Selling a business requires more than reaching a valuation target. It begins with understanding where you want the next chapter of the business to go and how your decisions today will influence that outcome. Without clear direction, owners often find themselves reacting to the demands of the M&A process instead of steering it. Establishing your vision, setting your priorities, and building true readiness creates structure in an environment that can otherwise feel fluid and fast moving.
The recent Baker Tilly case study on Cedar Grove shows how these three elements form the foundation of a disciplined approach that supports stronger negotiations and more aligned outcomes. Here is what you need to know.
What’s your vision for the future?
Before you even think about a sale, it’s crucial to define what success looks like for you and your business. This goes beyond a target number. What do you want your legacy to be? Are you looking for a clean exit, or do you (or your family) want to remain involved in some capacity? Answering these questions provides a strategic filter for every decision that follows, ensuring the final deal aligns with your personal and financial aspirations.
Priorities — why the best deal isn't always the biggest
With a clear vision, you can establish your priorities. While a premium valuation is always a key objective, it’s rarely the only factor. The Cedar Grove case highlights the importance of considering cultural fit, employee continuity, and the buyer’s reputation. By prioritizing a partner who shared their values, the owners of Cedar Grove secured not just a great price, but a sustainable future for the business they had built.
Readiness: The foundation of a successful sale
This is where your vision and priorities translate into action. Readiness isn’t a last-minute sprint; it’s a marathon of continuous improvement.
For Cedar Grove, years of cultivating a strong management team, diversifying their customer base, and establishing robust operational processes paid off. This deep-seated readiness instilled confidence in buyers and created a competitive tension that drove the final price well beyond initial expectations.
What’s next?
The journey to a successful sale begins long before you go to market. By proactively focusing on your vision, priorities, and overall business readiness, you can transform a standard transaction into a value-multiplying event. If you’re considering a future sale, the time to start preparing is now. Your Baker Tilly advisor can help you navigate the complexities of this process and co-create a tailored strategy for your unique business needs.
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