01127107 · located on
Donna Seager Gallery · social · concerns
https://donnaseagergallery.com/ · has website
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"excerpt": " Donnaseagergallery - Gold Investments Business Broker - Skip to content Address: 123 Street W, Seattle WA 99999 Phone: 123-456-7890 Donnaseagergallery – Gold Investments Business Broker Menu Close Typical EBITDA Multiple for Small Private Companies by Industry I’ll be honest with you. The first time I heard someone say, “Your business is worth five times earnings,” I nodded like I understood… and then went home and Googled it like a maniac. I thought there was some secret formula locked away in a banker’s briefcase. Turns out, it’s not that mysterious. But it is way more nuanced than most people think. Let me walk you through it the way I wish someone had explained it to me. No fluff. No polished nonsense. Just real talk from the trenches. What “Multiple” Actually Means (Without the Finance Jargon Headache) At its core, a multiple is simple: You take a key financial number You multiply it That gives you a rough business value For medium-sized businesses, that “key number” is usually: Seller’s Discretionary Earnings (SDE) for smaller deals EBITDA for more established companies Most buyers looking at a medium-sized business are focused on EBITDA. So when someone says: “This business sells for a 4x multiple” They mean: Annual EBITDA × 4 = Estimated sale price Example: EBITDA: $1,000,000 Multiple: 4x Value: $4,000,000 Simple on paper. Messy in real life. So… What Multiple Are We Actually Talking About? If you are wondering, “ What multiple does a business sell for ?”, well, you are not alone. It’s the question that every business owner asks. Here’s the range you’re probably looking at right now: Typical EBITDA Multiples for Medium-Sized Businesses Low end: 3x Average: 4x to 6x High end: 7x to 9x+ Yeah, that’s a wide spread. And no, it’s not random. I’ve seen two businesses in the same industry, same revenue, sell for completely different multiples. One got 3.5x. The other got 6.2x. The difference? Story. Risk. Structure. We’ll get into that. My First Reality Check With Multiples I worked with a guy who owned a solid service business. Nothing flashy. Steady clients. Clean books. He was convinced he’d get a 7x multiple. Why? Because he saw some article online about “top companies selling for premium valuations.” We went through his numbers together. Then we looked at: Customer concentration Owner involvement Growth rate Market positioning By the end of it, he realized something. He wasn’t running a premium business. He was running a dependable one. Big difference. He ended up selling at 4.2x. And you know what? He walked away happy. Because expectations got grounded in reality. What Actually Drives the Multiple Higher This is where things get interesting. Multiples are not just math. They are psychology wrapped in risk analysis. Buyers are asking one question: “How safe is my return?” Here’s what pushes your multiple up: 1. Strong, Consistent Financials Buyers love predictability. Clean books Steady revenue Clear margins If your numbers look like a rollercoaster, your multiple drops. 2. Low Owner Dependence If the business falls apart without you, that’s a problem. Buyers want: Systems Managers Processes Not a one-person show. 3. Recurring Revenue This is huge. Businesses with: Subscriptions Contracts Repeat customers …tend to command higher multiples. Predictable cash flow = less risk. 4. Growth Potential Buyers don’t just buy what is. They buy what could be. If they see: Untapped markets Expansion opportunities Scalable systems They’ll pay more. 5. Industry Demand Some industries are just hotter. Right now, strong multiples show up in: SaaS Healthcare Niche manufacturing E-commerce with strong branding If your industry is crowded or declining, expect pressure on your multiple. What Drags the Multiple Down (This Part Stings) Let’s not sugarcoat it. Here’s what kills deals or crushes valuations: 1. Messy Financials If buyers can’t trust your numbers, they assume the worst. And they price it in. 2. Customer Concentration If 40 percent of your revenue comes from one client… That’s a red flag. Lose that client, and the business takes a hit. 3. Owner Burnout Risk If you’re doing everything: Sales Operations Hiring Buyers see a fragile operation. 4. Declining Revenue Trends Even a small downward trend can spook buyers. Momentum matters. SDE vs EBITDA Multiples (Quick Breakdown) This trips people up all the time. Here’s the clean version: SDE Multiples (Smaller Businesses) Usually 2x to 4x Includes owner benefits and adjustments Used when the owner is heavily involved EBITDA Multiples (Medium Businesses) Usually 3x to 6x+ Focuses on operational profitability Assumes professional management structure If your business is “medium-sized,” you’re almost always in EBITDA territory. The Truth Nobody Tells You About Multiples Here’s the part that took me way too long to understand. The multiple is not the goal. The deal structure is. You can get: A higher multiple with worse terms A lower multiple with",
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