10 Tips for Selling a Business from Business Owners who Sold
For most business owners, selling a company is a once-in-a-lifetime milestone. It’s not just a financial transaction; it’s the final chapter of something you’ve spent decades building.
At Entrepreneurs Hub, we’ve advised and supported countless business owners through this complex journey. Owners who exit well don’t stumble into success. They prepare early, ask the right questions, and learn from those who’ve already crossed the finish line.
If you’re planning a sale in the next one to three years, the insights below come directly from shareholders who’ve been through the process – and come out the other side with value protected and futures secured.
1. Sell from Strength – Not Necessity
One of the most common reflections we hear is simple: “I waited too long.”
Owners who are forced to sell, due to fatigue, health, market pressure, or regulatory changes -lose leverage, which means momentum fades and options narrow.
Buyers pay premiums for companies that are:
- Growing
- Profitable
- Well-managed
- Not under pressure to transact
The strongest negotiating position comes when you don’t need to sell.
“For us it came down to trust. It took 25 years to build a very successful business in our sector, but the biggest decision we ever made was the appointment of Entrepreneurs Hub. If we were to do it all again, it would be with the Entrepreneurs Hub team.” – Gary Rowe, Pallet Plus
2. Start Preparing Earlier Than Feels Comfortable
Many business owners underestimate the length and complexity of the sales process. A quality exit doesn’t begin when heads of terms are issued. It starts many months earlier.
Early preparation allows time to:
- Address weaknesses before buyers see them
- Improve financial reporting
- Reduce owner dependency
- Prepare for buyer scrutiny
A structured exit health check highlights issues that often derail deals during the due diligence process – long before they become costly surprises.
This isn’t about rushing – It’s about control.
By taking proactive steps, owners can position their businesses as more attractive investments and increase the chances of a successful and profitable transaction. For further insight read our article – How to Identify and Fix Business Weaknesses Before Selling.
3. Keep Running the Company – Don’t Take Your Eye Off the Ball
Performance during a sale matters more than many expect.
Revenue dips, margin erosion, or staff instability give buyers reasons to:
- Re-price
- Delay
- Walk away entirely
The best exits happen when owners stay focused on operations and let advisors manage the transaction in the background.
Your role stays the same – lead the company forward.
4. Price Is Only Half the Story
Headline numbers can be misleading.
Deal structure determines how – and when – value is realised. Earn-outs, deferred consideration, and performance conditions are common, particularly in owner-managed firms.
These mechanisms can work for you – if negotiated correctly.
The key is clarity:
- Who controls decisions post-sale?
- What performance metrics apply?
- What protections exist if circumstances change?
Strong advisors like Entrepreneurs Hub, alongside an experienced M&A lawyer can make the difference here.
5. Treat Valuation as Strategy – Not Salesmanship
Not all valuations are created equal.
Over-inflated estimates win mandates but lose buyers. Real value is grounded in:
- Earnings quality
- Growth visibility
- Customer concentration
- Risk profile
- Market appetite
Independent, evidence-led valuations set expectations properly and speed up negotiations.
For a more in-depth understanding of how valuations work, read our guide “How to Value a Business”
6. Expect the Process to Be Emotional
Even seasoned entrepreneurs underestimate this part.
Selling your company involves scrutiny of:
- Financial records
- Employment contracts
- Shareholder arrangements
- Regulatory compliance
- Personal decision-making
For limited company shareholders, this can feel invasive. It’s normal.
Having a supportive and experienced advisory team around you can make a world of difference. They don’t just manage the process – they manage pressure.
“Choosing the right advisors to help me with the sale process was key from the outset… Entrepreneurs Hub provided a skilled team with a comprehensive approach, but more importantly, they were empathetic and trustworthy partners… buyers also commented on the high level of professionalism.” – Nadim Ednan‑Laperouse OBE, WOW Toys
7. No Company Is Perfect – But Prepared Companies Sell Better
Every business has its flaws. Buyers expect that.
What they don’t tolerate is disorganisation.
Preparation includes:
- Clean, up-to-date financial records
- Clear ownership and Companies House filings
- Documented processes
- Employment structures aligned with TUPE / Transfer of Undertakings (Protection of Employment) Regulations
Small fixes made early protect value later.
This is covered in more detail in our article, “Preparations for Sale that Truly Make a Difference”
8. Choose An Advisor Who Works For You
Choosing the right advisor is crucial. A skilled adviser doesn’t simply list your company.
They:
- Protect confidentiality
- Control information flow
- Identify credible buyers
- Create competitive tension
- Negotiate terms – not just price
Most importantly, they should understand your goals, your business, and what a successful outcome looks like for you.
