We're often asked the best way to sell a business. There are two key components at play in the sale of a business: structuring the
transaction; and positioning the business to the market. Both elements are important and can significantly impact your result.
Structuring the transaction covers areas such as pricing the business, the terms and conditions attaching to the sale, key terms in the contract, and ensuring the transaction structure is as tax effective as possible. Much of the structuring is about ensuring the vendors secure the most efficient and effective outcome from the sale. It is about maximising the vendor’s position.
Positioning the business for sale is all about ensuring that you achieve a sale and maximise your price. It covers areas such as
ensuring there are no hurdles within the business that will limit its saleability, identifying the competitive position of the business
within its market segment, ensuring that operating performance is as good as it can be, and that the business benchmarks well in its
market.
Positioning also includes identifying the best time to take the business to the market, how to take it to the market, and who the most
likely buyers will be.
Positioning is about doing everything needed to maximise the probability of a sale occurring, whereas structuring is about getting the best
outcome from a transaction once it has occurred. A lot of people make the mistake of spending most of their energy on the structuring of the
transaction. It is important but only becomes important if the sale is achieved.
Structuring should be addressed first to help identify any key decisions that need to be made but put most of your effort into positioning the business for sale. To do this, you need an objective assessment of how the business compares in its market, its competitive position, and what if any impediments to sale exist – all the things a buyer will look at and look for when they assess your business.
Most buyers believe that we are currently in a buyer’s market and will try to drive down price expectations. Whether or not you
are in a buyer’s market depends on your industry segment but regardless of this, you are in a competitive market. Buyers may be
comparing your business to similar businesses but also opportunities in other industry segments.
Securing a sale at the best possible price is about having your business positioned for sale. Preparation time is needed to achieve this
well in advance of putting your business on the market.
Thinking of selling your business? Talk to us today about preparing your business for sale.
Lunch & Learn Workshop // 4 September, 2026 - 12:00 - 1:30pm
$35pp includes lunch
Many business owners believe growth comes from more sales. But in reality, the strongest and most profitable
businesses grow by improving how the business works, not just by selling more. This session is designed to change that. The
5-Critical Financial Metrics
is a practical workshop that shows you where small, targeted changes can create disproportionately big improvements in profit, cashflow and
sustainability.
Lunch & Learn Workshop // 26 June, 2026 - 12:00 - 1:30pm
$35pp includes lunch
This session is designed to change that. Pricing, Profit &
Your Ideal Client
is a practical workshop that helps you understand where your
profit really comes from,
how pricing decisions affect margins, and why working with clients that align with your business makes a measurable difference to both
profit and cashflow.
Lunch & Learn Workshop // 27 March, 2026 - 12:00 - 1:30pm
$35pp includes lunch
Many business owners are surprised to learn that most businesses don’t fail because they’re unprofitable - they fail because they run
out of cash. This session is designed to change that. Cashflow Essentials is a
practical workshop that shows you how cash really moves through your business, why cash pressure happens, and how to stay in control
- even while you’re growing.
Excellence in Inclusivity and Accessibility recognises businesses for their leadership in creating welcoming, inclusive spaces and ensuring accessibility for all. In this episode, the award-winnings share how inclusion isn’t just the right thing to do - it’s a smart business move.
The Local Community Connection Award recognises businesses with a commitment to strengthening the Mornington Peninsula community through networks, partnerships and social contributions. This episode features the award-winners as they share practical strategies, proven approaches, and inspiring stories that show how community connection isn’t just good for people - it’s sound business practice.
