Financial
Topic
Negotiate the Best Deal for your Hard Work!
Crypto Could Change Acquisitions and Main Street Businesses
Financial
Negotiate the best price for your business!
Author
Dan Campbell comes to Arcadian Group with more than 20 years of experience in operations, sales, negotiations, and executive roles, as well as previously being a small business owner himself. He has held key account, sales and executive roles in fundraising, manufacturing, pharmaceuticals, and marketing, among other industries and disciplines. Dan’s prior experience positions him to understand clients’ needs and relate to their concerns when considering the future of the organizations they have built. With his skills and expertise from formerly being a Business Broker and his knowledge of M&A Intermediary for Mainstreet and lower Middle Market companies, Dan now provides support to the Arcadian Group team and their clients. As such, he has extensive experience in the following disciplines that help him manage the Arcadian Group team: Conducting full analyses and due diligence processes to assess value of clients’ businesses Counseling Business Brokers and clients on both long- and short-term strategic plans to maximize value Implementing customized global marketing campaigns and connecting with potential buyers Negotiating with buyers, landlords, and leasing companies Managing full closing process on business and asset sales Partnering with investors on small-cap M&A deals Whether clients are interested in selling their business to pursue other options, are in a transitional period, or perhaps looking to retire, Dan personally makes it a point to understand how he can help them achieve both their business and personal goals by combining creative thinking with collaborative negotiations. He thoroughly enjoys what he does and with his market expertise he supports the Arcadian Group team by helping build a custom plan to methodically connect your business with the right buyer/investor using Arcadian Group Business Brokers and Advisors’ vast network of experienced advisors, tools and resources. In his personal time, Dan has also served as Board President for Chambers of Commerce, does community volunteering with Food Bank, and enjoys playing golf.
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How to Negotiate the Best Price When Selling Your Business
Selling your business is likely the biggest financial transaction of your life — and negotiating the right terms can add (or cost) you hundreds of thousands of dollars. Whether you're already in talks with a buyer or just thinking ahead, understanding how negotiation works is key to getting what your business is truly worth.
And here's the truth: most small business owners leave money on the table simply because they weren’t prepared.
It Starts Before the First Offer
Negotiation doesn’t begin when the buyer sends you a letter of intent. It begins months — even years — before that.
Here’s how to set yourself up for success:
- Get your financials in order — clean books build confidence.
- Have a professional valuation done so you know your baseline.
- Identify areas where your business stands out: strong margins, repeat customers, low owner involvement, or growth potential.
- Create a detailed Seller’s Packet that answers common buyer questions before they ask.
The better prepared you are, the more leverage you have.
Know What Buyers Value Most
Different buyers value different things. Strategic buyers may care about your customer base or location. Private equity firms may focus on recurring revenue and growth. Individual buyers often want a business that can run without the owner.
- Understand your buyer's goals — and position your business as the solution.
- Highlight future potential (not just past performance).
- Emphasize operational systems, recurring revenue, or anything that reduces risk.
Remember: price isn’t everything. The terms matter just as much — if not more.
Negotiate More Than Just the Purchase Price
The best deals are structured, not just priced.
Here are a few levers you can negotiate beyond the top-line number:
- Earnouts — Get paid more if the business hits future targets.
- Seller financing — Lend a portion of the sale price to increase the total.
- Working capital — Negotiate what’s included or excluded in the deal.
- Non-compete terms — Keep them fair, but not overly restrictive.
- Transition period — Agree on how long you’ll stay on post-sale — and get paid for it.
Having an advisor or broker in your corner during negotiations can help you push for stronger terms while keeping emotions out of the deal.
Final Thoughts
Negotiating the most for your business doesn’t mean being aggressive — it means being prepared, confident, and informed. The stronger your business looks on paper and the better you understand your buyer, the more likely you are to walk away with a great deal.
Thinking about selling your business soon? Let’s talk. We’ll help you position your business, attract serious buyers, and negotiate the deal you deserve.
