But here’s the truth most owners never hear:
The majority of small businesses either sell for far less than expected… or never sell at all.
Over the past 20+ years, I’ve advised business owners across 30+ countries on building, growing, and selling companies — adding over $2 billion in worldwide business improvements. Here’s what I’ve learned about mergers and acquisitions (M&A) that every Arizona business owner should know.
Why Most Businesses Don’t Sell
When owners start thinking about selling, they often focus on:
• Finding a buyer.
• Getting the best price.
• Negotiating favorable terms.
Those are important — but they’re not where most deals fall apart.
Deals fail because:
• Financials aren’t clean — unclear or inconsistent records scare buyers.
• The business is too dependent on the owner — if you have to be there for it to work, buyers see risk.
• No clear growth path — buyers want to know they can increase value after they acquire it.
The Value Multiplier Formula
If you want to sell for top dollar, focus on these three areas first:
1. Profitability — not just revenue. Consistent, growing profits are the biggest driver of value.
2. Systems & Processes — your business should run without you. Documented systems increase buyer confidence.
3. Growth Potential — show a buyer how they can make more money after purchase.
This is exactly what my Quantum Business Analysis (QBA) method is designed to do.
Local M&A Insights
The Glendale and Fountain Hills markets have unique buyer pools:
• Glendale — Strong service industry presence, particularly in home services, medical, and retail.
• Fountain Hills — High-income residential base, ideal for specialized and luxury service businesses.
Understanding local buyer expectations is key. For example, a Fountain Hills buyer may pay more for a premium brand with loyal clientele, while a Glendale buyer may value efficiency and scalability over prestige.
A Local Case Study
A Glendale-based professional services firm came to me hoping to sell in five years. Their revenue was strong, but owner involvement was high, and processes were informal.
In 18 months, we:
• Reduced owner involvement from 60 hours/week to under 10.
• Documented all major processes.
• Increased profit margins by 37%.
When they sold, they received an offer 42% higher than the original broker estimate — because the business was now a true asset, not just a job for the owner.
The Best Time to Start is Now
The best time to prepare for sale is 3–5 years before you want to exit. Even if you’re not ready to sell yet, the same strategies that increase value will also increase profit and free up your time right now.
Bottom line
Selling your business for top dollar isn’t about finding the right buyer. It’s about making your business something the right buyer can’t resist.
Want to know your business’s sellability score?
I offer a free 20-minute Business Audit for owners in Scottsdale, Gilbert, Phoenix, Chandler, Glendale, and Fountain Hills. In that call, I’ll pinpoint your business’s weakest link and show you exactly how to increase its market value.
👉 Schedule Your Free Audit Here: https://go.oncehub.com/marcoopp