When do you start preparing for a business sale?
Wednesday, October 7, 2026
A successful business sale often begins years before the first buyer comes forward. By the company two to three years before the intended sale to make ready for sale, you still have time to improve the value and marketability of your business.
In addition, it is important to think about your own future. Do you want to stop completely after the sale, or remain involved with the company? By considering this in a timely manner, you can work more purposefully towards a sale that aligns with your wishes.
But when do you start which preparations? In this blog, you will read what you can arrange in the years leading up to a business sale and when it is wise to involve a mergers and acquisitions advisor.
What should you prepare two years before a business sale?
It is wise to begin strategic, fiscal, and organizational preparation approximately two years before the desired business sale. During this phase, you still have sufficient time to implement structural improvements that can increase the sales value and transferability of your company.
1. Determine your personal and business objectives
What do you want to achieve with the sale? Do you want to stop doing business completely or remain involved? And do you want to sell the entire company or transfer only a portion of your shares? Also map out the sales proceeds you need to realize your personal future plans. These considerations form the basis for your sales strategy.
2. Map out the current value of your company
A valuation provides insight into the current value of your company and the factors that influence that value. Consider profitability, growth potential, customer dependence, and management quality. This clarifies where improvements are possible and what measures you can take to increase value in anticipation of a future sale.
3. Assess your tax position and business structure
The legal The tax structure of your company can have significant consequences for the final sales proceeds. Consider your holding structure, commercial real estate, and the choice between a share sale or an asset-liability transaction. Because restructurings take time and can have tax implications, it is wise to have your situation assessed with a tax specialist and M&A advisor well in advance of the sale.
4. Reduce dependence on UZeleven as an entrepreneur
When important customer relationships, knowledge, and decisions are strongly tied to you, this poses risks for potential buyers. By transferring responsibilities, documenting business processes, and establishing an independent management team, you make your company more transferable. This takes time, but it gives buyers greater confidence that the organization can function well even without your daily involvement.
5. Work on stable financial performance
Buyers look not only at current profit but also at the development of financial results over several years. Stable revenue, healthy margins, and predictable cash flows make your company more attractive. By working on your profitability in a timely manner, you can demonstrate a stronger financial track record during a future sale.
6. Meet a mergers and acquisitions advisor
Even if a business sale lies several years in the future, it can be wise to start discussions with a mergers and acquisitions advisor now. An advisor can assess, from the perspective of potential buyers, where the key areas for improvement lie and which preparations should be prioritized. This allows you to work towards a sale in a targeted manner, without immediately starting a sales process.
In this first phase, therefore, the focus is not yet on finding a buyer, but on laying a solid foundation for the future sale. By determining in a timely manner where your company stands and what improvements are needed, you can work on these in a targeted manner over the coming years. This prevents important decisions from having to be made only under time pressure during the sales process.
What do you need to arrange approximately a year before the sales process?
As the sale approaches, it is time to further prepare your business for sale. Ensure that your financial records, contracts, and business structure are in order, and address the key points from the earlier preparation. This will prevent unnecessary delays when the sales process actually begins.
1. Ensure reliable financial records
Potential buyers want insight into your company's financial performance and future expectations. Therefore, ensure you have up-to-date annual accounts, interim figures, substantiated forecasts, and an overview of debts and liabilities. Also, make one-off costs and revenues transparent so that buyers can properly assess structural profitability.
2. Check legal documents and contracts
During the due diligence investigation A buyer checks, among other things, customer contracts, employment contracts, lease agreements, and financing arrangements. Check these documents in advance for missing information, obligations, and any restrictions regarding a transfer of ownership. This reduces the risk of delays or additional negotiations.
3. Complete tax and legal preparations
Check whether the previously established adjustments to your business structure have been implemented and whether there are any outstanding tax or legal points of attention. Additionally, map out what you actually retain from the sale after taxes and selling costs. This helps you financially assess various sales scenarios.
4. Determine your sales strategy
Not every buyer views your company in the same way. strategic buyer may be interested in economies of scale or expanding market share, while a investment company primarily looks at growth opportunities and future value creation.
