Your P&L shows 22% EBITDA. You see success. Buyers see questions about revenue quality, margin consistency, and scalability. Understanding how acquirers actually analyze financials—and the specific adjustments they make—can mean the difference between 4x and 6x multiples.

Most founders protect the wrong revenue. This article breaks down how to identify low-margin, high-friction work—and how to eliminate it without disrupting the business.

Most service businesses don’t need more revenue—they need more of the right revenue. Here’s how the best operators identify the 20% of their work that actually drives margin, value, and long-term exit potential.