Now What? Your Numbers Are Great, But Are You Ready to Sell?
- illyabuan
- Nov 5
- 5 min read
Your numbers look better than ever. Revenue is up, margins are stable, and the chaos of COVID feels like a distant memory. After years of grinding, you’ve built a company that finally hums the way you always hoped it would. The phone starts ringing, some calls from “interested buyers,” others from friends who’ve sold their own businesses and now spend more time on the golf course than in the boardroom.
You start to wonder: Maybe it’s my turn.
But selling a business isn’t just about numbers. It’s about you.
For many founders, the decision to sell a family-owned or founder-led company is one of the most emotional and identity-shifting moments of their lives. It’s not just about valuation spreadsheets or EBITDA multiples — it’s about timing, purpose, and whether the person in the mirror is truly ready.
The Qualitative Selling Questionnaire (QSQ) helps owners separate financial readiness from emotional readiness.. The goal isn’t to score a perfect “sell now.” It’s to gain clarity on what’s driving the conversation in your head.
The Weight of Growth
The first few questions in the QSQ focus on scale and complexity. Every founder eventually hits a point where the company they run no longer feels like the one they built. What was once instinctive and energizing can evolve into layers of management, HR challenges, compliance demands, and an endless inbox of fires to put out.
Growth is good — but it’s also heavy.
If your business now feels bigger than your appetite for managing it, that’s not failure. That’s a signal.
I often hear owners say, “I spend less time doing what made me successful.” That’s not by accident. As companies mature, founders naturally move from the front lines to the center of the storm. Recognizing that shift doesn’t mean you’re burned out, it means you’ve evolved. And sometimes, the business needs a different kind of leadership than the one that built it.
Capital, Risk, and Reality
The next set of questions in the QSQ explore capital, risk tolerance, and wealth concentration. For many owners, 70–90% of their net worth is tied up in their business. That’s fine when growth is steady, but it also means your financial health is deeply connected to your customer list, contracts, and next quarter’s performance.
The QSQ isn’t designed to push you toward a sale — it’s designed to make you think.
Would you invest in your own company today, if you weren’t already in it? Could outside capital or professional management take it further than you can alone? Would partnering with the right investor unlock growth you can’t access today?
If you’re asking yourself those questions, you’re already beginning to explore your options and that’s exactly where thoughtful decision-making starts.
Fatigue, Fulfillment, and Freedom
The final questions in the QSQ cut to the personal side — the part few spreadsheets can capture.
What would life look like if you weren’t responsible for every decision, every client issue, every payroll cycle? Would you chase another phase of growth, or finally take a breath?
Many founders quietly admit: “I thought it would be easier by now.”
That one sentence often says more than a financial statement ever could. Success brings comfort, but it doesn’t always bring ease. And when running your company starts to feel more like obligation than opportunity, it might be time to step back and reflect before fatigue ends up making the decision for you.
The Qualitative Selling Questionnaire (QSQ) - Is It Time to Explore Your Options?
For each statement, rate yourself on a scale of 1–5:
1 = Strongly aligned with the left side 5 = Strongly aligned with the right side
1. How your business feels today
1 2 3 4 5
Feels smaller, simpler, and familiar Feels large, complex, and increasingly demanding
2. Where your time goes
1 2 3 4 5
I am mostly doing what I enjoy day to day I am buried in management, HR, and operational headaches
3. Resources for growth
1 2 3 4 5
The company is fine growing organically at its current pace Outside capital, systems or leadership could unlock faster growth
4. Personal wealth and risk
1 2 3 4 5
My wealth is well diversified outside the business Most of my net worth is tied up in the business and its success
5. If I could step away from day-to-day operations, I would…
1 2 3 4 5
Spend more time with family, leisure, and personal priorities Focus on expansion, new ideas, and strategic growth
6. Work-life balance
1 2 3 4 5
My schedule feels manageable and balanced I am stretched thin and constantly needed for decisions
7. Risk appetite
1 2 3 4 5
I would rather avoid major new financial risk I am comfortable taking big swings, especially with a partner sharing the load
8. Curiosity about market value
1 2 3 4 5
I rarely think about what the business is worth I often wonder what the market value might be
9. Liquidity and freedom
1 2 3 4 5
I am content keeping my equity tied up for now Liquidity today would create meaningful freedom and security
10. How do you feel about running the business at this stage of your life?
1 2 3 4 5
I am energized and still love the daily challenge It feels heavier than it used to, and I thought it would be easier by now
Interpreting Your QSQ Results
Once you’ve completed the 10 questions, add up your total score to understand where you stand on the readiness spectrum:
30–50
You are operating from strength. The business is performing well, but your energy, focus, or lifestyle priorities are shifting. Now is the optimal time to explore a sale or partnership while momentum and market value are high.
24–29
You are at a crossroads. You may not be ready to sell today, but exploring a sale or recapitalization could bring clarity, leverage, and optionality. Great long-term outcomes are often built from this position.
10–23
You are content where you are. Keep refining operations and revisiting your goals. Review this quiz again in 12 to 18 months to see if your perspective evolves.
About the Author
Gregory Fefferman brings with him an impressive track record, boasting over 20 years of experience in the financial services industry. Throughout his career, he has proven himself as a trusted advisor to hundreds of successful business owners while also making a name for himself as a successful entrepreneur. After obtaining his MBA from Chicago Booth, he relocated to South Florida, where he made significant contributions to well-known financial institutions including DLJ, CSFB, and Citigroup. Notably, for the past decade, he honed his expertise in building, buying, and selling businesses independently.
Mr. Fefferman currently serves as a Southeast Director of M&A Services at Pacifica Advisors, focusing on lower middle market transactions. His email address is gregory@pacificaadvisors.com.
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