Selling a Business: Key Decisions to Avoid Regret Later

Selling a company is not just a financial transaction. It is a decision that can mark a turning point in the life of the person who founded it, led it, or inherited it. And when it comes to a family business, the impact is even greater: it affects not only the business but also the emotions, relationships, and future of an entire family.

That's why, before taking the step, it is essential to consider a series of issues that are often overlooked. Because yes, there is a right time for everything. And selling at the right time can be the difference between a successful transaction and a frustrating experience that ends up seriously harming the company.

Why do I want to sell?

The first question to ask yourself is simple but profound: why do I want to sell? The reasons can be many: retirement, lack of a generational successor, burnout, need for liquidity, or simply because a cycle has been completed. Being clear about the motive helps to focus the process and make coherent decisions.

Is my company ready?

A company isn't sold overnight. It needs to be prepared. And if it isn't, you must be aware that work will be needed to get it ready. This involves:

• Having clear and organized accounts.

• Documenting processes, contracts, and key relationships.

• Reducing dependence on the founder or specific individuals.

• Identifying risks and opportunities.

A well-prepared company inspires confidence and can achieve a better price. In contrast, an improvised sale usually ends badly.

How much is my company worth?

One of the most common mistakes is having a mistaken idea of the business's value. Sometimes it is overvalued due to the effort invested or the affection for it. Other times it is undervalued due to fear or lack of knowledge. The ideal is to obtain a professional valuation that considers:

• Real financial results.

• Growth potential.

• Market position.

• Risks and weaknesses.

Having a realistic figure allows you to negotiate with confidence and avoid disappointments.

What if it's a family business?

This is where many emotional factors come into play. Selling a family business can generate tensions, doubts, or even conflicts. That's why it's key to:

• Talk honestly within the family.

• Align expectations among members.

• Decide whether to sell everything or just a part.

• Think about the future: what will the family do afterward?

Sometimes, the sale is a liberation. Other times, an opportunity to reinvent oneself. But it should always be done with dialogue and planning.

Who do I sell it to?

Not all buyers are the same. Some are only looking for profitability. Others value the legacy, the team, or the continuity of the project. Choosing the right buyer is as important as setting the price. Especially if you want the company to continue operating and the employees to keep their jobs.

And afterward what?

Selling a company changes your life. Suddenly, there is free time, available money, and many decisions to make. Invest? Start a new business? Rest? Help others? It's important to think about the "day after" and have a personal and family plan.

Professional Advice: An Essential Step

Selling a company is not something you should do alone. Having a team of advisors—lawyers, tax specialists, mergers and acquisitions experts, financial consultants—can make all the difference.

These professionals help to:

• Structure the operation legally and tax-efficiently.

• Negotiate with buyers strategically.

• Avoid mistakes that can be very costly.

• Protect the seller's interests at every stage.

Good advice is not an expense; it's an investment that can multiply the value of the transaction and reduce risks.

Beware of Hasty Decisions

Often, the sale is considered during a moment of crisis, burnout, or pressure. And that leads to making decisions without weighing all the implications. The result: frustrated processes, deals that fall through at the last minute, or poorly closed sales that leave wounds that are hard to heal. That's why we insist: there is a right time for everything. And selling a company requires a cool head, advice, and preparation.

Summary

Selling a company is a complex process, but also a great opportunity. The companies that successfully take this step are those that are prepared... or are aware that they need to prepare.