Business
How Do I Sell My Business in Australia?
Selling a business in Australia generally moves through the same broad stages regardless of industry or size: getting it ready, finding out what it's actually worth, putting it in front of the right buyers, working through their questions, and then settling the sale.
The detail changes a lot from business to business — what doesn't change is that skipping or rushing any one of these stages is usually where owners run into trouble later. Whether the business is in Adelaide, the Adelaide Hills, or anywhere else in South Australia, the stages themselves are the same; what differs is the local market you're selling into and who you've got helping you through it. Here's what each stage actually involves.
Getting ready
Before a business is market-ready, most owners need to tidy up a handful of things: financials that clearly show the business's real profitability (not just what minimises tax), documented systems and processes so the business doesn't depend entirely on the owner showing up every day, a clear read on the lease situation if premises are involved, and an honest look at how much the business relies on the owner personally versus how it would run under someone else. Buyers notice all of this, and a business that's visibly dependent on one person is harder to sell and often sells for less.
Finding out what it's worth
This is the step most owners either skip or guess at, and it's the one that shapes everything after it. A business appraisal looks at profitability (usually SDE or EBIT-based), size and turnover, the client base, and — where relevant — plant and equipment, then arrives at a realistic value range. Going to market without this means either underselling out of uncertainty or overpricing and watching the business sit unsold while buyers lose interest. A Business Value Review ($695) is exactly this step done properly before anything else happens.
Putting it in front of buyers
This is where the paths genuinely diverge. A traditional broker typically runs public listing and marketing — advertising the business, managing enquiries, and handling buyer search on your behalf, for a commission usually around 7% plus upfront fees. Selling privately means you're sourcing your own buyer and running your own negotiations, which costs less directly but takes more of your own time and judgement. Independent advisory sits between the two: fixed-fee support for the appraisal, positioning, and structuring work, without taking over the public marketing side — useful if you've already got a buyer in mind, or want guidance without paying for advertising you don't need. More on how that works on the business advisory page.
Which path fits depends entirely on whether you already have a likely buyer, how comfortable you are running that search yourself, and how much the marketing side of a traditional broker is actually worth to your specific business.
Handling enquiries and due diligence
Once a buyer's interested, they'll want to look closely at what they're buying — financials, the lease, licences, supplier and customer arrangements, and how much of the business's value is tied to you personally versus the business itself. This is usually where add-backs get scrutinised (the adjustments that turn reported profit into what the business actually generates for an owner), and where a poorly prepared seller loses negotiating ground. Having your numbers and documentation in order before this stage starts — not scrambling to produce them once a buyer asks — makes a real difference to how the conversation goes.
Settlement
The final stage covers the legal transfer: the sale contract, settlement terms, and making sure everything required to actually hand the business over has been done properly. A licensed broker builds this into their service; selling privately means arranging it yourself, typically through a solicitor, alongside your accountant for the tax side (capital gains tax and the small business CGT concessions are worth a proper conversation with your accountant specifically — not something to work out on the fly at settlement).
A note on licensing
Business-sale intermediaries in Australia need to be licensed, and the specific requirements vary by state. If you're selling privately, that licensing requirement doesn't apply to you directly, but it's worth knowing it sits behind whoever you do engage to help.
Where to start
If there's one stage worth not skipping, it's finding out what the business is actually worth before deciding anything else — which path to market it through, what price to expect, or whether now's even the right time. Everything downstream is easier with a real number in hand instead of a guess.
If you're thinking about selling and want an honest starting point, email jarrod@jarrodosborn.au anytime with questions, or book a Business Value Review when you're ready.
Know what your business is worth before you decide how to sell it.