Buyer pool for >$2m EBITDA companies that depend on MBE status?

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December 21, 2024

by a searcher from University of Pennsylvania - The Wharton School in Bellevue, WA, USA

I’m looking at a few deals in the $2-3m EBITDA range where a good portion of the target’s revenues comes from its MBE (minority business enterprise) designation. To maintain these contracts (mostly with city and state governments and some Fortune 500 companies), the sellers require that potential buyers can qualify for and maintain the company’s MBE status. As a result, this requirement significantly shrinks the potential buyer pool and also virtually rules out PE firms.

Thinking ahead at scenarios for my own exit potentially down the road, are there many buyers out there that both 1) qualify for MBE status and 2) can do a deal of this size or bigger? Also, what would be a reasonable valuation discount (e.g. 25%) to a comparable company (but whose revenues do not depend on MBE status)? Would love to connect with other searchers targeting similarly sized companies with MBE status or those who have acquired companies fitting this profile.

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Reply by a searcher
in Boston, MA, USA
Depends on many different things.. but realistically MBE eliminates pretty much every PE group which is who you really want to be the one to acquire your business on an exit if you're hunting for top dollar.

As far as a discount, this is a loaded question... you're not going to get as much for a business with MBE status vs one without. But there are still plenty of searchers out there willing to pay a 3-4x for a $2M EBITDA business that is MBE status.
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Reply by a searcher
from Pepperdine University in Denver, CO, USA
Hi Micheal, you correct this is a serious issue in regards to exit. I have shopped a set side business to PE and generally everybody has declined. clarified a law that purchases or acquisitions must be between set aside to another set aside. (DM me for details)

The set side program works great for business, but there isn't much of an exit strategy.
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