Once you’ve made up your mind to start a sale process it’s important that your company keeps performing to plan, as if nothing unusual was happening. Arguably, if you can’t guarantee that this will happen, don’t contemplate a sale until you can. The company should be stable enough to run efficiently without your hand on the tiller 100% of the time. If a company’s performance starts to tail off during a sale process and particularly during due diligence, the value will suffer accordingly. To avoid this, the majority of the management team and all the staff need to be focussed on doing their jobs, hitting their numbers and growing the business, without any unnecessary distraction.