{
  "_howToEdit": "All scorecard wording lives in this file. Edit the text between the quote marks only. Keep every quote mark, comma and bracket in place. Links use the form [link text](https://address). {firstName} and {score} are filled in automatically. The results email reads this same file, so changes here also change the email.",

  "bookingUrl": "https://calendar.app.google/qEHqnheGPwBjZTGa7",
  "privacyUrl": "https://exitreadybusiness.com.au/privacy-policy/",
  "contactEmail": "scott@exitreadybusiness.com.au",

  "ratings": {
    "strong":   { "label": "Strong",    "minPct": 75, "colour": "#3E7D5A" },
    "somework": { "label": "Some work", "minPct": 40, "colour": "#C2570C" },
    "priority": { "label": "Priority",  "minPct": 0,  "colour": "#A94442" }
  },

  "tiers": [
    {
      "key": "notyet",
      "name": "Not yet ready",
      "minScore": 0,
      "explanation": "If you went to market today, you may struggle to sell, or you'd likely get a lower price than the business deserves. There's more work to do before it's exit ready. Most of these gaps can be fixed, and the sooner you start, the more value you can build.",
      "cta": {
        "heading": "Let's work out where to start",
        "body": "Book a free, confidential exit strategy call. We'll talk through your results, and I'll help you work out which gaps matter most and what to tackle first.",
        "button": "Book my free call"
      }
    },
    {
      "key": "getting",
      "name": "Getting there",
      "minScore": 40,
      "explanation": "You're in pretty good shape on a number of factors, but there are still gaps a buyer would pick up. Some focused work in those areas would get you to exit ready, and lift the value of your business along the way.",
      "cta": {
        "heading": "Let's close the gaps",
        "body": "Book a free, confidential exit strategy call. We'll look at what's holding your score back and what it would take to get your business exit ready.",
        "button": "Book my free call"
      }
    },
    {
      "key": "ready",
      "name": "Exit ready",
      "minScore": 75,
      "explanation": "You have an exit ready business, and you're in a strong position. That gives you options. It doesn't mean you need to sell now, but if you decide it's time, you're ready. The focus now is increasing value further, so that when you do sell, you get the best possible price.",
      "cta": {
        "heading": "Let's look at what's next",
        "body": "You're in a strong position. There are several ways to exit a business, from a sale to a third party, management buyout, family succession as well as hybrid options to exit over time. Good next steps include understanding which of those options suit you, getting a valuation so you know what your business is worth today, and finding where your next increase in value could come from. Book a free, confidential exit strategy call, and we'll talk it through.",
        "button": "Book my free call"
      }
    }
  ],

