Start with the Numbers
Most buyers start with the financials—and so should you. Clean, well-organised accounts are a sign of professionalism and stability. They show that your business has been run properly and that there’s nothing to hide.
Get your profit and loss statements, balance sheets, and cash flow reports up to date. Make sure the data is clear and easy to follow. If there have been seasonal dips or one-off spikes, be ready to explain them.
Buyers also look for signs of financial risk. If there’s lingering debt or unresolved obligations, now’s the time to tidy them up—or at least have a plan for how they’re being managed. The less risk a buyer sees, the stronger your position when it comes to negotiation.
Make the Business Less About You
Buyers don’t just want a product or service—they want a system that works without needing you at the centre of it. The more self-sufficient your business is, the more valuable it becomes.
Step back and look at your daily operations. Where are the bottlenecks? Are there tasks only you know how to do? Start streamlining now. Delegate where you can, and invest in people who can keep the wheels turning when you’re no longer in the picture.
If you’ve got a strong team in place, that’s a major selling point. So is having documented processes—Standard Operating Procedures (SOPs) that show how things get done. They reduce risk, speed up training, and make the handover far easier.
Brand Value Matters
Buyers notice branding. A strong, consistent brand creates trust, shows professionalism, and often points to customer loyalty and growth potential.
Look at how your brand presents—logo, website, tone of voice, social presence. Are they consistent? Do they reflect the quality of what you offer? If not, sharpen things up now. A small investment in branding can go a long way when it comes to buyer perception.
Also look at your client base. If most of your revenue relies on just a couple of key clients, that’s a risk in the eyes of a buyer. Start working on diversifying now—it’s one of the smartest things you can do pre-sale.
Finally, get clear on your edge. What makes your business stand out? Why do customers choose you? These are the kinds of insights buyers will want to hear, and they’ll want to know how they can build on them.
Sell Like a Buyer Would
The more prepared you are, the easier the sale will be. The ideal lead time? Anywhere from 12 to 24 months. That gives you time to resolve issues, build value, and show stable performance over time.
Don’t go it alone. An experienced broker, accountant, or legal advisor can flag issues early, help you present the business in its best light, and guide you through what to expect during due diligence. It’s their job to see what buyers will ask before they even ask it.
If you can think like a buyer—asking the hard questions, spotting the gaps, you’ll be far more confident when it’s time to hand over the reins.
Speak to LINK About Your Exit Plan
At LINK, we work with business owners every day who are planning ahead for a successful sale. Whether you’re ready to list or just starting to think about life after business, our brokers can help you identify what adds value, where the risks are, and how to exit on your own terms. It starts with a conversation
Get in touch with us to find out more.
