4 Tasks to Build a Business to Sell

For many founders, the dream isn’t just to build a thriving business, it’s to one day sell it for a price that reflects years of hard work. But most business owners don’t think about selling until it’s too late. By then, burnout has set in, financials are messy, and the business is overly dependent on the owner. The result? Missed opportunities, lower valuations, and deals that fall apart.

If you want to set yourself up for a successful exit, here are four key tasks every founder should focus on:

1. Sell Before You Burn Out

One of the biggest mistakes founders make is waiting until they’re exhausted to sell.

Selling a business is a demanding process that requires energy, focus, and stamina to navigate negotiations, due diligence, and transition planning. If you wait until you’re burned out, you won’t have the bandwidth to maximize your opportunity.

The better move? Start planning your exit while you still have momentum. This allows you to show up with confidence and negotiate from a position of strength.

2. Keep Your Books Clean

Messy financials are one of the biggest deal-killers. Buyers need accurate, transparent numbers to evaluate your business, and disorganized books can slow down or even derail a sale.

Long-term financial expertise is critical. Partners like Colson Strategies can help with:

Bookkeeping

• Financial recording

• Invoicing & bill pay

• Payroll processing

• 1099 support

• Monthly check-ins

Controller Services

• Budgeting & forecasting

• Internal controls

• Process optimization

• Financial team leadership

Strategic Planning

• Trend analysis

• Decision-making support

• Aligning financial moves with your vision

Clean, reliable financials don’t just make daily operations easier and they make your business far more sellable.

3. Focus on Profitability (EBITDA)

Revenue matters, but buyers focus on EBITDA (earnings before interest, taxes, depreciation, and amortization) the true measure of profitability.

A business that generates consistent profit commands a higher multiple than one that only looks good on the top line.

If you’re planning an exit, don’t just chase growth, chase profitable growth.

4. Reduce Owner Dependency

If your business can’t run without you, it’s not truly sellable. Owner dependency is one of the biggest risks to buyers.

The solution? Build systems, empower your team, and document your processes. The more your business thrives without you, the more valuable it becomes.

When you know it’s time to work with a M&A Advisor like Jim Shaub!

Once your business is positioned for sale, a professional advisor or broker can make a huge difference. A good advisor can:

• Help you find the right buyer

• Negotiate favorable terms

• Spot potential red flags

• Alleviate stress and workload

• Maximize the overall deal value

For many founders, the right advisor pays for themselves in the additional value they help unlock.

Building a business you can sell doesn’t happen by accident. Focus on these four tasks:

1. Sell before burnout

2. Keep your books clean

3. Focus on EBITDA/profitability

4. Reduce owner dependency

Plan ahead, get the right financial support, and consider an experienced advisor. Doing so will give you the confidence and control to walk away from your business on your terms and for the value it’s truly worth.