Flatlining at Exit: When Your Business Isn’t Sellable

A business can look strong from the inside and still raise red flags when a buyer takes a closer look.Laurie Barkman joins Maartje van Krieken to talk about what makes a business transferable, valuable, and ready for transition. Laurie is the founder of Business Transition Sherpa, author of The Business Transition Handbook, a certified exit planner, an M&A advisor, and a former $100M CEO who led a company through a successful acquisition by a Fortune 50 company.Many owners wait until burnout, age, health, partner pressure, or market stress forces the conversation. By then, the business may run well day to day but still be fragile as an asset. What happens when customer relationships live mostly in the owner’s head? What if contracts are informal, leadership depends on one person, or key partners have never talked honestly about the future?Laurie breaks down the three forms of readiness every owner needs to consider: personal, financial, and business. For leaders who are not ready to sell today, this conversation still matters. The same work that makes a business more attractive to a buyer often makes it easier to run right now through better systems, stronger contracts, less owner dependence, and more clarity around risk, value, and future options.Episode Breakdown:00:00 Understanding Business Sellability vs. Business Success02:59 Why Business Owners Pursue Exits, Mergers, and Acquisitions06:04 Personal Readiness and the Emotional Side of Business Transitions09:14 Financial Readiness: What Is Your Business Really Worth?15:02 What Makes a Business Attractive to Buyers?Connect with Laurie Barkman:Visit Laurie's websiteConnect with Laurie on LinkedInSuccessor AssessmentThe Business Transition HandbookLaurie Barkman is a nationally recognized growth strategist, speaker, and CEO who helps engineering, architecture, and design services firm owners scale their companies with clarity and confidence. She is the founder of The Business Transition Sherpa®, author of The Business Transition Handbook, and host of the award-winning Succession Stories podcast.A Certified Exit Planner, M&A Advisor, and former $100M CEO who led a company through a successful acquisition by a Fortune 50, Laurie brings real-world leadership and transition expertise to every engagement. Today, she empowers AEC industry owners in the built environment to build scalable, self-sustaining businesses that grow without depending on them, creating more time, freedom, and lasting value.Connect with Maartje van Krieken:Connect with Maartje on LinkedInVisit The Chaos Games Consulting websiteVisit The Business Emergency Room websiteSubscribe to The Business Emergency Room on YouTubeSubscribe to Maartje’s SubstackHost Maartje van Krieken is a crisis strategist and decision-making expert who thrives in high-stakes business environments. Combining disaster management training, hands-on experience in global industries, and leadership skills honed as a seasoned sailor, she helps businesses navigate chaos with precision. Whether tackling transformation, scaling challenges, or leadership bottlenecks, Maartje delivers actionable insights to turn turbulence into traction.Podcast production and show notes provided by HiveCast.fm