Owners often ask: “Should I wait for a better market before selling my business?”
It’s a fair question.
Look at the last 25 years: 9/11, the Great Recession, COVID, supply chain crises, and interest rate swings. History shows us there has never been a period without uncertainty.
That’s why the smarter question isn’t “when will the market be perfect?” It is “is my business ready to sell?”
This week’s newsletter looks at why uncertainty is a constant in M&A, and why preparation matters more than timing.
We’ll cover:
- 3 insights on why deals still close in choppy markets
- 2 frameworks to help you see where to focus
- 1 action step you can take this week
3 Insights About Selling in Uncertain Markets
1. There will always be uncertainty.
From recessions to pandemics to political transitions, every decade brings shocks that owners can’t control. If you’re waiting for uncertainty to disappear, you’ll be waiting forever.
2. The “perfect market” rarely arrives.
Hoping to time the market is one of the biggest mistakes owners make. While you wait for a mythical “perfect moment,” competitors gain ground, industries shift, and life events creep in. The opportunity often passes before you realize it.
3. Preparation beats timing.
What really matters is whether your business is ready to withstand scrutiny. Clean financials, transferable operations, and diversified revenue streams are often enough to thrive in spite of market conditions.
2 Frameworks That Shape the Process
The Two Variables
Timeline and outcomes are shaped by two forces:
1) Market Conditions: Economic cycles, political climates, interest rates. These are unpredictable and outside your control.
2) Business Readiness: Financial clarity, operational systems, leadership depth, growth story. Entirely within your control.
Owners who fixate on the first variable waste time. Owners who invest in the second are ready when opportunity arises.
The Preparedness Shield
Think of preparation as a shield against volatility.
- In uncertain markets, weak businesses struggle to attract interest.
- Strong, well-prepared businesses still command competitive offers.
Buyers may be more selective during downturns, but they don’t stop buying. What changes is the premium placed on resilience. A business that shows stability and clarity is insulated from much of the external noise.
List Of Our Completed Transactions
1 Action Item This Week
Shift your focus to what you can control.
This might include: financial clarity, documented processes, and diversified revenue.
Once your business is truly deal-ready, you’ll be positioned to sell on your terms, even if market conditions aren’t “optimal”.