Picture this. You’re sitting in your office when an unexpected email comes through: someone is interested in buying your business. They ask, “What’s your number?”
Do you have an answer?
Most business owners don’t.
They say things like, “I’m not ready to sell” or “I haven’t really thought about it”.
But here’s the thing … when the right offer comes, you may not have time to think. And if you’re not prepared, you risk leaving money on the table or making a rushed decision you’ll regret.
The Hidden Danger of Not Knowing Your Number
Too many business owners assume they’ll sell “one day” but fail to set a clear target. This is dangerous because:
- Buyers don’t wait. A strong offer might come when you least expect it.
- Emotions get in the way. Without a plan, you might reject an amazing deal out of uncertainty … or worse, accept a bad one under pressure.
- Your business might not be ready. The best deals go to businesses that are structured to run smoothly … whether you’re there or not.
What’s Your ‘Walk Away’ Price?
A serious buyer won’t waste time on a seller who doesn’t know what they want. You should be able to answer these three questions confidently:
- What’s your ideal exit number? (The price that makes selling worthwhile.)
- What’s your ‘no-go’ price? (The minimum you’d accept.)
- What’s the gap? (If the numbers don’t match, what needs to change to get there?)
Why Smart Owners Prepare Before They Need To
You might think, “I’m not planning to sell yet.” That’s fine. But the best time to prepare is years in advance, not when a buyer comes knocking. A well-prepared business owner has:
✅ A clear exit strategy, whether that’s selling, scaling, or stepping back.
✅ Financials in order, so they know exactly what their business is worth.
✅ Strong leadership and systems in place, making the business valuable with or without them.
The Owner Who Was Ready
I worked with a construction business owner who wasn’t actively looking to sell. But he’d spent years structuring his business as if he would sell one day … strong systems, reliable leadership, and clean financials.
When an unexpected offer came through, he knew his number and was able to negotiate from a position of strength.
The result?
A higher sale price and a smooth transition on his terms.
Compare that to the business owner who hasn’t prepared … scrambling to get their numbers in order, realising their business is too dependent on them, and settling for less than they deserve.
Is Your Business Ready for an Offer?
Even if you’re not looking to sell today, wouldn’t it be great to know that you could … and for the right price?
Here’s my challenge to you: define your number.
- If you’re not sure what your business is worth, find out.
- If your business depends on you too much, start fixing it.
- If you’re not confident in your exit strategy or any of these other business issues, let’s chat.
Don’t wait for the perfect moment … by then, it’s often too late.
The best deals go to the best-prepared businesses. Are you one of them?
The information contained in this article is general in nature and is not legal, tax or financial advice. Contact a lawyer or a tax or financial professional for information regarding your particular situation. The information in this newsletter is provided with the understanding that it does not render legal, accounting, tax or financial advice. Clients should consult their legal, accounting, tax or financial professional in specific cases. This article is not intended to give advice or represent our firm as qualified to advise on all areas of professional services. Master Planning is a discipline that typically requires the collaboration of multiple professional advisors. To the extent that our firm does not have the expertise required on a particular matter, we will always work closely with you to help you gain access to the resources and professional advice you need.
Any examples provided are for illustrative purposes only. Examples may include fictitious names and may not represent any particular person or entity.
