Whether you’re planning to sell in five years, ten years, or never, creating a valuable, self-sustaining business is one of the smartest moves you can make.
I’ve been in the room when it all falls apart.
As a former business broker, I’ve sat across the table from sellers who thought they were ready to cash out, only to see deals crumble because their businesses couldn’t pass the test.
I’ve seen the blood drain from sellers’ faces when a buyer starts asking tough questions about processes, leadership, or customer retention, and the answers just aren’t there.
Sellers who worked hard their whole lives were forced to settle for a price well below their expectations — or worse, walk away with nothing. (Historically, we know that only two out of 10 businesses successfully transition to new ownership, while the other eight are left to liquidate assets and close their doors.)
Here’s the hard truth: Buyers aren’t interested in how much effort you’ve put into the business or how well it’s done in the past if it all depends on you. What buyers want is a business that can stand on its own, generate predictable results, and keep growing without you at the helm. If your business can’t do that, it’s not ready to sell.
And here’s the kicker: You won’t always get to choose when it’s time to sell.
I’ve worked with owners who planned to keep running their businesses for years, but then life threw them a curveball—an illness, a family tragedy, or a partnership falling apart. They didn’t have the time to prepare, and they paid the price.
Building a business that’s ready to sell, even if you’re not planning to sell anytime soon, is like maintaining your health. You don’t wait for a heart attack to start exercising. The best time to start was yesterday; the next best time is today.
And here’s the good news.
A Valuable Business Is a Good Business to Run
Even if you’re not planning to sell any time soon – or at all – the mindset of “building your business to sell it” can transform the way you approach growth and provide a host of positive benefits you can enjoy right now.
Because here’s the beauty of building a saleable business: it’s also a healthier, more profitable, and easier-to-run business. A business that’s valuable to a buyer is one that can thrive without its owner. This means:
Your people know their roles and excel at them.
Your processes and systems are streamlined and well-documented.
Your financials are clean, and your profitability is strong.
Your customer base is diverse and not overly reliant on a few key accounts.
For employees and leadership teams, this clarity and structure also creates a better environment to work in. Employees benefit from clear expectations, a stable work environment, and opportunities for growth. Leadership teams have more autonomy and are empowered to drive success without being micromanaged.
When you’ve built this kind of business, you’re not just creating value for a potential buyer—you’re creating a business that gives you more freedom and less stress.
What It Takes to Build Value
Building a valuable business takes time and intentionality. Here are the key areas to focus on:
Leadership: Your business needs a leadership team that doesn’t rely on you for every decision. Buyers want to see a business that functions without its owner in the driver’s seat. Strong leaders build confidence in the company’s future. As a leader, a focus on developing skills and decision-making abilities in your team will prepare them for greater responsibilities.
People: Your people are the engine of your business. Happy, engaged employees make everything run smoother. Invest in them. Train them. Give them a reason to stick around. When buyers see a solid, cohesive team in place, they know they’re buying something sustainable. For employees, this can mean job security and career development opportunities that align with the business’s growth.
Processes: Systems and processes make the business repeatable and scalable. Everything from how you onboard new customers to how you handle daily operations should be documented. Buyers don’t want to reinvent the wheel—they want to know it already works.
Finances: Clean, transparent financials are non-negotiable. If your books are a mess, so is the buyer’s confidence. Strong profitability, with clear explanations for any anomalies, is what makes buyers pay attention.
Business Operating System: You need a system that keeps everything on track. Think of it like your business’s GPS. Buyers want to see dashboards, metrics, and plans that show you’re running a tight ship.
Customer Base: Don’t let your business depend on a few big customers. Diversify your client base to reduce risk. Buyers worry about what happens if one big client leaves—don’t give them that worry.
Market Position: Know what makes your business unique. Buyers need to see that you have a competitive edge—something that makes your business worth buying and hard to replicate.
The Result? Options
Whether you’re planning to sell in five years, ten years, or never, building your business to sell it is one of the smartest moves you can make.
It’s not just about increasing value for a potential buyer – it’s a good way to create a resilient, thriving company that’s ready for anything.
When your business is built to sell, you have options.
Maybe you’ll sell in five years.
Maybe you’ll pass it on to family.
Or maybe you’ll simply enjoy running a business that doesn’t consume your every waking moment.
The point is, you’re in control.
Building a valuable business isn’t easy, but it’s worth it.
And we can help.
Our system works like a gym membership with a personal trainer: we help you break bad habits, focus on what matters, and hold you accountable.
We’ll help you build the clarity, structure, and discipline you need to create a business that’s both profitable today and valuable tomorrow.
Don’t wait for a crisis to start. Begin building value now. Start with reaching out to us! Your future self—and your future buyer—will thank you.
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