As Baby Boomers approach retirement or consider strategic exits, the conventional approach to Exit Planning is falling short.
Business owners are no longer just looking for valuation reports or tax strategies. They’re seeking a trusted lead advisor who can connect the dots between readiness, value, and results. And they’re willing to pay a premium for it because most transition attempts fall flat. Only 20-30% of businesses that go to market sell, and most deals fall short of the owner’s value expectations.
That’s forcing a change for business advisors. The shift is opening the door for a new kind of professional: the IEPA-Certified Exit Planner. More than a title, this certification signals that an advisor doesn’t just understand the technical components of a business transition; they know how to lead it.
What Is Exit Planning?
| Exit Planning is the strategic process of preparing a business and its owner for a successful transition of ownership that meets financial, operational, and personal goals. |
However, the most effective Exit Planning goes far beyond technical readiness. It integrates business strategy, financial planning, leadership development, and personal goal alignment into a coordinated roadmap. It’s not just about getting the deal done—it’s about maximizing transferable value and ensuring continuity for all stakeholders involved.
Exit Planning is a multi-year, multi-disciplinary effort. It requires a clear understanding of the owner’s objectives, a realistic assessment of business value, and a structured approach to closing the gap between the business’s current and future state to support its exit goals.
That process typically addresses three core areas:
When done right, Exit Planning delivers excellent outcomes, such as financial security, strategic growth, generational transitions, and the freedom to pursue what’s next.
The Exit Planning Opportunity
Every day, 10,000 Baby Boomers turn 65—a significant portion of them are business owners. Over 4.5 million businesses are expected to transition over the next decade, representing more than $10 trillion in enterprise value. The opportunity is massive. But it’s also misunderstood.
Most business owners expect to exit on their terms, yet few achieve that outcome. Transitions often falter due to inadequate preparation, unrealistic valuations, or deal fatigue—causing many to stall or fail before reaching completion. This disconnect reveals a significant gap in the market.
Mid-market owners seek a qualified advisor who can help clarify their objectives, assess the actual state of the business, and develop a comprehensive transition strategy that integrates financial, operational, and personal considerations.
This growing need presents a clear opportunity for advisors equipped to lead the Exit Planning process with confidence and credibility. However, filling that role requires more than technical fluency. It demands a broader perspective that connects the business to the owner and the market.
That’s the role IEPA-Certified Exit Planners are trained to fill—with the skills, structure, and mindset required to lead complex transitions and deliver measurable results.
What Makes an IEPA-Certified Exit Planner Different?
The IEPA certification marks a shift in mindset and methodology. While many Exit Planning programs emphasize technical knowledge, the IEPA course focuses on what drives successful outcomes: leadership, integration, and execution.
IEPA-Certified Exit Planners are trained to step beyond the role of technical expert and operate as the Lead Planner—the one responsible for aligning stakeholders, coordinating moving parts, and guiding the business owner through the emotional and strategic complexities of transition.
Here’s what sets them apart:
1. Execution-Centric Training
IEPA planners are immersed in real-world scenarios—not theory. They’re evaluated not just on what they know but also on how they apply that knowledge in complex, interdisciplinary environments. They’re taught how to run the exit process, not just advised on it. Nearly two-thirds (66%) of CBEC-certified advisors structure their Exit Planning engagements across multiple phases, enabling them to guide owners through the full transition lifecycle without overwhelming them upfront.
2. Practitioner-Led Instruction
Every aspect of the IEPA experience is led by professionals who’ve personally led exits in the mid-market. That means participants are learning from people who’ve seen what works—and what doesn’t—across industries, owner personalities, and deal structures.
3. Focus on Human Dynamics
Most deals don’t fall apart over taxes or valuation—they fall apart due to misaligned expectations, poor communication, or founder hesitation. IEPA planners are trained to anticipate these human variables and lead with empathy, clarity, and influence.
4. Comprehensive, Cross-Functional Perspective
An IEPA-Certified Exit Planner doesn’t work in silos. They know how to collaborate with attorneys, CPAs, investment bankers, and wealth advisors while focusing on the client’s big picture. They are facilitators, not bottlenecks.
5. Market-Ready Credibility
IEPA certification signals to clients—and referral partners—that this advisor is more than a technician. They are seasoned guides who can take a company from exploration to execution with confidence and clarity.
In a market where owners demand more value and leadership from their advisors, IEPA-Certified Exit Planners are stepping up and standing out.
