Dear BTF Community,
Many business owners spend years waiting for the “right time” to make a major decision about their company. Whether that means investing further, bringing in partners or preparing for a sale, the instinct is often to wait for clearer market conditions.
Christine Pound believes that moment rarely arrives.
As a Partner at Stewart McKelvey and the 2026 Chair of BTF Atlantic, Christine works closely with owners, investors and buyers on transactions across industries. From that vantage point, she sees a consistent reality: the businesses that navigate transitions best are the ones that start preparing long before the decision is urgent.
Key Takeaways for Business Owners:
- There will never be a perfect time to sell, preparation matters more than timing.
- Buyers expect far greater diligence and operational readiness than many owners anticipate.
- Succession planning and personal transition planning are often the biggest blind spots.
Enjoy,
Mark
Why This Conversation Matters Now
Christine believes the current environment makes strategic conversations more important than ever.
“It’s the right time for this conversation because business owners need context for the decisions they’re making.”
For some owners, that means deciding whether to continue investing in the business and accelerate growth. For others, it may mean beginning to consider a sale or partnership.
“They’re deciding whether they’re going to invest further and keep growing their business, or whether it’s time to look at a sale and what kind of transaction they would be comfortable doing in this environment of uncertainty.”
The goal isn’t to predict perfect market conditions. It’s to understand the options available and the trade-offs involved.
The Timing Myth
One of the most common misconceptions Christine encounters is the belief that owners should wait for the ideal moment to sell.
“There will never be a perfect time to sell.”
Instead of searching for perfect timing, she encourages owners to focus on preparation and alignment.
“The question becomes how you optimise what’s right for the business, but also what’s right for you, your family and your partners so that the sale can be as successful as possible in the current environment.”
For many owners, that shift in thinking reframes the entire process, which means that rather than waiting for certainty, the focus becomes readiness.
The Rigour Buyers Expect
Another reality that surprises many sellers is the level of scrutiny buyers apply during acquisitions.
“It’s the level of rigour that goes into the acquisition process and the importance of being sale ready.”
Buyers want to see that the business can operate successfully beyond the founder.
“The more a seller can do to have their business ready for diligence, and to demonstrate that the business can succeed without their steady hand at the wheel, the better.”
Even experienced entrepreneurs can underestimate how extensive that diligence process can be.
“The level of diligence that buyers are engaging in can still be surprising to people.”
Preparing early allows owners to address potential issues before they become obstacles in a deal process.
Why Non-Sellers Should Still Pay Attention
Not every owner attending BTF Atlantic is planning to sell tomorrow but the conversations remain relevant.
Christine sees tremendous value in understanding how buyers think long before a transaction is on the table.
“What can they do now to build a really strong foundation so they can maximise the value of their business when they are ready to sell?”
Strong governance, leadership depth and clear financial reporting are not just exit tools and they can help to strengthen the business today.
The Atlantic Canada Perspective
For Atlantic Canadian business owners, Christine sees a unique balancing act.
“It’s about finding optimism and being true to the values of your business without ignoring what’s happening in the rest of the world.”
Global shifts affect even regional businesses but strong companies maintain their values while adapting to those realities.
In smaller markets especially, relationships and reputation continue to carry long-term weight.
The Two Areas Owners Misjudge Most
When businesses prepare for transition, Christine consistently sees two areas where readiness is misunderstood.
The first is leadership succession.
“Owners need to ensure there is strong succession among the leaders in the business once they step away.”
Leadership continuity is critical and buyers need confidence that the company can perform beyond the founder’s involvement.
The second issue is more personal.
“It’s also about having a clear understanding of whether they’re willing to entirely step away and what retirement from the business actually looks like for them.”
Many owners underestimate how significant that transition can be.
Bridging The Valuation Gap
Another challenge often appears during negotiations: differing perceptions of value.
“There can sometimes be a difference between the value an owner sees in their business and what a buyer does.”
Bridging that gap often requires practical deal structures.
“It’s about bridging that gap with tools — whether that’s earnouts, vendor takebacks, or other structures, so that what someone believes their business is worth aligns with what a buyer is prepared to pay.”
Understanding these mechanisms early allows owners to approach negotiations with clearer expectations.
The Mindset That Makes Conferences Valuable
Christine offers simple advice to owners attending BTF Atlantic.
“Come in with an open mind.”
The most valuable insights often emerge through conversation.
“You never know what conversations might lead somewhere or what you might hear that motivates you to continue growing the business or investing in your senior leadership team.”
Or those conversations may lead to a different conclusion.
“It might also help you realise that now is the time to start preparing to sell so that the process can be smooth and you can maximise the value on the way out.”
Final Reflection
Christine Pound’s message to business owners is straightforward.
Uncertainty will always exist, markets will always shift and perfect timing rarely appears.
What matters most is preparation, self-awareness and clarity about what the next chapter of the business should look like.
The owners who begin those conversations early are the ones best positioned to navigate transition successfully.
And that’s exactly the kind of dialogue BTF Atlantic aims to create.