If you’re preparing to sell your accounting firm, there’s one critical mistake you need to avoid—yet we see it all the time.
A buyer does everything by the book:
✅ Conducts market research
✅ Analyzes adjusted EBITDA
✅ Secures financing
✅ Studies industry multiples
Then they make their offer—and it falls flat.
Why?
Because they never stopped to ask:
“What does the seller actually care about?”
Understanding What Really Matters to Sellers
When it comes to buying or selling an accounting firm, the numbers are only half the story. If you’re looking to sell your firm, remember that buyers who only focus on valuation will likely miss the mark. Sellers have real, human concerns, like:
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Do you want to lease your building to the buyer post-sale?
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Are you concerned about retaining your current team?
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Do you want your loyal clients treated with the same care and attention?
These questions go beyond financials—but they often drive the final decision.
Smart Buyers Win—Even with Lower Offers
In many cases, sellers choose buyers who make lower offers—because those offers are more thoughtful. A strategic buyer will tailor their LOI (Letter of Intent) to address the seller’s goals, legacy, and emotional investment.
Here’s How to Attract the Right Buyer for Your Accounting Firm
If you’re getting ready to sell, or you’re reviewing LOIs from prospective buyers, look for those who:
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Use your language and reflect your values in their proposal
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Mention specific things you’ve shared in past conversations
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Demonstrate that their offer is about more than spreadsheets—it’s about your firm’s future
Selling Your Accounting Firm Isn’t Just a Transaction
It’s a legacy decision. Whether you’re transitioning to retirement, pursuing another venture, or simply ready to move on, the right buyer will respect what you’ve built. The right offer will show empathy, strategy, and vision.
So when reviewing buyer offers or drafting your seller expectations:
Think like a partner, not just a banker.
The best deals don’t bulldoze what you’ve created—they build on it.
Ready to Sell Your Accounting Firm?
We specialize in helping accounting firm owners navigate the sale process with clarity, confidence, and maximum value. Let’s talk about how we can position your firm to attract the right buyer—one who values what matters most to you.