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

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

• Grab a copy of Chris Spratling's book: “The Exit Roadmap: The Insider’s Guide to Selling Your Business Profitably” 
• Check if you are you truly ready to exit. Take the Exit Readiness Survey It's a free, personalised exit readiness report.
• Contact Chris:
  • Chris Spratling on Linkedin
  • Chris Spratling Website
• WT103 - Employee ownership trusts w/ Chris Budd
• WT38 - The 8 Drivers Of Business Value - Richard Perry

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