Selling a business is not an event. It’s a process that rewards preparation, discipline, and expert guidance. The six to twelve months before a sale are critical. During this period, the goal is to make your business appear not only profitable but also predictable, organized, and low-risk to a buyer. A business broker can guide you through every step, ensuring that your company’s value is presented in the best possible light.
Here are the top ways that business owners can get their business ready during these crucial 6-12 months.
Buyers and lenders look for accuracy and transparency above all else. The first step is to ensure your financial statements are clean and consistent. Work with your accountant to reconcile discrepancies, remove personal expenses, and normalize owner compensation. Buyers want to see reliable income, not blurred numbers that mix business and personal costs.
It’s also wise to review your balance sheet. Pay off or restructure any unnecessary debt, and document all assets clearly. If your books are managed through software like QuickBooks or Xero, make sure the data is complete and categorized properly. A business broker can connect you with financial professionals who understand what buyers scrutinize and how to prepare your statements for due diligence.
Buyers want confidence that the company can operate without the owner at the center of everything. If too many responsibilities, decisions, or relationships depend on you personally, buyers may worry that the business could lose momentum once you step away. Begin shifting day-to-day authority to key employees or managers and ensure they can handle core functions independently.
Document standard procedures, outline vendor and customer contacts, and keep job descriptions current. Cross-training staff adds another layer of stability. The more the business runs on defined systems and capable people, not on the owner, the more secure the future of the company appears. This directly supports value and makes the transition smoother for a new owner.
Your broker can point out which roles, processes, and responsibilities matter most to buyers and what should be formalized before going to market.
The way your business presents itself externally matters. Review your website, social media, and marketing materials for consistency and professionalism. Outdated branding or poor online visibility can signal stagnation, even if the business is performing well.
Gather marketing data that demonstrates your reach and customer engagement. Buyers like to see measurable performance such as conversion rates, lead sources, and repeat customer percentages. A broker with marketing experience can help you organize this information into a clear, persuasive package for potential buyers.
Serious buyers will ask about trends, risks, and opportunities. Anticipate these questions now. Create a summary that explains your customer base, market position, and reasons for selling. Honesty paired with preparation builds credibility.
A skilled broker can help you frame your answers so that they are factual and confident without sounding rehearsed. They’ll also help manage communications so you can focus on running the business while they handle inquiries and negotiations.
Selling on your own can be tempting, but a qualified business broker is far more than a middleman. They assess valuation, handle buyer screening, maintain confidentiality, and negotiate terms that protect your interests. Their experience ensures you enter the market at the right time, with the right presentation, and with realistic expectations.
Preparing your business for sale is about tightening every part of the operation: financially, operationally, and strategically. With six to twelve months of focused preparation and the guidance of a capable broker, you can approach the sale process with confidence, knowing your business is ready to stand up to scrutiny and attract the right buyer.
If you’re ready to explore the sale of your business, reach out to the experts at Murphy Business – Emerald Coast. With their experience in business sales, they can help you navigate the complexities and guide you to make the right decision at the best time. Contact them at (850) 374-8884 or complete their contact form to get started on your business succession journey.
