🛑 The Silent Killer of Business Value: Key Person Dependency
By Erika Baez-Grimes, Certified M&A Advisor
When it comes to increasing your company’s value, most owners focus on growing revenue, improving margins, or expanding their service offerings. But there’s one often-overlooked factor that can quietly destroy your business’s marketability: key person dependency. Whether you’re thinking about exiting in one year or ten, this single issue could derail your plans—and leave serious money on the table.
🌟 Don’t Be the Star of the Show
What Is Key Person Dependency?
Key person dependency happens when a business relies too heavily on one individual to operate. This could be the owner, a top-performing salesperson, the operations lead, or even a long-time employee. These people often hold critical knowledge, relationships, or leadership roles—making the business vulnerable if they leave. In most cases, the “key person” is the founder or owner. They’re the rainmaker, problem-solver, strategist, and brand ambassador. While this might seem like a strength, it’s a major weakness in the eyes of buyers and investors.
🚫 Why Buyers Walk Away from Key Person Businesses
Buyers aren’t buying you—they’re buying your business’s ability to thrive without you. If your departure threatens customer retention, revenue consistency, or operational stability, a buyer will either:
- Drop their offer significantly
- Propose a risky deal structure (like an earn-out)
- Or walk away completely
Expect questions like:
- Who manages your top clients?
- What happens if [key person] leaves?
- Can the company function during a 6-month owner transition?
- Are processes clearly documented?
If your answers point back to just one or two people—especially you—you’ve got a red flag.
📉 The Real Impact on Valuation
Companies with high key person dependency typically face:
- Lower EBITDA multiples
- Contingent deals (earn-outs, seller financing)
- Long transition periods required by the buyer
- A smaller pool of interested buyers
✅ How to Identify and Fix the Risk
The good news? Key person dependency is common—and fixable.
Start by asking yourself:
- Could my business run without me for 90 days?
- Are client relationships tied to me—or to my team and brand?
- Do I make all the decisions, or are others empowered to lead?
Once you’ve identified the gaps, you can start to delegate, document, and decentralize.
💡 Build a Business That’s Resilient and Valuable
Reducing key person risk isn’t just about a better exit strategy—it makes your company stronger right now. You’ll:
- Reduce stress and burnout
- Improve team performance and leadership
- Be ready for growth, emergencies, or transitions
- Attract better buyers when it’s time to sell
Ready to Future-Proof Your Business?
Visit 👉 www.NovaBusinessInquiry.com
Or connect directly with:
Erika Baez-Grimes
Certified Mergers & Acquisitions Advisor
📧 Erika@ErikatheBroker.com
📞 804.750.3008
