Written by: Andre Scheirlinck
Selling a business is not just another business transaction. It is a unique, strategic and often defining step in the entrepreneurial journey where timing, preparation and understanding of the business and organization are key. Many entrepreneurs who come to us focus on the moment of the deal, but, due to the hectic pace of everyday life, often fail to realize that that preparation for sale starts much earlier.
Not only from a fiscal-legal point of view, but also precisely in the constancy of the business model and the quality of information provision. We still see this during due diligence, where good information provision and the quality of profitability, processes and organizational quality are crucial to completing this phase smoothly. Getting your company ready for sale therefore requires good preparation and is often half the battle.
Analytical insight is the key to a successful sale here. It starts with understanding the reality behind the financial figures: What are the drivers of profitability? What trends are visible in sales, costs, results, working capital and investments? But it goes further on the business model. How does your company compare to the competition? Are customers tied to your brand or still dependent on personal relationships? And, crucially, where is the potential for growth that can be demonstrated to convince a prospective
buyer? How can we make that clear from the data?
By looking at your company through the glasses of a potential buyer and aligning your management information with this perspective, you can strengthen weaknesses and exploit opportunities. For example, a one-sided customer portfolio or processes that are too dependent on one person. These insights enable you to take steps now that will make your company more robust and more attractive to the market.
Preparing to sell your business means not waiting for the perfect buyer, but actively building a business that is ready for the future-with or without you. For good reason, it is often said that you should work on your business and not in it.
A successful sales process hinges on preparation and timing. Analytical insight is not just a tool for this, but an essential part of your strategy. Because the better you understand your numbers, the market and the potential, the stronger you will be when the time comes to sell. With data-driven dashboards, this preparation can be done quickly and efficiently these days. From strategy to KPI!
This article was originally published in Zaanbusiness magazine.