As an advisor, the unpredictable economic landscape shapes almost every aspect of your work with clients.
In 2025, the mindset of business owners is undergoing a profound transformation.
Be it the aftermath of the pandemic, the impacts of an election year, the increasing role of AI and technology, or rising inflation and interest rates, many owners have prioritized stability and predictability over aggressive growth strategies.
This shift toward creating exit-ready businesses is not just a trend; it reflects a deeper understanding of what it means to build a resilient and valuable business.
In a recent episode of Capitaliz Insights, Craig West stepped into a different role—not as the usual host or Capitaliz founder but as the advisor and founder of Succession Plus. He shared his experience with modern-day exit planning and business readiness.
Whether you’re a business owner contemplating your future or an advisor guiding clients through the transition, this article gives practical wisdom on creating businesses that withstand the test of time.
Gone are the days when high-risk ventures promised quick returns.
Business owners are increasingly leaning toward what Craig West, founder of Capitaliz and Succession Plus, describes as "boring but stable" returns.
In a climate where uncertainty looms, the focus is shifting to businesses that can deliver consistent, measurable profits. This stability appeals not only to current owners but also enhances the attractiveness of businesses to potential buyers, making transitions smoother and more viable for future generations.
This shift is underscored by a compelling reality: businesses that are prepared for sale, even if the owner is not actively seeking to exit, are often more successful. Craig emphasizes that no matter an owner's exit timeline, the business should always be sale-ready.
This proactive approach fosters a culture of excellence and readiness, allowing businesses to thrive regardless of the owner's intentions.
One of the most significant observations in owners is the underestimated role of time in effective exit planning.
In the podcast episode, Craig shared a powerful example of a client whose business valuation skyrocketed by $20 million in just one year following five years of strategic groundwork. The early years of this case required investment without immediate valuation increases, which illustrates a vital lesson: hasty exit planning rarely maximizes value.
Craig firmly states in the episode, "I've never had a client say, 'Gee, I wish I'd left this till later.' Every client says, 'I wish I'd started earlier.’”
Building an exit-ready business is not a sprint; it requires careful planning, investment, and a long-term vision. Business owners must recognize that the groundwork laid today will pay dividends in the future, both in terms of business value and operational efficiency.
While the benefits of an exit-ready mindset are clear, many business owners struggle to shift their focus from day-to-day operations to long-term planning.
The demands of running a business—managing IT, accounting, sales, and marketing— often leave little room for strategic reflection. As Craig notes, it is all too easy for owners to postpone exit planning, thinking, "I’ll do that next year."
This mindset can trap business owners in a cycle of reactive management, preventing them from building a resilient company that can withstand future challenges.
The key is to carve out dedicated time for strategic planning, ensuring that exit readiness becomes an integral part of the business model rather than an afterthought.
While owners today are more aware and willing to discuss their personal and business futures, it is inevitable that owners must validate and analyze the advice they are given.
Navigating conflicting advice remains a prominent owner challenge, and coordination is key to providing clarity.
Craig recalls that through his 25+ years in this space, owners who receive conflicting advice often struggle with:
These persistent patterns of owner challenges sparked the need to manage the exit process in one place. Capitaliz was created to help owners gain clarity on how they are building value in their business over time.
The comprehensive nature of the Capitaliz platform provides the digital systemization of a proven planning framework and promotes clear and organized communication between stakeholders.
Once advisors onboard their clients to Capitaliz, other involved advisors can log in to coordinate their respective parts of the plan. At any given time within the platform, the owner and advisors can see what is being worked on, why it’s a priority, who is responsible, and what impact it’s making on business value and value potential in real time.
Coordinated project management in a central location always prioritizes the owner’s goals. When everyone is focused on the bigger picture goals, including the owner in allocating time spent on the exit plan, there is a far greater likelihood of achieving successful outcomes.
The evolving mindset among business owners presents significant opportunities and responsibilities for advisors working in exit and succession planning. As owners increasingly seek stability and long-term planning, advisors must understand these shifts to provide relevant, effective guidance.
The focus should shift from merely providing transactional services to fostering a culture of preparedness and resilience. Advisors can play a crucial role by helping clients understand that exit readiness is about more than just selling; it is about creating a robust business that can thrive in any environment and without the owner's presence.
Since advisors play such an essential role in helping business owners navigate this endeavor, they must equip themselves with the right tools and processes to support owners in creating exit-ready businesses. Whether following the Capitaliz 21-Step Framework, employing the Value Acceleration Methodology™, or developing proprietary tools, advisors can enhance their effectiveness by collaborating seamlessly within their teams.
By coordinating advice and emphasizing the creation of measurable value, advisors can guide business owners toward a more strategic approach. This shift not only benefits the individual business but contributes to a more stable economic landscape overall.
As owner traits and behaviors shift, it’s key for the mindsets of advisors to adapt, too.
Rather than adhering strictly to traditional roles based on their specialty or profession, advisors should embrace a more flexible approach that emphasizes their desired contributions—be it as contributors, builders, or leaders within advisory teams. This collaborative mindset fosters a more integrated planning process, ultimately benefiting both the advisors and the business owners they serve.
For more insights into how Capitaliz can support advisors in this transition, check out our resource hub tailored for CEPAs here.
As we navigate this turbulence, the importance of cultivating an exit-ready mindset cannot be overstated.
Business owners must prioritize stability and long-term planning, recognizing that the groundwork they lay today will shape the future of their enterprises. By embracing this new perspective, they can create businesses that are ready for sale and built to endure and flourish in an ever-changing world.
For advisors, the message is clear: coordinate your advice, focus on creating measurable value rather than billing hours, and help clients understand that exit readiness comes from building a better business.
Ultimately, whether you are a business owner or an advisor, the insights shared in this evolving dialogue are crucial for fostering a resilient and sustainable approach to business management and exit planning.
To tune into the podcast episode that inspired this article, check out the full conversation on Capitaliz Insights.