Client concentration
Review revenue by client, contract term, renewal history and relationship ownership. One large client can dominate valuation risk.
Owner-led sales
If the founder generates most new business through personal reputation or referrals, the buyer needs a credible post-close sales engine.
Use Flippa itself to verify current listings, pricing and platform details.
Team and utilization
Understand employee and contractor roles, utilization, delivery quality and which people are critical to client retention.
Revenue quality
Retainers, projects, performance fees and pass-through media spend should be separated so recurring gross revenue is not overstated.
Contracts and change of control
Check assignment rights, termination clauses, confidentiality and data-processing obligations before assuming client relationships transfer.
Operational system
Strong agency value often comes from documented delivery, account management, pricing and pipeline processes that work beyond the owner.