How to Make Ricardo Urso, a business management specialist and founding partner of Urso Consultoria Empresarial and Urso Capital , this is the time when major market players are moving to incorporate new businesses and acquire an existing successful structure. “For those who want this, the first thing is to get your house in order,” he says.

And, to keep the “house in order”, Ricardo lists the main characteristics that attract buyers. Check it out.

For him, the process of selling a company requires a thorough analysis of several aspects, from its financial health to its strategic list to data positioning in the market. “We have to start from the basics,” says the expert, highlighting the importance of a detailed analysis of the Income Statement (DRE). “This accounting document is the starting point for understanding the company’s financial performance and identifying its strengths and weaknesses,” he reveals.

The consultant emphasizes the importance of diversifying the client portfolio, warning against excessive concentration on a single edtech marketing: become an education authority to convert more client or in public agencies. “Companies that have more than 35% of their revenue in public agencies tend to have more difficulty in mergers and acquisitions,” he explains.

Over-reliance on a single customer or industry can pose a risk to the buyer, who is looking for businesses with a stable and predictable revenue stream. Similarly, product diversification is essential to avoid over-reliance on a single product, which may become obsolete or lose market share.

Tax regularity and transparency in management are determining factors in attracting buyers. “You have to be up to date with your taxes b2c phone list and those who are not must have legal security, or the amount will be retained in a blocked current account until the action is judged”, summarizes Ricardo, warning of the negative impact of unbalanced tax liabilities.

The existence of tax debts or outstanding tax issues can generate uncertainty and distrust on the part of the buyer, who is looking for a business with a clean and predictable history. Furthermore, effective governance of the company’s results is proven in due diligence processes, in which accuracy and transparency of figures are more than necessary.

“The ability to prove the company’s profitability and growth potential is essential for a successful sale. We need to have the evidence ready to present to the Auditor, should he question it, with speed and transparency we show the investor that the company is solid”, emphasizes Ricardo.

The consultant highlights the importance of exploring different exit avenues, such as selling to competitors, investment funds or startups seeking vertical integration. “A company never has just one avenue or one exit path,” he says. “Flexibility in the sales strategy allows the company to explore different buyer profiles and maximize the value of the business. Each buyer, from a different segment analyzing the same company, tends to evaluate in different ways, seeking the synergy that this acquisition reflects in its operation. Therefore, we can have different market multiples depending on which segment the buyer is from.”

Companies with revenues above R$15 million start to become attractive to buyers. Due to their scale and growth potential. Especially if they offer some unique selling point. Ricardo says that most companies with revenues above R$50 million are sellable and the partners don’t even know the value. However, Ricardo emphasizes that the sales process is complex and requires a one-year cycle to be completed. Regardless of the size of the company. The complexity of the negotiation. Data analysis and due diligence require time and expertise.