Negotiate This Before You Sell

August 19, 2025

“I guess I better take it because this may never happen again…”

Do you know what happens a lot? A potential buyer swoops in to buy a company, long before the owner has a chance to prepare – financially, logistically, or emotionally.

The offer is really validating and flattering – and it seems like a lot of money. But how do you know if it’s a good deal for you – the right deal for you?

More often than not, the deal turns out to be great for the buyer and mediocre for you.

I see women business owners get hurt and hustled. All. The. Time. I feel protective of my clients and colleagues.

So, I’m sharing tangibles for women to believe, find, prioritize, avoid, fix, keep secret, learn, lose, negotiate, and plan before you sell. This is the ninth of ten ‘Do This Before You Sell’ articles I’ve developed to help you navigate your business exit without all the pain…

Today’s Question:

What are the top three things you want to negotiate when you sell your business?

Here’s the Twist . . .

Whether the offer to buy your business is a surprise or a deal you’ve worked toward for months, it is a mistake to believe that the potential buyer holds all the power.

This new and complex experience can feel intimidating and shakes our confidence. So we don’t ask for what we really want because we’re afraid of looking combative, greedy, or foolish.

The most common buyout scenario for expertise-based businesses is for the business owner (you) to stay on for years, whether you like it or not. Sometimes, we don’t think we have a choice.

But remember, you’re no longer the boss, and when (not if) the new owners change the way things are done, staff and clients will still complain to you. The difference is that in this new scenario, there’s little you can do about it.

And when your buyout payments over time are linked to benchmarks that seemed reasonable at first but have proved to be almost impossible, how will you cope?

If you’ve built an objectively valuable company, you have the ability to negotiate the sale terms.

That’s the power of having an advocate who is experienced and knowledgeable about your eventual business exit and knows how to help you:

get crystal clear on what you want, why you want it, and when you want it
set your intention and achieve it
stay focused, consistent, and accountable, even in the face of challenges and distractions

You get to decide if an offer is coming from the right buyer, at the right time, with the right terms. Don’t let the fear of never having another opportunity to sell drive your decision. There are always other ‘fish in the sea.’

So negotiate this before you sell: if and how long you will stay with the company you no longer own.

Now What?

Are you stuck in your Second Act?

Have you built a profitable and valuable business but instead of feeling like there's something missing, you’re feeling like there's something more?

If you’ve built an accounting firm, a law firm, a financial services firm, a psychology practice, or a specialty consulting firm that is generating $1 million to $10 million in annual revenue, you are in a prime market.

Larger firms and companies are growing by buying other firms. This has long been the case, but we’re seeing a higher rate than ever.

In a tragic twist, I see too many women who actually lose their company instead of exiting on their own terms. The exit process is filled with pitfalls and complex issues – especially for women.

I’ve built my business as an advocate, and I specialize in helping women founders transition to their Third Act – when you’re ready to do the work you’ve always longed to do.

As your advocate, by definition, I’m looking out for your best interests. I am not taking a brokerage fee, commission, or equity. I am not motivated by how quickly the exit moves or the final dollar amounts. I want what you want – and will help you get it.

Are you ready to exit your business on your terms?

That requires a new way of thinking, new skills, a simple and elegant design, and an advocate by your side. Contact me to learn more.

How exit-ready are you? Find out at: http://she-exits.com/

The ‘Do This Before You Sell’ Series of Articles, by Patty Block

A Note from Patty...

My life’s work is empowering high-achieving women business owners to fine-tune their operations and scale their revenue for strategic growth, creating real business value and emerging exit ready. That value can transform into wealth when they are ready to exit their company - and I believe that wealth in the hands of women elevates society as a whole.