Therefore, determine which types of buyers align with your objectives and how you wish to approach these parties. In doing so, take into account not only the potential selling price, but also the terms and the future of your company.
By getting these matters in order beforehand, you can enter the sales process well-prepared. You have a clear picture of your financial and legal position and know which buyers align with your objectives. This reduces the likelihood of unexpected obstacles, allowing you to focus on finding the right buyer and negotiating the terms during the sales process.
When will you start the actual sales process?
When your company is sufficiently prepared and you decide to actually sell, the process begins. sales process. Together with a mergers and acquisitions advisor, you further develop the sales strategy, potential buyers are approached, and negotiations begin. A sales process typically takes nine to twelve months, but can take longer depending on the company, buyer interest, and negotiations.
1. Further develop the sales strategy
Together with your M&A advisor, you determine how your company will be positioned in the market. Will a few specific buyers be approached, or will you opt for a broader sales process? By approaching multiple suitable parties simultaneously, you can create competition and strengthen your negotiating position. The desired terms of sale and the schedule for the process are also established at this stage.
2. Prepare the sales documentation
To properly inform potential buyers, a anonymous company profile and a information memorandum prepared. The company profile is used to approach interested parties without immediately disclosing the identity of your company. The information memorandum subsequently provides more extensive insight into the activities, financial performance, market position, and growth opportunities of your company.
3. Approach and select potential buyers
Based on the sales strategy, suitable buyers approached. Interested parties receive additional information after signing a confidentiality agreement and may be invited to submit a bid. Subsequently, the bids are evaluated based on, among other things, price, conditions, financing and the buyer's plans for your company.
4. Go through the due diligence investigation and the negotiations
After agreement on the key principles, the due diligence investigation follows. During this process, the buyer verifies your company's financial, legal, tax, and commercial information. The findings may lead to additional negotiations regarding the price or terms. Subsequently, the final agreements are recorded, and the sale can be formally concluded once all conditions have been met.
The sales process requires careful consideration of both the price and the terms under which you transfer your business. Good guidance helps you critically assess bids, limit risks during negotiations, and make agreements that align with your personal and business objectives.
Why does timely preparation increase your sales opportunities?
Timely preparation increases your chances of selling because potential risks are addressed sooner, the business becomes more transferable, and you have more room to find the right buyer. The benefits of making a business ready for sale are:
Better sales conditions
: By improving profitability, business structure, and transferability, your company can become more attractive to potential buyers.
Fewer risks during the sales process
: Financial, legal, and tax concerns are identified early and resolved where possible.
Stronger negotiating position
: When you are not under direct time pressure, you can carefully compare various buyers and proposals.
More peace and clarity
: A clear plan helps keep the sales process manageable, while allowing you to continue focusing on day-to-day business operations.
Good preparation therefore offers not only financial benefits but also gives you more control over the timing and conditions under which you part ways with your business.
Why choose Match Plan?
Match Plan assists entrepreneurs with the preparation and sale of their business, from initial orientation and valuation to the final transfer. As an independent M&A advisor, we help you make your company ready for sale in a timely manner and guide you through the entire sales process. Your personal and business objectives are central to this. What we can do for you:
- We assist you in preparing for your business sale in a timely manner. We identify the factors that influence the value and marketability of your company and where improvements are possible.
- With over 30 years of experience, we combine in-depth knowledge of business acquisitions, valuations, and financing with a personal approach that aligns with your company and objectives.
- Together with you, we determine the right sales strategy, taking into account the desired timing of the sale, the sales proceeds, and your personal future plans.
- By approaching multiple buyers simultaneously, we create competition in the sales process. This strengthens your negotiating position and increases the likelihood of attractive offers and terms.
- We guide the entire sales process, from initial strategic exploration and valuation to buyer outreach, negotiations, due diligence, and the formal transfer.
Are you considering selling your business within a few years and would you like to know what preparations you can make now? Feel free to contact us for a no-obligation consultation with one of our M&A advisors.
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