Selling the Business: What Buyers Look For and How to Prepare Your Company in 12 Months

Natália Vieira · 2026-10-07

Brand

Profit multiples

Buyers typically value a business based on profit multiples, which vary depending on the industry. For e-commerce, the multiple can range from 2x to 5x annual profit. A history of stable or growing profits is essential, as it makes the business more attractive. To maximize its value, focus on increasing your profit margin through operational and marketing optimizations.

Owner dependency

A business that depends too heavily on its owner may be seen as a risk. If the buyer thinks the business’s future depends on the founder being there, that can lower its value. To mitigate this, start delegating responsibilities and documenting processes. Build a solid team and put systems in place that work without you.

Accounts and assets

Financial health is one of the main areas buyers look at. Prepare up-to-date, audited financial statements. Keep close track of accounts receivable and payable. Also, list all the company’s assets, such as inventory, equipment, and intellectual property. Clear financials build trust with the buyer.

Documentation

Documentation is crucial for a smooth transaction. Organize all legal documents, contracts with suppliers and customers, tax records, and required licenses. A complete, well-organized data room makes due diligence easier and can speed up the sale process. Also prepare an executive summary highlighting the company’s strengths.

Brokers and platforms

Working with specialized brokers can increase your chances of finding qualified buyers. They have access to a network of potential buyers and can help you value your company. Business-for-sale platforms can also be useful for listing your company and reaching a wider audience. Research your options and choose platforms with a strong track record in your industry.

12-month preparation

Months 1-3: Evaluate and optimize the business. Start delegating responsibilities and documenting processes.
Months 4-6: Organize your finances and prepare financial reports.
Months 7-9: Strengthen the team and reduce owner dependency.
Months 10-12: Gather all documentation and consider working with brokers or platforms.

Preparing to sell a business isn’t easy, but following these steps can increase its perceived value and make the transaction smoother.

What profit multiple is your business currently at?