Industry Guides

HVAC & Mechanical Services

An HVAC company is not valued simply on trucks, technicians, or last year's earnings. Buyers evaluate how reliably demand converts into transferable cash flow: maintenance membership density, service-versus-install mix, dispatch discipline, licensed leadership, and whether customer demand belongs to the company rather than its owner.

Valuation · buyer diligence · sale preparation

Accounting & CPA Firms

For an accounting firm, the central transaction question is whether clients, staff, and normalized earnings will transfer—not simply how much revenue the partners bill. Service mix, retention history, realization, partner dependence, succession, and capacity outside tax season shape that answer.

Valuation · buyer diligence · sale preparation

Managed IT Services / MSPs

An MSP's value depends on the durability and quality of managed-service gross profit, not merely reported monthly recurring revenue. Buyers test contracts, churn, service delivery, tool costs, security posture, customer concentration, and whether technical leadership can operate without the founder.

Valuation · buyer diligence · sale preparation

Fire & Life Safety

Fire and life-safety companies combine code-driven recurring inspection demand with skilled labor, licensing, route density, and meaningful compliance obligations. Buyers distinguish durable inspection and monitoring relationships from project installation revenue and look closely at whether the organization can maintain standards through an ownership transition.

Valuation · buyer diligence · sale preparation

Insurance Brokerages

Insurance brokerages are among the most actively acquired small-business categories, driven by recurring commission revenue, high retention, and an aggressive field of both private-equity-backed consolidators and independent buyers. Value hinges less on total premium volume than on the durability and transferability of the book.

Valuation · buyer diligence · sale preparation

Restoration & Remediation

Restoration and remediation companies — water mitigation, fire and smoke restoration, mold remediation, reconstruction — sit at the intersection of insurance-referral demand and skilled emergency-response labor. The category has become an active platform-consolidation target, but value depends heavily on how referral relationships and emergency response capacity are structured.

Valuation · buyer diligence · sale preparation

Home Services (HVAC, Plumbing & Electrical)

Home services businesses — HVAC, plumbing, and electrical — have become one of the more actively pursued categories in small business M&A over the past several years, driven by essential-service demand, recurring maintenance revenue, and consolidation platforms actively acquiring in the space.

Valuation · buyer diligence · sale preparation

Professional Services (Consulting, Accounting & Legal)

Professional services businesses are built almost entirely around people — which makes them some of the most rewarding businesses to run, and often the hardest to sell without deliberate preparation. What's being acquired is largely client relationships, not physical assets.

Valuation · buyer diligence · sale preparation

Healthcare & Dental Practices

Healthcare and dental practices operate under a different set of dynamics than most small businesses. Regulatory structure, payer mix, and clinical staffing all play an outsized role in both valuation and how a transaction ends up structured.

Valuation · buyer diligence · sale preparation

Plumbing Services

A plumbing company's value rests on the same distinction as HVAC: how much of the work is recurring service and repair captured through dispatch, membership, or inspection cycles, versus one-off emergency calls and remodel/repipe projects that depend on the owner's estimating and referral relationships. Buyers also weigh how tightly the business depends on a small number of master-licensed plumbers.

Valuation · buyer diligence · sale preparation

Commercial Landscaping

Commercial landscaping is valued on the durability of its maintenance-contract base far more than on the size of its enhancement or install projects. Buyers look at how the company wins and renews HOA, property-management, and commercial-account contracts, how it fills the off-season, and whether crew leadership can run routes without the owner riding along.

Valuation · buyer diligence · sale preparation

Commercial Facility Services

Commercial facility services — janitorial, custodial, and bundled facilities maintenance — run on contract-based recurring revenue, but the category is more labor-intensive and more competitively priced than the skilled trades, so buyers scrutinize margin durability as closely as contract length. A book of accounts is only as valuable as the labor model and turnover rate behind it.

Valuation · buyer diligence · sale preparation

Security, Alarm & Monitoring

Security and alarm companies are valued primarily on recurring monitoring revenue (RMR), not installation volume — buyers treat the RMR base the way an insurance buyer treats a book of renewal commission, testing attrition, contract terms, and the true cost of acquiring each dollar of RMR before assigning it a multiple.

Valuation · buyer diligence · sale preparation

Cybersecurity Services

Cybersecurity services businesses — MSSPs, SOC operators, and compliance-focused security practices — are valued at a premium over general managed IT because security work creates deeper client dependency and stickier, harder-to-replace switching costs. Buyers still diligence the same fundamentals as an MSP, but weight security-specific factors like SOC coverage, incident history, and compliance-driven recurring revenue more heavily.

Valuation · buyer diligence · sale preparation

Vertical SaaS / B2B Software

Vertical SaaS businesses — software built for a specific industry's workflows and compliance requirements — are judged less on trailing EBITDA and more on the durability of the revenue engine beneath it: net revenue retention, gross margin, customer concentration, and how much of the product is genuinely difficult for a customer to switch away from.

Valuation · buyer diligence · sale preparation

Specialty Manufacturing

Specialty manufacturers are valued on the durability of what makes them hard to replace — proprietary processes, customer qualification status, and long-standing spec-in relationships — not on raw plant capacity or headcount. A buyer wants to know whether the company's edge is genuinely defensible or simply a function of the owner's personal relationships and know-how.

