Start with the operating engine
For it support businesses, begin with contract margin per supported customer. Revenue growth is useful only when it becomes collected contribution after the resources needed to deliver it. A seller summary is an invitation to investigate; it does not establish maintainable cash.
Unlimited support contracts can have very different labour intensity.
Licence pass-through revenue may add little operating contribution.
Access transfer must preserve customer security and contractual permissions.
Evidence to request before setting a price
Ask for service tickets matched to contracts and payroll. Request monthly records covering at least a complete operating cycle, then explain differences between operating records, invoices and bank collections. Keep customer and employee information within an authorised confidential diligence process.
- Ticket volumes: confirm the period, completeness and reconciliation to the financial model.
- Service contracts: confirm the period, completeness and reconciliation to the financial model.
- Software licence costs: confirm the period, completeness and reconciliation to the financial model.
- Engineer utilisation: confirm the period, completeness and reconciliation to the financial model.
- Customer access register: confirm the period, completeness and reconciliation to the financial model.
Separate return on capital from the work of ownership
A working owner may supply management, sales, technical delivery or customer relationships. Identify those tasks, the hours involved and a realistic replacement budget. Deduct costs that are missing from the reported cash flow. Do not deduct an expense twice if it is already included. Allow for tools, security systems and service equipment using asset condition and maintenance evidence, rather than a generic percentage of sales.
A transparent financial illustration
The following figures are invented solely to demonstrate the method. They are not ORDENNE listing figures, market averages, valuations or forecasts for it support businesses. Entry costs and working capital are treated as additional to the asking price; verify the actual sale terms to avoid counting the same amount twice.
| Input or result | Illustrative amount |
|---|---|
| Asking price | AED 2,547,500 |
| Entry costs | AED 87,750 |
| Initial operating working capital | AED 228,500 |
| Base total initial capital | AED 2,863,750 |
| Base annual buyer cash flow | AED 655,500 |
| Modelled annual revenue | AED 5,692,500 |
| Adjusted annual cash flow | AED 655,500 |
| Adjusted initial capital | AED 2,863,750 |
| Adjusted annual cash yield | 22.9% |
| Simple payback at constant adjusted cash | 4.37 years |
In this example the base annual cash yield is 22.9%. The adjusted result is 22.9%, using AED 655,500 of annual cash against AED 2,863,750 of capital. The difference is a mechanical result of the specified inputs. It is not evidence of the cash this type of business usually earns, and it should not be substituted for a verified business forecast.
How this business could differ from a property investment
A property and an operating business should be compared on total initial capital and net cash after recurring costs. For this sector, the operational driver is contract margin per supported customer; that exposure is different from a tenancy and vacancy model. Add a value for your own time, then examine the consequences of losing key people, customers or access to premises. Neither an asking yield nor a promised resale value proves that the investment will outperform another asset.
Questions for the first serious buyer conversation
- What exactly transfers: shares, selected assets, contracts, stock and trading identity?
- Which owner tasks must be replaced, and what does the cash-flow figure already deduct?
- Which records support contract margin per supported customer and the reported collections?
- Who owns tools, security systems and service equipment, and what spending is likely during the holding period?
- What happens to deposits, unfinished work, customer commitments and opening working capital?
- Which landlord, customer, supplier or issuing-authority consents must be confirmed before relying on continuity?
Turn the review into a decision
Build a base case from reconciled figures, a downside case from explicit operating shocks and a cash reserve from a monthly funding schedule. Use the actual transaction interest: a minority investment cannot be evaluated as though the buyer controls all company cash. For a UAE transaction, confirm the applicable licensing authority, transfer steps, tax treatment and professional requirements for the particular activity and structure. This guide does not assert a universal approval path or fee.
Read the financial methods
- Cash yield, ROI and payback
- Owner salary and business returns
- Working capital beyond the asking price
- Stress-testing the acquisition
- Use the investment calculator
Explore current businesses in the broader sector · Register your acquisition brief
ORDENNE acquisition framework. Illustrative figures; no sector return benchmark or investment outcome is asserted. Based on general cash-flow arithmetic and the operating questions above. Legal, tax and regulatory points require transaction-specific verification.