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.
AI-Enhanced Automation for Accounting and Finance Professionals: Leveraging ChatGPT, Copilot & Claude for Innovation and
Productivity.
Join SkyBots’ 2-day Workshop in GOLD COAST with automation expert Daryl Aw to revolutionise your workflow using
cutting-edge Agentic AI tools including Chat GPT, Claude, CoPilot and Gemini. This workshop is built for accountants,
bookkeepers, finance teams, and business owners who want to move beyond basic prompts and turn AI into a reliable, ethical, and practical
system for everyday work.
AI-Enhanced Automation for Accounting and Finance Professionals: Leveraging ChatGPT, Copilot & Claude for Innovation and
Productivity.
Join SkyBots’ 2-day Workshop in MORNINGTON with automation expert Daryl Aw to revolutionise your workflow using
cutting-edge Agentic AI tools including Chat GPT, Claude, CoPilot and Gemini. This workshop is built for accountants,
bookkeepers, finance teams, and business owners who want to move beyond basic prompts and turn AI into a reliable, ethical, and practical
system for everyday work.
Lunch & Learn Workshop // Thursday 22 October, 2026 - 12:00 - 2:30pm
$110 (incl. GST)pp includes lunch & drink on arrival (this is just cost! be prepared for a wonderful lunch)
Bridging the gap between legal and financial expertise in family law. Many practitioners see the legal issue, but the strongest
outcomes for separating clients come from understanding the numbers behind the matter. This practical session provides family lawyers with
the financial fluency to spot issues early, guide clients with confidence, and collaborate more effectively with accountants and financial
advisers.
Hiring entertainers, promotional staff or event contractors for your Christmas function could create superannuation obligations you didn't expect.
Helping a family member buy a property may seem straightforward, but the way ownership is structured today could have significant tax consequences years down the track.
.png)
.png)
.png)
