Many entrepreneurs often postpone the sale of a business because things are “good enough” or they hope the worth will naturally increase the longer they wait. In fact, there is a risk that the value may quietly disappear over time, and buyers may lose interest. Calculating how much my business is worth at present – and more importantly, how it fluctuates – enables the different actors to take structured and timely action.
Time Doesn’t Always Equal Higher Value
Many people believe that the more they retain the business, the higher the possibility of it increasing in value. However, the market changes, the industry gets saturated or even obsolete, and the buyers may have different expectations. What may seem stable at present may become unattractive, and a buyer may refer to it as stagnant. Complications particularly arise when owners begin questioning how do I value my business, only to find out that the value of a business could rise and even fall when the revenues are consistent.
Interest rates, labor costs, or environmental shifts may bring about uncontrollable actions towards the direction of value. Waiting can expose insecure businesses that were very much safe yesterday, but might not be so today.
Owner Dependency Becomes a Bigger Issue
Over time, businesses become more dependent on owners’ personal relationships, decision-making, or technical know-how. This is perceived as a risk. At the point where the business is not able to run smoothly without the owner, it may depreciate.
This usually becomes evident when business owners consider ways on how to sell a business and understand that transition issues are taken into account by buyers when setting the price. The more time these issues remain, the more difficult they are to resolve.
Financial Trends Matter More Than Single-Year Performance
Buyers rarely focus on the presence of one magnificent year. They tend to look at trends. Flat or falling margins, even slightly, can lead an investor to undervalue the business over time. More overhead, diluted customer concentration, and inconsistent cash flow would undermine buyer confidence.
When owners wish to know how much my business is worth, it will mostly depend on how the most recent period progressed and not on how great the years back were. Expectations can be set differently and firmly when there is a decline in performance, which is not quickly solved.
Missed Windows of Opportunity
Every market has certain phases when buyer demand is high, and capital is readily available. The longer the wait, the more the risk of these phases passing by. Strategic buyers and those who invest mentally along with their capital may become more narrowly focused on other industries or deal sizes, leaving fewer qualified buyers for your company.
Hence, this is why understanding indeed how I value my business has to be timely with the discussions, not about the pricing alone.
Signs Waiting May Cost You Value
- Growth has slowed or leveled off.
- You’re more involved in daily operations than before
- Key customers or employees are critical to revenue.
- Market conditions are becoming less favorable.
These are signals to reassess rather than wait.
A Smarter Way to Think About Timing
Selling is not always meant to sell immediately; sometimes it is more about realizing the available options, knowing how to sell strategically, and planning this before it tends to decreases in value. Adequate planning puts the owners in charge, rather than locking them into reactive decisions later.
Closing Perspective
Waiting to sell often feels very comfortable to business owners, but it can reduce the potential of business value over time. Knowing what business value looks like today and how the likelihood of uncertainty surrounding that could change puts you in a much stronger position.
At Adam Noble Group, we support owners in careful assessments of optimal timing, value, and exit possibilities. For a confidential discussion concerning future dispositions, feel free to contact us and consider evaluation before you make assumption-based decisions.
About The Author
Contact Jeff Adam, PE, MCBC, FRC, CBB at Adam Noble Group, LLC
Phone: (817) 467-2161
www.adamnoble.com
During 3 decades of M&A service, Jeff Adam has successfully completed the sale of over 825 businesses and advised or completed 1,000’s of business valuations and exit plans. An entrepreneur in his own right, he has started and grown 12 companies in fields including international finance, B2B services, business valuation, construction, screen printing, Mergers & Acquisitions, engineering, and manufacturing. Jeff has donated his time as a distinguished speaker at numerous national & international conferences since 1977 covering topics such as environmental services, engineering, media, craft breweries, exit planning, business valuation, charitable giving, management, business brokerage and M&A fields.
Jeff is President of Adam Noble Group, LLC, a national M&A advisory firm, professionally valuing, exit planning, and confidentially selling profitable businesses owned by exit-motivated business owners to qualified strategic, corporate, private equity, partners, management, and financial buyers. The team establishes rapport, builds trust, and educates business owners in the steps to meet their goals as they prepare and achieve the discreet, confidential exit of their business. The firm exclusively represents sellers of $1M-50M value enterprises and endeavors to transfer their businesses to qualified, capable acquirers who will build upon the seller’s vision, goals, culture, and history. Jeff maintains lifelong repeat and referral relationships with sellers, their acquirers, and service providers.
Adam Noble Group has multiple M&A and business broker specialties: Manufacturing, Aerospace Defense Industry, Oilfield services, Technology, Construction trades, Craft Breweries, Partnership Buyouts, Service, and Wholesale Distributors.
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