Hello there,
After years of pouring everything into your business and building something remarkable, you might find yourself asking: Is it time to exit? How do I maximise my company’s value? What comes next?
I know those questions very well because I’ve been there. Over the past 15 years, I’ve built and sold four businesses across three different service industries, achieving $20 million in total exits. What I’ve learnt is that exiting isn’t just about numbers. It’s about legacy, your team, and your next chapter.
In this week’s newsletter, I’m diving into why most business exits fail, how to prepare for a successful one, and what I learned from my own experience.
Exiting a business is more than just a financial transaction. It’s the culmination of years of hard work, relationships, and strategic decisions. It is also a deeply personal journey. Having been through this process multiple times, I know that while valuations and deal structures matter, the emotional and operational shifts that come with exiting are just as significant.
Stepping away from a business you’ve built is no small feat. It’s a decision that goes beyond financials. It’s about identity, purpose, and what comes next. Having worked closely with founders who’ve gone through this transition, I’ve seen firsthand how preparation and mindset shape the experience.
This week’s edition dives into what it truly takes to sell a business on your terms, offering practical insights for whenever that moment arrives. Whether you’re exploring your next move or simply future-proofing your business, the best time to start preparing is now.
Up to 80% of businesses never sell.
The stakes are even higher for service-based businesses because traditional exit strategies don’t address their unique challenges:
✔️ Over-dependence on the founder
✔️ Difficulty transitioning client relationships
✔️ Team retention risks
✔️ Valuation methods that undervalue expertise and reputation
If you want a successful exit, you need more than just a buyer. You need a strategy.
A well-structured exit isn’t something that happens overnight. It requires careful planning. Here’s the framework that ensures your business is positioned for maximum value and a seamless transition:
The first step is to make your business attractive to buyers by:
✔️ Reducing dependency on you as the founder
✔️ Strengthening operational systems and processes.
✔️ Building recurring revenue streams and scalable models.
✔️ Establishing clear leadership and succession plans.
Once your business is positioned for sale, you need a roadmap to structure the transition:
✔️ Defining your ideal exit timeline and financial goals.
✔️ Engaging the right advisory team (legal, tax, and M&E specialists).
✔️ Creating a confidential strategy to approach potential buyers.
Finally, to secure a smooth transition, you must:
✔️ Identify and negotiate with strategic buyers who align with your vision.
✔️ Navigate the due diligence process with a solid financial and operational case.
✔️ Implement a transition plan to ensure business continuity and leadership stability.
The truth is, the best time to plan your exit was when you started your business.
The second-best time is now.
Even if you're not actively considering selling your business, preparing for the future can set you up for success when the time comes. Here are key indicators that suggest it might be time to start thinking about your exit strategy:
✔️ Your business is heavily dependent on you as the founder.
✔️ Growth has plateaued or slowed down.
✔️ You’re feeling burnt out or ready for a new challenge.
✔️You’re receiving unsolicited acquisition offers.
✔️ Your industry is evolving, and market trends are changing.
✔️ You’re seeking financial stability or personal goals.
✔️ You’ve built a strong leadership team or succession plan.
Whether you're considering an exit in the next few years or just want to understand your options, planning early is key.
This is where I come in
I'm not just another exit consultant. I'm a founder who's built, scaled, and successfully sold service businesses. I know firsthand that exiting isn't just about the numbers. It's about legacy, team security, and your next chapter.
In this 45-minute call, we’ll:
✔️ Assess your current exit readiness
✔️ Identify your biggest value-building opportunities
✔️ Map out your initial exit timeline
✔️ Determine if we’re the right fit to work together
Through Tobin Capital, we’re not just coaching business owners on how to exit successfully. We’re actively buying businesses. We have a network of hundreds of potential acquirers and are always looking for great businesses to invest in, whether through partial stakes or full ownership.
If you’re considering an exit and want to explore opportunities with us, feel free to reach out.
If you're already considering selling, you can submit your business for review for a confidential assessment.
If you know a business owner who’s considering an exit, we offer a referral fee (up to 5%) for any business we acquire through your introduction.
Spread the word and help us connect with founders planning their next chapter!
Exiting a business is one of the most pivotal decisions a business owner will ever make. This book provides a step-by-step guide to building a company that’s not only sellable but also positioned for long-term success. Warrillow dives into how to create systems, build a strong brand, and reduce dependency on the founder—all essential elements for any business exit. During my own journey of selling my agency, I found this book’s insights invaluable, especially when it comes to preparing your business for sale in a way that maximises value and ensures a smooth transition.
If you’re considering an exit strategy or simply want to build a business that can thrive independently, this book is an absolute must-read.
"The goal of building a business isn’t to sell it. The goal is to build something that’s sellable."
- John Warrillow
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Exiting a business is one of the most significant decisions a founder can make. Whether you’re just starting to think about it or actively preparing for a sale, having a strategy in place is crucial.
If this newsletter resonated with you, forward it to a friend or fellow founder who might find it valuable.
We’ll be diving into the critical steps involved in scaling your business for sale. I’ll be sharing insights on how to position your business to attract the right buyers and set the stage for a successful sale.
To your unstoppable success!
Writer, The Success Method