3 Things Business Owners Wish They Did Before Selling Their Company

Selling your business is a major milestone—but too often, owners walk away from the closing table with a single thought:
“I wish I had done this one thing differently.”

At William & Wall, we’ve seen firsthand how thoughtful preparation can make the difference between a good exit and a great one. If you're considering a sale—whether in Arizona, Scottsdale, Phoenix, or anywhere across the U.S.—here are three things experienced sellers commonly say they wish they had done before going to market.

1. Started Preparing Sooner

Many owners underestimate how long it takes to get a company ready to sell. Cleaning up financials, developing a management succession plan, and identifying risks all take time—and last-minute fixes rarely maximize value.

What owners wish they did:

• Begin prepping 12–24 months before a planned sale

• Develop a realistic growth story supported by historical data

• Address customer concentration or operational bottlenecks early

Starting early gives you leverage, optionality, and time to position your business at its peak.

2. Got a Professional Valuation

Too many sellers go to market without a real sense of what their business is worth—or how buyers will value it. Relying on industry hearsay, broker estimates, or gut instinct can lead to mispricing and regret.

What owners wish they did:

• Engage a business valuation expert who understands current market conditions

• Normalize EBITDA and adjust for one-time expenses

• Benchmark against comparable M&A transactions in your industry

Knowing your value helps you set realistic expectations, negotiate with confidence, and avoid costly surprises.

3. Ran a Competitive, Confidential Process

The fastest way to leave money on the table? Negotiating with one buyer. Even if you’ve received an attractive unsolicited offer, you owe it to yourself to test the market—confidentially and strategically.

What owners wish they did:

• Hire an M&A advisor, not just a business broker, to run a targeted process

• Create competitive tension among buyers

• Protect confidentiality while expanding buyer reach

At William & Wall, we specialize in confidential, curated M&A processes that help sellers maximize value and retain control.

Final Thoughts

The best exits are built—not rushed. If you’re thinking about selling your business in the next few years, taking the right steps now can significantly enhance your outcome.

At William & Wall, we advise business owners across Arizona and nationally on how to prepare, position, and execute successful sales. From valuation to buyer strategy, we’re here to ensure you don’t leave anything behind—especially peace of mind.

Click below to start a confidential conversation about your exit.