Preparing your business for sale
What Australia’s mid‑market deal trends are telling owners
For many business owners, selling their business is the most significant financial and personal decision they will ever make. Yet preparation often starts too late, usually when a buyer appears rather than years earlier when value can still be shaped.
Insights from our Pitcher Partners Dealmakers report point to a clear shift in Australia’s mid‑market. Deal activity has strengthened, confidence has returned, and buyers are being far more discerning. For owners considering a future exit, those who prepare early are far better placed to achieve a strong outcome.
Confidence has returned, but selectivity has increased
Dealmakers’ confidence has rebounded strongly over the past 12-18 months. But at the same time, buyers are taking a more disciplined approach. Due diligence processes are deeper, and there is a stronger focus on earnings quality, risk and sustainability. Valuation expectations are becoming more realistic, with 63 per cent of dealmakers believing vendor expectations are now aligned with the market. As a result, deals abandoned due to pricing gaps have fallen, from 32 per cent to 24 per cent.
For business owners, market conditions and confidence levels alone do not determine value. Value is defined by a multitude of factors. Whilst some of these factors are outside of business owners’ control, long-term planning and preparation sits firmly within their sphere of influence.
Value is created well before a sale process begins
Quality businesses consistently outperform. Buyers are prepared to pay a premium for businesses that are well run, have high profit margins and are positioned for future growth. They are equally quick to discount businesses that are overly complex, heavily owner‑dependent or poorly prepared.
Owners who delay preparation often find themselves negotiating from a weaker position. Those who plan early retain choice and control.
Join Andy Hough in Sydney to discuss how you can best prepare now for a future sale. He’ll unpack our latest Dealmakers report, covering what active buyers are prioritising and what it means for your future sale.
Thursday 25 June 2026 | 12:30 – 2:30pm | Venue TBA
What buyers are really looking for
Predictable and sustainable earnings
Buyers continue to prioritise earnings they can rely on. Businesses with recurring revenue, consistently strong gross margins and an optimised operating cost base tend to attract stronger interest. In a selective market, the quality of earnings can be just as important as their size.Reduced owner reliance
Founder‑led businesses dominate the mid‑market, but excessive reliance on the owner remains a common value constraint. Buyers want confidence that the business can continue to perform strongly after a sale, supported by capable management teams, clear decision‑making and documented processes. Key relationships with customers and suppliers need to be transitioned, ideally years ahead of a transaction.Clean financial and operational reporting
As due diligence becomes more rigorous, businesses with clear and transparent financial information stand out. Clean reporting reduces friction during negotiations, builds buyer confidence and can materially improve deal timelines.A credible growth story
Buyers are not acquiring past performance. They are investing in future potential. Businesses that can demonstrate realistic growth opportunities, whether through new products or markets, M&A, scalable systems or operational improvements, are more attractive. Importantly, these growth opportunities must be supported by evidence rather than aspiration. A well-documented track record of historical growth gives buyers confidence in the future.Start preparing earlier than you think you need to
The strongest exits are rarely rushed. Succession‑driven transactions are increasing, but the most successful outcomes are achieved when owners begin preparing three to five years ahead of a potential sale.
Early preparation allows owners to improve earnings quality, reduce key person risk, address structural issues and shape a clear equity story. It also creates flexibility, whether that means a full exit, a partial sale, bringing in investors, or slowly transitioning ownership to the management team.