One of the most common questions entrepreneurs ask when they start considering a sale is simple: how long does it take to sell a company?

The answer is rarely what they expect. Selling a company is not a quick transaction, nor a linear one. It is a structured process that requires preparation, discipline and careful management of strategic, financial and negotiation variables.

On average, a well-structured M&A process takes between 10 and 12 months, from initial preparation to closing. In many cases, it can take longer, especially when the company is not ready or when the seller’s objectives are not clearly defined from the outset.

Understanding the real timeline of a company sale is essential to plan properly and avoid rushed decisions that often result in lost value.

Why selling a company takes time

Many entrepreneurs associate the sale of a business with the final negotiation phase. In reality, that is only the visible end of a much longer journey.

A potential buyer needs time to:

• understand the business model;
• assess the sustainability of results;
• evaluate operational and financial risks;
• analyse future growth potential.

This requires structured information, consistent data and time for analysis. Attempting to accelerate these steps usually produces the opposite effect: delays, repeated requests for clarification or valuation adjustments.

The main phases of selling a company and typical timelines

Preparing the company for sale (2–3 months)

This is the most underestimated phase, yet the most critical for controlling the overall timeline.

Preparation typically includes:

• financial and economic analysis;
• normalisation of financial data;
• definition of a clear equity story;
• preparation of information materials.

A company that is difficult to read or poorly documented will inevitably slow down every subsequent phase.

Identifying and approaching potential buyers (4-8 months)

Once the sale strategy is defined, the process moves to identifying suitable buyers aligned in terms of:

• size;
• strategic or financial objectives;
• execution capability.

This is not a simple outreach exercise. It requires confidentiality, careful selection and time to manage early-stage discussions, which rarely produce immediate decisions.

Preliminary negotiations and non-binding offers (1–2 months)

Interested buyers submit non-binding offers, opening negotiations around:

• valuation;
• transaction structure;
• the seller’s future role;
• governance and continuity.

Misalignment at this stage is one of the most common causes of delays in the company sale process.

Due diligence (1–2 months)

Due diligence is the verification phase and typically covers:

• financial;
• legal;
• tax;
• operational aspects.

Issues emerging at this stage, if not addressed earlier, can significantly extend timelines or jeopardise the transaction.

Final agreement and closing (1–2 months)

The final phase involves negotiating definitive agreements and completing the closing. Even here, unresolved details from earlier phases can cause delays.

How to reduce the time needed to sell a company

Not all variables are controllable, but many are. Certain choices directly influence timing.

Start preparing early

Waiting until selling becomes urgent almost always leads to longer timelines and weaker outcomes.

Present solid, realistic data

Overly optimistic forecasts or poorly supported numbers increase perceived risk and slow decision-making.

Define clear objectives

Valuation expectations, post-sale involvement, continuity and timing must be clarified before starting the process.

Accept that time protects value

A structured, well-managed process takes time. Forcing speed often undermines deal quality and value.

Understanding the timeline helps maintain clarity

Knowing how long it takes to sell a company allows entrepreneurs to plan realistically, manage expectations and stay clear-headed throughout the process.

Selling a business is not a decision to rush, nor a process to endure passively. It is a strategic journey that must be managed with method and awareness.

Those who approach it as a marathon rather than a sprint significantly increase their chances of reaching closing under the right conditions.