As business owners, we often wear the mantle of responsibility with pride. We believe we’re the ones steering the ship and that no one understands our business quite like we do. However, when it comes to planning your business exit, that “do-it-all-yourself” mentality can actually hold you back. The reality is, a business won’t sell itself. A successful exit requires more than just grit—it demands a team of experts who can help you navigate the process.
In my book, What Is Your Exit Strategy?, I stress the importance of surrounding yourself with the right people to elevate your business’s profitability, value, and potential. While it’s tempting to think that we can tackle everything alone, especially when we’re the ones who built the business from the ground up, the truth is we simply can’t. Just as a buyer will bring their team to assess your business, you, as the seller, need to assemble your own squad of experts to guide you through the complex exit journey.
The Key Players on Your Exit Planning Team
Planning your exit isn’t something you can do solo. The Exit Planning Institute (EPI) poses an important question: Who has a seat at your table? Here’s a look at the essential roles that should be part of your team:
• You, the Business Owner: You’re the visionary. You’re the one making crucial decisions about your future and the future of the company you’ve built.
• Financial Advisor: They’ll help you assess the financial gap and guide you toward long-term wealth security after the sale.
• Certified Public Accountant (CPA): Your CPA will analyze your financials, uncover tax implications, and determine your business’s valuation.
• Attorney: A lawyer specializing in business transitions will handle legal nuances and any industry-specific regulations.
• Board of Advisors: A mix of trusted professionals who offer strategic insights and advice.
• Estate Planner: They’ll ensure the smooth transfer of wealth to your heirs while minimizing tax burdens.
• Mergers and Acquisitions (MA) Advisor: A specialist to help you navigate the complexities of acquisitions and negotiations.
• Investment Banker: The expert who will manage the financial transaction and handle corporate debt issues.
• Risk Advisor: Someone who identifies and helps mitigate risks that could affect the sale.
• Growth Consultant: An advisor who ensures your personal and business goals align to make the transition seamless.
Why Letting Go of Control Can Lead to Greater Success
There’s a common misconception that giving up control means relinquishing power. In reality, empowering your team to take on specialized tasks lets you regain control over the bigger picture. With a team of professionals by your side, you can:
• Boost your profit margins.
• Increase your business’s value and maximize multiples.
• Ensure a smooth, well-aligned transition.
• Avoid costly mistakes due to lack of expertise.
Real-Life Examples: The Impact of a Strong Team
A strategic partner of mine worked with a family-owned agricultural conglomerate facing major succession issues. The second-generation owners had grown the business from two to thirty-one entities over 18 years. Yet when it came time for the transition, they were stuck without a clear successor and limited access to expert help in their small town.
Through persistence and teamwork, they assembled a group of professionals—estate planners, tax attorneys, and agriculture law specialists. Virtual meetings helped bridge the trust gap, and within just nine months, they successfully transitioned the business. By trusting the right people, the owners took back control of their future.
The Cost of Cutting Corners
I’ve also seen what happens when business owners skimp on building a competent team. One business owner in Cleveland relied on his freshly graduated nephew to manage legal negotiations, rather than hiring an experienced lawyer. The outcome? A chaotic and unproductive sale that left the owner disappointed, with a significantly lower sale price. A strong business doesn’t guarantee a successful sale—having the right people in place does.
Closing Thoughts: Collaboration Leads to Success
Selling a business is more than just a financial transaction; it’s a life-changing event. It demands collaboration, expertise, and a clear vision. Business owners who surround themselves with knowledgeable, trusted advisors are more likely to achieve better outcomes—both financially and personally.
If you’re planning to exit your business, don’t go it alone. Build your team, heed their advice, and take the necessary steps to ensure a successful transition—not just for you, but also for your family, employees, and the legacy you’ve worked so hard to create. Your business’s success has always been about teamwork; your exit should be no different.
Final Thoughts on Business Exit Planning
Exit planning is not just a procedural requirement—it’s a strategic, reflective process that can shape your future. By approaching your exit with the same passion and care that helped you grow your business, you can create a plan that secures your legacy and opens doors to new opportunities. The journey is about taking control of your future, ensuring that when the time comes, you’re able to exit on your own terms, confidently and with clarity.
A well-executed exit plan isn’t about simply leaving—it’s about leaving in a way that supports your goals and sets you up for long-term success. Whether your aim is financial security, protecting your business legacy, or ensuring a smooth transition, the right planning will ensure that you exit on your own terms.
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