If you are planning on selling a construction company, there are a few important tips to consider. Some of these tips are common to selling any type of business, and others are specific to selling a construction company. Through decades of experience buying and selling businesses across many industries, we have identified five key tips for successfully selling a construction company:
1. Consider what goes into a business valuation.
For a number of reasons, it is essential that you possess a fair and accurate accounting of your construction company’s value; a professional business appraisal is particularly important when attempting to sell your business. A valuation document is the single most useful piece of financial information about any company, so it requires an accurate and comprehensive approach. A professional valuation of your construction company will require the following:
- Past 3 years Federal Tax Returns
- Last 3 years Profit and Loss Statements (P&L), including balance sheets
- Interim Profit and Loss Statement (P&L), including balance sheet and a year-to-date comparison for the same period last year
- Average value of inventory of saleable product on hand at any time of year
- Equipment List
- Copy of tax bill on real estate, if the real estate may be included in the sale
- Copy of any real estate appraisal that is available
- Lease information
2. Learn how to maximize a construction company valuation.
We have sold more than 800 businesses since 1996, so we have seen what factors tend to increase or decrease the value of a business. The good news is this: if you are not satisfied with the results you received from entering the aforementioned numbers into standard market multiples, there are actionable steps you can take to improve the value of your construction company.
Mobile-Friendly Website
Consider that in 2023, nearly 92% of individuals in the United States accessed the internet. The most recent data shows that those individuals included 98% of 30- to 49-year-olds, 96% of 50- to 64-year-olds, and 75% of those 65 and older. Your prospective customers are online. Are you?
Furthermore, according to a 2022 survey of internet users in the United States, 91% of 30- to 49-year-olds and 85% of 50- to 64-year-olds regularly use a smartphone to go online. Your prospective customers are regularly accessing the internet on their phones. Is your website mobile-friendly?
It is critical that your construction company not only has a website but that website is optimized for viewing on a mobile device.
Online Presence
Claiming pages on review sites and directing satisfied clients to those pages to leave reviews builds trust in your local market and sets your business apart as a reputable company. In addition to having a mobile-friendly website, it is essential to create a Google Business Profile and claim all social media pages for your business, including pages on sites such as Angie’s List and Yelp.
Data shows it is worth monitoring your construction company’s Better Business Bureau profile, Google reviews, and other online review platforms. According to a 2023 survey by BrightLocal:
- 76% of consumers “regularly” read online reviews when browsing for local businesses.
- 87% of consumers used Google to evaluate local businesses.
- Service Businesses/Tradespeople are among the top three industries where consumers consider business reviews most important (along with Healthcare and Automotive Services).
- Across all industries, Google is the most trusted review platform, although consumers also indicate high trust in BBB for businesses in professional trades.
Gathering reviews and engaging online is essential for more than just winning customers. It’s also influential in attracting quality employees. According to a recent survey by Glassdoor:
- 86% of job seekers and employees research company ratings and reviews to decide where to apply.
- 70% of respondents indicated they had changed their opinion about a company after seeing the business reply to a review.
Equipment Upkeep
Your inventory value is a significant part of your construction company’s worth. To ensure a top sales price, ensure your equipment is in the best condition possible before a business valuation. Yes, equipment upkeep is expensive, but you will get that money back when the deal closes. Take the time now to ensure your equipment stays on schedule for routine maintenance, that repairs are being completed, and that equipment is replaced when necessary. If you are still a few years away from selling, now is the time to remember that it is wise to spread maintenance costs over the lifespan of the piece of equipment rather than scrambling to complete repairs while preparing to sell. Equipment value is particularly important in the construction industry, and an impressive inventory will increase your business’s sales price and attract more buyers.
Management Team
Having a strong management team in place is one of the most overlooked value boosters for any business. Why? Because when the owner is heavily involved in the company’s details, including operations and client relationships, it can be extremely difficult for a new owner to transition into the business. Most buyers consider this a high-risk situation as they consider the potential fallout from the owner’s exit. For example, if you as the owner manage most of the large accounts, since those customers are only familiar with you, it can be problematic for a buyer to step in and take those accounts over or at least keep the same relationship. This is an extremely common issue, and if you recognize this problem within your construction company, do not worry. It can be fixed. The solution is to build out your management team or perhaps to better empower your existing management team. Once you establish that team, it is time to begin transferring your responsibilities. Then, when the new owner comes on board, the transition will be virtually seamless.
