Make Sure You’re Ready for an Unexpected Business Exit
August 16, 2025 Every owner in the greenhouse industry will exit their business one day — either by choice or by chance.
Exiting by choice means setting a future date and working toward it with intention. Exiting by chance, on the other hand, is triggered by forces beyond your control, and according to research, this happens 50% of the time. It rarely follows your timeline — and it’s never convenient.
One of three things will happen with your business:
- You will sell it
- You will transition it to a family member or employee
- In the worst case, you will shut it down
While most owners believe they’ll choose when to transition, the reality is different. Health issues, shifts in the market, or an unexpected offer can fast-track the decision. That’s why planning for both exit scenarios — intentional and unplanned — is not just smart, but necessary.
In its 2nd Annual State of Succession and Exit Planning in the Horticulture Industry Survey — sponsored by Meister Media and released at Cultivate ’25 — PivotPoint Business Solutions asked the following question:
What Are the Top 3 Motivators for Selling or Exiting Your Business Unexpectedly?
According to 63% of respondents, the top two triggers for an unexpected exit were:
- Receiving an unplanned offer they couldn’t refuse
- Personal or health issues
Workforce challenges came in third, selected by 35% — well ahead of financial pressures, environmental regulations, or industry disruption, which came in under 11%.
What do these triggers have in common? They’re largely outside the owner’s control. That’s why readiness matters. You can’t predict when a health crisis will strike, when labor shortages will intensify, or when a buyer will knock on your door with a compelling offer. However, you can prepare so that when the unexpected happens, you’re ready to act with confidence.
To help owners get started, our team of Certified Exit Planning Advisors (CEPAs) created a practical checklist. These aren’t overwhelming “someday” goals. They’re manageable actions you can take today to improve your exit readiness and safeguard your business, your team, and your legacy for the unexpected.
Checklist for the Unexpected
Know What Your Business Is Worth
You likely know the value of your home and your retirement accounts. Yet we found many owners don’t know what their business is worth today. Nearly half of the owners responding to the survey do not have a business valuation or land appraisal. Don’t overlook your biggest asset. A business valuation or business assessment is a crucial first step toward planning your financial future, as your business could be your family’s builder of wealth. Building value in the business is critical to effective succession and exit planning, but you also need a place to start.
Separate Yourself from Your Business
Owner-centric businesses are a bad investment for potential buyers. Delegate early and often. Build a leadership team that can operate without you. Empower your employees. The more the business can run independently, the more valuable and resilient it becomes.
Understand Your Customers — Deeply
Professionally survey your customers. Use qualifiable and quantifiable data, not gut instinct, to guide decisions and strategy. Are your customers promoters of your business? Diversify your revenue base and monitor customer concentrations to reduce risk and increase long-term value.
Clean up Your Financials
Clear, organized financial statements are a buyer’s first impression of your business’s health. Consider a financial audit. A strong track record of pre-tax profits can significantly increase your business’s value.
Build Your Trusted Advisor Bench
If you don’t already have a financial advisor, accountant/CPA, or attorney in your corner, now is the time. These three professionals can address most of your exit and retirement needs. A Certified Exit Planner (CEPA) can be the team’s quarterback, coordinating your team and making sure your personal, financial, and business goals are met.
Prioritize Your Well-Being
Half of all business exits are involuntary. Take a vacation, and step away. Prepare for your next stage of life by making sure you are heading towards something — time with family, travel, charitable giving, or pickleball — rather than being pushed out.
Have a Plan and Back It Up
A Business Continuity Plan (BCP) protects your business and helps it weather short-term disruptions. A well-crafted exit plan ensures you can act decisively when the time is right — or necessary.
Talk to Your Successors
Your business is a family asset! Succession is not a one-time conversation — and it is often uncomfortable to talk about. Open communication early with family or management to align goals, avoid misunderstandings, and ensure a smoother transition when the time comes.
Exit Without Regrets
If there’s one lesson to take away from this year’s report, it’s this: while there’s a lot happening in the world that you can’t control, you have far more control over your future than you think.
From customer loyalty and team development to operational efficiency and personal financial readiness, the 2025 survey findings show clear momentum among owners who are taking action. And that’s what this report is all about — refocusing your attention on the areas where your effort will pay off.
You don’t need to have everything figured out overnight, but you do need to start. Make the call to your financial advisor. Schedule a valuation. Have the conversation with your management team. Block the time on your calendar to work on the business, not just in it.
Because, whether you plan to exit in two years or 10, the best time to prepare is when you still have options — and energy.
Let the findings in this report guide your next steps. Use them to spark discussion with your team, your family, and your advisors. Most importantly, use them to take back control of your exit timeline — and your legacy.
“In the end, a successful exit isn’t just about what you’ve built — it’s about knowing when, how, and with whom you’ll pass it on.”
Get the Report!
Get your copy of this year’s survey report and start planning for the unexpected. Click here to access or download the report.
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