Things you can do to ensure you get the best price when selling your practice
Don’t sell yourself short!
How to Maximise the Value of Your Accountancy Practice
Times are changing, and many practice owners are considering their next chapter. Whether retirement, new ventures, or simply securing your legacy, now is the time to prepare. At A.P.M.A., with over five decades of specialist M&A experience in UK accountancy practices, we’ve seen what drives premium valuations. Here are key steps to ensure you achieve the best possible price:
1.Optimise Charge-Out Rates Ensure your rates are competitive yet reflective of market value. Undercharging can deter buyers who anticipate client pushback on increases, potentially triggering clawbacks. A strong, justified rate structure signals a healthy, sustainable business.
2. Diversify Your Client Base Avoid over-reliance on any single industry vulnerable to economic cycles (e.g., construction in a downturn). Balanced portfolios are attractive. Specialisms like healthcare, property, or portable blocks of fees can command premiums when profitable and well-managed.
3. Build a Resilient, Future-Proof Client Base Buyers value practices with younger clients and a steady influx of new, loyal ones. Identify successors for ageing clients early to maintain continuity and goodwill.
4. Prioritise Quality Staffing Talented, stable teams are a major draw—especially in areas with talent shortages. Invest in good people; they enhance appeal to acquirers seeking skilled staff.
5. Streamline Operations – Eliminate Dead Wood Review structure for efficiency. Excess staff post-TUPE can concern buyers. Aim for payroll around 30% of turnover in a well-run practice. Address issues proactively without compromising compliance.
6. Protect Goodwill with Robust Agreements Mitigate key-person risks with confidentiality agreements and suitable restrictive covenants for staff. This reassures buyers about client retention.
7. Get Your House in Order Organise files, update time records, clear WIP and bad debts. Efficient systems (including time-recording) demonstrate profitability potential and professionalism.
8. Ensure Full Compliance Maintain robust anti-money laundering and other regulatory systems—non-compliance is a major red flag.
9. Location Matters While rural practices have charm, consider visibility in larger conurbations or good transport links for broader buyer interest.
10. Modern, Compatible Systems Use widely recognised software to ease integration for the buyer, boosting your practice’s appeal.
11. Focus on Strong Bottom-Line Profits Well-structured practices can achieve up to 50% margins. Buyers pay for proven profitability and scalability.
12. Choose Expert Guidance for the Sale Selling your life’s work is a once-in-a-career event. DIY approaches often undervalue practices or complicate deals. Partner with specialists like A.P.M.A. for expert hand-holding, maximum value, control, and peace of mind on a no-success-no-fee basis.
13. Do Your Research and Plan Ahead Explore options with reputable brokers and resources (visit www.apma.co.uk for insights from 50+ years). We provide clear minimum price and timeframe commitments, enabling confident future planning while you focus on running your practice.
Preparing early positions you for the best outcome. Contact A.P.M.A. today for a confidential discussion on valuing and selling your practice. Let our expertise secure your legacy and the price you deserve.
Written by Lucinda Kitchin, June 2026
For Jeremy Kitchin Practice M & A (A.P.M.A.)