Selling an accountancy practice is rarely just a financial decision. For many, it’s the culmination of decades of work, relationships, and reputation. It can also be an emotional process – balancing what’s right for clients and staff with what’s best for you personally.
This guide outlines the main steps and considerations when preparing to sell your accountancy practice, based on real experience from people who’ve been through it.
Before thinking about price or buyers, be honest about why you want to sell your accountancy practice. Retirement, relocation, partnership changes, or even wanting a new challenge – each motive shapes how and when you should approach the market.
“The best outcomes appear, when you have clarity, and prepare in advance.”
— Saul Tiano, Partner
Having clear goals early on – whether you want a full exit or to stay on part-time – helps ensure the sale is structured around your lifestyle and ambitions.
If you’re wondering how to sell an accountancy practice or what it might be worth, start with a proper valuation. Accountancy firms are typically valued on a multiple of gross recurring fees (GRF), or for larger practices, EBITDA – but this is only a starting point. Buyer appetite often depends on much more than headline numbers. Profit margins, client retention, staff tenure, attrition rates. and the type of clients you serve all influence what someone is willing to pay.
“Two firms can both have £1m in GRF, yet one sells for a much higher multiple. The difference usually comes down to stability, client mix, and how well-run the business is.”
— Alfie Charles
It’s also common for payments to be structured over time. Deferred consideration, earn-outs, and clawback clauses are all designed to protect both sides and reward continuity.
Preparation is often the most overlooked stage. A tidy, transparent business will always attract stronger offers. Review your systems and processes, financial statements, update engagement letters, and ensure all client data is well-organised.
Consider what a buyer will see during due diligence: are your systems modern, are your processes efficient, and is the client work prepared without your involvement.
“Think of it like selling a house. You don’t add value by painting over cracks – you do it by showing the place has been well cared for.”
— Saul Tiano
A clean handover file and a stable team send powerful signals to buyers.
Not all buyers are equal. Some prioritise growth and scale, others value culture and client relationships. It’s worth taking time to understand what kind of buyer would be the best fit for your firm’s ethos and future direction.
For many sellers, it’s not just about the top offer – it’s about who will look after the clients and staff you’ve built relationships with for years.
After completion, the focus shifts to transition. Staff and clients often need reassurance that the change won’t disrupt service or values. A clear communication plan – explaining the reasons for the sale and how things will stay consistent – can protect the goodwill you’ve worked so hard to build.
Selling your accountancy practice takes planning, patience, and a clear sense of what success looks like for you – not just financially, but personally. Whether you’re starting to explore how to sell my accountancy practice or already preparing for sale, thoughtful preparation makes all the difference.
At Kingsman Partners, we support practice owners through this journey, and one theme always stands out: the earlier you start preparing, the more options you’ll have when the time comes.
If you’re starting to think about succession or exploring your options, we’d be happy to talk it through.
Fill in the form and one of our team members will be in touch for a confidential, no-obligation chat about your plans.