Selling a business is a major undertaking. To achieve the best outcome and valuation, thorough preparation before putting a company on the market is essential. Implementing key strategies in advance allows entrepreneurs to showcase their business's strengths and position it as an attractive opportunity destined for continued prosperity under new ownership. 

Optimize Financial Records Buyers will scrutinize historical finances to assess profitability and growth potential. Take steps to optimize financial records, including having current audited financial statements. Demonstrating consistent, robust revenue and profits makes a business more appealing to prospective buyers. Tidy up the chart of accounts and have clear reporting procedures in place. Being able to proficiently explain financial performance is vital. A business broker such as CGK Business Sales will help gather all needed records. 

Improve Operations With an eye on a future sale, start improving business processes and maximizing efficiency. Eliminate waste. Review pricing strategies. Reducing unnecessary costs expands margins down the road. Enhance productivity by investing in technology, equipment upgrades and staff training. The more optimized and efficient the operations, the better it positions the company for continued success after acquisition.

Evaluate Company Structure Assess your corporate structure from a buyer's perspective. Are agreements and contracts well documented? Is the corporate entity aligned with growth initiatives? Address potential red flags that may hinder a transaction or devalue the business such as pending lawsuits, unclear partnership setups, compliance issues and unresolved disputes with customers or vendors.

Boost Customer Satisfaction A loyal, satisfied customer base is one of the most valuable assets of a company. In the months leading up to a sale, go above and beyond for customers. Resolve any outstanding complaints or issues. Invest in the customer experience including quality assurance and order fulfillment systems to foster higher retention and satisfaction. These efforts can boost sales and profits in the process.

Refresh Brand Image In anticipation of a sale, take time to refresh and polish up your business’ brand image. This could involve updating logo designs, signage, marketing materials both online and offline, and company websites. The goal is to make the business look sharp and ensure branding is consistent across channels and customer touchpoints. Outdated designs or inconsistent visual identities can give off the impression that the company lacks innovation or strategic direction.

As part of the brand refresh, make sure messaging aligns with positioning and your core brand story. Promote the values and competitive strengths that make your company great. Lean into what makes your business unique to get buyers excited about growth opportunities under new ownership. You can even consider a new tagline or slogan to reinforce strategic positioning. Investing in brand refreshment helps stage the business for acquisition by creating intrigue and showcasing strengths. Fresh, modern, consistent branding telegraphs that your company has staying power for continued success in the future.  

Create Business Continuity Plan To attract buyers, demonstrate the business can operate successfully without you at the helm. Document processes, systems and duties to eliminate reliance on the owner's institutional knowledge. Cross-train employees to ensure coverage of key roles. Compile an organizational chart, employee contacts and detailed operations manuals outlining procedures. Preparing a business for sale requires effort but pays dividends through a smooth sales process and optimal valuation. Allow at least 6-12 months for preparation activities before formally putting a company on the market. With sound financials, efficient operations, satisfied customers and a sustainable structure, a business becomes an attractive asset poised for transition to new ownership.