Selling your business is one of the biggest financial decisions you’ll ever make. For many business owners, this reflects years of hard work. So, you want to get the best return.

But here’s the reality: business value isn’t fixed. With proper preparation, it can see significant improvement in just 12 to 24 months. At RJD Advisory, we’ve seen owners lift their business value by 20–50% simply by identifying and addressing the factors that matter most to buyers.

No matter if your exit is near or still a few years off, here’s a handy guide to boost value before you sell.

1. Know Where You’re Starting From

Before you can improve your business’s value, you need to understand what it’s currently worth, and why.

A professional business valuation does more than just give a number. It also shows the key drivers that affect value, such as profit, risk, and transferability. It also identifies where improvements will have the biggest impact.

Think of it as a financial health check. Once you know your business’s current value, you can make a plan to close the gap between its worth now and what it could be for a buyer.

2. Strengthen and Normalise Your Financial Performance

Buyers want confidence that your earnings are sustainable and verifiable. Before going to market, make sure your financials tell a clear, credible story.

Actions that increase value:

• Normalise earnings: Adjust for one-off or discretionary expenses, like personal vehicle costs or owner bonuses. This helps show the true maintainable profit.

• Improve margins: Review pricing, supplier contracts, and cost structures. Small improvements in profit can drive large increases in valuation.

• Tidy up your accounts: Ensure financial statements are accurate, current, and professionally prepared. Buyers will scrutinise them closely.

A buyer isn’t just purchasing your past performance, they’re buying the future earnings those numbers represent.

3. Reduce Reliance on You

One of the biggest risks to business value is owner dependency. If the business depends on your personal ties, knowledge, or role, buyers view it as risky. So, they lower their offer.

How to fix it:

• Delegate and empower: Build a leadership team or train a capable manager.

• Document key processes: Create systems for operations, client management, and sales.

• Keep key staff: Incentivise critical employees to stay during the transition. Use retention bonuses or offer clear career paths.

A business that runs without you is more appealing and much more valuable.

4. Secure and Diversify Your Revenue

Predictable, recurring income streams are a magnet for buyers. If your business relies on one or two large clients, or on short-term projects, it’s considered risky.

How to improve:

• Develop recurring revenue models: retainers, subscriptions, maintenance agreements, or service plans.

• Broaden your customer base. This reduces concentration risk, ensuring no single client makes up more than 15–20% of your revenue.

• Lock in supply or distribution contracts to demonstrate ongoing income stability.

The goal is simple: make your future cash flow as reliable and repeatable as possible.

5. Systemise and Document the Business

Buyers pay a premium for businesses that are easy to run and transfer. That comes down to one word: systems.

Steps to take:

• Document standard operating procedures (SOPs) for key processes.

• Implement a reliable CRM or ERP system for managing clients, sales, and reporting.

• Store key contracts, policies, and compliance records in a structured, accessible format.

When your systems handle the hard work, buyers can see how the business will keep performing, even when you’re no longer involved.

6. Strengthen Your Market Position

Businesses that have a strong brand or clear advantage get more interest and better deals.

Focus areas:

• Define and communicate your unique value proposition — why clients choose you.

• Invest in steady marketing. Update your website, stay active on LinkedIn, and grow your email list.

• Gather customer testimonials and case studies, social proof reassures buyers and lenders.

Buyers want to see that your business doesn’t depend on luck or word-of-mouth, it has a predictable way of winning work.

7. Address Risks and Housekeeping Early

Any risk that remains unresolved before the sale will lead to a lower offer or tougher terms. Think like a buyer and fix issues proactively.

Review:

• Legal and tax compliance: Are all registrations, contracts, and licenses current?

• Employee matters: Ensure correct superannuation, payroll tax, and award compliance.

• Lease terms: Confirm security of tenure for your premises.

• Intellectual property: Register trademarks, protect brand assets, and document ownership.

A clean, compliant business sells faster and with less negotiation.

8. Build a Growth Story

Buyers don’t just pay for what exists today, they pay for potential. A clear, achievable growth plan can substantially lift perceived value.

Show them where future growth can come from:

• Expanding into new markets or regions

• Launching complementary products or services

• Increasing capacity or automation

• Leveraging partnerships or technology

At RJD Advisory, we often prepare financial forecasts and scenario models to demonstrate growth potential. This helps buyers see not just where the business has been, but where it can go.

9. Time Your Exit Strategically

Timing matters. Selling when the economy is strong and stable often yields better results than selling during a downturn or times of uncertainty.

Allow 12 to 24 months for preparation. This time helps improve performance, strengthen systems, and make the business more appealing. Rushed sales almost always lead to lower outcomes.

Key Takeaways

• You can improve value through focused preparation, not just by waiting for the right buyer.

• Clean financials, steady earnings, and owner independence build higher value.

• Systemisation, recurring income, and a clear growth story create confidence and attract stronger offers.

• The earlier you start preparing, the more options, and leverage, you’ll have at exit.

How We Can Help

At RJD Advisory, we help business owners plan ahead, not just react at sale time. Our independent valuations, pre-sale readiness reviews, and value improvement plans show you where to focus for the best return when you decide to exit.

• Expert Business Valuation – Get an accurate, market-driven valuation.

• Financial & Operational Readiness – Ensure your business is attractive to buyers.

• Exit Strategy Planning – Structure your sale for tax efficiency and long-term financial success.

• Smooth Transition Support – Make the sale seamless for both you and the buyer.

We don’t just help you sell, we help you exit on your terms, with confidence.

Book a consultation today to start preparing your business for sale.