By Jeff Gau, Marco CEO – Growing up in a small town, I was taught that a dollar is a dollar. You work hard for it and it is valued. But, in my past 15 years at the helm of Marco growing the business and buying others, I have learned that not all revenue is equal. Some revenue is actually better than others.
- Duration of customer contracts
It’s common to consider the number of contractual relationships with your customers. But it is the length of those contracts that matter most to buyers.
- Customer concentration
Buyers want to see a good distribution of accounts, industries and a proper mix of client size.
- Bundled agreements
Bundled agreements establish a recurring revenue stream that provides a more predictable profit picture.