The Business That Never Was: Do I Have a Sellable Business?

Many business owners believe that years of hard work automatically translate into value. In reality, when it comes time to sell, longevity alone does not make a business sellable.

Take the small, thirty-year-old nursery center. Loyal customers brought steady revenue, but the owner never reinvested—no new equipment, no trained successors, no documented processes.

When retirement came, there was little left to offer a buyer. The trucks were outdated, the client list was not transferable, and the employees had already moved on.

She took her foot off the gas to prepare for sale. But without a general manager or replacement in place, the business declined in her absence. She began liquidating assets, skipped planting that year, and sold off essential equipment.

By the time John arrived, there was nothing left.

This is what we call “the business that never was.”
On paper, it had thirty years of history. In reality, it had no enduring systems, no scalable brand, and no transferable assets—the core ingredients that create true market value.

To avoid this fate, owners must always be ready for sale. Maintain accurate financials. Build a capable management team. Create a “How to Run My Business” manual that includes everything from vehicle registrations and how to fill out accident reports to vendor contacts and operating procedures.

These steps turn sweat equity into tangible, transferable value—the kind buyers will pay for.

Because there is a difference between building a business and building a sellable business. When the day comes to walk away, make sure your company’s value does not leave with you.

Author's Note:
This article is part of VerdeVista Partners’ Owner’s Guide — insights on preparing your business for sale, building transferable value, and securing a successful exit.