  "_factorsNote": "Factors are listed in the order they appear on the results page. focusTieBreak sets which factor shows first in 'Where to focus first' when two factors have the same percentage.",
  "focusTieBreak": ["owner", "financials", "concentration", "systems", "intangibles", "sales", "niche"],
  "factors": [
    {
      "key": "financials",
      "name": "Strong financials",
      "descriptions": {
        "strong": "Your revenue is growing, your books are clean and a good share of your revenue is predictable. That gives a buyer confidence in your numbers.",
        "somework": "Parts of your financial picture are solid, but a buyer would have questions about your growth, your books or how predictable your revenue is. These take time to improve, so it's worth starting early.",
        "priority": "Your financials are likely to worry a buyer. Steady growth, clean books and predictable revenue are the foundations of value, and this is usually where the biggest gains start."
      }
    },
    {
      "key": "owner",
      "name": "Owner independence",
      "descriptions": {
        "strong": "The business can run without you, with a team that makes decisions and key people who have reasons to stay. That's what turns a business into a sellable asset.",
        "somework": "The business can manage without you for a while, but key decisions or relationships still lean on you. Building your team and keeping your key people will lift your value.",
        "priority": "Right now the business depends heavily on you. To a buyer, that looks like buying a job, not an asset. It's often the biggest thing holding value back, and it can be fixed with time."
      }
    },
    {
      "key": "concentration",
      "name": "Customer and supplier concentration",
      "descriptions": {
        "strong": "No single customer or supplier has too much hold over your business. That removes one of the first risks a buyer looks for.",
        "somework": "You rely to some extent on a major customer or supplier. It's worth spreading that risk before a buyer starts asking about it.",
        "priority": "Too much of your business depends on one customer or supplier. A buyer will see that as a serious risk, and it will show up in the price."
      }
    },
    {
      "key": "systems",
      "name": "Systems and processes",
      "descriptions": {
        "strong": "Your processes are written down and your key records are organised. A buyer can see how the business runs, and due diligence will be smoother for it.",
        "somework": "Some of how your business runs is documented, but a lot still lives in people's heads. Writing down your core processes makes the business easier to hand over.",
        "priority": "Most of how your business works isn't written down, and your records would take time to pull together. That makes the business harder to hand over, and harder for a buyer to trust."
      }
    },
    {
      "key": "intangibles",
      "name": "Intangible assets",
      "descriptions": {
        "strong": "You have clear proof that customers are happy, and a brand and website that make a strong first impression. That's value a buyer will pay for, even though it isn't on the balance sheet.",
        "somework": "Your reputation is probably good, but there's limited evidence a buyer could see, or your brand and website could present the business better. Both are worth tidying up before you go to market.",
        "priority": "There's little a buyer could point to that shows your reputation, and your brand may be letting the business down. Collecting reviews and refreshing your brand are among the easier areas to improve."
      }
    },
    {
      "key": "sales",
      "name": "Sales engine",
      "descriptions": {
        "strong": "New customers come through a process that works without you, and you know your numbers. That gives a buyer confidence the sales will keep coming.",
        "somework": "You have some sales process in place, but it still relies partly on you or isn't measured closely. Making it more repeatable will add to your value.",
        "priority": "Most of your sales come through your own relationships, and the numbers aren't tracked. A buyer will worry the sales leave when you do."
      }
    },
    {
      "key": "niche",
      "name": "Owning a niche",
      "descriptions": {
        "strong": "You're clear on who you serve and why they choose you, and you don't compete on price alone. That makes you attractive to a strategic buyer.",
        "somework": "You have a sense of what sets you apart, but it isn't sharp yet, or price still plays a big part. A clearer position will help you stand out to a buyer.",
        "priority": "Customers mainly choose you on price, and your position isn't clear. That makes the business easier to replace, and less valuable to a buyer."
      }
    }
  ],

