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The Roadmap

Successful exits are rarely decided during due diligence. They are shaped in the months and years beforehand. Preparing the foundation to sell your company means building a business that can operate without you, telling a credible growth story, and ensuring your financials withstand scrutiny when buyers look closely.

This chapter focuses on the steps owners can take early to reduce risk, improve clarity, and increase negotiating leverage long before entering the market.

Core Lessons

  • Replacing Yourself: Why businesses that depend on their founder often carry more risk and command lower valuations, and how to build depth before it matters.
  • Preparing for life after the exit: Why many owners experience regret after selling, and how to begin designing what comes next before a transaction occurs.
  • Financial Readiness: How market conditions, industry dynamics, and company performance affect outcomes, and why waiting for “perfect timing” can backfire.
  • Telling the Right Story: How buyers evaluate future opportunity, and how to present a growth narrative anchored in historical performance.

Note: The ‘Roadmap’ and ‘Core Lessons’ provided are conceptual frameworks based on the author’s experience. Every business sale is unique. Implementing these strategies does not guarantee an increase in company valuation or a successful closing. Consult with your legal, accounting or other financial advisors before making operational changes based on these materials.

Chapter Objectives

  • 01 Establish the Prep-Timeline
  • 02 Audit Revenue and Operational Quality
  • 03 Institutionalize Knowledge and Leadership
  • 04Reduce Owner-Dependent Risk

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Sample Adjusted EBITDA

Excel file showing the build from revenue to net income to EBITDA and then removing non-recurring expenses or expenses that wouldn't continue under different company ownership to arrive at Adjusted EBITDA.

Sample Buyer's List

Excel file showing an example buyer's list with sample contacts. Remove those names and begin using this as a repository for unsolicited inbound interest in your company.

Sample CIM 01

Sample CIM taken from public sources. Originally from 2006, this CIM hits on all the major aspects you'd see in a book today.

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