Strategies for Maintaining Business Performance During the Exit Planning Phase

Planning your business exit is a smart, strategic move — but it can also introduce risk if not handled carefully. One of the biggest mistakes owners make during the exit planning phase is taking their foot off the gas. The result? Slipping profits, distracted teams, and reduced buyer confidence.

At ExitPlanning.co.uk, we work with business owners to prepare for a successful transition without losing sight of day-to-day performance. Here are the key strategies to keep your business running strongly while preparing it for sale.

1. Keep Exit Plans Confidential (for Now)

Prematurely announcing your intention to sell can unsettle staff, concern customers, and trigger competitor interference — all of which can harm performance and valuation.

Until a deal is agreed and transition plans are in place, keep your exit intentions between you, your advisers, and any co-shareholders. This allows you to plan without unnecessary disruption.

2. Strengthen the Management Team

Buyers don’t just assess your financials — they assess how the business will operate without you. One of the most valuable steps you can take is to build and empower a strong second-tier management team.

A credible, committed leadership structure reassures buyers and makes your business easier to sell — often at a higher multiple.

3. Maintain Momentum in Sales & Marketing

It’s easy to focus on valuations, advisers, and due diligence checklists — but don’t lose sight of your pipeline. Buyers pay for future potential, not past performance.

Stay focused on growth targets, lead generation, and customer retention. Even modest year-on-year growth during exit planning creates confidence and protects deal value.

4. Avoid Major Distractions or One-Off Projects

This is not the time to embark on costly, time-consuming new initiatives like opening a new office, launching untested products, or switching your entire CRM system.

Keep operations lean, stable, and focused on what already works. Buyers prefer businesses with predictable performance, not experimental risk.

5. Clean Up the Financials

Accurate, well-presented financials are essential — and messy accounts can delay or devalue a deal. Take this time to:

• Remove personal expenses from the books

• Resolve any old debtor issues

• Finalise shareholder loans or dividend policies

• Get management accounts up-to-date and consistent

An experienced exit adviser or part-time FD can help get your numbers into shape before the formal sale process begins.

6. Plan for Contingency — Not Certainty

Even with good planning, exits can take 6–12 months or more. Don’t assume the deal is done until it’s signed. Maintain business performance, client service, and team morale as if you’re staying on — until the ink is dry.

7. Work With a Trusted Adviser Who Shields the Team

Exit planning shouldn’t consume your day. By working with a trusted adviser, you can stay focused on running the business while they manage buyer outreach, information flow, and negotiations discreetly in the background. The best advisers act as a buffer, allowing you to maintain performance while they prepare for the exit.

A successful business exit doesn’t just depend on timing or buyer appetite — it depends on performance. By keeping your business strong, focused, and well-managed throughout the exit planning phase, you not only protect its value but also make it more attractive to the right buyer.

Thinking of preparing for a future exit? Contact Us today to access tools, guidance, and tailored support. Whether you’re 6 months or 3 years from exit, the right plan today protects the value you’ve worked hard to build.