  "_questionsNote": "Questions appear in this order. Answers appear in the order listed. points must be 0, 1 or 2. factor must match a factor key above.",
  "questions": [
    {
      "id": "F1", "factor": "financials",
      "text": "Over the last three years, has your revenue been...",
      "answers": [
        { "text": "Declining", "points": 0 },
        { "text": "Flat or up and down", "points": 1 },
        { "text": "Growing", "points": 2 }
      ],
      "helper": "A growing business is more valuable and attractive."
    },
    {
      "id": "F2", "factor": "financials",
      "text": "Could you hand a buyer three years of clean accounts tomorrow, showing your real profit?",
      "answers": [
        { "text": "No", "points": 0 },
        { "text": "Partly, they'd need some explaining", "points": 1 },
        { "text": "Yes", "points": 2 }
      ],
      "helper": "Clean books build trust and speed up due diligence."
    },
    {
      "id": "F3", "factor": "financials",
      "text": "How much of your revenue comes from contracts, subscriptions or regular repeat customers?",
      "answers": [
        { "text": "Very little, it's mostly one-off work", "points": 0 },
        { "text": "Some of it", "points": 1 },
        { "text": "Most of it", "points": 2 }
      ],
      "helper": "Predictable revenue is worth more than revenue you have to keep chasing."
    },
    {
      "id": "C1", "factor": "concentration",
      "text": "Does any single customer account for more than 20% of your revenue?",
      "answers": [
        { "text": "Yes", "points": 0 },
        { "text": "It's close", "points": 1 },
        { "text": "No", "points": 2 }
      ],
      "helper": "Losing a major customer is one of the first risks a buyer looks for."
    },
    {
      "id": "C2", "factor": "concentration",
      "text": "If your most important supplier disappeared tomorrow, could you switch to another without major disruption?",
      "answers": [
        { "text": "No", "points": 0 },
        { "text": "With some difficulty", "points": 1 },
        { "text": "Yes", "points": 2 }
      ],
      "helper": "Dependence on one supplier is a risk a buyer will price in."
    },
    {
      "id": "S1", "factor": "systems",
      "text": "Are your core processes written down well enough that a new employee could follow them without asking you?",
      "answers": [
        { "text": "No, most of it is in people's heads", "points": 0 },
        { "text": "Some of them", "points": 1 },
        { "text": "Yes", "points": 2 }
      ],
      "helper": "Documented processes are what make a business transferable."
    },
    {
      "id": "S2", "factor": "systems",
      "text": "Are your key contracts, leases, trademarks and records stored in one place you could share with a buyer quickly?",
      "answers": [
        { "text": "No", "points": 0 },
        { "text": "Partly", "points": 1 },
        { "text": "Yes", "points": 2 }
      ],
      "helper": "You'll need all of it in due diligence. Being organised early saves time and signals a well-run business."
    },
    {
      "id": "SE1", "factor": "sales",
      "text": "Do most new customers come through a sales or marketing process that works without your personal involvement?",
      "answers": [
        { "text": "No, mostly through my own relationships", "points": 0 },
        { "text": "Partly", "points": 1 },
        { "text": "Yes", "points": 2 }
      ],
      "helper": "If sales depend on your relationships, they may leave when you do."
    },
    {
      "id": "SE2", "factor": "sales",
      "text": "Do you know how many leads you get each month and how many become customers?",
      "answers": [
        { "text": "No", "points": 0 },
        { "text": "Roughly", "points": 1 },
        { "text": "Yes", "points": 2 }
      ],
      "helper": "Knowing your numbers shows a buyer the sales will keep coming."
    },
    {
      "id": "I1", "factor": "intangibles",
      "text": "Could you show a buyer clear evidence that customers are happy with you, such as reviews, testimonials, referrals or satisfaction scores?",
      "answers": [
        { "text": "Not much", "points": 0 },
        { "text": "Some", "points": 1 },
        { "text": "Yes", "points": 2 }
      ],
      "helper": "Customer loyalty is value that doesn't show up on the balance sheet."
    },
    {
      "id": "I2", "factor": "intangibles",
      "text": "Would your brand and website make a strong first impression on a buyer today?",
      "answers": [
        { "text": "No, they're dated", "points": 0 },
        { "text": "They need some work", "points": 1 },
        { "text": "Yes", "points": 2 }
      ],
      "helper": "First impressions count when you sell a business, just like anywhere else."
    },
    {
      "id": "N1", "factor": "niche",
      "text": "Could you explain in one sentence who your business is for and why they choose you over competitors?",
      "answers": [
        { "text": "Not really", "points": 0 },
        { "text": "Roughly", "points": 1 },
        { "text": "Yes", "points": 2 }
      ],
      "helper": "A clear position makes you more attractive to a strategic buyer."
    },
    {
      "id": "N2", "factor": "niche",
      "text": "Do most customers choose you mainly on price?",
      "answers": [
        { "text": "Yes", "points": 0 },
        { "text": "Partly", "points": 1 },
        { "text": "No, they choose us for quality or specialisation", "points": 2 }
      ],
      "helper": "Competing on price alone makes a business easier to replace."
    },
    {
      "id": "O1", "factor": "owner",
      "text": "If you stepped away for six weeks, would the business keep running smoothly and keep its customers?",
      "answers": [
        { "text": "No", "points": 0 },
        { "text": "With some problems", "points": 1 },
        { "text": "Yes", "points": 2 }
      ],
      "helper": "If it wouldn't, a buyer sees a job, not an asset."
    },
    {
      "id": "O2", "factor": "owner",
      "text": "Is there a manager or team who makes most day-to-day decisions without you?",
      "answers": [
        { "text": "No, most decisions come to me", "points": 0 },
        { "text": "Some decisions", "points": 1 },
        { "text": "Yes", "points": 2 }
      ],
      "helper": "Mid-market buyers want a business that runs without the owner."
    },
    {
      "id": "O3", "factor": "owner",
      "text": "Do your key staff have agreements or incentives that give them a reason to stay through a sale?",
      "answers": [
        { "text": "No", "points": 0 },
        { "text": "Some of them", "points": 1 },
        { "text": "Yes", "points": 2 }
      ],
      "helper": "A buyer is also buying your people, so they want to know they'll stay."
    }
  ],

