In The Media

A well‑designed incentive scheme is one of the most practical levers you have to accelerate enterprise value on the way to a successful exit.

The key is to connect what people do every week (measured by key performance indicators), what they earn (market salary plus incentives) and what they own (long-term incentive/equity and—where appropriate—an employee ownership plan).

Financial advice businesses have an estimated $1.1 million valuation gap, a new survey from Colonial First State (CFS) shows, as most advisers are not prepared for the planned and unplanned sale of their practices.

The Hidden Value Report, produced in conjunction with Succession Plus, surveyed 116 practices which on average generate $2.71 million in revenue, while annual profit reported come to $848,781.

The survey found that the value gap was lower for businesses with fewer employees and lower business revenue.

Succession planning is one of the most critical yet often overlooked aspects of building a sustainable, valuable business. Whether you're preparing to exit, sell, or transition your business to employees or the next generation, having a well-structured plan can mean the difference between a smooth handover and a missed opportunity.

Join Craig West, renowned business succession and exit planning expert, for a high-impact, 60-minute session that dives deep into the key elements of a successful transition. This event will explore practical strategies for business owners looking to maximise value, minimise risk, and plan effectively for the future.

So many acronyms, so little small business time. But the PPSR is one you and your advisors should know about. Why? Because it’s free, it helps to protect your assets and your business. PPSR stands for the Personal Property Securities Register which is an official government register; a public noticeboard of security interests in personal property that is managed by the Registrar of Personal Property Securities. According to the Attorney General’s department it must be reliable, managed responsibly and is accessible.

Exiting a business successfully in 2025 requires careful planning and strategic execution. After working with countless mid-market business owners on their exits over the last 10 years, here are 12 things I recommend you focus on based on my experience:

1. Plan early.

Early planning gives you the time to address any potential issues and make necessary adjustments to maximize the value of your business. So starting your exit strategy well in advance is crucial. For example, one mid-market business owner in the tech industry we worked with began planning their exit five years before the actual sale. This allowed them to identify potential buyers, optimize their operations and ensure a smooth transition.

Ever wondered how top business owners maximise their company’s value?

I sit down with Craig West, a seasoned business owner from Australia and fellow Certified Exit Planning Advisor. We dive into the challenges of running a business, especially the tough transition from being an expert in your field to managing a growing company, which can lead to frustration and burnout.

Craig and I discuss the importance of surrounding yourself with knowledgeable advisors and recognizing when to seek external help to avoid these pitfalls. We also touch on treating your business as a financial asset and how having a coach or mentor can be a game-changer in accelerating growth.

Succession and exit planning are crucial for business owners who want to ensure a smooth transition and maximize the value of their business. A well-structured plan requires careful consideration of your business, your goals and the financial requirements for retirement.

Having worked with over 1,000 business owners in the last fifteen years and seen the difference for those who have planned and acted early, I am encouraging others to do the same.

In the competitive landscape of professional services, attracting, retaining and motivating key personnel is paramount for business success. Employee ownership offers a compelling solution to these challenges, fostering a culture of commitment and shared success. In fact, a 2020 study conducted by the Rutgers School of Management and Labor Relations and the Employee Ownership Foundation found that employee-owned companies outperformed non-employee-owned companies in job retention, pay and workplace health safety throughout the Covid-19 pandemic.

Key Performance Indicators (KPIs) are the beacon that guides business owners through the competitive seas of the marketplace. They are quantifiable measures that reflect the critical success factors of an organization and a powerful tool when coupled with benchmarking (essentially when you compare your business metrics to the standards of the industry or top competitors). It's like having a GPS for business strategy; it shows where you are in relation to where you want to be.

Dr. Craig West on the Business Insights podcast! In this insightful episode, Craig discusses the intricacies of Employee Share Ownership Plans (ESOPs). With his extensive expertise, Craig unpacks the history and evolution of ESOPs, highlighting their benefits for both companies and employees.

Craig provides valuable insights into how ESOPs can be strategically implemented to drive business growth, improve employee engagement, and enhance retention. This episode is a must-listen for business leaders, HR professionals, and anyone interested in understanding the power of employee ownership.

“I don’t need the money or I don’t need all the money.  I’m happy to share it.”

20 years ago, a business owner needed to sell a business to fund retirement.

Most baby boomers around the world are independently wealthy and don’t need to sell anything to fund their retirement.

“Begin with the end in mind and start with what you want to actually achieve.”

An exit plan is structured and process driven.

• First - identify value in your business.
• Second - fact find to determine what the business owner wants to achieve.
• Third - use business insights to determine the business owner’s starting point.