The Adventures of Lee The SME Owner

Lee sat in his office, the two key documents from John Luxton resting in front of him on the desk. It had been a few weeks since he received the Fair Market Valuation and John’s report, and today was the day for Stage 4—The Review Conversation. This meeting was about more than just going through numbers or vague plans; it was about ensuring that everything lined up with reality, and that the path forward made sense.

He opened his laptop and logged into Zoom, finding John already waiting on the other side of the screen. As always, John had that approachable, no-nonsense air about him. There was no fanfare, no overcomplicated introductions—just straight into it.

“G’day, Lee,” John said with a nod. “Ready to dive in?”

Lee gave a half-smile, leaning back in his chair. “As ready as I’ll ever be.”

The next hour was spent going through the documents in detail. John methodically guided Lee through the report, double-checking that the facts and figures he’d captured were accurate. Lee appreciated how thorough he was—there were no assumptions, just careful confirmation of everything from financials to operational structures.

“Let me know if anything looks off,” John said as they moved through each section. “It’s important we get this right before we move on to the recommendations.”

Lee scanned the sections on cash flow, staffing, and key clients. Everything was in order, but it was reassuring to have John’s calm voice asking for verification as they went along.

“Looks good so far,” Lee said, as they worked their way through the financials and systems section. “No surprises, which I guess is a good thing.”

John chuckled. “It’s always a good thing when we avoid surprises.”

As they wrapped up the accuracy check, John leaned forward, his tone shifting slightly. “Alright, Lee, we’re good on the accuracy front. Now, let’s talk about the next five years.”

Lee straightened in his chair. This was the part he had been both looking forward to and dreading. The reality of committing to a plan, something concrete and long-term, was hitting home.

“Your exit timeline is five years, correct?” John asked, pulling up his notes.

“Yeah, five years feels right. I don’t want to rush, but I also don’t want to be here forever. I want to leave on my terms, with the business in the best shape possible.”

John nodded. “Good. Five years gives us plenty of time to focus on building value. What we want to do is make sure that when you step back—whether it’s selling, taking on a partner, or handing over more to the team—you’re getting the maximum value out of the business. You’ve spent thirty years building this. The next five are about making sure your exit reflects all the work you’ve put in.”

Lee felt a sense of validation in that statement. John wasn’t talking about rushing through to get him out the door. He was talking about honouring the time, the sacrifices, and the energy Lee had poured into his business.

“The Fair Market Valuation is a starting point,” John continued. “But we want to build on that. There’s potential here to increase the value of the business significantly over the next few years. The key is to focus on a few areas—strengthening your team’s independence, securing long-term contracts with key clients, and refining some of the systems to make the business more attractive to a potential buyer.”

Lee nodded slowly. “I get that. I guess I’ve always been so involved in everything that it’s hard to imagine the business running without me.”

“And that’s the challenge,” John said. “Right now, the business is too dependent on you. Buyers want to see that the business can operate without the owner being involved in every decision. That’s where we need to focus—getting your team ready to take on more responsibility, and making sure the systems are in place to keep things running smoothly without you having to oversee every detail.”

Lee rubbed his chin. “It’s not that I don’t trust the team—I do. But handing over the reins, even bit by bit... it’s harder than I thought it would be.”

John smiled. “That’s natural. It’s your business, your legacy. But this isn’t about letting go all at once. It’s about gradually stepping back in a way that feels right for you, while also making sure the business thrives in the long run.”

As they discussed the recommendations, Lee felt a sense of clarity. John wasn’t pushing him to make drastic changes overnight. The plan was thoughtful, gradual, and tailored to his specific situation. It allowed Lee to maintain control while also laying the groundwork for a smoother exit when the time came.

By the time they wrapped up the call, Lee felt something he hadn’t felt in a while—hope. Hope that he could step back on his own terms, that the business would continue to thrive without him, and that when the time came, his exit would be a true reflection of everything he’d built.

John ended the call with his usual calm reassurance. “You’ve got time, Lee. We’ll work through this, step by step. I’ll be here to guide you through the process, but ultimately, this is your journey.”

Lee closed his laptop, feeling more at ease than he had in months. The documents sitting on his desk weren’t just reports anymore—they were a roadmap. A roadmap to the future he’d been too hesitant to think about before, but one he was finally ready to start walking toward.

And, for the first time in a long while, he felt like that future wasn’t something to fear. It was something to look forward to.