18/06/2026

After years of hard work building and growing your business, the decision to sell is a big one with many considerations and consequences.

How to sell a business is complex. When a business sale starts to take shape, the owners’ focus is often on the deal itself: Price. Structure. Timing. However, one of the biggest influences on all three is who you have around you. The team you choose is critical to the final deal achieved.

A business sale transaction isn’t a one-man job. Selling a business brings a different level of complexity, and no single adviser covers all of that. The strongest outcomes tend to come from having the right mix of people involved at the right time.

Who typically needs to be involved when selling a business?

In most transactions involving small and medium-sized businesses, you would need expert support from:

  • Solicitors
    Translate structure and terms into written legal agreements and manage negotiation and legal risk throughout the process.
  • Corporate finance advisers
    Help identify and approach potential buyers, present the business in a way that maximises value and manage the process, timing and more difficult conversations.
  • Tax advisers
    Help to structure the deal efficiently, identify risks early and plan for your future.
  • Accountants
    Present the financial position clearly, and support on price and completion mechanics.

Depending on the business, specialist advisers such as regulatory or environmental experts may also be required to address specific obligations or liabilities.

Each advisory team plays a different role, but they are closely connected.

How this team works together matters

While your team of experts may perform distinct roles, a transaction isn’t a series of separate workstreams. There is a lot of overlap and the way the team works together is important. For example:

  • Due diligence covers a wide range of matters including legal, financial, tax, operational, and, depending on the business, specialist areas like pensions, environmental or specialist health and safety matters. It is vital that the relevant due diligence topics are reviewed and advised upon by appropriate advisers.
  • Warranties and indemnities may be drafted and negotiated by the legal team but this needs input from accountants and tax advisers to ensure they are accurate and workable. Warranties and indemnities significantly affect a seller’s risk profile so their scope and limitations need to be fully understood and negotiated with specialist input
  • Completion accounts are financial but directly affect price and are negotiated through legal documentation.
  • An issue identified in the financials may need a legal solution, not just an accounting one.
  • A tax-driven structure will need to be reflected properly in the legal documents and pricing mechanics.
  • A point raised in due diligence may require a commercial discussion, not just a technical answer.
  • Input from all advisers is required during the disclosure process.

Each adviser is looking at the same clause, point or issue but through a different lens, and, in practice, the strongest outcomes are achieved when your team works closely together, rather than in isolation. When this collaboration happens, things move more smoothly. In short, it’s all about the people.

There’s a noticeable difference where advisers have worked together before, because they understand how each other approaches issues and can move more quickly from identifying a problem to suggesting a solution.

It’s also key to ensure that:

  • You get along with your advisory teams.
  • They will be engaged in the process.
  • They are genuinely on your side, helping you navigate what is often a one-off event.

Having people around you who you get along with, communicate clearly, work well together, and are focused on getting the right outcome for you, makes a real difference. The role of your advisers often continues after completion too, including assistance with post-completion adjustments, warranties and indemnities, and integration matters, so the relationship matters.

Timing is an important factor

Many issues in a transaction aren’t impossible to resolve. They just become difficult when they’re identified late, the deal is already underway, and there is pressure to complete.

That’s when:

  • Conversations become harder
  • Costs increase
  • And leverage can shift

A well-coordinated team helps deal with issues early on when there is still time to approach them properly. That’s where experience makes a real difference. Advisers who have been through transactions before can:

  • Anticipate where issues are likely to arise
  • Identify them earlier in the process
  • Suggest practical solutions and help implement them in a way that works commercially

You need a team that is pro-active, not reactive.

Final thoughts on how to sell a business

Most business owners go through a sale process once. It’s not about overcomplicating things, it’s about having the right people around you, working together in the right way. This isn’t just about getting the deal done, it about:

  • Presenting and showcasing your business positively
  • Handling difficult conversations in a controlled way
  • Protecting value and minimising risk
  • Structuring the deal so it works practically
  • Keeping the process moving at the right pace

When done well, these factors don’t just ensure a smooth process, they put you in a better position in terms of:

  • Price
  • Structure
  • Timing
  • And ultimately, your overall outcome

A lot of this is also made easier where the business has been prepared for sale and things are already in good order.

Need advice on how to sell a business?

If you are preparing your business for sale and have questions about the next steps in the process, contact our experienced corporate law team by emailing enquiry@beswicks.com or phoning 01782 205000.

 

This article provides general guidance and is not a substitute for tailored legal, financial or tax advice. Readers should seek professional advice specific to their circumstances before making any decisions regarding the sale of their business.