FOR BUSINESS OWNERS

Selling a business starts
with getting ready.

Before a buyer sees the opportunity, decide what a successful transition means for you. Alianza Partners helps owners think through preparation, transaction strategy and the next chapter of ownership.

Talk about selling your business

YOUR BUSINESS. YOUR NEXT CHAPTER.

Build a sale plan around the decisions that matter.

You do not need to be ready to go to market to start preparing. An early review can help you identify gaps in your records, clarify your role after a sale and separate what you need from what you would prefer.

A sale is not just an asking price. Payment structure, retained obligations, buyer readiness, employee continuity and the handover can all affect whether an offer fits your goals.

Define the outcome before the price

Are you seeking a full exit, a partial transition or a change in day-to-day responsibilities?
How much involvement would you consider after closing, and under what terms?
What matters for your employees, customers and business name?
Which dates are genuine constraints, and which are preferences?
Who else must agree: co-owners, lenders, landlords or other parties?

Prepare a clear operating story

Buyers need to understand how the business earns money and what it takes to keep it running.

Explain products, services and sources of recurring or repeat revenue
Identify customer and supplier concentration
Document the owner’s responsibilities and key-person dependencies
Distinguish recurring performance from unusual income or expenses
Describe working-capital needs, equipment investment and operational risks

How a business sale may progress

Readiness and engagement. Discuss your objectives and available information. Confirm the adviser’s role, services, fees and responsibilities before committing to an engagement.
Preparation and positioning. Organize records and identify questions a buyer is likely to ask. Agree on confidentiality arrangements and what can be shared at each stage.
Buyer discussions and offers. Evaluate buyer fit and readiness alongside price. Compare cash at closing, contingent consideration, seller financing if proposed, and your ongoing role.
Letter of intent and diligence. With counsel, examine the proposed terms, exclusivity and any binding provisions. Buyers may review financial, legal, operational and other records; unresolved issues can change the transaction.
Definitive agreements and transition. Coordinate with the appropriate professionals on the purchase agreement, approvals, closing conditions and handover plan. A signed preliminary proposal does not guarantee closing.

This is a planning framework. The sequence, requirements and scope depend on the business and the agreed engagement.

Seller preparation checklist

Organize these privately before a detailed review. The exact request list will depend on your business:

Historical financial statements, tax returns and current year-to-date results
A supportable explanation of owner compensation and proposed adjustments
Debt, equipment, inventory and working-capital information
Ownership records and material customer, supplier and employment agreements
Leases, renewal options and assignment or consent requirements
Relevant permits, intellectual property and operational procedures
A list of unresolved disputes, obligations or known issues to discuss with counsel

Do not send financial records, employee details or confidential customer information through the general inquiry form. Agree on the appropriate sharing process first.

Questions to ask an adviser

What is included in the engagement and who handles each step?
How will confidentiality and buyer access to information be managed?
How are fees calculated, when are they payable, and are other parties involved in compensation?
How will potential buyers and offers be evaluated?
What work will my attorney and accountant need to perform?
What are the engagement’s term, termination provisions and any continuing obligations?

Read an offer as a whole

Compare the amount payable at closing with any deferred or contingent amounts. Consider the conditions for receiving future payments, required guarantees, working-capital adjustments, transition commitments and the allocation of liabilities. A higher headline price can involve different risks and obligations.

Ask your accountant about tax implications and your attorney about the legal effect of the proposed structure. Financing, where needed, remains subject to lender review and approval. Neither buyer interest nor a preliminary offer establishes certainty of closing.

Common questions from owners

Can I prepare before deciding to sell?

Yes. Organizing records, documenting operations and clarifying personal objectives are useful preparation steps even while you are considering your options. An initial conversation does not establish an engagement or require you to accept an offer.

How much is my business worth?

There is no reliable one-size-fits-all answer. Earnings quality, transferability, industry, concentration, assets, liabilities and deal terms all matter. Start with accurate records and discuss the purpose and scope of any valuation work rather than relying on a general multiple.

How long does selling a business take?

There is no fixed timeline. Readiness, buyer interest, financing, diligence, approvals and negotiations affect the process. Identify any important dates early, but avoid treating a target date as a promised closing date.

What should I include in the first message?

Share only a general description of the business, the region, your reason for considering a transition and your main questions. Save confidential details and supporting documents for an agreed information-sharing process.

Alianza Partners is a specialized part of the Medro Advisors platform. Services, transaction roles and engagement terms are determined individually. This page is general information, not legal, tax, investment or valuation advice. No sale price, buyer, financing or closing outcome is guaranteed.

Discuss your next chapter Explore acquisition capital considerations

Learn about Don McClain, Founder & Principal of Medro Advisors, explore FUNDED, or read Alianza’s latest news and perspectives.

Selling a business startswith getting ready.