Rules of thumb for a successful sale

By Hilde Wuisman

Selling your business is something you usually do only once. This means you only have one chance to get it right. Good preparation is therefore essential. As a Wealth Planner, Hilde speaks to many clients who are about to sell their business to a third party. She has set out 10 key rules of thumb to guide you through this process.

1. Take your time

Transferring a business is often one of the biggest decisions in an entrepreneur’s life. By starting well in advance, you create clarity and avoid making choices under pressure. Time gives you room to consider alternatives and structure the process with care.

2. Organise your business structure

A clear organisational structure, up‑to‑date figures and well‑documented processes make your business easier to transfer. This builds confidence among potential buyers and prevents delays during the sales process. What is well organised is easier to sell.

3. Prepare an information memorandum

An information memorandum describes what your business does, how it generates income and where its growth opportunities lie. This document often forms the basis for discussions with interested parties and helps set clear expectations from the start.

4. Decide what you want to sell

Consider whether you want to sell the entire business or only part of it. This affects your future involvement, risks and income. Making a conscious choice upfront prevents misunderstandings during negotiations.

5. Understand the value of your business

Know what your business is worth, but look beyond the sale price alone. Consider what you will need financially after stepping back or stopping altogether. This gives direction to discussions and helps you make realistic decisions.

6. Make clear agreements about the sale proceeds

The proceeds may consist of a lump sum, an earn‑out, or a combination of the two. Clear agreements on conditions, timing and risks provide clarity and reduce uncertainty after the transfer.

7. Consider carefully what information you share

Not all information needs to be disclosed immediately. By releasing information in stages, you keep control of the process and protect the continuity of your business. Timing is key.

8. Reflect on your future after the sale

A sale does not only mean saying goodbye to your business — it also marks a new beginning. Think in advance about what you want to do after the transfer: stay involved, start something new or step away completely. This helps you make informed choices during the process.

9. Allow yourself some rest after the transfer

A sale brings many changes, both professionally and personally. Take time to settle into this new phase. It helps you look back and ahead with a clear mind, without immediately taking on new commitments.

10. Avoid impulsive decisions

A significant financial change can lead to quick decision‑making. It is especially important at that moment to take things slowly and consider your choices. This ensures the sale proceeds support a stable future.

Are you considering selling your business, or already in the process?

Selling a business is an important step for you, your family and your organisation.

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