Know When you’ve Won (and it’s Time to Sell Your Business)
Professional success can be addictive. While that ‘addiction’ has probably been a pivotal factor in you becoming the accomplished entrepreneur you are today – with the prosperous company to prove it – it can mean you become blinkered to the bigger picture and you might miss the signs that it’s time to sell a business.
The ‘bigger picture’ looks different for everyone. For those early on in their career, it might mean moving onwards and upwards towards a more challenging business opportunity elsewhere. Maybe you’ve taken this particular venture as far as you set out to. The more experienced business owners amongst you might be thinking about cashing in a lifetime of hard work so you can retire and spend more time with family. Others might feel money rich but time poor, just craving more time for themselves with less of the daily demands that can go hand in hand with running a thriving enterprise.
Winner takes all
Entrepreneur’s Hub Director, Malcolm Murray, recalls a conversation he had business owner a few years ago who was coming to the realisation that it was the right time to sell his business.
“He said there were two signals that highlighted to him that it was time to sell – the first being he couldn’t switch off from his business, even when he was on holiday. Time off is a key part of sustained productivity, not to mention good health. But he said what really showed it to him was something his wife said – you need to know when you’ve won.”
What she meant by that is that he had accumulated significant financial assets for his family, the business was going well… yet it he could keep chasing the next thing, and the next, and the next if he let his addiction to achieving more and more take over. Now was the time for him to step back, acknowledge the fruits of his labour and do other things with his life.
Your raison d’être = their reason for buying
A consistently strong turnover, flourishing profits and a productive workforce with desirable skills are all feathers in the cap of the ardent entrepreneur. As a business owner, you want to leave your workplace at the end of each day with the satisfaction that your business exemplifies all these features.
Throughout the many years we’ve supported business owners throughout the process of selling their company, more than a few have told us that their business success has also become part of the fabric of their identity. It’s not just a valuable asset and what you DO, sometimes it feels as if it’s who you ARE.
It’s understandable how difficult it might feel to walk away from that.
Quit while you’re ahead
Don’t be blinded by your own success. As we explained in our blog 5 Signs it’s the Right Time to Sell Your Business the same aspects that fuel you to keep going with your business are what potential buyers are looking for. Your reasons for getting out of bed each day are highly desirable selling points to them.
Being able to market your business for sale and advertise positive aspects such as keen customers, healthy figures and happy, talented staff will create a very attractive buyer proposition and allow you to command a higher price.
Become so dazed with the headiness of your career triumphs and you risk hanging on to your business too long, by which point those assets might have lost some of their worth.
How do you know you’ve ‘won’?
It can be tricky to get perspective on your own situation, so here are some questions you can ask yourself to assess where you might be in terms of your appeal to potential acquirers, right now…
- Does turnover demonstrate steady year on year growth? An upward line on the graph is a green flag to any buyer
- What does your workforce look like? A blend of seasoned experts and new talent with fresh ideas proves strong staff retention and attractiveness to the best young candidates in the field
- Are you setting trends? A new product, in-demand service and/or a renowned brand with a resonant message will be recognized by acquirers at forefront of your industry – those prepared to pay a premium for such a strategic investment
- Is there a gap in the overseas market for your offering? Even if you feel like a small fish in a big pond here in the UK, you could become the market leader in another country where the industry is less established, so consider your global appeal
- How exit ready are you? If your business is as organised as it’s successful, savvy acquirers will be hooked by the prospect of compliant and orderly documents such as contracts and leases. A lack of preparedness will give the impression of chaos behind the scenes – which is rather less appealing and could even devalue your business
Have you reached the finish line? Is it time to sell up? Entrepreneurs Hub is an experienced corporate finance company who can help you discover if it’s the right time for you to sell a business. If so, we can support you as you get exit-fit and help you sell for maximum value.
Contact us for confidential advice on 0845 067 8678 or email info@entrepreneurshub.co.uk
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FAQs – Selling Your Company
How do I sell my business in the UK?
Selling a business in the UK typically involves preparing financial information, obtaining a valuation, identifying suitable buyers and negotiating the terms of a sale. Most owners work with an M&A adviser to manage the process confidentially, approach qualified buyers and maximise the value achieved.
At Entrepreneurs Hub, we talk about five key areas that make the difference between success and failure when selling your business. Read more…
What is my business worth?
A business is typically valued using a multiple of its profit, usually EBITDA or adjusted net profit. The multiple depends on factors such as growth potential, recurring revenue, customer diversification and management strength. Professional valuation provides a realistic price range and helps position the business effectively for buyers.
Determining your business’s value is more than just calculating a number it’s complex with key factors, that said the basic equation is actually quite simple. Read more…
How long does it take to sell a business?
Selling a business in the UK typically takes between six and nine months from preparation to completion. The timeline depends on business readiness, buyer demand and the complexity of due diligence. Early preparation and clear financial reporting can help shorten the process.
When is the best time to sell a business?
The best time to sell a business is when it is performing strongly, growth prospects are clear and you are not under pressure to sell.
Business owners often achieve the strongest outcomes when:
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Profits and revenue are growing
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Financial records are clear and well prepared
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There is visible future growth for buyers
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The owner has planned the sale 12–18 months in advance
Market conditions can also influence valuations. Strong buyer demand, sector growth and favourable economic conditions can increase acquisition activity, but a well-prepared business can attract interest in most markets.
Deal activity often increases during spring and autumn, although transactions complete throughout the year. In practice, preparation and business performance usually matter more than trying to perfectly time the market.
Ultimately, the best time to sell is when both the business and the owner are ready, with the company positioned to demonstrate strong value to potential buyers.
Do I need an adviser to sell my business?
Many business owners choose to work with an M&A adviser to manage the sale process. Advisers help value the business, approach qualified buyers confidentially and negotiate terms. This structured approach can increase the likelihood of achieving a higher value and a successful transaction.
How is confidentiality protected during a sale?
Confidentiality is protected through controlled information sharing, anonymous buyer approaches and strict non-disclosure agreements. Potential buyers receive limited information initially and must sign an NDA before any sensitive details are released. Business owners approve prospective buyers and maintain visibility over all documentation throughout the process.
How do I value my business before selling?
Valuing a business before selling usually involves analysing profitability, identifying valuation multiples and assessing key value drivers such as recurring revenue and customer concentration.
What’s the quickest way to sell a company?
Selling a business quickly is possible, but speed shouldn’t come at the expense of value or deal security Read more…
What’s the best way to sell a business online?
Yes, you absolutely can sell a business online. Many platforms specialise in connecting business sellers with buyers. Read more…