There are always potential buyers in the market. The difference is whether they’re forced to compete for your business or allowed to negotiate on their terms.

When the right buyers are engaged under the right conditions, the price goes up. So do structure, terms, and certainty of close. Without competition, none of them move.

When you understand how value is created and extracted, you make better calls under pressure. Education isn’t an add-on at Potomac. It’s part of the work.

What the business would sell for today in a competitive sale process. The starting point of the conversation, not the ending point.

How your gross margins, EBITDA margins, and growth rates compare against the industry, and against the high performers within it. Buyers benchmark constantly. We do too.

We look at how your retention compares to industry norms, where you have room to price more strongly, and how route density shapes margins, pinpointing where consolidation truly pays off.

The legal organization of the business and what can be done, often well before a transaction, to mitigate the tax bill at sale. Done in coordination with a tax and asset protection advisory team.

The specific changes management can make before going to market that materially improve the outcome. Sometimes the right answer is to wait six or twelve months and execute these first. We’ll tell you that if it’s true.