Thinking of selling in the next 2–3 years? Here's what to do now.

The most common mistake we see from sellers is starting to prepare too late. By the time you've engaged a broker and a buyer is conducting due diligence, it's too late to fix structural problems. Those problems become chips off your asking price.

The 24-month window before a sale is the single most valuable period in your exit journey. It's long enough to fix most issues, but short enough that buyers will see the improvements in your recent trading history.

Here's what to prioritise in each phase:

24–18 months out: Get your financial records in order. If your accounts have been prepared primarily for tax purposes rather than presenting the business in its best light, work with an accountant to normalise your EBITDA. Remove personal expenses, one-off costs, and anything that won't transfer to a buyer.

18–12 months out: Reduce key person dependency. If the business would struggle without you for a month, that's a serious problem for buyers. Start building management depth — even one strong number two makes a significant difference to perceived risk.

12–6 months out: Review your contracts, customer relationships, and operational documentation. Buyers want recurring, locked-in revenue. If your top customers aren't under contract, start having those conversations now.

6 months out: Run a mock due diligence. Use a framework like ExitDiligence™'s to identify remaining red flags before you engage buyers. This is your last chance to address issues on your own terms rather than under buyer pressure.

The businesses that achieve the best valuations aren't necessarily the best businesses — they're the businesses that were best prepared for sale. That preparation almost always starts at least two years in advance.