​The 'Sale Ready Program' is a 12 module online program, designed to run over 12 weeks, to assist accounting practitioners in becoming 'Sale Ready'. We will provide a clear understanding of what is required to get your firm 'ready for sale'.

We will take you through a structured program providing the expertise, the knowledge, the tools and the templates to assist you in preparing your practice for sale whether that be in 18 months or three years. Each session builds on the previous session, so it is essential you work through the program sequentially.

As the program is online, you have the flexibility to work through the program at your own pace, whether that is over days, weeks or months.


    Complete business assessment checklist
    Comprehensive personal 'Change Readiness' assessment
    Identify what do you want?
    Answer critical questions
    Understand 'sale ready' status

1. Are you ready?

Laying the foundation for the next eleven modules. We will review our Business Assessment Checklist as well as a personal 'Change Readiness' assessment. We will explore critical issues across leadership, timing, goodwill, traps and obstacles, criteria for evaluating new partners / ongoing partners and the need to be sale-ready.


    Understand market valuations
    Identify key value drivers in your business
    Identify critical risks in your business
    Methodically pull apart your 'Firm Profile'  
    Develop a plan to maximise the value of your practice

2. What's your practice worth?

We address market values and provide a guide as to what your practice is worth. During this process, you will identify key value drivers that will increase value and critical business risks that reduce the value of your practice. We will introduce a 'Firm Profile Template', which will provide a structure around the information set that is going to be required to have your firm 'Sale-Ready'. 


    Clarify your firm's history
    Outline your firm's Vision and Mission
    Understand your Propensity for change
    Bring together your previous business plans
    Identify clear areas for growth
    Develop your current business plan

3. Business Strategy

Focus on developing critical components of your 'Practice Profile' in particular, your firm's history, your vision and mission. During this week, we will focus on Dissatisfaction * Vision * Plan = Propensity for change. We will also focus on the need to develop a business plan to clarify the firm's direction and growth prospects.


    Understand industry KPIs
    Analyse your financial performance
    Know your KPIs and ratios and importantly the
    ones that need your attention
    Understand the financial waste in your practice

4: Financial analysis

We focus purely on the financial performance of your firm and your track record to date. We will review key industry benchmarks and work through what you need to do to improve the performance of your business in the lead up to a sale. We will also review the financial wastes that may exist in your practice.


    Analyse your revenue and services
    What new services could you provide?
    What strategy, systems and skills need to be developed to implement new services
    Compare how well your firm is positioned, relative to your competitors?

5. Services and product analysis

Focus on your services and products. With all the various changes impacting the accounting world, how well is your business positioned for the future? We will analyse your existing and future services and associated revenues. We will also review a competitor analysis framework to assist your firm positioning. 


    Analyse the age profile of your clients? What are the risks, and how can they be mitigated?
    Categorise your clients and demonstrate the value each client represents to your firm.
    Review your top clients - what else could your firms be doing to add value to these clients?

6. Client analysis

Focus on your clients, where you will be required to spend some time analysing the age of your client base, the services currently provided and then consider what else can be provided. We will address the 80/20 rule and the 140/20 rule as part of the analysis process. We will present several tools you can utilise as part of this analysis process. 


    Benchmark your fees against the industry.
    Analyse your fee increases in recent years.
    Analyse your fee growth over recent years.
    Calculate your average fee recovery rate.
    Where are the wastes in your fee recovery? 

7. Fees and charges analysis

Focus on your fees. How will a future buyer perceive your fee model? Are they too low or too high, and what can you do about it? We will address the three times and four times rule for setting rate. We will work through the budgeting process, encompassing rates and productivity.   


    Conduct a skills audit across your business identifying any skill gaps and training needs
    Identify any areas of 'key man dependency'
    Analyse how work is bring delegated and reviewed
    Will there be a 'brain drain' when key people leave?
    Assess your business using 'balanced scorecard'

8. Key man dependency and skills analysis

We focus on assessing your organisation chart, your people and skills within the business. We will review the process of a skills audit and what this can reveal. We will help you identify any 'key person' dependency issues and what you need to do to address this issue. We will also introduce the concept of the Balanced Scorecard process to help you assess your business. 


    Develop a fully integrated operations and policies manual
    Develop a list of all tools, processes and business concepts that are unique to your firm
    ​Review your systems and procedures

9. Systems, procedures and IP

We focus on your business systems and procedures. What happens when you or other key people are not there? Of course, the benefits of the your systems and processes will be ultimately demonstrated in your overall business growth. We will address your proprietary IP and ensure that you are suitably accounting for this asset when you present your business for sale.


    Review your business using our due diligence checklist.
    Develop a plan to mitigate potential risks
    Bring together all the required documentation that is needed during the due diligence process.

10: Due Diligence

We walk you through a thorough due diligence process that your business is likely to be subject to as you move into the 'Sale process'. How will justify you justify your higher premium? What are the risks in your business, and how can you mitigate them? We will be providing a Due Diligence Checklist for you to complete your initial assessment.


    Develop a clear strategy around your terms of sale
    What will be your availability post-sale?
    Are potential buyers internal or external to
    your practice?
    Understand the pros and cons of vendor finance
    Understand available funding solutions

11. Terms of sale and funding

We will review a variety of essential items including who will buy your practice, non-complete agreements, buy-back provisions, representations and warranties, indemnification, the performance of duties, payment terms, funding options, transferability of fees, clawback arrangements and phase-out consulting arrangements.


    Understand the sale process
    Developing clear expectations
    Know what areas you are prepared to negotiate
    Understanding what is required to get the deal done
    Have a plan for the 'next step'.

12. Sale process

In the final week of our program, we will drill into the 'Sale Process' and analysing what is required to get the deal done. What are the tips and traps in getting the best outcome for your business? How is this process best managed? What is required to get the deal done? We will work through all these issues and more, ensuring you are in an okay place to achieve a successful sale of your practice.

© 2021 by ATL Network Pty Ltd. Designed by Wayne Schmidt

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