Sunil Patil
Sunil is a trusted business broker who combines expertise, strategy and professionalism to achieve the best value. He believes that “People do Business with People”, building his work on trust, integrity and strong relationships so business owners and buyers feel supported at every step.
After a long career at Fonterra, Sunil now helps business owners achieve successful exits with Smart Business Exit. He goes beyond the numbers, identifying what truly drives business value. From strategic exits and commercial negotiations to due diligence, Sunil thrives in both corporate and SME environments, always working toward practical and creative solutions.
So, you’ve decided to sell your business. Congratulations!
Selling a business is a major milestone. Whatever the reason that’s brought you here, most people never experience what it takes to build and run a business, let alone successfully pass it on.
Your exit can be approached with clarity and purpose. You deserve a smooth transition into your next chapter, while realising the true value of your business and years of hard work.
Smart Business Exit is designed to simplify the process for business owners, offering honest, realistic value appraisals, absolute confidentiality and a nationwide buyer network grounded in local expertise.
Selling a business can be tough — but so are you. We’ll guide you through every step, protecting your legacy and unlocking your business’s true value.
Start Your Listing Today ›1. Preparing Your Business for Sale in New Zealand: Why Early Planning Matters
The reality is that many New Zealand small business owners are so focused on day-to-day operations that long-term planning often takes a back seat. Without adequate foresight or headspace, business owners can find themselves forced into an unplanned or rushed sale.
The difference between a well-prepared sale and an impromptu one can mean tens of thousands of dollars in value — or, in some cases, the inability to sell at all.
If this sounds familiar, engaging a business broker early can make a significant difference. Regardless of how you plan to sell your business, there are practical steps you can take now to prepare your business for a successful future sale.
Why Early Preparation Is Crucial
While gathering information for a buyer may not take long, true preparation for sale should ideally begin three to five years before listing. Why? Because buyers place strong emphasis on consistent and reliable financial performance over time.
Your financial records should clearly demonstrate stability, sustainability, and sound management. This often requires close collaboration with your accountant to ensure accuracy and consistency.
Key areas that need ongoing management include:
Stock levels
Cash flow
Accounts payable and receivable
Cost control and margins
This process helps business owners gain a deeper understanding of their financial position and identify fluctuations that can be controlled or explained. While some seasonal or external influences may be unavoidable, focusing on what you can control significantly strengthens buyer confidence.
Preparing early also allows time to strengthen other critical aspects of your business, including:
Company culture and staff retention
Systems and technology
Brand reputation (such as online reviews)
Marketing strategies
Asset maintenance and documentation
Perfection is rarely achievable, but proactive preparation can bring you very close.
A useful starting point is a business audit or SWOT analysis, reviewing internal and external Strengths, Weaknesses, Opportunities, and Threats. Involving your accountant, solicitor, or other trusted advisors can provide valuable external insights.
2. Conduct a Business Evaluation or Audit
A comprehensive evaluation may include:
Financial Review
Financial statements for the past 3–5 years
Forecasts and budgets for the next 12 months
Loan agreements, overdrafts, and credit facilities
Operations & Organisation
Organisational structure and reporting lines
Staff training, induction, and development processes
Risk management, succession planning, and multi-skilling
Supplier & Customer Agreements
Supplier terms and contracts (ensuring they are transferable)
Customer contracts and service agreements
Brand & Reputation
Online reviews, testimonials, and awards
Digital Assets & Intellectual Property
Websites, domains, social media accounts
Logos, trademarks, and licences
Legal & Compliance
Leases (property or equipment)
Third-party agreements
Business registrations, licences, and authorisations
One common mistake sellers make is assuming the agreed sale price is the amount they will receive in their bank account.
In reality, adjustments may apply for:
Employee entitlements (holiday pay, leave liabilities)
Lease make-good clauses or payouts
Deposits, bonds, and prepaid income
Outstanding creditors and utilities
Post-settlement costs may also include:
Accountant, solicitor, and broker fees
GST considerations
Income tax implications
On the positive side, you may be eligible for refunds on:
Insurance premiums
Lease bonds
Rent paid in advance
This evaluation helps identify areas that need improvement before going to market.
3. Improve Your Financial Credibility
Buyers may vary in financial expertise, but they will almost always rely on their accountant to scrutinise your numbers.
Schedule regular reviews with your accountant to:
Understand your financial performance
Identify trends and anomalies
Improve cash flow and profitability
Small strategic changes can significantly impact net profit — and ultimately your business valuation.
Ensure:
Debtors and creditors are well managed
Balance sheets are clean and accurate
GST returns and tax filings with Inland Revenue (IRD) are up to date
Falling behind on tax obligations can weaken your negotiating position or delay a sale.
Clean, consistent financials — aligned with filed tax returns — provide confidence and credibility to buyers.
4. Get Your Business in Order
Review your standard operating procedures (SOPs) and internal manuals. If these are undocumented or incomplete, now is the time to address them.
Well-documented systems:
Reduce reliance on the owner
Support staff consistency
Make business transition easier for a buyer
At a minimum, ensure all controllable areas are organised, including:
Staff records
Supplier and customer lists
Invoices and ledgers
Equipment details
Security access and alarm codes
Whether stored digitally or in a filing system, organisation matters. Buyers undertaking due diligence expect timely access to information.
If systems are a weakness, be transparent — what may be a weakness for you could be a strength or opportunity for the buyer.
5. Have a Transferable Growth Plan
Avoid vague claims like “the business has potential.” Buyers want clear, tangible opportunities.
Be prepared to explain:
Where current value comes from
Where logical growth opportunities exist
Share insights carefully and responsibly. Forecasts and projections should be realistic and supported by evidence.
Growth opportunities might include:
Untapped marketing channels
Pricing adjustments
Improved systems or leadership involvement
Supplier margin improvements
You can also highlight areas you have not focused on, allowing buyers to apply their strengths.
Ready to Plan Your Smart Business Exit?
Preparing your business for sale is not just about timing the market — it’s about strategy, structure, and making informed decisions well before you list. The earlier you start, the more control you have over the outcome.
If you’re considering selling your business now or in the future, Sunil Patil can help you navigate the process with clarity and confidence. With deep experience supporting New Zealand business owners, Sunil provides tailored advice to help maximise value, reduce risk, and create a Smart Business Exit aligned with your personal and financial goals.
Book a confidential meeting with Sunil Patil today to receive expert guidance on preparing, positioning, and exiting your business the right way.
Your business deserves a well-planned exit — not a rushed one.
Start Your Listing Today ›
