You have likely heard the grim joke about the "bus factor"—how many key employees would need to get hit by a bus for your company to collapse. As a founder, you probably laugh nervously. To a Private Equity acquirer, this isn't a joke. It is a specific line item in their risk assessment called the Key Person Discount.
When you are Scaling Sarah, running a $15M revenue shop where every major decision routes through your Slack DMs, you aren't building a business; you are maintaining a high-paid job. The market punishes this severely. Valuation data confirms that businesses reliant on "tribal knowledge"—institutional wisdom locked in the heads of a few people—trade at a massive discount compared to those with "Structural Capital" (documented, transferable systems).
Acquirers do not buy your past revenue; they buy the predictability of your future revenue. If that future revenue depends on you remembering to email the client, or your VP of Engineering being the only one who knows how the deployment script works, the revenue is not predictable. It is contingent. Contingent assets are discounted.
Standard valuation models apply a 15-25% discount immediately to Enterprise Value if significant Key Person Risk is identified. On a $20M exit, your lack of documentation just cost you $5M. But the reality is often worse. In premium markets, the gap between "founder-dependent" and "turnkey" isn't 25%—it's nearly double.
Let’s look at the hard numbers. Data from Empire Flippers, a leading marketplace for buying and selling online businesses, reveals a stark contrast. In their analysis of deal flow, businesses valued over $1M (which typically have robust SOPs and management layers) trade at an average monthly multiple of roughly 31.67x, whereas smaller, owner-reliant businesses (<$100k) trade around 19.38x.
That is a 63% gap in raw multiple. When you extrapolate this to larger mid-market deals (Series B/C level), the spread widens further. A Founder-Led services firm might trade at 4-5x EBITDA. That same firm, with a fully documented delivery model and a management team that runs without the founder, trades at 8-10x EBITDA. That is your "2x" premium.
Why does a Wiki drive EBITDA multiples? Because it de-risks the three things acquirers fear most:
The Exit Planning Institute calls this the "Value Gap"—the difference between what your business is worth today and what it could be worth if it were best-in-class. For most founders, 80% of their net worth is locked in the business, yet they leave millions on the table by failing to convert "human capital" (people) into "structural capital" (systems).
You cannot document everything overnight. You need a triage strategy. Focus on the "Transferability Blockers"—the processes that, if broken, stop the cash flow.
Identify the top 5 revenue-generating or risk-mitigating tasks that only you (or one key lieutenant) can do. This is usually: pricing approval, deployment authorization, or high-stakes client triage. Document these first. Use video (Loom) if writing takes too long, then have a junior employee transcribe it into an SOP.
If your Q4 numbers were hit only because you pulled an all-nighter, that is not a scalable process. It is a liability. Exit readiness means proving the machine works without the machinist. Create a "Standard of Performance" for sales and delivery that doesn't rely on outlier effort.
Assign ownership of documentation to your functional heads. Do not do it yourself. Your job is to review and approve, ensuring the standard is high. If your VP of Sales can't document their sales process, you don't have a VP of Sales; you have a Lead Rep.
When you sit across from a PE sponsor, you want to sell them a machine that prints money, not a job that requires your genius to sustain. The difference between those two assets is your documentation. Don't let your exit check be discounted by 25% because you didn't write it down.
