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.
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Familiarise yourself with auction rules and terminology. Understand how vendor bids work, and clarify all sale terms before auction day.
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The Australian office market is showing encouraging signs of recovery in 2025.
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While the month began with constructive discussions and agreements between the US and some of its trading partners, uncertainty returned to the market after President Trump threatened to impose new tariffs on Europe and multiple large corporates such as Apple, Samsung and Mattel, and again near month-end as the Court of International Trade deemed the global tariffs to be “contrary to law.”
Planning ahead can prevent surprise tax bills and smooth out your cash flow.
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The Northern Territory's commercial property market is experiencing significant growth, with Darwin emerging as a new hub for investors across multiple sectors.
The surge in confidence comes amid February's interest rate cut and expectations of further reductions throughout 2025, creating a more optimistic outlook across most sectors and states.
To be eligible to make a downsizer contribution to your super, you must be aged 55 or older and have owned your home for at least 10 years prior to the sale.
The investment market volatility that kicked off in March 2025 has felt like a punch, particularly for those in or nearing retirement.
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