Laying the Groundwork – Building Value Before You Need To…
When is the right time to start preparing to sell your business?
If you ask Anna Gavin, former President of Fireline, the answer is simple: long before you think you are ready.
In the second episode of From Vision to Value: A Business Sale Story, Anna reflects on the early choices that positioned Fireline for success—even when a sale was not yet on the horizon. Her story highlights the value of proactive planning, thoughtful leadership, and a long-term view.
A Foundation Built on Strategy
Anna approached leadership with intention. While strategic planning—including five-year visions and annual goal setting—was part of the rhythm in her first few years at Fireline, her long-term plans were overly detailed and operationally focused.
Over time, Anna came to see long-term planning differently. “I had goals like entering a new market or hitting a specific target, but I was not thinking about what those moves meant in the context of a future sale,” she explains.
The shift came from recognizing that an effective long-term strategy should chart a course—not dictate every milestone. By stepping back and viewing the business through a wider lens, she was better able to align Fireline’s growth with future possibilities.
Managing Change with Intention
Another critical insight—knowing when and how to implement change—also came through experience. Anna found that while change is essential for growth, when it is introduced too frequently or without clear purpose, it can create instability.
“Big change needs to be followed by a period of stability,” she notes. “If you keep throwing big changes at people, it is overwhelming. You will lose people.”
Planning for Optionality
Although Anna’s early strategic plans were not centered around a sale, her disciplined approach laid the groundwork for a strong exit. By investing in EBITDA growth, entering new markets, and avoiding customer concentration, she was building resilience and adaptability.
“You do not start selling your business three months before you sell it. You start three years before,” she recalls from a panel discussion featuring CCA Managing Director Marty O’Neill, that left a lasting impression.
It is a reminder that long-term optionality is earned through consistent, forward-looking decisions.
Business-Building Strategies That Create Value
Anna’s experience offers practical guidance for any business owner:
- Develop a long-term vision that supports multiple outcomes
- Focus on strategic, measurable growth—not just operations
- Lead change with clarity and timing
- Build a business that can thrive—with or without you
These are not just strategies for exit readiness. They are strategies for sustainable success.
At CCA, we help business owners lay the foundation for long-term value. Whether you are preparing for a sale or strengthening your company’s future, we offer the insight and guidance to help you move forward with clarity, confidence, and purpose.
Watch the video:
