What is Your Company Worth? Factor #3: Customer Relationships

When buyers look at your business, they’re not just buying revenue. They’re buying relationships.

Here’s the question that matters more than most owners realize:
Do your customers do business with your company… or with one person inside it?

If customers stay because they love Sarah in customer support or because they trust you as the owner, buyers see risk. They worry that if that person leaves, the customer will follow. And often, they do. Not overnight, but gradually, as loyalty fades and competitors step in.

This is especially critical when the relationship is with the owner. The day you sell and step away, that relationship changes.

What strengthens your value:

• Customers who interact with multiple team members
• Shared ownership of relationships, not single points of failure
• Strong systems that capture notes, history, and communication
• A business that runs smoothly without relying on one person

A primary contact is fine. A single relationship is risky.

If you want a business that sells faster and for more, make sure your customers are loyal to the brand and the team, not just the people.

Your company’s value depends on it.