Don't Fall For These Tricks: 5 Things You Shouldn't Do When Selling a Business With careful planning and attention to detail, you can maximize the value of your business and ensure a smooth transition for all involved parties when you sell your company. Here's how.

By Mark Kravietz

Key Takeaways

  • Proper valuation, clear financial records and due diligence are essential in selling your business successfully.
  • Confidentiality should be maintained throughout the sale process to avoid disrupting business operations.
  • A well-structured exit plan is critical for a smooth transition for stakeholders and maximizing the sale's value.
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After the culmination of years, if not decades, of hard work and perseverance, the process of selling a business will bring many opportunities. But there will also be plenty of challenges, including emotional ones. In the excitement of a sale, many entrepreneurs make critical mistakes that can cost them dearly. Let's explore five things you should never do when selling your business to help ensure you get the greatest possible deal and protect your interests.

Related: 10 Mistakes I Made While Selling My First Startup (and How You Can Avoid Them)

1. Neglecting proper valuation

One of the biggest mistakes business owners make when selling their businesses is failing to conduct a thorough and accurate valuation. It's essential to have a clear understanding of your business's worth before entering into negotiations. Relying solely on intuition or an arbitrary number can lead to selling your business for less than its true value or overestimating its worth, scaring potential buyers away.

To avoid this mistake, consider hiring a business appraiser or valuation professional. They can analyze your financial statements, assets, customer base and industry trends to determine the fair market value of your business. This valuation serves as a crucial reference point during negotiations and helps ensure you don't settle for less than you deserve.

2. Keeping poor financial records

When selling your business, meticulous financial record-keeping is paramount. Buyers want transparency and reliability in financial data to make informed decisions. Unfortunately, some business owners neglect this aspect, which can lead to suspicion and doubt from potential buyers or even cause deals to fall through. Unfortunately, keeping accounting records on the back of a pizza box won't instill confidence in the potential buyer.

To avoid this pitfall, maintain accurate and up-to-date financial records. This includes organized income statements, balance sheets, tax returns and cash flow statements. Make sure your financial records are audited or reviewed by a reputable accounting firm to provide assurance to potential buyers. If your accountant has no experience in exit planning, it's time to hire a new CPA to work alongside your current accountant. Transparent financial records can instill confidence in buyers and expedite the due diligence process. Keeping these records in a digital vault can speed up and create more confidence with the potential buyer.

Related: You Sold Your Business. Now What? Embracing a New Chapter with Care and Purpose

3. Ignoring due diligence

Due diligence is a critical step in the business sale process, and it works both ways. While you're evaluating potential buyers, they're also assessing your business thoroughly. Failing to conduct due diligence on your potential buyer can lead to unpleasant surprises down the road.

Don't rush into a deal without conducting due diligence on your prospective buyers. Investigate their financial capabilities, track record and intentions for your business. Are they well-funded, experienced and committed to maintaining your business's legacy? Engaging with a buyer who lacks the resources or intent to run your business successfully can lead to a disastrous outcome for you and your employees. In addition, many of the purchasers are professional buyers. So be careful not to take on these potential buyers alone! It's important to get professional help.

4. Keeping the sale confidential

Maintaining confidentiality during the sale of your business is vital. Leaks or rumors about the sale can disrupt operations, create uncertainty among employees, suppliers and customers, and potentially harm the business's value.

To preserve confidentiality, limit the information shared with employees and only disclose details on a need-to-know basis. Similarly, communicate with potential buyers under non-disclosure agreements (NDAs) to protect sensitive information. Your investment banker or business broker can help you manage the confidentiality aspect of the sale.

Related: The Secret to a Successful Sale — Expert Tips to Navigate Common Deal Derailers

5. Neglecting a well-structured exit plan

Selling your business isn't just about the transaction itself; it's about ensuring a smooth transition for all stakeholders involved. Neglecting a well-structured exit plan can lead to chaos, disputes and a loss of value.

Before entering negotiations, have a clear exit plan in place. This plan should outline the timeline, responsibilities and expectations for all parties, including employees, suppliers and customers. Consider how you will handle the transition of ownership, the retention of key employees and the integration of the business into the buyer's operations.

Additionally, consult with legal and financial advisors to address tax implications, estate planning and asset protection strategies. Think about what you're going to do after your exit, because neglecting this could be your biggest mistake. A well-thought-out exit plan not only safeguards your interests but also helps maintain the business' stability during and after the sale.

Selling your business can be a life-changing event, and it's essential to navigate the process wisely. By avoiding these five common mistakes, you can increase your chances of a successful and lucrative business sale.

Remember that seeking professional advice and guidance from professionals in the field, such as business appraisers, attorneys, Certified Exit Planning Advisors (CEPAs) and financial advisors, is crucial throughout the entire selling process. With careful planning and attention to detail, you can maximize the value of your business and ensure a smooth transition for all involved parties.

Mark Kravietz

Entrepreneur Leadership Network® Contributor

CIMA®, CFP®, CEPA®

As the managing partner and founder of ALINE Wealth, Mark Kravietz, CEPA®, CFP® and CIMA®, specializes in exit planning. He was named to Forbes’ 2019-2023 Best-In-State wealth advisors. Mark hosts a podcast discussing how to successfully exit your business called “Find Your Exit."

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