— Service · Exit planning
01 / Why plan early
By the time most owners decide to sell, the levers that move the multiple most have already locked in. Customer concentration. Owner dependence. Recurring revenue percentage. Management depth. These are not last-minute fixes.
Exit planning is the work of changing those levers before they matter. Owners who plan for an exit 2 to 5 years before listing routinely sell for 20% to 50% more than identical businesses run by owners who don't.
02 / Areas of focus
Identify and execute the operational changes that move the multiple. Recurring revenue conversion, gross margin improvement, customer concentration reduction.
Build the management depth that lets a buyer take over without you. Number-two recruiting, role transition, documented processes.
Clean up the financials buyers will see. Move from cash to accrual if needed. Recast the add-backs. Build the historical that withstands diligence.
Pre-sale planning with your CPA. Asset vs stock implications, 338(h)(10), QSBS, charitable strategies. The right structure can add seven figures.
Pre-sale legal cleanup. Contract assignability review. Litigation and IP audit. Employment agreements. The boring work that derails deals when ignored.
What net proceeds will let you do, and what they won't. Estate planning context. Trust structuring. The post-exit life plan.
03 / Engagement structure
Exit planning engagements are typically 12 to 18 months, structured as a quarterly cadence.
| Phase | Duration | Output |
|---|---|---|
| Baseline assessment | 4 to 6 weeks | Current-state valuation, gap analysis, 3-year plan |
| Active execution | 9 to 15 months | Quarterly working sessions, between-quarter accountability |
| Pre-launch readiness | 3 months | Mock diligence, CIM preview, transition into sell-side engagement |
— Plan ahead