  "optional": {
    "exitTimeframe": {
      "question": "When are you thinking of exiting?",
      "options": ["Within 12 months", "1 to 2 years", "2 to 5 years", "5+ years", "Not sure yet"]
    },
    "comment": {
      "question": "Anything else you'd like me to know?",
      "maxLength": 1000
    },
    "optionalTag": "Optional",
    "button": "Continue"
  },

  "_detailsNote": "The screen after the optional questions, where people enter their details to see their results.",
  "details": {
    "heading": "Your Exit Ready Score is ready",
    "intro": "Where should I send your results? You'll see them straight away, and I'll email you a copy to keep.",
    "firstNameLabel": "First name",
    "emailLabel": "Email",
    "consentLabel": "Yes, send me occasional emails with practical tips on building an exit ready business. You can unsubscribe at any time.",
    "button": "See my score",
    "note": "Your answers are confidential. I'll email you your results and won't share your details with anyone. [Privacy policy](https://exitreadybusiness.com.au/privacy-policy/)",
    "firstNameError": "Please enter your first name.",
    "emailError": "Please enter a valid email address."
  },

  "quiz": {
    "counter": "Question {n} of {total}",
    "back": "Back"
  },

  "results": {
    "greeting": "Hi {firstName}, here's your Exit Ready Score.",
    "factorsHeading": "Your seven factors",
    "focusHeading": "Where to focus first",
    "nextGainsHeading": "Where your next gains are",
    "nextGainsLine": "Every factor is in good shape. This is the area with the most room to add further value.",
    "aboutHeading": "About Scott",
    "bottomCtaHeading": "Let's chat",
    "bottomCtaButton": "Book a call",
    "emailNote": "p.s. I've also emailed you a copy of your results"
  },

  "_aboutScottNote": "Shown on the results page. The email uses the first paragraph only.",
  "aboutScott": [
    "I'm Scott Davison, a [Certified Exit Planning Advisor (CEPA)](https://exit-planning-institute.org/member-detail/scott-davison) and former COO, with over 25 years of business management and operational experience. I've managed multiple successful exits, so I know first-hand what it takes to prepare a business for sale or succession.",
    "I help owners understand what their business is worth, how transferable it is, and what options they have, whether they plan to exit now or in the future.",
    "My practical framework and transparent approach will show you exactly what needs to be done to make your business exit ready."
  ],

  "email": {
    "subject": "{firstName}, your Exit Ready Score is {score}/100",
    "previewText": "Your results across the seven factors buyers look at, and where to focus first.",
    "opening": [
      "Hi {firstName},",
      "Thanks for taking the Exit Ready Scorecard. Here are your results, so you have them to come back to."
    ],
    "signOff": [
      "If anything in your results surprised you, or you'd like to talk it through, just reply to this email. It comes straight to me.",
      "Scott"
    ],
    "signature": [
      "Scott Davison",
      "Certified Exit Planning Advisor (CEPA)",
      "Exit Ready Business",
      "+61 499 774 688"
    ],
    "footer": "Exit Ready Business, ABN 36 734 504 018. You're receiving this because you completed the Exit Ready Scorecard at exitreadybusiness.com.au.",
    "unsubscribeText": "Unsubscribe",
    "privacyText": "Privacy policy"
  }
}