How to Sell Your Business: What Consolidators Are Looking For

Introduction

Thinking about selling your business? One of the most important steps is understanding what serious buyers—known as consolidators—are really seeking. These groups look to acquire quality businesses, add them to their portfolios, and support future growth. But not every business fits, and knowing what matters most to consolidators (buying groups) can make the difference between a quick, successful sale and a long, uncertain process.

At Right Fit Capital, we connect business owners like you directly with decision-makers at active acquiring companies, making the sale process straightforward and efficient. Below, we’ll walk you through exactly what consolidators want, and how to best present your business for a successful exit.

What is a Consolidator?

A consolidator is a company or investment group that acquires businesses in a specific industry or market. In the case of the veterinary space, this might be known as "a Veterinary Group" or "Corporate". Their goal is to create synergies by combining multiple businesses under one umbrella, driving growth and profitability for everyone involved.

Key characteristics:

• Active buyers: They’re always looking for quality companies to add to their portfolios.

• Industry-focused: Most specialize in certain sectors, such as healthcare, professional services, or veterinary practices.

• Long-term mindset: Successful consolidators think beyond the initial purchase, focusing on sustainable growth.

What Are Consolidators Really Looking For?

1. Proven Financial Strength

• Consistent revenue: Stable or growing top-line sales over several years.

• Strong profitability: Healthy margins and cash flow make your business more attractive.

• Clean financials: Accurate, organized financial statements with no hidden liabilities.

  
  

2. Established Customer Base

• Loyal, recurring clients reduce risk for buyers.

• Diversified customer mix is more appealing than relying on just a few large clients.

  
  

3. Experienced and Committed Team

• Strong management who can continue after a sale (at least during transition) is a big plus.

• Low employee turnover reflects a healthy business culture.

  
  

4. Scalable Operations

• Standardized processes, reliable systems, and up-to-date technology signal room to grow.

• The more easily a buyer can “plug in” their playbook, the better.

  
  

5. Strong Market Position

• Local or regional leadership, strong brand recognition, and positive reviews are attractive.

• Unique niche or specialization can set your business apart.

  
  

How To Position Your Practice Favorably

Veterinary Practices: What Makes You Stand Out?

Right Fit Capital has particular expertise in connecting veterinary practice owners with consolidators. In the veterinary industry, buyers pay special attention to:

• Year-over-year appointment growth

• Retention of veterinarians and supporting staff

• Client loyalty and positive online presence

• Compliance with animal care and business regulations

• Ability to expand to new locations or offer specialty services

  
  

Learn more about veterinary business sales on our specialty page.

Steps to Make Your Business More Attractive to Consolidators

1. Get your financials in order: Hire a trusted CPA if needed.

2. Document your processes: Written procedures add value.

3. Retain key staff: Offer incentives if necessary to ensure continuity after the sale.

4. Clean up client contracts: Make sure everything is up-to-date and transferable.

5. Boost your curb appeal: Deal with any lingering operational or facilities issues.

6. Address legal and compliance issues: Resolve outstanding matters before going to market.

Direct Connections: The Right Fit Capital Difference

Most business owners never hear directly from buyers—they go through intermediaries or brokers. At Right Fit Capital, we connect you directly with decision-makers at active buying companies, so you can get real feedback and maximize your exit options. Best of all, our service is free to business owners—buyers pay our fee.

Not sure whether your business is a match for consolidators? Contact us.

Conclusion

Understanding what consolidators want—solid financials, a strong market position, and organized operations—can help you take action now to make your business more attractive for a sale. If you’re considering selling, let the Right Fit Capital team help you connect with the right buyers and achieve a successful, stress-free exit.