Selling your business is a true balancing act, much more than just a matter of price.

To capture its full value and avoid pitfalls, three pillars must remain at the forefront throughout the process: (1) ensuring the business's continuity, (2) obtaining the best price, and (3) maximizing the probability of closing the transaction.

An experienced business broker keeps these three pillars central to their concerns.

They ensure they remain perfectly aligned throughout the entire process.

Their job is precisely to protect the business, the seller's assets, and the smoothness of the process.

Pillar 1 – Ensuring Business Continuity

For an entrepreneur, the continuity of their business means it continues to operate.

It continues to serve its customers and take care of its employees, even after their departure.

To achieve this, existing employees must remain with the organization throughout the sale process.

The buyer relies on their skills, knowledge, and experience to continue operations.

How can this be achieved while searching for the right buyer?

A broker, first and foremost, qualifies potential buyers without even mentioning your company.

Subsequently, they present your business to targeted buyers while securing confidentiality through strict non-disclosure agreements and a minimalist communication plan.

Only necessary individuals have access to sensitive information.

Your employees thus remain focused, and your business continues to perform.

Pillar 2 – Obtaining the Best Price

Obtaining the "best price" is not just about the number written in the letter of intent.

The amount that actually ends up in your pocket depends on four variables:

• The transaction structure (exemption, capital gain, dividend, or deferred payment).
• The advertised sale price.
• The disbursement (cash payment, vendor take-back, earn-outs).
• Working capital (seasonality, cash, inventory).

How can this be achieved while maximizing the price obtained?

A broker begins with a solid valuation to set realistic expectations.

They design a clear presentation and a narrative that puts the seller in a strong position.

Then, they get a financing structure pre-approved, limiting obstacles and delays.

By proving with supporting figures that the buyer maintains a good return, they justify your price.

They bring competition into play to achieve the best balance between amount, terms, and certainty of closing.

Pillar 3 – Maximizing Closing Probabilities

An agreement is only valuable if it is signed.

Maximizing closing probabilities means transforming a letter of intent into a completed transaction.

For the seller, the worst-case scenario involves last-minute adjustment requests from the buyer.

Imagine having to make concessions at the last minute to save the deal, or worse, an aborted transaction forcing you to return to the market in a weakened position.

How to increase the chances of closing?

By working with a broker compensated only when the transaction closes, you are assured that every detail will be addressed promptly.

Unlike other professionals paid by the hour, a broker has an interest in resolving all potential obstacles to closing the transaction as quickly as possible.

This compensation model makes your broker a true ally, whose interests are fully aligned with yours.