As The Great Transfer of Wealth continues to unfold, Shields Legal is observing anecdotally that a growing number of business owners are opting to sell their companies rather than transition them to the next generation. Although there are myriad reasons for this, one thing is clear – sell-side planning has become critical for owners seeking an exit through the sale of their business.
Selling a business raises many questions for owners: Who are the buyers for my business? When is the right time to sell? And most importantly—how can I position my business to achieve the best possible outcome?
Shields Legal Group has developed our Growth to Exit® (GTE) program to guide our business owner clients in planning and preparing for a successful sale.
The GTE process evaluates the business from the lens of a prospective buyer, enabling owners to identify and address potential red flags before going to market.
The journey begins with an independent third-party appraisal of the client’s business and its assets. This comprehensive valuation—both enterprise-wide and by department—provides a strategic foundation and a powerful tool for negotiations, especially when buyers present their own valuations down the road.
Beyond valuation, the GTE process focuses on internal priorities that shape the client’s ideal post-sale outcome. While maximizing sale proceeds is often a top priority, some clients also value preserving their legacy, ensuring employee continuity, or securing family interests.
By understanding these goals, Shields Legal can tailor the sales strategy to align with the right buyer and the client’s broader vision.
Once the valuation is complete and objectives are defined, Shields Legal conducts an internal review of the business — similar to a buyer’s due diligence. This includes a deep dive into legal, financial, human capital, sales and marketing, intellectual property, and IT systems. Our team assesses strengths as well as areas for growth and enhancement. For instance, if the internal review reflects that a key customer contract is set to expire within 24 months or so, it might be worthwhile to take steps to secure a contract extension early as a means to bolster buyer confidence.
After identifying growth and enhancement opportunities, Shields Legal works closely with the client to implement strategic recommendations to positively impact the sales process and outcome. This includes both collaborating with the client’s existing team of financial and tax advisors or connecting them with the right professionals from our network when needed.
Shields Legal’s Growth to Exit® program is designed to guide business owners through a thoughtful, strategic exit. Let’s start a conversation about optimizing the sale of your business so that you can realize your legacy and achieve your dreams.
