You can sell a business without an adviser. Plenty do. But the owners who walk away with the most — the right price, on the right terms, with the least tax and the fewest regrets — almost always started with one conversation years earlier: what do I actually want, and what will it take to get there? That is the exit adviser’s job. Not to sell for you, but to give you clarity on your goal and a plan to close the gap between today’s business and the one that funds your next chapter. Ready to talk to one now? Browse vetted exit advisers →
1. Clarity on the goal comes before everything
“Enough” is not a plan. An adviser starts by pinning down the specifics: the after-tax sum you need to fund retirement or the next venture, the timeframe you’re working to, whether you want a clean break or a staged handover, and what role — if any — you want afterwards. These answers shape every decision that follows, and getting them wrong is expensive. Deciding you need $2m two years too late is a very different conversation to deciding it five years out.
2. Know your number today — honestly
The other half of the gap is where you stand now. Most owners over- or under-estimate what their business is worth, because value is about maintainable earnings, risk and transferability — not the hours you’ve poured in. An adviser gives you a defensible current valuation so the starting point is real, not hopeful.
3. See the gap — and treat it as work, not luck
Once you know your goal and your current value, the difference between them stops being a vague worry and becomes a defined target. That gap is not closed by hoping the market improves — it’s closed by lifting earnings and reducing the risks that drag on your multiple. An adviser translates the gap into a value-building plan with a realistic timeframe, so you know exactly what has to change and by when.
4. Building value is the point — not just selling
The most valuable work happens years before the sale. Reducing how much the business depends on you, diversifying customers, cleaning up financials, growing recurring revenue — each of these lifts both the multiple a buyer will pay and the earnings that multiple is applied to. An adviser sequences these moves so your effort lands where it changes the number most. See the eight value levers →
5. The tax and timing an adviser sees that you can’t
Two owners can sell identical businesses for the same price and keep very different amounts. The small business CGT concessions can dramatically reduce — sometimes eliminate — the tax on a sale, but the structures often need to be in place well before you go to market. An adviser spots these levers early, while there’s still time to act, so more of the price you build actually reaches your pocket.
Exit planning services: what’s included
A typical engagement covers: a goal-setting and exit-readiness assessment; a baseline valuation, or coordinating an independent one; a value-building roadmap with owners and deadlines; a tax and structure review alongside your accountant; advice on the exit route — sale, succession or buy-out; and coordination of the broker, lawyer and valuer once the exit is live. Some advisers work on a fixed project basis, others on a retainer through the two to three years of preparation.
What does an exit planning adviser cost?
Expect anywhere from a few thousand dollars for a one-off exit-readiness review, to a monthly retainer for a multi-year engagement, to a success-fee component on larger transactions. The structure matters less than the alignment: you want an adviser paid to grow your outcome, not just to close a deal quickly.
6. So — is it worth the fee?
A good adviser typically pays for themselves many times over — through a higher sale price, better terms, and tax saved. But the real value is quieter: you stop drifting toward an exit you haven’t defined, and start steering toward one you have. Clarity on the goal, an honest read on today, and a plan to close the gap — that’s the difference between selling when you’re forced to, and selling on your own terms. When you’re ready, you can find an accredited exit adviser near you.
Common questions
An exit adviser helps you define your goal, get an honest read on what the business is worth today, and build a plan to close the gap — sequencing the value-building work, coordinating tax and structure, and planning for life after the sale. They advise on the whole transition, not just the transaction.
Ideally two to three years before you plan to sell, so there is time for the value-building and tax structuring to work. Earlier is better — starting early keeps every option open and doesn't commit you to selling early.
For most owners, yes — a good adviser typically returns far more than they cost through a higher price, better terms and tax saved. The bigger benefit is clarity: steering toward an exit you've defined rather than drifting into one you haven't.
This guide is general information only and does not take account of your personal circumstances. It is not financial, tax or legal advice. Speak to a qualified adviser before acting.