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The Exit Roadmap: How to Sell Your Business for Maximum Value w/ Chris Spratling

Author
Chris Spratling, Kevin Whelan, Christian Rodwell
Published
Wed 30 Jul 2025
Episode Link
https://wealthtalk.simplecast.com/episodes/the-exit-roadmap-how-to-sell-your-business-for-maximum-value-w-chris-spratling-7sYDk9lL

In this episode, Christian Rodwell welcomes Chris Spratling—seasoned entrepreneur, advisor, and author of “The Exit Roadmap: The Insider’s Guide to Selling Your Business Profitably.” With over 30 years’ experience in scaling, buying, and selling businesses, Chris shares vital insights on preparing for a successful business exit, maximising value, and planning for life beyond the sale.

Key Topics & Takeaways

  • Chris’s Background & Relationship with WealthBuilders
    • Over 30 years’ experience in business exits and scaling
    • Longstanding collaboration with Kevin Whelan and the WealthBuilders community
  • The Seven Pillars of Wealth & Business as a Pillar
    • Importance of integrating business, property, and intellectual property in wealth strategies
    • Using SSAS pensions and commercial property for long-term planning
  • Who Chris Helps
    • Focus on ambitious SME owners (turnover £2M–£30M)
    • Chalk Hill Blue’s approach to scaling and preparing businesses for exit
  • Why Most Business Owners Struggle to Exit Successfully
    • 80% of personal wealth often tied up in the business
    • Less than 20% of businesses listed for sale actually sell
    • Common pitfalls: overestimating value, lack of preparation, misunderstanding buyer motivations
  • Stages of Preparing for a Business Exit
  1. Seller Readiness: Clarifying motivations, financial needs, and post-exit plans
  2. Business Readiness: Building value through 10 key drivers (growth, scalability, recurring revenue, differentiation, reduced reliance on individuals/customers, strong processes, etc.)
  3. Process and Systems: Importance of automation, AI, and streamlining tasks to ensure business runs without the owner
  • Quick Wins for Business Owners
    • Assess current financial position and retirement gap
    • Use Chalk Hill Blue’s free Exit Readiness Survey for personalised feedback
    • Focus on one or two value drivers for immediate impact
  • The Role of AI and Automation
    • Embracing AI for efficiency, productivity, and future-proofing business operations
    • Real-world examples from Chris’s clients and his own accountancy practice
  • Family Business Transitions
    • Importance of education and tailored succession planning
    • Creating freedom and options before selling or stepping back
  • Timeline for Selling a Business
    • Realistic prep: 2 years to get “sale-ready,” plus 9–12 months to complete a sale
    • Most deals involve staged payments and handover periods
  • Finding Buyers and Structuring the Deal
    • Importance of assembling a deal team (IFA, tax, legal, corporate finance)
    • Different exit routes: trade sale, management buyout, employee ownership trust, family office, etc.
    • Creating competition to maximise sale price
  • Life After Exit
    • Planning for the “next chapter” to avoid post-sale regret or loss of identity

Practical Tips

  • Start exit planning early—ideally at least 2 years in advance
  • Focus on building recurring revenue and reducing reliance on the owner
  • Use automation and AI to streamline processes and increase business value
  • Educate and engage the next generation for family business continuity
  • Assemble a strong advisory team for the exit process

Resources Mentioned

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