Show the margin behind each account
Group revenue by customer and location, then compare the labor, supplies and supervision each account needs. A contract that looks large on a sales report may contribute little profit.
Include renewal dates, termination terms and who controls the customer relationship. A buyer will ask what could happen if one property manager moves the work elsewhere.
Document staffing and supervision
Prepare a current employee roster, roles and payroll records without sharing personal details in early marketing. Explain who recruits, schedules and covers absences.
If you personally inspect every building or cover every missed shift, describe a realistic replacement cost. A buyer cannot value the company as if your time were free.
Plan a controlled customer handoff
Review assignment and change of ownership language with counsel. Agree when key accounts can be approached and who makes the introductions. Early disclosure should have a clear purpose.
Keep service quality steady through the sale. Losing a contract during diligence can reopen the price and undermine the lender's view of recurring cash flow.
Prepare for the first valuation conversation
Gather account margins, customer renewal dates and a summary of staffing responsibilities. Show how service continues if you stop supervising daily work.
For your commercial cleaning company, review earnings documentation, lease transfer planning and state closing tasks. Then request an introduction to discuss your particular company.