Valuation · buyer diligence · sale preparation

Industrial & Environmental Services

Industrial and environmental services companies — hazardous waste handling, industrial cleaning, remediation, and regulated-facility maintenance — are valued on the strength of their compliance infrastructure as much as their operating margins. A buyer is underwriting both the business and its exposure to environmental and safety liability, so licensing, permitting, and safety record carry unusual weight.

Valuation · buyer diligence · sale preparation

Testing, Inspection & Certification

TIC businesses — accredited testing labs, inspection firms, and certification bodies — sell on the strength of their accreditation scope and the regulatory or contractual mandate that forces customers to use them. It is one of the most acquisitive categories in industrial services precisely because demand is not discretionary: customers need testing and certification to sell or operate legally, not because they chose to buy it.

Valuation · buyer diligence · sale preparation

Specialty Distribution

Specialty distributors are valued on how much of their revenue is protected by value-added services and recurring replenishment programs, not on raw sales volume. A distributor that simply marks up and ships commodity product is priced very differently than one that has embedded itself in customers' operations through vendor-managed inventory, kitting, or technical support.

Valuation · buyer diligence · sale preparation

Transportation & Logistics

Transportation and logistics companies are valued differently than most service businesses because the assets — trucks, trailers, terminals — carry real capital cost and the workforce is constrained by a persistent driver shortage. Buyers weigh contracted freight against spot-market exposure, safety and compliance record, and how much fleet replacement capital the business will need soon.

Valuation · buyer diligence · sale preparation

Aerospace, Defense & Government Services

Aerospace, defense, and government services companies are valued through a different lens than commercial businesses: contract type, security clearances, and DCAA-compliant accounting systems can matter as much as revenue growth. Buyers underwrite the durability of the contract vehicle and the cleared workforce as much as the earnings themselves.

Valuation · buyer diligence · sale preparation

Waste & Recycling

Waste and recycling companies are valued heavily on route density and disposal access — whether the business owns or controls a landfill or transfer station, or is paying a competitor's tipping fee on every load. Two haulers with identical revenue can carry very different values depending on those two factors alone.

Valuation · buyer diligence · sale preparation

Water / Wastewater Services

Water and wastewater services companies — municipal operations and maintenance (O&M) contractors, utility-adjacent engineering and construction firms — are valued on the durability of long-term municipal and commercial contracts and the regulatory tailwinds behind infrastructure spending. Contract renewal history and operator certification depth matter as much as top-line revenue.

Valuation · buyer diligence · sale preparation

Energy / Infrastructure Services

Energy and infrastructure services companies — electrical contractors, utility-adjacent construction, and grid-modernization specialists — are riding real secular demand from data-center buildout, electrification, and utility system upgrades. Buyers separate that project-driven growth from a defensive base of recurring service and maintenance work, since one is more durable through a market cycle than the other.

Valuation · buyer diligence · sale preparation

Engineering & Technical Consulting

Engineering and technical consulting firms are valued on backlog quality, utilization, and how much fee revenue depends on the owner's personal stamp and client relationships versus a team of licensed professionals who can run projects independently. Professional-liability exposure and public-versus-private client mix also shape how a buyer prices the business.

Valuation · buyer diligence · sale preparation

Staffing & Workforce Solutions

Staffing firms are valued on the durability of their bill/pay spread and how much of their book runs through defensible specialty niches versus commodity light-industrial placement, where margins are thin and client loyalty is low. Buyers also weigh the working-capital burden of funding weekly payroll against slower client collections.

Valuation · buyer diligence · sale preparation

Veterinary Services

Veterinary practice value hinges on doctor bench depth more than almost any other single factor: a single-DVM practice where the owner sees most of the appointments is priced very differently than a multi-doctor practice with associate veterinarians who can sustain patient volume without the owner in the exam room. Buyers also test wellness-plan penetration, support-staff leverage, and revenue per doctor as leading indicators of a well-run practice.

Valuation · buyer diligence · sale preparation

Behavioral Health

Behavioral health practices and treatment programs are valued heavily on payer mix — the spread between commercial and Medicaid reimbursement can move the multiple by several turns on its own — and on whether clinical revenue depends on W-2 clinicians the practice can retain or 1099 contractors who can walk with their caseload.

Valuation · buyer diligence · sale preparation

Specialty Medical / Physician Practices

Specialty physician practice value varies enormously by specialty and payer mix — a procedure-heavy specialty with strong commercial reimbursement and ancillary revenue is priced very differently than a cognitive, Medicare-heavy specialty, even at similar revenue. Buyers also navigate corporate-practice-of-medicine restrictions that shape how the deal itself gets structured.

Valuation · buyer diligence · sale preparation

Medical Devices / MedTech

Medical device and MedTech companies are valued around their regulatory moat as much as their financials — an FDA-cleared or approved product with a defensible IP position is worth substantially more than the same underlying technology without clearance, because clearance and IP are what keep a competitor from simply copying the product.

Valuation · buyer diligence · sale preparation

Wealth Management / RIAs

RIA and wealth-management firm value is driven overwhelmingly by the quality of the fee revenue: what share is recurring AUM-based fees versus commissions or one-time planning fees, what the organic growth rate looks like independent of market appreciation, and how ownership and client relationships are structured for succession.

Valuation · buyer diligence · sale preparation