How do I show a lender the value of an IT firm’s contract list?

Build a simple schedule of every client agreement. For each one, show the start date, the renewal terms, the notice needed to leave and the share of total revenue it represents. A lender reads concentration quickly, so if a few clients carry most of the income, say so and explain how long they have stayed.

Then deal with transfer. Some agreements can change hands only with the client’s consent, and some end when ownership changes. Ask your lawyer to read each one and flag those. A contract that cannot move across is not support for a loan, and it is better to hear that from your own review than from the lender.

Add evidence of delivery: renewal history, how often clients have left and why, and the key staff who hold the relationships. If the technical team could leave after the sale, the lender will ask how you would keep service running. Bring a retention plan for those people and a note on how clients will be told about the change. Offer to share anonymized versions first, because clients may not want their names circulated. A lender can often assess the structure of the list without seeing every detail until later in the process.

Key takeaways

• List each agreement with its end date, notice terms and revenue share.
• Have a lawyer confirm which contracts can transfer to you.
• Bring a plan for keeping key technical staff and client relationships.