Preparing your business for sale: 12-month checklist

Months 12-10: Diagnosis and strategic analysis

Preparation for sale begins with a complete diagnosis of your business. This initial phase allows you to identify strengths, weaknesses and areas for improvement before putting your SME on the market.

Analyse three essential dimensions: financial health, legal compliance and operational efficiency. Use the Leez valuation tool to obtain an initial estimate of your business's value. This step helps you avoid common mistakes when selling.

A rigorous diagnosis gives you a clear vision of your starting position and the path to follow to optimise value before the transfer.

Month 12: Take stock of your situation

Before any concrete action, clarify your motivations and personal objectives:

• Evaluate your reasons for selling: retirement, new project, health, weariness
• Define your objectives: minimum acceptable price, desired timeframe, particular conditions
• Identify the signals that confirm the right timing
• Analyse the overall health of your business: profitability, growth, competitive position

This personal reflection guides all decisions in the coming months. It allows you to approach preparation with a clear vision of your destination.

Month 11: Financial and accounting audit

Financial transparency reassures buyers and facilitates negotiation. Prepare your accounting file:

• Gather 3 to 5 years of certified balance sheets and income statements
• Verify the consistency of documents and correct inconsistencies
• Identify areas requiring clarifications or adjustments
• Clean up personal expenses mixed with professional costs

If your accounting has gaps, call on fiduciaries from the Leez network for a professional audit. Clean and clear accounts significantly increase the confidence of potential buyers.

Month 10: Legal and contractual audit

Unresolved legal problems can block a transaction or significantly reduce value. Check all legal aspects:

• Examine all contracts: clients, suppliers, employees, commercial leases
• Ensure legal and regulatory compliance of your activity
• Identify and resolve potential or ongoing disputes
• Update company articles if necessary

Lawyers specialising in business transfers from the Leez network can support you to secure legal aspects and anticipate buyers' questions.

Months 9-7: Value optimisation

This phase transforms your diagnosis into concrete actions to increase your business's value. The objective: make your SME more attractive and profitable.

Focus on three main levers: improve profitability, secure revenue and reduce dependence on the owner. Each improvement translates directly into the final valuation.

Buyers pay for stability, predictability and growth potential. These three months of optimisation can significantly increase the sale price and accelerate the transaction.

Month 9: Improve profitability

A positive trend over recent quarters reassures buyers and justifies a higher price:

• Identify and eliminate unnecessary or excessive costs
• Renegotiate supplier contracts to obtain better conditions
• Optimise your pricing structure without losing clients
• Improve margins on your most profitable products or services

Document these improvements with precise figures. Clear progression in profitability demonstrates the business's potential and facilitates price negotiation.

Month 8: Diversify and secure turnover

A stable and diversified client base reduces the risk perceived by buyers:

• Reduce dependence on main clients (ideally none >20% of turnover)
• Build loyalty with your existing client base through contracts or loyalty programmes
• Document your sales and client relationship processes
• Sign medium-term contracts to secure future revenue

A balanced and loyal client portfolio is a major selling point. It proves the solidity of the business model and reassures about continuity after the transfer.

Month 7: Reduce dependence on the owner

Critical point of any transfer: the business must be able to function without you. This is often the main obstacle to sale:

• Gradually delegate key responsibilities to your team
• Document all processes, know-how and important contacts
• Train a team capable of managing the activity autonomously
• Establish written procedures for each critical function

A business too dependent on its owner loses value and limits the number of potential buyers. Prepare your exit by making your business autonomous.

Months 6-4: Preparation of sales documentation

The quality of your documentation directly influences buyers' interest and the speed of the transaction. A complete and transparent file inspires confidence.

Prepare three levels of documentation: the anonymised teaser for initial distribution, the detailed memorandum for qualified candidates, and the due diligence file for the final phase.

Invest time in this preparation. A professional file distinguishes you and facilitates exchanges with serious buyers throughout the process.

