The owners who achieve the best prices rarely decide to sell on a Friday and list on a Monday. Selling an accounting practice well is something you prepare for. Here's a 12-month plan.
Months 12–9: Clean up the fundamentals
Tidy your client records, bring workpapers up to standard, and get onto modern, well-organised software if you aren't already. Resolve your own tax and compliance housekeeping. Buyers pay more for a practice that's easy to inspect.
Months 9–6: Strengthen the fee base
Convert loose or ad-hoc arrangements into clear recurring engagements. Where a handful of clients dominate your fees, look to broaden the base — concentration lowers your multiple. Address any clients who are chronically slow to pay.
Months 6–3: Reduce owner dependence
This is the single biggest value lever. Delegate client relationships to staff, document your processes, and make sure the practice can run without you in the room. A practice that depends on the owner is worth less and harder to hand over.
Months 3–1: Get valued and get your pack ready
Obtain a professional valuation to anchor your asking price, and assemble the information a buyer will request during due diligence. Decide how you'll protect confidentiality when you go to market.
Month 0: List confidentially
Publish a listing with only high-level detail, and reveal more to specific buyers as you choose to engage them.
The payoff
Preparation typically means a higher multiple, a faster sale and a cleaner handover.
