Sell with BBNA

How to Sell Your Business and Get More for It

Discover the proven strategies used by BBNA Business Brokers to help business owners prepare, present, and sell for maximum value.

Do you know that only around 30% of businesses on the market actually get sold?

The reason for such poor results is often simple:

Comes to market unprepared — no figures or documentation
Does not generate sufficient profit
Isn’t transferable or saleable
Owner is asking too much

Some businesses have sold in as little as three weeks — why? They were well presented, with excellent documentation, solid systems, great staff, and realistic pricing aligned with the market.

When Is the Best Time to Sell?

Many owners only consider selling when things start to go downhill — due to fatigue, illness, or declining performance. This is rarely when you’ll achieve a premium price.

Ask yourself: “If my business was making the money I wanted, would I still sell?” Whether your answer is yes or no, you should always run your business as if it were ready for sale.

By keeping your business well-organised, documented, and systemised, you’ll not only make it easier to sell — you’ll make it more profitable to own.

The Importance of Planning

“Failing to plan is planning to fail.”

Many business owners never plan, yet survive through sheer determination, strong location, or the strength of their business category. Others plan meticulously but struggle to adapt when things change. The truth lies somewhere in between.

Vision drives values, which guide actions that produce results.

Strategic planning is about understanding where your business is going, defining the values that guide your decisions, and setting actionable goals to achieve those results. It’s not just about having a written plan — it’s about engaging in the planning process regularly.

Planning ensures your business evolves intentionally, not accidentally. This is key to increasing its value and appeal to future buyers.

Four Stages of Business Development

As a business matures, its risk decreases — and its value increases.

Level One: Owner Driven

The owner does everything — high risk, limited scalability, and maximum dependency on one person.

Level Two: People Driven

Key people drive success, reducing risk but leaving vulnerability if they depart.

Level Three: Process Driven

Systems and processes run the business — operations continue smoothly even with staff changes.

Level Four: Culture Driven

A strong culture sustains continuous improvement through both people and systems — the highest value level.

It’s often businesses between Level Two and Level Three that are most attractive to buyers. Identify where you stand — and what it would take to move up a level.

Getting Your Business Ready for Sale

Look at your business with new eyes. Document what it does, how it does it, and where the profits are made. Review your systems — from sales and administration to HR, safety, and finance.

Identify your key customers, staff roles, suppliers, and processes. These details reduce perceived risk for buyers and can dramatically increase your valuation multiple.

Put All Revenue Through the Books

Some owners try to minimise taxation by not declaring all income. While this may have once been common practice, it now undermines the credibility and value of your business.

Buyers — and their accountants, solicitors, and financiers — scrutinise every financial record. Statements like “there’s cash on top” or “there’s huge potential” no longer carry weight.

The best way to achieve maximum value is to have your financial documentation ready for due diligence well before listing your business for sale.

Tip: Consult a bookkeeper, accountant, or financial advisor to ensure your records are accurate and presentation-ready.

Get Expert Support

Financial reporting and documentation are simpler than ever. If you’re unsure where to start, seek professional guidance.

Whether it’s a Bookkeeper, Accountant, Bank Manager, or a Business Coach, there are professionals who can help — and sometimes, the best free advice comes from an AIBB Business Broker right here at Business Brokers Network Australia.

Ready to Sell Your Business?

Work with a professional BBNA Business Broker to prepare, list, and sell your business for the best possible result.

Email Us Find a Broker in Your State

NDA-protected details

Access financials and documents once verified. Your information stays confidential.

Australia-wide specialists

100+ experienced brokers matching buyers and sellers across every state.