If selling your business is on the horizon, 2026 may be one of the most opportunity-filled years we’ve seen in quite some time. Buyer activity is strong, capital is available, and strategic acquirers are hungry for well-run companies that check the right boxes.
The good news? Most of the trends driving higher valuations are controllable—and you can start preparing for them right now.
Below are the key areas buyers are prioritizing in 2026 and how to position your business to earn a premium.
- Clean and Verifiable Financials (This Is Non-Negotiable in 2026)
Buyers want clarity, full stop. Not estimates, not ballpark numbers. Clean financials reduce perceived risk and directly increase valuation.
Expect buyers to scrutinize:
- Revenue and margin consistency
- Customer concentration
- Reliability of cash flow
- Proper expense classification
- Forecasts supported by real data
How to boost your value:
Start cleanup early. Obtain Review-level financials for the last 2 years—or even better, a Quality of Earnings report (especially if selling to US buyers)—builds trust and typically increases the sale price.
- Documented and Streamlined Operations
The less the business depends on the owner, the more it’s worth. In 2026, buyers are prioritizing companies with clearly documented processes and strong operational discipline.
Buyers will ask:
- Can this business run without the owner?
- Is onboarding consistent?
- Are workflows documented and followed?
How to boost your value:
Begin capturing processes now. A business that can be smoothly handed off earns a higher multiple every time.
- Strong and Stable Talent (Especially a Competent Second-in-Command)
A capable team, and especially a trusted #2, reduces transition risk, which makes buyers more confident and more willing to pay a premium.
They want to see:
- Low turnover
- Clear reporting structures
- A leadership layer that can support growth
How to boost your value:
If you don’t have a strong second-in-command, invest in developing or hiring one. This alone can materially increase valuation.
- Recurring or Predictable Revenue
Predictability reduces risk, and reduced risk drives multiples upward.
Buyers are gravitating toward businesses with:
- Subscription models
- Long-term contracts
- Maintenance or service agreements
- Membership-based offerings
How to boost your value:
Explore ways to convert one-time sales into ongoing revenue streams.
- A Clear and Achievable Growth Story
Buyers aren’t purchasing your business as it stands today, they’re buying what it can become. A credible, well-supported growth plan is one of the fastest ways to elevate valuation.
They want to see:
- Untapped markets
- Opportunities to expand services or products
- Scalable operations
- A healthy, active pipeline
How to boost your value:
Create a simple growth roadmap. Even a one-page plan helps buyers visualize future upside.
- Strong Digital Presence and Modern Technology Adoption
Whether you’re local or national, digital maturity matters in 2026. Buyers want to see that your operations and marketing aren’t lagging behind.
They’ll evaluate:
- Website quality
- CRM usage and data hygiene
- Online reviews and reputation
- Automation tools
- Effectiveness of digital marketing
How to boost your value:
Refresh your online presence and incorporate basic automation. Small steps create big perceived value.
- A Trusted Brand with Loyal Customers
Brand strength significantly influences valuation, especially in competitive industries.
Buyers look for:
- High customer retention
- Strong online reviews
- Consistent messaging
- A positive local or industry reputation
How to boost your value:
Proactively collect reviews, refresh branding, and showcase testimonials.
- Low Owner Dependency (Often the Biggest Value Driver of All)
If your business slows down the moment you step away, buyers will discount the price. Reduced owner involvement is one of the strongest predictors of a successful sale—and a strong offer.
How to boost your value:
Start delegating now. Buyers want a business they can step into without depending on the owner to keep everything together.
Prepare Now for a Higher Valuation Later
The trends shaping 2026 point to one clear theme:
Buyers want stability, scalability, and simplicity. A business that runs smoothly, grows predictably, and transitions easily will always command top dollar. If a sale is on your mind, even if you’re a year or two away, now is the perfect time to start positioning your company for maximum value.
Jim Friesen, MBA, CPA, CM&AA
Founder
