Brian Crombie Radio Hour - Epi 1565 - Selling Your Canadian Business: Avoiding Mistakes and Maximizing Value

Selling a business is one of the most important decisions an entrepreneur will ever make — and one of the least understood. On this episode of The Brian Crombie Radio Hour, Brian is joined by Karl Sigerist, President & CEO of The Shaughnessy Group and author of Selling Your Canadian Business, and Mark Borkowski, President of Mercantile Mergers & Acquisitions, for a practical, Canada-specific discussion on how to plan, prepare, and execute a successful exit. Many Canadian business owners sell only once, often wait too long, and leave significant value on the table. Karl and Mark explain why selling in Canada differs from the U.S., covering tax planning, deal structure, buyer expectations, and timing. Drawing on hundreds of real transactions, they reveal what truly drives value in today’s Canadian M&A market. Topics explored include:The critical differences between share sales and asset salesHow to leverage the Lifetime Capital Gains Exemption effectivelyWhy exit planning should start 2–5 years ahead of a saleCommon value killers, including owner dependencyThe importance of clean financials, GAAP discipline, and quality of earnings reportsCustomer and supplier concentration risks in a global contextWhat buyers really look for and why value is buyer-specificThe outlook for Canadian mid-market and sub-$3M EBITDA businessesBrian closes the episode with a personal reflection on preparation, clarity, and responsibility, exploring the difference between pain and suffering — and why refusing to let problems define you is key to adulthood. This isn’t about hype or quick flips. It’s about real exits, real outcomes, and understanding the gap between perceived value and market value.