Aug 5th (Tue) 9 AM NY

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moran
August 05, 2025

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Deal Alert: Preferred Contractor with $4M in Backlog & No Sales Team

📍 Location: Nevada (Expansion Requested by Clients in GA & NC)
💰 Asking Price: $3.9M
💸 Revenue (2024): $2.73M
🧾 Cash Flow (2024): $772K

🌟 Why This Business is Great:

✔️ $4M in Backlog with Zero Sales Staff
That’s not a typo. Every job comes from repeat clients and referrals—no outbound sales, no advertising, no business development team. That tells me two things: the quality of work is high, and the brand trust is deep. With just one motivated hire in sales or marketing, there’s real growth waiting to be unlocked.

✔️ Sticky Clients in a Tight Niche
The company is the preferred contractor in a major commercial campus. That’s a locked-in, high-trust relationship that includes work in medical, hospitality, retail, and nonprofit verticals—each with recurring construction needs and expansion potential.

✔️ Clean Ops, Clean Record
Fully licensed general contractor. Zero OSHA violations. Zero lawsuits. Rare to find a construction business with financials this clean and a legal history this spotless. It de-risks the acquisition and makes it easier to raise financing or exit later.

✔️ High-Margin for the Sector
A ~28% cash flow margin is excellent for a business of this size in construction. You’re not just buying revenue—you’re buying profit, and the operational efficiency that drives it.

 

🚧 Challenges to Consider

❌ 5 Employees = Owner Dependency
This is a lean team. The owner likely plays a big role in estimating, project oversight, and relationship management. You’ll need either a strong operator to step in or a transition period that’s longer than a handshake and a PDF.

❌ Valuation is Stretching It
At 5X cash flow, it’s not cheap on paper. But when you factor in the $4M backlog, no sales costs, and growth potential from a single sales hire, it begins to pencil out—especially if you plan to scale.

❌ Geographically Anchored (For Now)
Unlike relocatable firms, this one is tied to a Nevada license and regional clients. Expansion is possible—clients want them in GA and NC—but that will require boots on the ground or partner crews.

 

🚀 Upside Opportunities

🔹 Add a Salesperson, Watch Revenue Jump
No outbound = no growth. The simplest growth lever is hiring one business development rep to reactivate dormant clients or break into adjacent campuses. This alone could 2X the business over time.

🔹 Expand with Existing Clients
This is the best kind of growth: invited. Clients are already asking the company to take on projects in Georgia and North Carolina. You don’t have to sell them—just show up.

🔹 Build a Scalable Regional Brand
Most commercial contractors never grow beyond a handful of projects. This one already has the brand equity and client trust. By adding more crews and hiring a PM or estimator, you could turn it into a regional player or future roll-up platform.

🔍 My Analysis:

This deal checks a lot of the right boxes. It’s a profitable construction business with clean books, strong client relationships, and nearly $4M in future work already signed—without any sales team. That tells me the brand is trusted and the work speaks for itself. Yes, the asking price is a bit high at 5X cash flow, but the upside is real: a single hire in sales or operations could unlock significant growth. Clients are already asking the company to expand into new states, which is a rare position to be in. If you're looking for a solid business with strong margins and untapped potential, this one’s worth a closer look.

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I love deals like this because they remind us that not every acquisition has to be flashy to be smart. A single-tenant, necessity-based property like this—especially with automotive services—offers stability in both good and bad times. When cap rates push above 7%, it's often a sign of opportunity... or risk. FCPT seems to believe it's the former.

For buyers in the SMB space: this is a reminder that the right mix of cash flow, niche utility, and strong location can still be picked up without needing to write a $10M+ check.

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