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Your deal may get restructured or derailed entirely and it could have nothing to do with profitability, industry trends, or the state of the market. Sometimes it comes down to a single line in a revenue report: how much of the business depends on too few customers.

One of the most critical tools in the preparation of selling a business is a sell-side Quality of Earnings (QofE) report.

In M&A, indispensability is a liability. If one person disproportionately accounts for a business’s success, it can raise concern about what the company’s value would be without him or her. Learn how to lower dependency score before selling.