When Should You Get Professional Help With a Business Sale?

Most people selling a smaller business can comfortably handle large parts of the process themselves — especially with good templates and a clear guide. But there are a number of concrete situations where professional help isn't a luxury, it's insurance against things going wrong.

Short answer: Consider professional help if at least one of the following applies: there are multiple owners who need to agree, the sale price is above a couple of million DKK, you expect a long or tense negotiation, the business has a complex corporate structure, or you're personally so emotionally invested that it becomes hard to negotiate objectively.

Multiple owners with different interests

If several of you own the business together, there are often multiple agendas in play — one wants to sell quickly, another wants to wait for the right price, a third has other plans for their share. A neutral advisor can keep the process moving forward without it turning into an internal conflict. Also see what to do about deadlock, when the parties can't agree.

The price or complexity is high

The higher the sale price, the more is at stake if a detail in the agreement gets overlooked — and the more likely it is that the buyer brings their own advisors to the table. If the business has a holding structure, several subsidiaries, activities abroad or significant intangible assets, it's rarely a good idea to negotiate alone against a professional counterparty.

You expect a difficult negotiation

If you already know the buyer and know the negotiation will be tough — or if there's history, family relationships, or disagreement about value that makes it emotional — a professional negotiating partner is often worth the money. Read more about preparing your negotiation strategy.

You're too close to it to be objective

If you've built the business from the ground up, it can be hard to separate a fair price from the emotional value the business holds for you. An advisor with no personal stake often sees more clearly what's actually a good deal — and can have the difficult conversations you find hard to have yourself.

What does it cost, and when does it pay off?

See our overview of what advisory typically costs, and when it pays off. The rule of thumb is simple: the more that's at stake — in money, complexity, or conflict risk — the faster the advisory fee pays for itself.