Common mistakes made by business owners during a sale
Introduction
Every year in Switzerland, hundreds of business sales fail or conclude under unfavourable conditions. The reason? Avoidable mistakes made by business owners who are nonetheless experienced in their trade.
Selling an SME has nothing to do with managing a business on a daily basis. It is a unique exercise that requires meticulous preparation, strategic vision and a good dose of objectivity. Many sellers underestimate this complexity and repeat the same SME sale mistakes that compromise their chances of success.
Overvaluation, lack of preparation, neglected confidentiality, excessive dependence on the owner: these pitfalls are common but not inevitable. Understanding these mistakes allows you to anticipate them and approach the sale with a solid strategy.
This guide presents the 7 most common mistakes we observe amongst Swiss sellers. For each one, you will find concrete explanations and practical solutions to avoid a failed sale and maximise the value of your transaction.
📌 Summary (TL;DR)
The most common sale mistakes include overvaluing the company, lack of advance preparation, neglecting confidentiality, opaque accounts, excessive dependence on the owner, refusing to work with experts and insufficient visibility of the listing. Avoiding these pitfalls significantly increases the chances of concluding a transaction under favourable conditions.
📚 Table of contents
- Mistake 1: Overvaluing your company's worth
- Mistake 2: Waiting until the last moment to prepare the sale
- Mistake 3: Neglecting the confidentiality of the process
- Mistake 4: Presenting opaque or incomplete accounts
- Mistake 5: Remaining too dependent on the owner
- Mistake 6: Wanting to manage everything alone without experts
- Mistake 7: Not giving enough visibility to the listing
Mistake 1: Overvaluing your company's worth
Overvaluation is the primary cause of failed sales. The gap between emotional value and market value creates unrealistic expectations. A price that is too high discourages serious buyers from the first contact.
The consequences are direct: wasted time, damaged credibility, and a process that drags on without results. A company that remains on the market for too long raises suspicion.
To obtain an objective estimate based on market data, use the Leez valuation tool. A realistic valuation is the starting point for a successful sale.
Mistake 2: Waiting until the last moment to prepare the sale
An SME sale requires preparation at least 2 to 3 years in advance. Waiting until the last moment creates pressure that weakens your negotiating position and compromises the valuation.
Late preparation leads to incomplete documentation, rushed processes and missed opportunities. Buyers perceive this urgency and take advantage of it.
Preparation includes optimising finances, formalising operational processes, and above all reducing dependence on the owner. These elements significantly increase the company's attractiveness.
Mistake 3: Neglecting the confidentiality of the process
Premature or poorly managed communication can destroy a sale. Employees worry, clients leave, suppliers become suspicious. Your negotiating position collapses.
Best practices: systematic confidentiality agreements (NDAs), progressive disclosure of information according to stages, and use of a secure platform.
Leez integrates confidentiality features at every level: anonymised profiles, buyer identity verification, and precise control of information disclosed. Discretion protects your company's value.
Mistake 4: Presenting opaque or incomplete accounts
Clear and auditable accounts are non-negotiable. Buyers analyse every line. Mixing personal and professional expenses, unjustified charges or unclear entries immediately create mistrust.
The consequences: prolonged due diligence, tense negotiations, and a significant discount on the final price. In some cases, the buyer abandons the deal entirely.
Have your accounts audited by an independent accountant before putting the business on the market. This transparency accelerates the process and strengthens your credibility.
Mistake 5: Remaining too dependent on the owner
A company centred on its founder is difficult to sell. If client relationships are personal, know-how is undocumented, and the team is unable to function independently, the value collapses.
Buyers are looking for autonomous structures, not empty shells that crumble when the owner leaves. This dependence is one of the main reasons for failed sales.
Concrete solutions: progressive delegation, formalisation of key processes, development of a management team. To explore this topic further, read our article on why some SMEs never sell.
Mistake 6: Wanting to manage everything alone without experts
A sale involves complex technical, legal and tax issues. Managing alone exposes you to costly contractual errors, missed tax optimisation, and unbalanced negotiations.
Surrounding yourself with experts (accountant, lawyer, M&A specialist) is not mandatory, but strongly recommended. They secure the process and maximise the transaction's value.
Leez provides access to a network of qualified partners that you can consult according to your needs. You remain in control, but with expert support when necessary.
Mistake 7: Not giving enough visibility to the listing
Limiting distribution reduces the number of potential buyers and therefore your chances of finding the right profile. Fewer candidates means less competition and a lower final price.
The balance between confidentiality and visibility is essential. A specialised platform like Leez allows you to target qualified buyers whilst controlling the disclosure of information.
The structured process ensures that only serious and verified profiles access the details. View the companies for sale to see how to maximise your visibility securely.
Selling a company is a demanding process that requires rigorous preparation. The seven mistakes presented in this article compromise numerous transactions in Switzerland every year: unrealistic valuation, lack of anticipation, poorly managed confidentiality, opaque accounts, excessive dependence on the owner, absence of professional support and insufficient visibility.
The good news? These mistakes are avoidable. By taking the time to structure your approach, surrounding yourself with qualified experts and giving your project the necessary visibility, you maximise your chances of success.
Are you considering selling your SME? Start by estimating your company's value for free to begin on a realistic basis. Then, publish your listing on Leez to access a network of qualified buyers and expert partners ready to support you through every stage of your business transfer.