“Entrepreneurs Hub team were fantastic. They put in a tremendous amount of effort throughout the process. We could never have sold the business without their help. Even the company that bought us … complemented us on how professional, organised, and easy to deal with our advisors were … which made the whole process very smooth.” – Steve Fearn, Silex Ltd
9. Plan Tax Early – Not After Heads of Terms
Selling your business is likely to be one of the largest financial events of your life. A poorly structured deal could mean losing a significant portion of your proceeds to taxes. Tax planning isn’t a post-sale exercise.
Early advice helps:
- Structure shareholder outcomes
- Plan for capital gains tax
- Align shareholders before market approach
- Avoid last-minute restructuring risks
Waiting costs money – good planning protects it.
Understanding the tax implications of selling a business in the UK is vital to ensure that you retain as much of your hard-earned value as possible. To help you understand what to expect and how to prepare confidently read our article – The Essential Guide to Tax Implications of Selling a Business in the UK
“We had financial support from one of Entrepreneurs Hubs financial advisors, who was brilliant, excellent. He understood our model. He helped convert our financial model into a model that the acquirer wanted, which was no mean feat, as well as helping us position our business in the best possible light.” John Sanderson – Hicom Technology Limited
10. Invest in the Right Corporate Lawyer
This is not a general legal job. They are there to protect your interests, anticipate potential risks, and ensure that the deal structure is sound.
Experienced M&A lawyers understand:
- Warranties and indemnities
- Risk allocation
- Completion mechanics
- Post-sale exposure
They anticipate problems before they surface – and protect you when they do.
“We were very lucky or fortunate to have a recommendation from Entrepreneurs Hub for a lawyer who was exceptional, I mean really, really good” John Sanderson – Hicom Technology Limited
In Conclusion: Preparation Creates Choice
The strongest exits are rarely rushed – They’re planned.
By preparing early, understanding buyer expectations, and surrounding yourself with experienced advisors, you retain control over timing, value, and outcome.
At Entrepreneurs Hub, we work with owners long before a sale is imminent. Our role is to help you grow value deliberately and exit on your terms.
Watch our clients talk about their experience of selling and gain first-hand insights on how they successfully navigated the sale process. Hear about their challenges, lessons learned, and advice for owners preparing for sale. Watch Here
Thinking About an Exit in the Next 1–3 Years?
A confidential conversation today can change the outcome tomorrow.
Speak with one of our directors to understand where your value sits now, and how to strengthen it before the market sees you.
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FAQs Selling a Business
How much is my business worth to sell?
There is no fixed figure. UK SME business valuations can range from 3x to 12x profit or more, depending on, sector, trends, buyer demand, and how attractive your company is compared to competitors. A professional valuation will give you a realistic range and highlight ways to increase it.
How much can I sell a small business for?
The typical SME business sold by Entrepreneurs Hub over the last 10 years was valued at approximately £7.5m. Entrepreneurs Hub specialise in the sale of small to medium businesses and valuations vary widely, typically between £2m and £50m. Our average deal value over the last ten years is £7.5m. There are many factors to consider to give an accurate valuation for your business, speak with an expert if you want to know more.
What to do before you sell your business?
Before selling your business it is essential to get a comprehensive professional business valuation, boost profitability without harming long term growth, build a strong management team, strengthen client relationships, streamline operations, enhance brand and market position, thoroughly review legal matters, and most importantly consult a credible M&A advisory. Early and thorough preparation can significantly increase value.
How much is a business worth to sell?
There is no fixed figure. UK SME business valuations can range from 3x to 12x profit or more, depending on, sector, trends, buyer demand, and how attractive your company is compared to competitors. A professional valuation will give you a realistic range and highlight ways to increase it.
How much tax will I pay if I sell my business?
In the UK, business sales are subject to Capital Gains Tax. Business Asset Disposal Relief (previously Entrepreneurs’ Relief) may reduce Capital Gains Tax to 10% on a proportion of qualifying sales, but the amount depends on your circumstances. As part of our service, Entrepreneurs Hub always recommend speaking with a qualified tax advisor before making any decisions.
What’s the best way to sell my business?
The best way to sell your business is:
- Plan ahead, prepare yourself and company properly
- Research thoroughly, identify UK and overseas companies that could benefit from acquiring your business
- Qualify buyers through a thorough process so you can focus on those who are serious
- Create a competitive environment to get the best offers
- Negotiate from a position of strength without letting emotions rule the day
- And if all that seems like hard work on top of running the business, engage an experienced M&A advisor to help you maximise value.
How much is my business worth in the UK?
There is no fixed figure. UK SME business valuations can range from 3x to 12x profit or more, depending on, sector, trends, buyer demand, and how attractive your company is compared to competitors. A professional valuation will give you a realistic range and highlight ways to increase it.