7f-b12d-46f7-b4e0-63df6f3383e6/fm-talent-partners-dealflowagent-cover.png)Industry Partner Nick Barker joins as Industry Partner Founder of FM Talent Partners, helping owners close key-person dependency gaps before a sale and connecting buyers with senior operators. ](/blog/valuation-gaps-key-person-dependency-fm-talent-partners) [![DealFlowAgent](/assets/dealflowagent-logo-white-BtiUZq_y.webp)](/) Specialist M&A advisory for Building Services, Facilities Management, and Healthcare business owners. Dedicated advisors, systematic buyer research, confidential process. London HQ · Battersea Power Station, SW11 8BZ New York · Manhattan, NY ### Building Services - [Fire Safety & Security](/fire-safety) - [HVAC & Heating](/hvac) - [Heat Pumps](/home-services/heat-pumps) - [Electricians](/home-services/electricians) - [CCTV](/home-services/cctv) - [Access Control](/home-services/access-control) - [Security Guarding](/home-services/security-guarding) - [Water Hygiene](/home-services/water-hygiene) - [Browse all 30+ sectors →](/home-services) ### Healthcare - [Dental Practices](/healthcare/dental) - [Care Homes](/healthcare/care-home) - [Veterinary](/healthcare/veterinary) - [Personal Care](/healthcare/personal-care) - [Podiatry](/healthcare/podiatry) - [Urgent Care](/healthcare/urgent-care) - [Dermatology](/healthcare/dermatology) - [Browse all healthcare →](/healthcare) ### Technology & Professional Services - [B2B SaaS & Technology](/technology) - [IT Managed Services](/technology/it-managed-services) - [Accounting Firms](/technology/accounting-firms) - [Law Firms](/technology/law-firms) - [Insurance Brokerage](/technology/insurance-brokerage) - [Digital Marketing Agencies](/technology/digital-marketing-agency) - [E-Commerce](/ecommerce) ### Sell Your Business - [AI M&A Marketplace](/marketplace) - [Buyer Intelligence](/buyer-match) - [Valuation Guides](/valuation/guides) - [Already Approached?](/already-approached) - [Live Mandates](/mandates) ### For Buyers - [Sterling: AI Deal Sourcing](/sterling) - [Buyer Match](/buyer-match) - [Buyer Registration](/buyside) - [Live Mandates](/mandates) - [All Listings](/for-sale) - [Featured Opportunities](/opportunities) ### Resources - [Blog & Insights](/blog) - [Valuation Guides](/valuation/guides) - [Exit Planning](/exit-planning) - [Exit Readiness](/exit-readiness) - [AI Automation Guide](/ai-automation-for-service-businesses) - [Comparisons](/comparisons) - [Case Studies](/case-studies) - [Media / Press](/media) - [FAQ](/faq) - [Sitemap](/sitemap) ### Company - [About Us](/about) - [Contact](/contact) - [Careers](/careers) - [Pricing](/pricing) Building Services Healthcare Technology & Professional Services Sell Your Business For Buyers Resources Company Referral Programme ### Earn introducer fees on every successful deal Tailored programmes for sellers, buyers, advisors, and niche operators across building services, facilities management, and healthcare. [Programme overview](/referral) [→ Refer a Seller (Operators)](/referral/operators)[→ Refer a Buyer](/referral/buyers)[→ Advisor Referrals](/referral/advisors)[→ Embed the Valuation Widget](/partners/valuation-widget)[→ Building Services Referrals](/referral/operators)[→ Healthcare Referrals](/referral/operators)[→ Programme Overview](/referral) ### Locations [London](/locations/london)· [Manchester](/locations/manchester)· [Birmingham](/locations/birmingham)· [South East](/locations/south-east)· [Florida](/locations/florida)· [Miami](/locations/miami) ### Partnerships [Advisor Partnership](/advisorpartner)· [Strategic Partnerships](/partnerships)· [Buyers (Building Services)](/buyers-home-building-services)· [Radio Partner](/radio) © 2026 DealFlowAgent. All rights reserved. [Privacy Policy](/privacy)· [Terms of Service](/terms)· [Comparisons](/comparisons)· [Sitemap](/sitemap) [](https://www.linkedin.com/company/dealflowagent)[](https://twitter.com/dealflowagent)[](mailto:joe@dealflowagent.com) DealFlowAgent provides M&A advisory services. Investment outcomes are not guaranteed. Past performance is not indicative of future results. All transactions are subject to due diligence and regulatory approval where applicable. Menu Sectors Refer an Owner [Valuation Guides](/valuation/guides)[Exit Planning](/exit-planning)[Blog](/blog) Book a Confidential Call [Careers](/careers)[Message us on WhatsApp](https://wa.me/442072930327) [UK +44 20 7293 0327](tel:+442072930327)[US +1 (447) 837-9720](tel:+14478379720) [I'm an Owner](/valuation)[I'm a Buyer](/buyside)