What does it take to sell a business? Start increasing its value today

Many business owners only think about selling when they are already tired. But that's exactly when the business is worth less. The ideal is to prepare the company as if it were a transferable asset — even if the sale never happens.
The reason is simple: a business that can be sold is, by definition, a business that runs well.

1. A sellable business doesn't depend on the founder's presence

If everything revolves around a single person, then it's not really a business — it's just a well-paid job. And that’s not sellable.

To prepare a company for a potential sale (or succession), it's essential to:

• Create processes that function without constant oversight from management

• Keep clear records of what is done, how it's done, and by whom

• Ensure that clients are loyal to the company — not just to the founder

2. Organized accounting, signed contracts, and full formalization

A company without clear financials or with too many informal arrangements loses value — or might not interest a buyer at all.

To build trust in the market, make sure to have:

• Updated and transparent accounting

• Formalized relationships with employees and suppliers

• Tax and legal matters fully in order

It may seem bureaucratic, but this is what separates an “organized” company from an “improvised” one.

3. The business history must be documented

A buyer wants to know exactly what they are acquiring. That means providing:

• Historical data on sales, margins, costs, and profits

• Information on main products, sales channels, and strategies used

• Clear explanations for recent financial results

This documentation isn’t just for outsiders — it’s a useful management tool even if the business is never sold.

4. Clients, team, and systems: the value triad

Three elements strongly influence a company’s value:

• A loyal and recurring customer base

• A team that knows what to do and wants to stay

• Systems (technological and operational) that make work more efficient

The stronger this structure is, the more attractive the business will be to potential buyers — and the higher its value.

Conclusion

Selling a business doesn't happen overnight. It's the result of years of preparation — or the lack of it. Even if selling is not the goal, treating the business as a transferable asset helps to:

• Better organize operations

• Reduce critical dependencies

• Increase the business’s value — with or without a sale

Well-prepared businesses are worth more — both in the market and in the lives of their founders.