Start preparing 18-36 months before you plan to sell
Early preparation can increase your valuation by 20-50% and dramatically reduce deal risk
Ideal Zone
Workable
Rushed
What unprepared owners typically lose
Lower valuation from unaddressed weaknesses and poor positioning
Additional time spent fixing issues that could have been resolved earlier
More deal failures, renegotiations, and unfavourable terms
Fewer qualified buyers and less negotiating leverage
Buyers pay more for businesses that are clean, documented, and demonstrably scalable
Fewer surprises during due diligence means fewer price adjustments and collapsed deals
Strong businesses negotiate from a position of strength, not desperation
Well-prepared businesses attract multiple qualified buyers, creating competition
Sources: Exit Planning Institute, BizBuySell Insight Report, IBBA Market Pulse Report, PwC Family Business Report, ESS internal research
Of business owners regret selling their business within a year due to lack of proper planning
Businesses with a documented exit strategy sold for 30% more on average than those without
Only around 20% of businesses listed for sale actually sell
Of business owners have 90% of their wealth tied up in their business
Of businesses have no formal succession plan in place
Buyers are 50% more likely to walk away from a deal if financial records are incomplete or disorganised
Businesses that reduce owner dependency see a 40% increase in buyer interest
Businesses with strong management teams in place sell for 20-30% higher valuations
The best exits aren’t rushed — they’re planned, prepared, and executed with clarity
Start now, even if you’re not planning to sell for 2-3 years — your future self will thank you