Preparing for sale: Building a roofing business buyers want

By Jenny Yu.  

A panel of experts outline the key steps to building a scalable, high-value roofing business. 

As mergers and acquisitions activity continues to accelerate across the roofing industry, contractors are facing a critical question: how do you prepare a business for sale? In a recent Coffee Conversations® webinar, Heidi J. Ellsworth hosted an expert panel featuring Ted Jenkin and Lee Heisman of Exit Stage Left Advisors; M&A attorney and founder of Norris Legal, Patrick Norris; and roofing contractor Joe Vargas, founder and CEO of Joe’s Roofing. Together, the panel outlined the most common mistakes owners make and the steps required to build a company that attracts premium valuations. 

Preparation, the panel agreed, starts earlier than most owners expect. “You want to start this planning process two to three years before you think you're ready, at a minimum,” Ted said, noting that many contractors wait too long. “A lot of owners start the process 6 months before they want to sell, and that's a huge mistake.” 

From legal structure to financial performance, early planning plays a direct role in valuation. Clean, consistent financials are especially critical. Lee highlighted a common issue among contractors who neglect accounting, recounting a situation with one client. “We had to pause going to market because we had to fix their books,” Lee said. “You can’t go to market without a good quality set of books.” 

Patrick emphasized the importance of advance planning from a legal and tax perspective. “There are tax planning opportunities, and those are things that you can't set up the week before closing,” he said, noting that last-minute strategies rarely deliver meaningful savings. 

For Joe, who successfully navigated the sale process, the experience underscored the importance of organization and patience. “All the numbers, all the books — that has to be the number one in order to proceed and move forward,” he said, acknowledging the time commitment involved. “I did not think it was going to take that long, but I do understand why.” 

Beyond financials, the panel stressed that buyers prioritize scalable businesses over owner-dependent operations. Systems, leadership teams and documented processes all contribute to stronger valuations and smoother transactions. 

Ultimately, the discussion made clear that selling a business is not a last-minute decision but a long-term strategy requiring discipline, structure and the right advisory team. 

Listen to the podcast, Watch the full webinar or get in touch with Exit Stage Left Advisors at www.wesellroofers.com to learn more.