Exiting a business successfully in 2026 requires careful planning and strategic execution. After working with countless mid-market business owners on their exits over the last 10 years, here are 12 things I recommend you focus on based on my experience:
1. Plan early.
Early planning gives you the time to address any potential issues and make necessary adjustments to maximise the value of your business. So, starting your exit strategy well in advance is crucial. For example, one mid-market business owner in the tech industry we worked with began planning their exit five years before the actual sale. This allowed them to identify potential buyers, optimise their operations and ensure a smooth transition.
2. Know your value.
Get a professional valuation of your business so that you don’t deter buyers by underselling or overpricing. I recall a manufacturing company owner who sought the help of a business valuation expert who provided a detailed report on the company’s worth. This information helped the owner set a realistic asking price and negotiate better terms with potential buyers.
3. Optimise operations.
Streamlining processes to enhance profitability is a key next step. A retail business owner implemented new inventory management software that reduced waste and improved efficiency. As a result, the company’s profitability increased, making it more attractive to potential buyers. Optimising operations not only boosts your bottom line but also demonstrates to buyers that your business is well-managed and efficient.
4. Build a strong team.
For a successful exit, it’s vital to ensure that your team can operate independently. A strong, capable team is a valuable asset that can increase the attractiveness of your business to buyers. One mid-market business owner in the healthcare sector invested in training and development programs for their employees, which empowered the team to take on more responsibilities and ensured the business could continue to thrive without the owner’s direct involvement.
5. Document everything.
Comprehensive documentation can streamline the due diligence process and reduce the risk of any surprises during the sale. Thus, it’s crucial to keep detailed records of all business activities. One client, the owner of a mid-market construction company, maintained meticulous records of contracts, financial statements and project documentation. When it came time to sell, these records helped provide transparency and built trust with potential buyers.
6. Seek professional advice.
When you are navigating complex legal and financial aspects of the sale, consulting with legal and financial experts can help avoid costly mistakes. As a business owner, you may be an expert at what you do, hiring a team of advisors, including a lawyer, accountant and business broker can provide you with valuable insights and guidance throughout the exit process and ensure that you’ve made informed decisions
7. Identify potential buyers.
Research and approach suitable buyers early on to give yourself more options and increase the likelihood of finding the right buyer for your business. We suggested that one of our clients in the software industry identify potential buyers by attending industry conferences and networking events. This proactive approach helped them find a buyer who was a good fit for their business.
8. Negotiate wisely.
Being prepared to negotiate terms and conditions is crucial, so negotiate wisely to get the best possible deal for your business. I remember a mid-market business owner in the logistics industry who worked with a negotiation expert to develop a strategy for the sale. This helped them secure favorable terms, including a higher sale price and better payment terms.
9. Prepare for due diligence.
For a smooth due diligence process, ensuring all documents are in order is essential. One business owner in the financial services sector created a virtual data room with all necessary documents, including financial statements, contracts and employee records to make it easy for potential buyers to review the information. This actually reduced the time required for due diligence. Remember: Being well-prepared for due diligence can help build trust with buyers and expedite the sale process.
10. Communicate clearly.
Make sure to keep stakeholders informed throughout the process to prevent misunderstandings and ensure everyone is on the same page. A client of ours held regular meetings with key stakeholders, including employees, suppliers and customers, to keep them updated on the progress of the sale. Clear communication helped maintain trust and ensured a smooth transition.
11. Plan for transition.
I recall one owner in the retail sector created a detailed transition plan that included training for the new owners, a timeline for the handover and a list of key contacts. This plan helped ensure a seamless transition and minimised disruptions to the business. Developing a transition plan like this can help the new owners hit the ground running and ensure the continued success of your business.
12. Reflect and celebrate.
Once the sale is done, don’t forget to take time to reflect on your achievements and celebrate your success. Consider organising a celebration event for your employees and key stakeholders to acknowledge everyone’s hard work and celebrate the successful exit. Celebrating your success can not only provide closure, but it also marks the beginning of a new chapter in your life.
Conclusion
Exiting a mid-market business successfully in 2026 requires careful planning, strategic execution and attention to detail. These tips and examples should help you navigate the complexities of a business exit and achieve a successful outcome.
