When is the best time to sell my business?

Selling your business is one of the most significant decisions you will ever make. It’s not just about timing the market; it’s about timing your journey. At Heligan, we work with ambitious, owner-managed businesses navigating this very question. In an increasingly unpredictable landscape, knowing when to sell is as much about strategy as it is about instinct. Here’s how we help owners think it through.

CHASING THE PERFECT MOMENT

For most business owners, the primary goal when selling is clear: maximise value. But how do you achieve that? Often, it comes down to timing. 

That might mean waiting for the right internal milestone, such as securing a major contract or reaching a defined profit target, or capitalising on favourable external conditions, like a booming or rebounding industry. Timing can significantly influence valuation. In volatile or cyclical markets, it becomes even more critical, with well-timed decisions often making the difference between a good outcome and a great one.

However, waiting for “perfect” conditions can be a never-ending trap, especially if external risks are mounting. In recent times, how many times have you thought the world couldn’t possibly get any stranger, only to be surprised all over again?

While buyers still prioritise confidence and stability, the external landscape has shifted dramatically in recent years. Today’s buyers recognise that the era of predictable economic conditions is over. As a result, buyer confidence has returned, not because conditions are perfect, but because waiting for certainty is no longer an option. This shift is driving an increase in M&A activity across the market.

So, should you wait for perfect conditions? It’s not a simple yes or no. At Heligan, we take a deep dive into your business and combine that with our sector and market expertise to help you decide the right time to go to market.

HIGH GROWTH: A DOUBLE-EDGED SWORD

If your business is growing rapidly, it can feel counterintuitive to sell. But high growth is often the most attractive time to go to market. Why?

Buyers pay for momentum. A business with a strong growth trajectory commands a premium valuation. When we take your business to market, we position it based on the business buyers will inherit, not just its past performance. Our focus is on showcasing the opportunity ahead, not a snapshot in time.

Periods of strong growth are often the ideal time to take your business to market. Not only do they create competitive tension and attract stronger offers, but they also give buyers confidence in your trajectory. One of the most common reasons deals fall through is a decline in trading performance. You should go to market when you’re most confident in your forecasts. 

However, it’s not easy to step away when things are going well. What if you're still having fun? 

You don’t have to sell everything. Many deals allow owners to de-risk now while staying involved in the next chapter, sharing in future success alongside a partner who brings strategic insight and fresh capital to propel further growth.

WHEN GROWTH OUTPACES YOU

Building a business is a huge achievement. Your growth has been fuelled by grit, vision, and countless sleepless nights. But as your business grows, so do the demands. What once thrived under your leadership begins to require more structure, more resources, and more time than you can provide.

This is a natural part of scaling. Many owner-managed businesses reach a point where the owner’s personal capacity becomes stretched across too many fronts, strategy, operations, finance, HR, and beyond. The result? Many owners find themselves pulled into the day-to-day, losing sight of the big-picture thinking that once drove them to get out of bed each morning.

And that’s completely normal. Recognising this shift isn’t a sign of weakness, it’s a sign of growth. It’s the moment where support can unlock the next phase of the businesses journey.

If your business has reached a stage where growth demands more than your personal bandwidth can sustain, it may be the ideal moment to consider a sale. Selling at the right time allows you to realise the value of everything you’ve built, transforming years of hard work into reward, while ensuring the business continues to thrive under new leadership and investment. It’s not about letting go, it’s about moving forward.

As mentioned, this doesn’t have to be a full exit. There are options that allow you to retain equity, take on a strategic or advisory role, or continue to contribute as Chair of the Board post-sale. These options relieve you of the day-to-day pressures while keeping you connected to the business you’ve built, enabling you to focus on the big-picture thinking and long-term vision.

THE ONE THING THAT MATTERS MOST

So, what’s the most important factor in deciding when to sell your business? Your personal circumstances.

Timing the sale around your own goals, energy, and life stage often matters more than market conditions alone. After all, the right time is when it’s right for you. In many cases, the decision to sell a business is triggered by a significant life event. 

Whether it’s planning for retirement, pursuing a new opportunity, personal or family health challenges, or seeking a lifestyle change, these moments prompt owners to re-evaluate their next chapter.

WHAT A CONVERSATION CAN UNLOCK

At Heligan, we take an honest approach when advising our clients. After assessing your business and personal situation, we might conclude that it’s not the right time to sell. 

However, early conversations can initiate the thought process and help in plotting a timeline for your exit. The more preparation you put into your business before a sale, the stronger your position will be when the time comes to sell.

No matter where you are on your business journey, a conversation can offer valuable insights. If you’re exploring your options, we’d be happy to discuss your circumstances in more detail and help you think through what comes next.