The Blind Spot That Costs Owners Millions (And the One Move That Fixes It)

Why only the Smartest Owners Bring in a Consultant Before Selling.

In Pour Your Heart Into It, Howard Schultz writes about the earliest years of Starbucks — back when he tried to buy the company from its original founders.

The founders didn’t fully understand what they were sitting on.

They saw a small chain of boutique coffee shops.
Howard saw a global brand in its infancy.

Two groups looked at the same business… and saw completely different value.
One saw an asset. The other saw an empire.
One built it. The other sold it before it became what it was meant to be.

That gap — between what an owner thinks their company is worth and what it’s actually worth — is the same gap a great consultant closes.

You’re Too Close to Your Own Business

That's right I said it... You are simply too close to your own business!

Owners tend to underestimate their strengths and overlook their risks.
Consultants do the opposite — they highlight hidden value and expose everything that could tank the deal or limit growth.

A top consultant improves your sale by:

Fixing profit leaks you’ve stopped noticing.
Highlighting strengths you’ve stopped valuing.
Streamlining operations to boost buyer confidence.
Positioning your business to command a higher multiple.
They’re not just problem-finders.
 They’re value-multipliers that maximize your business! 

 
Buyers Notice Everything You’ve Learned to Ignore

When buyers show up, they’re not emotional.
They’re scanning for three things:

Risk – What could go wrong after they take over?
Transferability – Will this business survive without you?
Upside – How far can they grow it with their resources?
The problem?
Owners are often blind to all three.

You’ve lived in the weeds for years.
Buyers see your business with cold, fresh eyes.

A consultant helps you see through those same “buyer eyes” before they arrive — which means:

You fix issues before they become negotiation weapons
You highlight strengths that justify a higher price
You eliminate reasons for buyers to ask for discounts
This isn’t about feeling good.
It’s about not leaving six or seven figures on the table.

Bring in an Expert Before Buyers Start Kicking Tires

A consultant can’t change your entire business in two weeks — but they can transform the value of your sale with enough runway.

Here’s the simple playbook SMB owners follow when they sell successfully:

Hire a consultant early (12–24 months before selling).
Get a brutally honest business evaluation.
Fix what can be fixed quickly.
Document everything to reduce buyer fear.
Let the consultant guide positioning, packaging, and negotiations.
You’re not just selling a business.
You’re selling confidence — and consultants build that faster than owners can.

Because Buyers See Value You Don’t — If You Let Them

Howard Schultz didn’t overpay for Starbucks.
He simply saw what the founders couldn’t.
He saw value they never captured.
He saw potential they never positioned.

And that’s the point:
Your business might be worth far more than you think — if someone helps you see it.

Ask yourself:

What opportunities am I sitting on that I’ve stopped noticing?
What weaknesses would a buyer use to push my price down?
What value would an outsider find that I’ve become blind to?
Am I preparing my business for the buyer I want — or the buyer I fear?
A consultant isn’t an expense before you sell.
They’re a multiplier.
They turn invisible value into visible dollars.
They make buyers see what you’ve always known — or forgotten — your business can be.

Because the biggest risk in selling your company isn’t the buyer.
It’s your blind spots.

And a consultant is the one person whose job is to eliminate them.