Selling a Company: The Guide for Owners
When the right time is, what your company is worth, how the process works and what matters in buyers and structure — the guide to selling a company.
You usually sell a company only once — and whether it succeeds is decided years before, not at the negotiating table.
This guide walks through the key questions: When is the right time? What is the company worth? How does the process work? And what matters in buyers, structure and price? Each question is deepened in the linked articles.
When is the right time?
The best time is rarely the one when you have to sell. Those who sell under pressure — because of health, exhaustion or conflict — negotiate from the weaker position. The right moment arises when company, market and owner align. More on this: "When is the right time for succession or a sale?".
What is your company worth?
It all begins with a realistic valuation — not wishful thinking. Asset value, earnings value/DCF and market multiples approach the value from different angles; the overview is in "What is my company worth?". Where your industry stands on EBITDA multiples is a good reality check. And which levers raise the value before a sale is shown in "Increasing company value".
How the sale process works
An orderly sale runs in phases: preparation, valuation, approaching buyers, due diligence, negotiation and closing. The visible part is short, the preparation long — and it decides the price. The full process is described in "The process of selling a company"; what a buyer examines in "What is a due diligence?".
Asset deal or share deal?
Is the company sold via its shares (share deal) or via individual assets (asset deal)? The structure decides liability, taxes and the transfer of contracts — and it is a central point of negotiation. The differences are explained in "Asset deal: what it means"; the specifics of the GmbH in "Selling a GmbH", those of the sole proprietorship in "Selling a sole proprietorship".
Who buys your company?
Buyers are usually strategic acquirers from the industry or financial investors — both pursue different goals on price, control and the future of the company. Which type fits your goals is set out in "Strategic buyer or financial investor?".
The price is more than a number
The highest headline price is not automatically the best offer. What matters is how much flows when and under what conditions — for instance when part is tied to future performance as an earn-out. The real value is secured not by the formula but by a structured process with several interested parties, in which competition protects the price.
The most common mistake — and how guidance helps
The most expensive mistake is starting too late and alone: without preparation, without a realistic valuation, with only one interested party. An independent M&A adviser provides structure, discretion and competition — and thereby protects value and negotiating position.
Selling a company is the most important transaction of an entrepreneur's life. Have it guided independently and discreetly — IGCP Capital Partners. → igcp.at
Frequently Asked Questions
How do I sell my company?
In phases: preparation (goals, valuation, reducing owner dependency), approaching buyers, due diligence, negotiation and closing. The biggest lever is preparation — it decides the price and negotiating position. A structured process with several interested parties protects the value.
How long does selling a company take?
From serious preparation to closing you should plan 12 to 24 months. The sale process itself, from approaching buyers to signature, often takes 6 to 12 months; the preparation beforehand takes longer.
What is my company worth?
It depends on earning power, industry, growth and owner dependency — and on what a buyer is strategically willing to pay. A sound answer combines several valuation methods and checks plausibility rather than relying on a single formula.
Should I sell my company through an adviser?
For valuation, a curated buyer search and negotiation, an independent M&A adviser provides structure, discretion and competition. The legal and tax structuring additionally belongs with a lawyer and tax adviser. Competition between several interested parties is the strongest lever of value.