Opportunity favours the prepared…
For many baby boomer owners, selling the business is both exciting and confronting.
On one hand, it’s a chance to unlock decades of hard work. On the other hand, it’s deeply personal your business isn’t just an asset; it’s part of who you are.
What we’re seeing across the market is this: many owners built great businesses but haven’t planned their exit.
As more businesses come to market, preparation is becoming the key differentiator between:
- A smooth, wellpriced exit
- And a rushed sale at a discount
Common challenges for boomer sellers:
- No written exit or succession plan
- Heavy reliance on the owner for customers, staff, or decisionmaking
- Financials that don’t clearly demonstrate value
- Valuation expectations based on emotion, not evidence
- Forced timing due to health, burnout, or life events
In a “Grey Wave” environment, buyers have more choice and they are more selective.
What smart sellers are doing now:
- Starting exit planning 3–5 years in advance
- Building management depth and delegating authority
- Documenting systems and processes
- Cleaning up financial reporting
- Exploring multiple exit options, not just one
The earlier the preparation starts, the more control and value the owner retains.
Snapshot:
- Over 60% of SME owners have no formal succession plan
- Businesses that rely heavily on the owner typically achieve lower multiples
- Early exit planning can materially improve value, deal terms, and certainty
“In a market flooded with choice, only wellprepared businesses will achieve premium outcomes. Preparation is no longer optional.”
