Selling Your Business in Australia: The 10-Step Exit Strategy

Thinking about selling your business — now or in the future? Your success won’t just depend on finding the right buyer. It depends on preparation, timing, and the steps you take well before you go to market.

Drawing on insights from PwC and Synergy Accountants, we’ve combined the most important actions business owners should take to get “exit ready.”

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1. Know Your “Why” — and Be Clear on Timing

Buyers will always ask why you’re selling. Your answer shapes their confidence. More importantly, it helps clarify your goals — financial, personal, family — and whether this is truly the right time.

Aim to start planning 12 to 24 months in advance.

2. Make Yourself Redundant

If your business can’t operate without you, it will be discounted — or unsellable. Delegate. Document systems. Build a capable management team. A business that thrives without its owner commands a stronger price.

3. Clean Up Financials and Legal Structure

Polished, transparent books are essential — but it doesn’t stop there. Define what you’re selling (assets, goodwill, shares). Identify and resolve any legal risks, employee liabilities, or lease issues.

4. Boost EBITDA and Leave Upside

Many businesses are valued based on a multiple of EBITDA. Every dollar you can consistently add now is worth several at sale. But don’t fully realise every growth opportunity — buyers pay more when they see potential they can capture.

5. Pick the Right Buyer

Valuation isn’t just numbers. Strategic buyers often pay more if your business complements theirs. Others may seek a lifestyle purchase or bolt-on.

Qualify buyers: Can they finance the deal? Are they aligned culturally?

6. Structure the Sale Smartly

Asset sale or share sale? Each has legal and tax consequences. You'll need:

• A well-drafted sale agreement
• Clear treatment of liabilities, warranties, and entitlements
• Appropriate non-compete or restraint clauses
• Transfer of leases, licences, and contracts

Tax-wise: Plan for CGT, GST, and small business concessions early.

7. Expect Intense Due Diligence

Buyers will analyse every part of your business — financials, customer base, staff, contracts, compliance, IP. Be ready with clean documentation and full transparency.

8. Plan the Transition & Handover

Communicate with staff, clients, and suppliers. Honour agreed training or support periods. Ensure smooth transfer of licences, insurance, registrations, and business names.

9. Think Beyond the Sale

What happens after you sell? Consider your retirement plans, new ventures, lifestyle goals — and how you’ll manage the emotional shift. Also: protect your net proceeds through proper tax and wealth structuring.

10. Use the Right Advisers Early

Deals are won (or lost) long before heads of agreement. As M&A specialists, The Quinn Group partners with founders from day one to lift valuation, reduce risk and maximise after-tax proceeds. We handle the end-to-end process so you can keep running the business:

Ready to Sell — or Just Want to Be Prepared?

Even if a sale is years away, preparing now increases value, reduces risk, and gives you more options. We help business owners build customised exit strategies that protect your legacy and maximise what you walk away with.

This article provides general information and should not be considered legal or tax advice. For personalised guidance, please contact our expert team of mergers and acquisitions consultants at The Quinn Group by calling 1300 QUINNS (1300 784 667) or +61 2 9223 9166, or submit an online enquiry to arrange an appointment.