Transfer evidence · Before you sell
How to prepare the owner’s role for a business sale
Published · Reviewed by The Diligence Standard Team · Updated
Map what the owner does, delegate repeatable tasks, document key processes and plan customer, employee and supplier handoffs. Hiding owner dependence usually makes it more expensive when discovered.
A realistic transaction story
The founder of an electrical contractor rarely worked in the field but approved bids, held the license and resolved every project dispute. Buyers discounted the company until those duties were assigned, documented and supported by a credible transition period.
What the evidence changed
Reducing dependency required more than reporting fewer owner hours.
What to check
- Write down the exact claim and who supplied it.
- Ask what was independently tested, by whom and under what scope.
- Create an owner-role map with task frequency, successor, documentation, credential and handoff milestone.
- Translate any unresolved gap into cash, price, terms, timing or a decision not to proceed.