Insights
Writing from Fajem & Co. on buying, selling, valuing and handing over Canadian businesses.
Latest
Owner Independence
The Thirty-Day Test: What Happens to Your Business If You Step Away for a Month
A month completely unreachable exposes whether your business runs on systems or runs on you — and what that dependency actually costs when it's time to sell.
October 8, 2026
Exit Preparation
Why Stabilizing Your Business Before a Sale Matters More Than Scaling It
Why stabilizing operations, documenting systems, and reducing owner dependency create more exit value than chasing revenue growth in the final years before a sale.
October 4, 2026
Owner Independence
Owner-Dependent Business: Why a Company That Needs You Every Day Is Worth Less
Why owner-dependent businesses sell for less — and the practical steps that reduce the risk buyers see, even if you're years from selling.
September 26, 2026
Owner Independence
Building a Management Layer Before You Need One
Why the best time to hire management is when the business can still afford to train them—not when it's already on fire. For Canadian owner-operated businesses preparing for growth or exit.
September 26, 2026
Revenue Quality & Growth
Customer Concentration: Why One Customer at 40% Is a Valuation Problem
The threshold where customer concentration moves from "efficient" to "risky," why buyers discount it even when the relationship is strong, and how to diversify without losing what works.
September 22, 2026
Exit Preparation
Selling a Business in a Buyer's Market: What Canadian Owners Need to Know Now
Why the wave of retiring baby boomer owners is shifting the market toward buyers—and what sellers need to do differently to stand out when buyers have their pick.
September 10, 2026
Exit Preparation
Selling a Construction Business: Why Most Owners Wait Too Long—And What That Actually Costs
Why advance planning isn't optional for construction business owners preparing to sell—and what waiting until you're ready to exit actually costs in deal terms and final proceeds.
September 8, 2026
Owner Independence
Can Your Business Run Without You? The Owner Dependency Question Every Canadian Business Owner Must Answer
A plain look at owner dependency — what it is, why it quietly lowers what a business is worth, and how to tell whether you've built an asset or bought yourself a job.
September 8, 2026
Exit Preparation
Why Most Construction Owners Don't Plan Their Exit—And Why That's a Mistake
Why most Canadian construction business owners avoid exit planning until it's too late, and what failing to plan actually costs when the time comes.
September 7, 2026
Business Value / Valuation
What Is My Business Worth? A Canadian Owner's Guide to Business Valuation
Most Canadian business owners overestimate or underestimate what their business is worth because they've never applied a formal valuation framework. Here's what actually drives the number—and what you can do about it.
September 4, 2026