Transition Planning - (Sellers/Second Edition)
Create successful ePaper yourself
Turn your PDF publications into a flip-book with our unique Google optimized e-Paper software.
HOW TO BUILD RECURRING REVENUE:<br />
A KEY TO A VALUABLE BUSINESS<br />
Recurring revenue is the Holy Grail for business owners looking to have<br />
a valuable and desirable company.<br />
A customer base with a subset of recurring revenue that is contractual<br />
and repeating in nature increases the probability that the business will<br />
have stable, predictable revenues and cash flow into the future.<br />
From a buyer’s perspective, this reduces future risk and therefore<br />
enhances perceived value. The value associated with acquiring the<br />
available cash flow is directly related to risk.<br />
Although all recurring revenue will have a positive impact on business<br />
value, some forms are more desirable than others. Here is a list of the<br />
types of recurring revenue in an order from good to best:<br />
CONSUMABLES<br />
If you sell a consumable product, whether it is diapers, commercial<br />
cleaning supplies, or office supplies, start tracking your repurchase rate<br />
from existing customers. This will be a number that buyers will use to<br />
calculate your projected sales into the future — and to calculate how<br />
much they’re willing to pay to buy your company today.<br />
“<br />
Recurring revenue is the Holy Grail<br />
for business owners looking to have a<br />
valuable and desirable company.<br />
- Rose Stabler<br />
“<br />
8<br />
TRANSITION PLANNING GUIDE