Preparing the sale



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Preparing the business sale
Preparing the sale

This Stage is about taking decisive action. Only after first understanding the underlying key aspects of your value proposition to customers, and the chain of activities underpinning it.

It’s action with a specific purpose. It takes the findings from your detailed analysis to identify key change measures for short term implementation. To make the business look and perform better over the coming months, without inflicting any longer term damage.

Of course, you may decide not to change anything and go straight to market. That’s your choice, but it’s advisable to make a considered judgment before moving on. more..

Either way, a review of key internal information and figures, along with priority facts and trends from the external trading environment, provides essential content for the Sale Memorandum. This document provides a synopsis of your business and its future prospects, which serious prospective buyers of your business will want to see. The quality of the Sale Memorandum’s information and presentation will undoubtedly leave an impression on any prospective buyer, and influence their decision on whether to move to the next stage.

An additional benefit of this preparatory work is that you’ll be more confident about the data inputted to ExitAdviser’s business Valuation Tool, to identify a price range for the business, from which a final asking price can be selected.


It's highly likely that you'll already have a view on the value of your business. This may have been the key factor influencing your decision to sell the business in the first place.

Further, it may be that future personal plans depend critically on achieving your target selling price, or close to it. This may, or may not, be realistic.

ExitAdviser offers a proven, robust method to work out the business value. This online tool presents a range of possible values from which you can make your final decision.


Actions to take:

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Expected outcome

Asking price chosen.


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When it comes to communicating information about your business to a potential buyer, the Sale Memorandum is a key document. Investment of time in research, analysis and professional presentation of key information in the Sale Memorandum can pay dividends in terms of realizing a good price for your business. It also sets out the asking price and the terms and conditions on which you’re prepared to sell the business.

Key sections of the Sale Memorandum present summaries of the external trading environment to highlight key facts and trends, along with overviews of your business model, main activities and financial performance. It can also reassure potential buyers that you’re in control of the business, and that you’ve made contingency plans to deal with any emerging issues.

The Sale Memorandum also drives content for the online promotional campaign. To ensure that the proposition portrayed is strong and consistent, thereby attracting attention from the most appropriate potential buyers.


Actions to take:

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Expected outcome

Sales Memorandum prepared.


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This requires you to make an honest, realistic assessment of your latest business valuation.

Can you give convincing arguments in support of the data you entered in the ExitAdviser Valuation Tool. If you can, and you were satisfied with the valuation result, then there may be little or no further action needed before going to market.

On the other hand, there may be a number of identifiable short term changes which, if made in the next few weeks or months, would make your case more solid and defendable, or even increase the valuation.

If you take this route the Checklist of Short Term Changes helps prioritize the necessary actions, assigning clear responsibility, timings and a budget.


Actions to take:

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Expected outcome

Checklist of short term changes prepared.


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