Is Your Firm Exit Ready?

Most bookkeepers and accountants start their practice to pay the bills or gain more flexibility. But what many don’t realise is that they could be building something worth selling.  In this post, we’ll show you why you should start thinking about an exit early, how to grow intentionally, and the steps you can take to increase the value of your business. Two experienced founders, Cassandra Scott and Soonah Walkom, share what they learned from selling their own practices. Their advice can save you time, prevent stress, and help you get the price your business deserves.

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What is a Sale-Ready Business?

A sale-ready business is one that can operate without its founder, has clear systems and financial reporting in place, and can be easily handed over to a new owner. It’s a business with predictable revenue, minimal risk, and documented processes. This means it's not dependent on any single person and offers consistent client experiences.

These businesses are attractive to buyers because they require less effort to transition and maintain. The clearer your operations and value proposition, the faster and more confidently a buyer can step in.

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Why Should You Plan for an Exit Early?

Start with the end in mind

Waiting until you're ready to leave to think about selling your business is a risky move. Planning for an eventual sale from the start lets you build the right habits, team, and infrastructure that support long-term value. It also makes your business resilient to unexpected life events or burnout.

"Start with the end in mind, even if you don't know when that end is going to be." - Cassandra Scott

Example: Soonah started her business in her twenties with the long-term goal of selling. Even without a fixed date, she treated her business like an asset. This made her ready when an unexpected opportunity arose.

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Are You Building Something Valuable?

Recognise the worth of your work. Your client list, your processes, and your knowledge have value. But many business owners overlook this. Treating your business as something with growing equity helps shift your focus from survival to strategy.

"I wasn't expecting to end up with this business that was actually going to be valuable to both myself and also to somebody else." - Cassandra Scott

Example: Cassandra saw peers giving away their clients when retiring. She realised she had built an asset that could benefit her financially and benefit someone else operationally.

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Are You Still the Key Person?

Build a business, not a personal brand. If your clients depend on you alone, your business becomes less appealing to buyers. Buyers want to know the business will still operate smoothly without you in it.

"I was talking like I had a team. My team will be in contact. Even if it was just me at the start." - Soonah Walkom

Example: Soonah onboarded clients by using team-centric language and systems. That subtle shift made future transitions seamless when she built an actual team.

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Are Your Processes Documented?

Turn knowledge into systems. Having strong systems in place not only saves time and reduces errors, but also reassures buyers that the business is sustainable. Without documentation, much of your value walks out the door with you.

"Getting that documented for me was probably one of the most critical parts of the sale." - Cassandra Scott

Example: Using XBert, Cassandra documented workflows that previously lived in her head. This allowed her team to deliver consistent work and made the business easier to evaluate.

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Do You Know Your Numbers?

Make your business easy to understand. Revenue, gross profit, retention, and average revenue per client are critical to know and share. The more organised and accessible your financials are, the more trust you build with a potential buyer.

"The more questions a buyer needs to ask about your financials, the more you're decreasing the value of your business." - Soonah Walkom

Example: Soonah tracked retention, conversion rates, and revenue per team member every month. This made her confident and credible in sale discussions.

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Do You Have the Right Clients?

Shape your business for future growth. Having clients who align with your services and values creates stability. If your clients are mismatched or inconsistent, it signals confusion and risk to potential buyers.

"Once you start stumbling on what your client base is, it makes you question the brand of the business." - Soonah Walkom

Example: By focusing on a defined client type, both Cassandra and Soonah built firms that were easier to manage and more valuable to buyers who shared their vision.

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Are You Working with the Right Professionals?

Get help to do it right. Selling a business can be emotional. Having a broker or solicitor ensures you stay objective, make informed decisions, and negotiate better.

"I needed somebody that was in my corner that was going to be advocating and feeding back and providing me with their experience." - Cassandra Scott

Example: Cassandra engaged a broker from the outset. That expert support gave her confidence and reduced stress during negotiations.

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Whether you're five years from selling or haven’t thought about it at all, now is the time to start preparing. Build your business in a way that gives you freedom, resilience, and options. A business that runs without you, has clear systems, reliable clients, and accurate financials is not only easier to sell, it's easier to manage every day.

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If you're thinking about your exit, start now. 

Download the Exit-Ready Checklist.

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