Strategies for Managing Risk During the Sale of a Medium Sized Business

Selling a medium-sized business can be a daunting task that requires careful planning and execution. One of the most important aspects of this process is managing the risks associated with the sale. Here are some strategies that can help you manage risk during the sale of a medium-sized business.

Get Professional Help

Selling a business is not a task that can be done alone. It is important to hire a team of professionals who can help you navigate the complexities of the sale. This team may include a business broker, accountant, lawyer, and financial advisor. These professionals can provide guidance on the legal, financial, and tax implications of the sale, as well as help you negotiate the best terms possible.

Prepare Accurate Financial Statements

One of the key factors that potential buyers will consider when evaluating your business is its financial performance. It is important to prepare accurate financial statements that reflect the true financial health of your business. This will help you avoid surprises during due diligence and ensure that potential buyers have a clear understanding of the value of your business.

Maintain Confidentiality

It is important to maintain confidentiality throughout the sale process to avoid any negative impact on your business. Leaking information about the sale can cause employees, customers, and suppliers to lose confidence in your business, which can result in a decline in its value. You can maintain confidentiality by only disclosing information to qualified buyers who have signed a non-disclosure agreement.

Identify and Mitigate Risks

Before putting your business up for sale, it is important to identify and mitigate any risks that may affect its value. This may include addressing any outstanding legal or regulatory issues, resolving disputes with customers or suppliers, or improving the overall efficiency of your business operations. By addressing these issues before the sale, you can minimise the potential impact they may have on the value of your business.

Set Realistic Expectations

It is important to set realistic expectations for the sale of your business. This means understanding the current market conditions and the factors that may affect the value of your business. By setting realistic expectations, you can avoid the disappointment of not achieving your desired sale price and can focus on finding the best buyer for your business.

Negotiate the Best Terms

The terms of the sale are critical to managing risk during the sale of your business. It is important to negotiate the best terms possible to ensure that you are protected and that the transaction is structured in a way that minimises your exposure to risk. This may include negotiating the purchase price, the terms of any earn-out or vendor financing arrangements, and the representations and warranties made by the buyer.

Find Out More

Managing risk during the sale of a medium-sized business requires careful planning and execution. By getting professional help, preparing accurate financial statements, maintaining confidentiality, identifying and mitigating risks, setting realistic expectations, and negotiating the best terms, you can minimise the potential risks and ensure a successful sale.

To find out more about how we can partner with you to achieve success in the sale of your business, contact us on 1300 892 717 (+61 2 7208 7970) or email

Written by Stephen Groves