Dean Demeyer. Director, Chartered Accountant, Business Broker. 16 Oct 2026 – Launceston, Tasmania

A business owner may sell only once in a lifetime. Buyers, advisers, and brokers may participate in many transactions, but the seller often makes unfamiliar decisions while continuing to run the business. Strategic guidance helps the owner understand the consequences of those decisions and approach the sale with a clear plan. 

The first strategic question is not simply, ‘What is the business worth?’ It is, ‘What outcome is the owner trying to achieve?’ Timing, retirement, family succession, health, future involvement, financial security and the protection of employees can all influence the best sale strategy. Two owners with similar businesses may need very different approaches. 

Preparation is often the most valuable stage. A business may be profitable but difficult for a buyer to understand or finance. The accounts may contain unexplained expenses, the owner may perform too many essential functions, the lease may be approaching expiry, or important customer and supplier arrangements may be informal. Strategic guidance identifies which matters to address before presenting the business to the market. 

The method of sale also matters. The seller must decide how openly the opportunity can be promoted, what information can be disclosed and which buyers are most likely to recognise its value. A local owner-operator, an interstate buyer, an industry participant and a strategic acquirer may each assess the same business differently. The campaign should reflect the type of buyer most likely to complete the transaction successfully. 

Guidance matters just as much when offers arrive. The highest price is not always the strongest offer. A buyer’s financial capacity, experience, conditions, proposed settlement period and need for vendor assistance can materially affect the likelihood of completion. The seller needs to compare the total commercial outcome rather than react to the headline figure alone. 

A broker should also help the seller anticipate the next stage. What will the buyer examine during due diligence? Which issues may be challenged? What information will a financier require? Will landlord approval be needed? How much training and transition support is reasonable? Planning for these questions reduces uncertainty and helps the seller maintain negotiating discipline. 

Strategy should be reviewed as the campaign progresses. Buyer feedback, enquiry levels and market conditions may indicate that the presentation, timing or expectations need adjustment. That does not mean reacting to every comment or reducing the price prematurely. It means distinguishing useful market evidence from casual opinion, then making deliberate changes where they improve the probability of a successful transaction. 

Strategic guidance does not replace legal, accounting or taxation advice. Each professional has a defined role. The broker contributes market knowledge, transaction experience and an understanding of buyer behaviour, then works with the seller’s advisers so commercial decisions are made with the right information. 

At BSX, strategic guidance means helping owners see the whole transaction, prepare before pressure builds and make decisions that support their preferred outcome. It gives the owner a framework for balancing price, timing, confidentiality, certainty and personal priorities. A well-planned sale is more likely to attract credible buyers, withstand scrutiny and progress to settlement. 

Considering selling your business?  

BSX can help you understand your options, prepare properly and approach the market with confidence.