Advanced Strategies for Maximizing Business Value During a Sale From the Globe & Mail (Part 2/2)
In Part 1, we explored the foundational steps for preparing your business for sale, from cleaning up your financials to building a lean and sale-ready operation.
Now, let’s take things further by diving into advanced strategies to boost your business’s value and ensure a smooth and profitable sale.
Selling a business isn’t just about highlighting what you’ve done in the past, it’s about showcasing its future potential. Here’s how you can make your business irresistible to potential buyers.
Don't forget to download your free copy of the Globe & Mail article here:
1. Strengthen Operational Continuity
Buyers want confidence that the business will thrive long after the sale, and a strong management team is essential for this. Focus on:
Building streamlined systems and processes that minimize reliance on you as the owner.
Empowering staff to take on leadership roles and run the day-to-day operations.
This approach reassures buyers of smooth operations post-sale. If you’re considering selling to an Employee Ownership Trust (EOT), having a capable management team in place becomes even more critical to preserving the business’s success under employee ownership.
2. Sell the Future, Not Just the Past
While past performance is an important indicator of your business’s viability, buyers are often more interested in its growth potential. Create a compelling roadmap for the future by:
Outlining opportunities for expansion, whether through new products, markets, or services.
Highlighting scalability and efficiencies that could increase profitability.
A clear growth plan creates excitement, positions your business as a forward-looking investment, and can positively influence valuation multiples. (remember the multiple includes a growth rate component)
3. Leverage Tax-Saving Opportunities
A successful sale isn’t just about securing a high price, it’s also about keeping as much of the proceeds as possible. Canadian business owners have access to several tax incentives that can reduce their tax burden when selling.
Lifetime Capital Gains Exemption (LCGE): In 2025, owners of qualified small businesses can claim up to $1.25 million in tax exemptions.
Canadian Entrepreneurs’ Incentive: Offers an additional $2 million in capital gains exemptions for qualifying transactions.
EOT Exemptions: Sales to an EOT can qualify for exemptions on up to $10 million of capital gains, provided regulatory requirements are met.
Working with experienced advisors can help you navigate these options and maximize the financial benefits of your sale.
4. Make Your Business Stand Out in the Market
Your business is competing for attention in a crowded marketplace. (and its about to get more crowded) To capture a buyer’s interest, clearly differentiate yourself from competitors by emphasizing:
Unique selling points (e.g., proprietary products or services).
Customer demographics or niche markets you dominate.
Exclusive partnerships or distribution channels.
Positioning your business as a "diamond" among competitors can help attract higher-value offers.
5. Maintain Confidentiality and Work with Experts
Information leaks can harm your business during the sale process. Maintain strict confidentiality to avoid disruptions among staff, customers, and competitors. Hiring a Chartered Business Valuator (CBV) early in the process can help you:
Determine an accurate benchmark price for your business.
Ensure your valuation aligns with market realities while protecting your company’s interests.
Professional advisors bring expertise and objectivity to the negotiation table, increasing your chances of a successful sale.
Timing Is Everything
The macroeconomic environment is stabilizing, making this an opportune time to explore a sale. With proper planning and execution, you can maximize both the value of your business and the proceeds you receive.
At Malahat Valuation Group, we’re here to help you every step of the way from assessing your business’s worth to advising on the best strategies for a profitable sale.
Ready to take the next step? Contact us today to learn how our valuation, appraisal and business succession planning services can help you achieve a successful exit.
Malahat Valuation Group specializes in business valuation and real estate appraisals to owners of privately owned companies and their professional advisors.
When owners need to leverage, sell or reorganize their assets, we answer the age-old question "What is it worth?".
We provide our clients and their advisors peace of mind by preparing professional valuations that stand up to scrutiny from lenders, the Courts, and the Canada Revenue Agency.
Malahat Valuation Group Inc.
(250) 929-2929
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