How a Quality of Earnings Report Protects Your Business Sale

If you own a business and are thinking about selling, understanding the importance of a*quality of earnings report*(QoE) is crucial. In my 33 years advising owners, I've seen too many deals fall apart because of surprises that a QoE could have caught. A sell-side QoE is an independent analysis of your company's earnings, ensuring they are real, recurring, and sustainable. This proactive step can prevent last-minute deal repricing or cancellations.

What is a Quality of Earnings Report?

A QoE report is not the same as an audit. While an audit verifies financial statements, a QoE dives deeper into the sustainability of earnings. It focuses on normalizing EBITDA, identifying non-recurring items, and ensuring revenue recognition practices are sound.

Quality of Earnings vs. an Audit

Unlike an audit, which is a formal examination of financial records, a QoE report is more about understanding the true operational profitability of a business. It looks beyond the numbers to assess the quality of those earnings.

What "Normalized EBITDA" Actually Means

Normalized EBITDA adjusts earnings to remove anomalies, providing a clearer picture of a company's financial health. This includes adjusting for one-time expenses or revenues that do not reflect ongoing operations.

Why Do Business Sales Fall Apart in Due Diligence?

Many business sales fail during due diligence because of earnings surprises. When a buyer discovers discrepancies in reported earnings, it can lead to price retrades or even deal cancellations. According to a 2026 M&A survey, earnings discrepancies are a leading cause of failed transactions.

The Earnings Surprises That Trigger Price Retrades

Surprises such as unreported liabilities, inconsistent revenue streams, or aggressive accounting practices can undermine buyer confidence, leading to renegotiations or withdrawal from the deal.

What Does a Sell-Side Quality of Earnings Report Catch?

A QoE report can identify add-backs you can defend and those that might collapse under scrutiny. It also examines working capital, customer concentration, and one-time revenue items.

Add-Backs You Can Defend vs. Add-Backs That Collapse

Defensible add-backs are well-documented and justifiable, while those that collapse lack proper support and can be challenged by buyers.

Working Capital, Customer Concentration, and One-Time Revenue

These elements are crucial in assessing the sustainability of earnings. A QoE report ensures they are accurately represented and understood.

When Should You Commission a Quality of Earnings Report?

Commissioning a QoE report should be part of your pre-sale preparations, ideally 12-36 months before going to market. This timing allows you to address any issues well before buyers begin their due diligence.

How Much Does a Quality of Earnings Report Cost?

The cost of a QoE report varies but is typically a fraction of the potential loss from a repriced or failed deal. Investing in a QoE is a strategic move to protect your sale price.

How a QoE Protects the Proceeds That Fund Your Retirement

Ultimately, a QoE report safeguards the proceeds from your business sale, ensuring they align with your retirement and wealth management plans. By preventing surprises, you maintain control over the sale process and the final price.

Frequently Asked Questions

What is a quality of earnings report?A quality of earnings report is an independent analysis of a company's earnings to ensure they are real, recurring, and sustainable.What is the difference between a QoE and an audit?A QoE focuses on the sustainability of earnings, while an audit verifies financial statement accuracy.Do I need a quality of earnings report to sell my business?While not mandatory, a QoE report can prevent surprises during due diligence and protect your sale price.How much does a sell-side QoE cost?The cost varies but is generally a small investment compared to the potential loss from a failed deal.How long does a quality of earnings report take?A QoE report typically takes several weeks to complete, depending on the complexity of the business.What is normalized or adjusted EBITDA?Normalized EBITDA adjusts earnings to remove anomalies, providing a clearer picture of financial health.

Work with Pinnacle Wealth Advisory

If you're considering selling your business, understanding the role of a quality of earnings report is crucial. It might be worth a conversation to explore how this fits into your exit strategy:Learn more about exit planning.
This blog post is for informational purposes only and does not constitute legal, tax, or financial advice. Past performance does not guarantee future results. Consult with qualified professionals for guidance tailored to your specific situation. Doug may provide services and conduct business as Pinnacle Wealth Advisory with advisory services offered through SB Advisory, LLC.