When it comes to running a business, your age often shapes not just how you operate, but how you see your business as an asset, a legacy, or a future opportunity. Some owners take a helicopter view, observing from above. Others operate right on the ground, fully immersed in daily operations. Neither approach is better; they are simply different. Yet these perspectives become critical when it’s time to sell.
The View from Above: The Helicopter Owner
Business owners in their 50s, 60s, and 70s often operate from what we call the helicopter view. With decades of experience navigating economic cycles, disruptive change, and industry evolution, these owners excel in strategic thinking and big-picture vision. Their focus tends to revolve around:
- How the business supports their lifestyle
- The right timing for exit
- Succession planning for the next generation
- Leaving a meaningful legacy
While their wisdom is undeniable, a common barrier arises when selling too much of the business still lives in the owner’s head. Buyers want more than experience; they want documented systems, processes, and proof that the company can thrive independently of the owner. Without this, valuation can be limited.
The Ground-Level Operator: The Hands-On Innovator
Younger business owners, typically in their 30s and early 40s, are deeply involved in daily operations. Digital natives and analytical thinkers, they prioritise metrics, automation, optimisation, and scalability, often with a future sale in mind. Their businesses tend to have robust systems, strong documentation, and operational efficiency.
However, a different challenge emerges that buyers may perceive a heavy reliance on the owner’s energy, personality, and decision-making. If performance is closely tied to one individual, the perceived risk rises, impacting sales readiness.
Different Perspectives — Same Destination
Despite generational differences, all business owners share a common goal: ensuring their business continues to succeed long after they leave. Each brings unique strengths:
Older owners: Stability, client loyalty, long-term relationships, decades of resilience
Younger owners: Innovation, digital fluency, scalability, data-driven decision making
But buyers don’t invest in passion alone. They invest in strong systems, transferable processes, reduced reliance on the owner, and predictable future performance.
How Certum Advisory Helps Owners Prepare for a Successful Exit
Certum Advisory transforms businesses into buyer-ready assets, no matter the owner’s perspective. Our approach includes:
- Business Readiness Assessment – We evaluate your business through a buyer’s eyes, identifying gaps in owner reliance, documentation, financial clarity, and operational structure.
- Systemisation & Documentation Support – We extract the knowledge in your head and turn it into documented processes that increase transferability and reduce risk.
- Succession & Exit Strategy Planning – Structured exit plans are aligned to your goals, whether you plan to sell in 6 months or 6 years.
- Buyer Preparation & Positioning – We package your business to attract the right buyers, highlighting strengths and minimising perceived risks.
- End-to-End Sale Management – From marketing to negotiation and settlement, we manage the full sale process to maximise outcomes and reduce stress.
Final Thought
There is no right or wrong way to run a business: helicopter or ground level. What matters is understanding your perspective and preparing your business in a way buyers can trust and invest in. Certum Advisory is here to help turn your perspective into a strategy buyers will believe in.
If you’re planning for succession or considering a sale, now is the right time to start the conversation.
