What costs can you expect when selling a business?
Wednesday, August 19, 2026
Anyone wishing to sell their business will incur costs for guidance from a sales advisor. The level of these costs varies by company and sales process. A complex process can end up being more expensive than a simple transaction.
For entrepreneurs, it is therefore important not to look solely at a single rate or success fee. The relevant question is primarily which activities are necessary to properly prepare your business, reach the right buyers, and arrive at sound agreements. In this blog, you will read what selling a business costs, which cost items you can expect, and what to look out for when engaging advisors.
How much does it cost to sell a business?
The costs for the selling a company typically consist of a combination of advisory fees and a potential success fee upon a successful transaction. How the costs are calculated varies by advisory firm and depends on the size and complexity of your business and the guidance required. The most common cost structures are:
Hourly rate
: The consultant records the hours worked and charges them at the hourly rate of the relevant specialist. Rates may vary by position and experience level.
Fixed retainer and success fee
: During the sales process, you pay a pre-agreed fixed fee, usually per phase. In the event of a successful sale, the advisor also receives a success fee, often calculated as a percentage of the transaction value. Thus, the fee consists of a fixed part for the work performed during the process and a variable part that depends on the outcome.
Combination of hours multiplied by rate, retainer, and success fee
: It is also possible to work with a combination of the above forms of compensation. For example, by billing for work on an hourly basis, supplemented by a fixed retainer and/or a success fee upon a successful transaction. Which combination is chosen depends on the agreements with the advisor and the structuring of the sales process.
The costs you ultimately incur depend primarily on the work required and the complexity of the sales process.
What does a success fee entail?
A success fee is a fee that a M&A advisor receives when the sale of your company is actually completed. The success fee is often in addition to the fixed advisory fees or the hours worked during the sales process.
Important characteristics of a success fee are:
Percentage of the transaction value
: The success fee is usually calculated as a pre-agreed percentage of the final transaction value.
Shared interest in higher sales proceeds
: Because the success fee is linked to the transaction value, the advisor has a financial interest in achieving the best possible result. The higher the final transaction value, the higher the success fee for the advisor and the proceeds for the seller.
Payment upon successful sale
: In principle, the fee only becomes due when the transaction is actually completed. As a result, a portion of the advisor's fee is linked to the outcome of the sales process.
Amount varies per transaction
: The percentage depends on, among other things, the size of the company, the expected transaction value, and the complexity of the sales process.
Often combined with other costs
: A success fee usually does not stand alone. Many M&A advisors combine this fee with hourly rates or a fixed retainer for the work performed during the sales process.
By making clear agreements in advance regarding the amount and calculation of the success fee, you know what costs to expect and how the interests of the entrepreneur and the advisor align.
Which factors determine the costs of a business sale?
The costs of a business sale depend primarily on the size and complexity of your company and on the work required during the sales process.
Complexity of the business
: Multiple shareholders, companies, or international activities often require more preparation and coordination.
Number of potential buyers
: A broad sales process Approaching multiple parties requires more work, but can also result in more competition and better sales revenue.
Availability of information
: Up-to-date records and well-organized documentation can make the sales process run more efficiently.
Complexity of the negotiations
: Agreements regarding, for example, a earn-out, seller's loan or reinvestment may require extra time and specialist guidance.
Required specialists
: Depending on the transaction, in addition to the M&A advisor, a tax specialist may also, lawyer or accountant are involved.
The costs of a business sale must therefore always be considered in relation to the specific situation of the company and the work required to carefully execute the process.
Does a mergers and acquisitions advisor pay for themselves?
A good M&A advisor can pay for themselves by creating competition among potential buyers, negotiating shrewdly, and organizing the sales process professionally. The added value lies not only in a potentially higher selling price, but also in better terms, lower taxes for you as an entrepreneur, and greater control over the sales process. Important ways in which an advisor adds value are:
Create competition among buyers
: Approaching multiple suitable buyers simultaneously creates a competitive sales process. When parties know they are not the only interested party, this can lead to sharper bids and better terms.
Achieving a better negotiating position
: An experienced advisor is familiar with standard transaction structures and knows where there is room for negotiation. This involves looking not only at the selling price, but also at factors such as payment terms, guarantees, earn-outs, and your potential role after the sale.
Removing emotion from the negotiations
: For you as an entrepreneur, selling your business is often personal. You have built the company over the years and therefore negotiate not just about numbers. An advisor can maintain more distance and keep business considerations central when conversations become tense or sensitive.
Protecting your interests
: A buyer is typically assisted by experienced advisors who primarily represent the buyer's interests. Having your own M&A advisor ensures that your position and objectives are safeguarded throughout the entire process.
Keeping room for business operations
: A sales process is time-consuming due to requests for information, conversations with buyers, negotiations, and coordination with other specialists. By having an advisor handle the coordination, you can continue to focus on day-to-day operations and your company's performance.
Maintain control over the sales process
: By structuring the process and having various interested parties work according to the same schedule, you prevent a single buyer from taking control too early. This strengthens your position right up to the final sale.
The cost of a mergers and acquisitions advisor should therefore not be compared solely to the number of hours worked. A well-organized sales process can lead to a higher transaction value and better terms, while simultaneously freeing up time to continue managing your business effectively.
Why choose Match Plan?
Match Plan guides entrepreneurs from the initial orientation to the final transfer. As an independent advisor, we ensure a structured sales process in which your interests take center stage. What we do for you:
- We offer complete support from start to finish, from the initial strategic exploration to the formal transfer at the notary.
- With over 30 years of experience, we combine in-depth knowledge of business acquisitions with a personal approach that aligns with your business and situation.
- Our advisors support you with the valuation, approaching suitable buyers, negotiations, and assessing various transaction structures.
- We work independently and transparently, prioritizing your interests throughout the entire sales process.
- Where possible, we create competition between potential buyers to strengthen your negotiating position and reach suitable terms.
- We coordinate the entire sales process, so that you maintain an overview and can continue to focus on daily operations and the future of your company.
Would you like to know how we can assist you with the sale of your business? Please feel free to contact us for a no-obligation consultation.
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