3. Consider the reason why you are selling your construction company.
There are many reasons to sell a business. Why you are selling your business will help inform how to sell your business.
Retirement
You have determined it is time to retire. Perhaps it will be a family succession, or you want to give an employee the opportunity to buy the business, or you are dissolving a business partnership; regardless, it is essential that you work with an experienced partner to ensure a smooth transition, maintain business continuity, and preserve your business legacy and reputation.
Opportunity
You have another investment opportunity you want to take advantage of, but you are not ready to retire from the construction business. You are still committed to your company’s growth, but you would like to free yourself up enough to invest in another business or project. Here, a strategic buyer like a private equity firm may be interested. In this case, you maintain income and benefits, likely even a minority stake in the company, but reduce exposure and gain financial security.
Asset Liquidation
Life has presented you with circumstances that demand an influx of cash. You are not ready to launch an exit strategy, but you need to liquidate. Again, finding a strategic buyer opens up valuable options. Look for an upfront liquidity event that allows you to keep your job and ideally offers you a minority stake in the business. This provides your financial security along with long-term income and growth opportunities.
4. Evaluate when it may be the best time to sell a construction company.
Simply put, the best time to sell your construction company is when it is doing well. This advice really applies to any business, counterintuitive as it may seem. If your construction business is trending up, it is normal to assume that if you wait a little longer, you can get even more for your company. Sadly, we have seen that rationale end in a great deal of regret for many sellers we know. These owners often encountered unforeseen circumstances like a change in their health, losing a key client, or an unfortunate turn in the economy or business operations.
We understand the heartache and frustration that comes with this type of situation, especially after years of pouring blood, sweat, and tears into a business. A confidential, professional business valuation provides essential information that helps indicate the best time to sell a company. We cannot see what the future holds, so we must focus on what we know, and financials are the best evidence of where your construction company is going. Timing is key; you do not want to look back and wish you had acted sooner.
5. Identify who can help you sell your construction company.
When you understand the financial and operational aspects of your business, you can identify where you are succeeding and where you may need to improve to reach your ultimate goals. As we have already mentioned, selling a construction company begins with an accurate, comprehensive business valuation. Also, when considering the various reasons for wanting or needing to sell, it is advantageous to utilize a business broker or advisor with a large network of potential buyers. All of this is where Viking M&A comes in. We put our clients first and ensure the most successful transitions and lucrative exits for our clients. Utilizing a proven approach to business valuations, our advisors have almost nine decades of combined experience buying and selling businesses. Our closing rate is 4x the industry average, and businesses we represent sell for, on average, 96%+ of their asking price.
Viking Mergers & Acquisitions can help you understand the process of selling a construction company, where your business stands today, and how far you need to go to achieve your goals. Whenever you are ready, we are here to help. Contact us today for a no-cost, no-obligation business valuation.
1. “Percentage of Population Using the Internet in the United States from 2000 to 2023.” Statista, 20 Feb. 2023, www.statista.com/statistics/209117/us-internet-penetration/. Accessed 15 Dec. 2023.
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3. “Internet Usage Penetration in the United States As of 2022, by Age Group and Device.” Statista, 27 Jan. 2023, www.statista.com/statistics/1360723/us-internet-usage-penetration-by-age-group-and-device/. Accessed 15 Dec. 2023.
4. “Local Consumer Review Survey 2023.” BrightLocal, 7 Feb. 2023, www.brightlocal.com/research/local-consumer-review-survey/. Accessed 15 Dec. 2023.
5. “The Most Important Employer Branding Statistics to Know.” Glassdoor for Employers, 5 Apr. 2021, www.glassdoor.com/employers/blog/most-important-employer-branding-statistics/. Accessed 15 Dec. 2023.