Month 6: Create the presentation file

Your presentation file is the first detailed impression that potential buyers will receive:

• Write a convincing executive summary (1-2 pages maximum)
• Present the business: history, activities, market, positioning
• Document your competitive advantages and differentiation points
• Prepare realistic and justified financial projections

Be factual and honest. A clear and transparent file attracts the right buyers and avoids wasting time with unqualified candidates.

Month 5: Gather due diligence documents

Anticipate buyers' requests by preparing all documents necessary for in-depth analysis:

• Organise all important contracts (clients, suppliers, partners)
• Prepare the complete list of assets, equipment and stock
• Document intellectual property (trademarks, patents, licences)
• Gather HR documents: employment contracts, organisation chart, training

A well-prepared due diligence file accelerates the process and strengthens your credibility. Consult our guide on the first meeting with a buyer to anticipate their questions.

Month 4: Define your confidentiality strategy

Confidentiality protects your business during the sales process. Define a clear strategy:

• Decide which information to reveal at each stage of the process
• Prepare an anonymised teaser for initial distribution (sector, region, key figures)
• Put in place solid confidentiality agreements (NDA)
• Consider who to inform internally and when

Leez offers several levels of confidentiality to protect your identity until buyers are qualified. This progressive approach secures your approach without compromising visibility.

Months 3-1: Market launch and buyer search

After 9 months of preparation, your business is ready to be presented to potential buyers. This final phase combines visibility and rigorous contact management.

Leez plays a central role in giving visibility to your business among qualified and verified buyers. The platform facilitates initial exchanges whilst protecting your confidentiality.

Remain available and responsive. The best buyers move quickly when they identify an interesting and well-prepared opportunity.

Month 3: Determine the sale value

Set a realistic price that attracts serious buyers whilst reflecting the true value of your business:

• Use the Leez valuation tool for an estimate based on reliable data
• Compare with similar transactions in your sector
• Consult an M&A expert from the Leez network to validate your valuation
• Define an asking price and a floor price for negotiation

A price that is too high drives away qualified buyers. A price that is too low costs you money. Balance is essential to succeed in the transfer.

Month 2: Publish your business on Leez

Give visibility to your business among qualified buyers:

• Create a complete listing on Leez.ch (490 CHF, no commission on sale)
• Choose the level of confidentiality suited to your situation
• Write a clear, honest and attractive description
• Add key financial information to qualify candidates

Leez connects you immediately to verified buyers who are actively seeking opportunities. The platform digitalises the process and facilitates initial contacts in complete security.

Month 1: Manage initial contacts

The first enquiries arrive. Manage them methodically to identify serious candidates:

• Qualify each request received via Leez: motivations, financial capacity, experience
• Organise initial telephone or video conference exchanges
• Have an NDA signed before sharing sensitive information
• Prepare physical meetings with the most promising candidates

Remain available and responsive without rushing decisions. Leez facilitates contact management and secures information exchanges throughout the qualification process.

After the 12 months: The negotiation phase

Once qualified candidates are identified, the negotiation phase begins:

• Negotiate the terms of sale: price, payment terms, transition period
• Support the in-depth due diligence conducted by the buyer
• Work with a lawyer for drafting the sale contract
• Call on experts from the Leez network to support you

For detailed support during this final phase, consult our complete guide on selling a business in Switzerland.

Preparing the sale of your business over 12 months allows you to optimise its value and approach each step with serenity. From the initial diagnosis to profitability optimisation, through documentary preparation and market launch, each month counts to maximise your chances of success.

This checklist is not a rigid framework: adapt it to your situation, your sector and your constraints. The essential thing is to anticipate, structure your steps and not skip stages. Methodical preparation reduces risks, reassures potential buyers and facilitates negotiations.

Are you ready to take the plunge? Estimate the value of your business for free to start on a solid foundation, then discover how to publish your listing on Leez to access a network of qualified buyers. And if you need specialised support, our network of experts is here to support you.