Exiting a business is a significant milestone in an entrepreneur’s journey. Whether you’re retiring, moving on to new ventures, or simply ready for a change, it’s crucial to approach the business exit process strategically.
A well-planned exit can maximise the value of your business and ensure a smooth transition, protecting your legacy.
In this guide, we explore how to exit your business correctly and demonstrate how a CFO plays a pivotal role in this process.
How to Exit Your Business the Right Way
1. Start Planning Early
The key to a successful business exit is early planning, ideally, 3-5 years before you intend to leave. This gives you ample time to increase the value of your business, address any weaknesses, and explore different exit options.
CFO’s Role: A CFO can be instrumental in early planning by:
- Developing long-term financial projections to guide exit timing
- Identifying and addressing financial weaknesses that could impact valuation
- Implementing financial systems and controls to make the business more attractive to buyers
2. Determine Your Exit Goals
Before diving into the specifics, clarify your personal and professional goals. Do you want to maximise financial gain, ensure the company’s long-term success, or preserve your legacy? Your goals will guide your exit strategy.
CFO’s Role: A CFO can:
- Provide financial insights to help quantify your goals
- Model different exit scenarios to show potential outcomes
- Align financial strategies with your personal and business exit goals
3. Assess Your Business’s Value
It’s essential to get a professional valuation of your business. A valuation will give you a realistic idea of what your company is worth and highlight areas where you can increase value. You need to consider your market position, intellectual property, and growth potential.
CFO’s Role: A CFO is crucial in this step. They can:
- Prepare detailed financial statements and projections
- Identify key value drivers in the business
- Work with valuation experts to ensure a comprehensive and accurate assessment
- Develop strategies to increase business value pre-exit
4. Explore Exit Options
There are several ways to exit a business, including:
- Selling to a third party
- Management buyout
- Family succession
- Initial Public Offering (IPO)
- Liquidation
Each option has pros and cons. Evaluate them carefully to determine which aligns best with your goals and circumstances.
CFO’s Role: The CFO can:
- Provide financial analysis for each exit option
- Model the tax implications of different exit strategies
- Assess the financial feasibility of management buyouts or family successions
- Prepare the company financially for an IPO if that’s the chosen route
5. Prepare Your Business for Sale
If you’re selling, focus on making your business as attractive as possible to potential buyers. This includes:
- Streamlining operations
- Strengthening your management team
- Diversifying your customer base
- Resolving any legal or financial issues
- Documenting processes and procedures
CFO’s Role: In preparing the business for sale, a CFO can:
- Optimise financial performance to maximise valuation
- Ensure financial statements are audit-ready
- Implement robust financial controls and reporting systems
- Identify and mitigate financial risks
6. Assemble a Professional Team
Exiting a business is complex. Surround yourself with experienced professionals, including:
- A business broker or M&A advisor (this could be your CFO)
- Accountant
- Solicitor
Their expertise will be invaluable in navigating the process and avoiding costly mistakes.
CFO’s Role: The CFO often becomes a key member of this team. They can:
- Coordinate with other professionals to ensure financial aspects are handled correctly
- Provide detailed financial information required by advisors
- Help vet potential M&A advisors or investment bankers
7. Negotiate Wisely
If you’re selling, be prepared for tough negotiations. Know your bottom line, but also be flexible. Remember, the highest offer isn’t always the best – consider factors like payment terms, transition periods, and the buyer’s plans for the company.
CFO’s Role: During negotiations, the CFO can:
- Provide financial data to support negotiation positions
- Analyse offers and their financial implications
- Assist in structuring deals to maximise after-tax proceeds
- Help evaluate earn-out provisions or other complex deal structures
8. Plan for the Transition
Develop a detailed transition plan. This should cover how you’ll hand over responsibilities, introduce the new owner to key stakeholders, and transfer knowledge. A smooth transition is crucial for maintaining the business’s value and ensuring its continued success.
CFO’s Role: In transition planning, the CFO can:
- Ensure financial systems and processes are well-documented
- Prepare detailed financial handover documents
- Train incoming financial team members if required
- Manage financial aspects of any transition service agreements
9. Prepare for Life After Exit
Don’t overlook your personal transition. Exiting a business can be emotionally challenging. Plan for how you’ll spend your time and stay fulfilled after leaving. Consider your financial needs and how you’ll manage the proceeds from the sale.
CFO’s Role: While personal planning is largely up to you, your CFO can:
- Provide financial projections to help plan your post-exit lifestyle
- Assist in structuring the sale proceeds for optimal tax efficiency
- Coordinate with your personal financial advisors on wealth management strategies
10. Communicate Clearly
Once the deal is finalised, communicate the changes clearly to employees, customers, and suppliers. Be transparent about what the transition means for them and address any concerns they may have.
CFO’s Role: In the communication phase, the CFO can:
- Prepare financial talking points for various stakeholders
- Assist in communicating any financial implications of the transition to employees
- Help manage financial communications with key customers and suppliers
Exiting your business the right way requires careful planning, professional guidance, and strategic execution. By following these steps and leveraging the expertise of a skilled CFO, you can maximise the value of your exit, ensure a smooth transition, and set yourself up for success in your next chapter.
The CFO’s role is critical throughout the process, from early planning to final execution, ensuring that financial considerations are expertly managed at every step. The goal is not just to exit but to exit well – preserving your legacy and setting the stage for the company’s continued success.
This article was originally published on LinkedIn on 9th October 2024.