STRUCTURING THE SALE
Our 2026 Insights for Private Business Owners reveals what 354 experts – including attorneys, investment bankers and CPAs – have to say about selling a business, and how timing, structure and team coordination separate prepared sellers from the rest.
You’ve built a successful business – but preparing for a sale takes a different kind of expertise. It's a multi-stage process where timing, tax planning, legal structuring, financial preparation and deal structure ultimately determine how much you keep.
BNY Wealth's latest report, Structuring the Sale, draws on insights from 354 attorneys, investment bankers and CPAs. It reveals what many owners don't realize until late in the process — the pitfalls, the trade-offs, the things worth knowing well before a term sheet arrives — and what stronger outcomes have in common. From assembling the right advisor team to thinking beyond the sale price, the findings help owners prepare earlier, negotiate from a stronger position and approach a sale with greater clarity.
Get exclusive insights from 354 professional advisors on preparing for and executing a successful business sale.
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Only 48% of sellers are prepared when buyer due diligence begins. Outdated documentation and gaps in tax planning are the most common shortcomings.
Advisors recommend a two-year preparation runway, yet most owners spend just six to 18 months. Starting earlier can improve the bottom line.
Earn-outs, rolled equity and deferred payments can increase complexity, but may also improve flexibility, buyer appeal and long-term results.
Roughly three-quarters of advisors say pre-sale tax and wealth transfer planning can meaningfully increase net proceeds.
80% of advisors say building a cohesive deal team is critical. The strongest teams are assembled early and work in concert toward the best outcome.
If you’re thinking of selling your business, our three-minute assessment can help.
Discover insights and perspectives from 127 owners of privately-held businesses who have sold or are considering selling their businesses.
¹ Source: Alternative Investments 2024: Eight Themes Steadying the Path of the 60/40 Portfolio p. 14
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