The enterprise value specialists at Ceibass have heard the interpretation that the lawn and landscape industry has been “picked over” when it comes to mergers and acquisitions (M&A).

“It’s true that private equity firms, strategic buyers, and consolidators have been highly active in the industry over the past years, snapping up profitable, well-run companies,” said Tom Fochtman, Ceibass CEO. “This wave of acquisitions has led some to believe that the best opportunities are gone. However, that doesn’t mean there isn’t demand—buyers are still looking, but they are now being more selective.”

So what should owners be doing right now if they want to sell their business in this “more selective” market? Here’s a list of ideas from the team at Ceibass of what you need to do to stand out in a more competitive M&A landscape:

1. Strengthen Your Recurring Revenue Model

Buyers love predictable cash flow. If your revenue is heavily project-based, consider transitioning to long-term contracts for maintenance services. A company with steady, recurring income is always more attractive.

2. Clean Up Financials & Boost Profitability

Disorganized books, inconsistent revenue tracking, and unoptimized margins will scare off buyers. Now is the time to:

  • Ensure clean, audited financials for at least the past 3 years.
  • Identify and eliminate low-margin services or customers dragging down profitability.
  • Improve your EBITDA (earnings before interest, taxes, depreciation, and amortization) to maximize valuation.

3. Reduce Dependency on the Owner

If your business can’t function without you, it’s not truly sellable. Develop a strong management team so the company can operate independently. This makes buyers more confident in a smooth transition.

4. Strengthen Your Customer & Service Diversification

If one or two major customers account for most of your revenue, your business is risky. Diversify your client base and service offerings to reduce dependency on a small number of accounts.

5. Invest in Technology & Efficiency

Buyers are looking for companies with scalable operations. If your business still relies on outdated processes, consider:

  • Implementing business management software for scheduling, invoicing, and customer communication.
  • Investing in GPS tracking, automated billing, and AI-driven job cost analysis.
  • Utilizing sustainable landscaping solutions, which are becoming a major selling point.

6. Strengthen Your Brand & Reputation

A company with a strong, recognizable brand has more leverage in M&A. Build a professional online presence, improve customer reviews, and establish a reputation as a leader in quality service.

7. Have a Clear Growth Plan

Buyers are attracted to companies with room to grow. Develop a strategy for expansion into new markets, service diversification, or geographic reach—and be ready to present it.

“Yes, the lawn and landscape industry has seen a wave of acquisitions, but that doesn’t mean buyers are gone—it just means they are being more selective. If you want to sell for maximum value, now is the time to make your business stand out by improving profitability, scalability, and operational efficiency,” added Tom. “In a more selective M&A market, the companies that are well-prepared will still command top dollar—the question is, will yours be one of them?”