The most important steps owners should take well before going to market.
Selling a business is one of the most significant financial decisions an owner will make. Yet many start preparing far too late. The most successful exits are planned 12 to 18 months in advance.
This is the single most impactful thing you can do. Ensure management accounts are accurate, personal expenses are separated, revenue recognition is clean, and exceptional items are clearly explained.
A business that relies entirely on its founder is a risky acquisition. Start delegating key responsibilities, developing your senior team, and documenting critical processes well before going to market.
If a significant proportion of revenue comes from a small number of clients, this is a red flag. Work on diversifying your client base and strengthening relationships across the board.
The headline sale price is not what matters most. What matters is what you actually take home once the deal structure is considered.
Any unresolved legal disputes, compliance gaps, or tax matters will surface during due diligence. Addressing them proactively avoids delays and prevents them being used as leverage to reduce the price.
The right advisory team can make a material difference to the outcome. Look for advisers with genuine transaction experience who understand your sector and will be hands-on throughout the process.
