It takes more than one person to get a deal done.
Selling your business is a big deal, and not just because you’re handing over the keys to something you’ve poured years into. It’s big because of who you need beside you when the real work begins.
There’s a lot of talk about what to do when selling, but not nearly enough talk about who you’ll be doing it with.
So let’s clear it up. Here’s who’s usually on the roster and why they matter more than you think.
1. Your Business Broker or Advisor
Think of them as your deal captain. They’re steering the ship, dodging icebergs, keeping the engines running, and whispering “you’ve got this” while the buyer asks their fifth variation of the same question.
A good broker will:
- Screen and qualify buyers (so you’re not wasting time on tyre-kickers)
- Mediate when shit gets tense
- Project manage the entire process; timeline, updates, follow-ups
- Chase paperwork like a dog with a bone
- Keep your price, your terms, and your sanity on track
They’re your navigator and your net. When the process starts fraying, they hold it together.
2. Your Accountant
They’re the one helping your numbers sing instead of sputter. A great accountant makes sure your financials are clean, consistent, and credible, which is exactly what a buyer (and their advisors) want to see.
They’re also key for:
- Advising on deal structure (asset vs share sale, etc.)
- Explaining tax implications for you and the buyer
- Helping you pull together adjusted figures like EBIT or SDE that show the real profitability
This isn’t just tax-time stuff; it’s “get-the-deal-done” stuff.
3. Your Lawyer
No one wants to sign a 50-page contract without someone in their corner. Your lawyer protects you from vague clauses, risky conditions, and last-minute gotchas.
A solid lawyer who understands business sales will:
- Review the deal terms and contracts
- Flag risks or inconsistencies
- Negotiate redlines without blowing up the deal
- Calm you down when the stress hits fever pitch
They don’t just give legal advice, they give deal-protecting firepower.
4. You, the Business Owner
Yes, you. You’re more than just the person signing papers. You’re the one who built the thing, who knows the details, who has the legacy (and maybe a bit of grief) tied to it.
Buyers will want:
- Context and clarity (why you’re selling, what’s working, what’s changing)
- Transition plans (are you staying on? training the buyer?)
- Access to you during due diligence (they want proof the business isn’t secretly burning down)
And let’s be real, you’ll need to show up emotionally too. Selling is rarely just a financial decision. It’s a life shift.
In Bigger Deals, You’ll Also See:
- Buyer-side advisors (they’ll have their own accountant, lawyer, and maybe even a broker)
- Finance brokers (if the buyer’s borrowing funds)
- Tax specialists (especially for bigger, complex, or cross-border sales)
- HR consultants or landlord reps (depending on what’s included in the sale)
So When Do These People Get Involved?
Timing matters.
Too early = confusion.
Too late = chaos.
You don’t need every advisor on speed dial from day one but you do need to know when to call them in. The broker’s usually your first port of call. From there, they’ll help you time the rest, just like a good director cueing the cast.
Bottom Line?
The right people, brought in at the right time, can mean the difference between a smooth sale and a drawn-out disaster.
If you’re not sure who you need or when to loop them in, we can help.
Book a free call with our team or give us a ring on 1800 825 831. No pressure. Just real talk, real answers, and a game plan that fits.