Checklist: 10 steps to prepare the company for sale in 2026
Checklist: 10 steps to prepare the company for sale in 2026
Selling a company is one of the most strategic and sensitive moments in the life of any entrepreneur. It’s not just about finding a buyer: it’s about maximizing the value of the deal, reducing risk, ensuring transparency, and creating the conditions for a solid, fast, and successful transaction. As 2026 approaches, this is the ideal time to begin a structured, meticulous, and results-oriented preparation process.
Below, we present a complete checklist, designed to support entrepreneurs, managers and consultants in preparing a business sale with rigor, vision and professionalism.
- Deep Financial Diagnosis
Before any negotiation, it is essential to ensure that the company’s financials are clear, organized, and auditable.
Essential elements:
- Up-to-date and consistent financial statements for the last 3 to 5 years
- Organized accounting in line with current standards
- Rigorous bank reconciliation
- Identifying recurring and non-recurring revenue
- Map of debts, liabilities and contingencies
- Realistic and Grounded Financial Projections
An informed buyer is looking for predictability, stability, and transparency. The more robust the financial information, the greater the confidence and, consequently, the perceived value.
- Business Valuation and Fair Value Definition
Valuation is one of the pillars of preparation. It is not enough to “have an idea” of the value of the company: it is necessary to substantiate it with recognized methods, such as:
- EBITDA and market multiples
- Discounted Cash Flows
- Valuation by assets
- Sectoral comparables
A professional valuation not only guides the sales strategy but also avoids misaligned expectations and enhances faster and more effective negotiations.
- Legal Organization
Legal due diligence is one of the most critical moments in the sales process. Any irregularity can delay, devalue or even make the transaction unfeasible.
Legal checklist:
- Up-to-date and compliant employment contracts
- Agreements with suppliers and customers duly formalized
- Intellectual property and trademark registration
- Licenses and permits in force
- Regularized tax situation
- Absence of pending litigation or complete documentation of existing ones
Legal clarity conveys security and reduces the risk perceived by the buyer.
- Operational Structure and Internal Processes
Companies with well-defined, documented, and replicable processes are more valuable. Over-reliance on the owner or key contributors is one of the biggest drivers of devaluation.
Points to optimize:
- Critical Process Documentation
- Up-to-date management systems
- Clear performance indicators (KPIs)
- Defined organizational structure
- Succession Plan for Strategic Functions
The more autonomous the operation, the more attractive the company will be to investors.
- Team and Organizational Culture
Human capital is a determining asset. A motivated, stable and strategy-aligned team significantly increases business value.
Recommended actions:
- Performance valuation and development plans
- Competitive salary structure
- Transparent internal communication
- Retention of talent in critical functions
- Clear and documented organizational culture
Companies with solid teams reduce the risk of losing know-how after the sale.
- Customers, Market and Positioning
Commercial strength and market positioning are decisive elements for any buyer.
Commercial checklist:
- Segmented and updated customer base
- Well-defined retention rates and customer churn rates
- Long-term contracts or recurring revenues
- Active and measurable marketing strategy
- Competitor analysis and market trends
Businesses with a diversified and predictable portfolio are naturally more valued.
- Technology, Systems and Information Security
In 2026, no buyer ignores the importance of technology. The company’s digital maturity can be a differentiating factor.
Critical points:
- Integrated management systems (ERP, CRM, etc.)
- Data security and GDPR compliance
- Updated technological infrastructure
- Automated processes
- Accessible technical documentation
Technology not only increases efficiency but also reduces operational risks.
- Preparation of the Sales Dossier
The sales dossier is the company’s business card. It should be thorough, accurate, and visually appealing.
Includes normally:
- Executive summary
- Company History and Vision
- Financial analysis
- Organizational structure
- Market and competition
- Projections and growth opportunities
- Reason for sale
A well-constructed dossier speeds up the buyer’s decision and demonstrates professionalism.
- Negotiation Strategy and Confidentiality
The sale of a company requires a clear strategy, which combines discretion, assertiveness and preparation.
Strategic elements:
- Definition of minimum price and essential conditions
- Identifying potential strategic and financial buyers
- Non-Disclosure Agreements (NDAs)
- Transaction tax planning
- Preparation for difficult questions during due diligence
To trade without strategy is to lose value.
- After Sales Follow-up
The sale does not end with the subscription. The post-transaction period is crucial to ensure a smooth transition.
Includes:
- Integration plan
- Buyer support during the agreed period
- Knowledge transfer
- Compliance with contractual clauses
A well-managed transition protects the seller’s reputation and ensures the success of the business.
In short, preparing for the sale of a company is not an isolated act, it is a strategic process that requires time, rigor and vision. Those who start this path early enter the market with a competitive advantage, greater negotiating power and better conditions to maximize the value of their business.
With this checklist, any business owner can structure the process in a professional way and significantly increase the chances of a successful sale in 2026.
If you want to sell your company in 2026 with maximum return, leave no room for improvisation. Request ValuingTools’ professional valuation now and benefit from our expert advice to structure the process, enhance your business and conduct the transaction with security, transparency and concrete results.
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