Building a Profitable Exit Planning Practice with IEPA Certification
Becoming an IEPA-Certified Exit Planner is about transforming your practice. Advisors who complete the program find a new, more strategic, relationship-driven, and profitable business model.
1. From Transactional to Strategic Advisor
Most professionals begin their careers solving specific problems—tax returns, valuations, and legal structures. Exit Planning reframes that role. Instead of reacting to client needs, IEPA-Certified Planners lead the process, define the strategy, and manage the entire advisory team. That shift from task executor to strategic orchestrator builds long-term engagement and trust.
2. Rebranding and Repositioning
The certification allows professionals to reposition themselves in the market—not just as accountants, lawyers, or consultants, but as Exit Planners with a defined methodology and cross-functional value. With IEPA’s positioning framework, advisors learn how to articulate their unique value in a way that resonates with business owners and referral partners.
3. Utilizing Existing Relationships
Most mid-market advisors are sitting on untapped opportunities. Exit Planning gives them a new lens to re-engage existing clients, uncover hidden value, and initiate conversations that lead to broader, deeper relationships. According to 2024 data, 44% of CBEC advisors worked with fewer than five Exit Planning clients annually, while another 44% handled between 6 and 10—demonstrating that even a modest client base can drive meaningful engagement and revenue.
4. The Revenue Multiplier Effect
Exit Planning is a gateway service. What begins as a focused engagement often expands into multiple advisory streams. In fact, for every dollar earned in Exit Planning fees, there is potential for downstream revenue, including:
- Business valuation and benchmarking
- Strategic growth planning
- Personal wealth advisory and estate planning
- M&A advisory or deal prep
- Succession planning and governance work
- Post-sale wealth management
IEPA-Certified Planners are trained to recognize and act on these revenue touchpoints as long-term partners rather than service providers.
At its core, IEPA’s methodology is built around the business owner’s mindset. Most owners don’t wake up one day ready to sell. Their path is gradual—and emotional. Certified Exit Planners are equipped to support that journey from initial curiosity to confident decision-making.
The Path to Certification: Becoming an IEPA-Certified Exit Planner
Earning the IEPA Certification isn’t just a credential—it’s a transformation. The program is planned for seasoned professionals who want to lead business transitions with confidence, credibility, and a proven framework. It combines strategic thinking with real-world application, equipping advisors to deliver results from day one.
Who It’s For
The Certified Business Exit Consultant® (CBEC®) Designation course is tailored for experienced advisors, like CPAs, consultants, CFOs, and financial professionals, who are already trusted by mid-market business owners but want to expand their role beyond traditional advisory services. Most candidates have 10–15 years of experience and want to deepen their impact, improve their positioning, and grow their practice.
What the Program Covers
The IEPA curriculum is delivered by working Exit Planners and centered on real-world dynamics. It walks candidates through a five-phase planning model and includes frameworks, tools, and strategies advisors can use immediately with clients.
Curriculum highlights include:
| Module | What It Covers |
| Business Owner Psychology | Understand the emotional drivers behind exit decisions and how to manage expectations and readiness. |
| Exit Planning Framework | Learn the five-domain model—Owner Readiness, Business Attractiveness, Financial Preparedness, Deal Strategy, and Team Leadership. |
| Value Growth Strategy | Apply methods for assessing transferable value and identifying key performance levers. |
| Deal Structuring | Explore different exit options (internal vs. external, third-party vs. insider transitions) and how to align structures with owner goals.
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| Team Management | Learn how to quarterback the advisory team, set the pace, and keep the process accountable and aligned. |
| Client Communication | Practice how to translate complex planning concepts into language that engages and motivates owners. |
Each module is built to enhance both technical and relational skill sets, so planners know how to lead others through it. For many CBEC-certified professionals, Exit Planning isn’t just a side offering—it’s a core practice. In fact, 26% use Exit Planning to prepare businesses for market, while 19% utilize it to introduce broader advisory services.
Post-Certification Support
IEPA members don’t go it alone after certification. The organization offers ongoing resources including:
- Peer roundtables and mentorship
- Advanced training and specialization tracks
- Practice-building tools and positioning support
- A curated community of like-minded professionals
This network supports long-term success, helping advisors grow professionally as the demand for strategic Exit Planning grows.
Lead the Way in Exit Planning with IEPA’s CBEC® Certification
The future of Exit Planning belongs to advisors who can think strategically, lead confidently, and deliver results. IEPA-certified planners set a new standard, serving as trusted advisors who drive value at every stage of the business lifecycle.
The IEPA Certification is built for experienced professionals who want to:
- Transition from transactional services to strategic advisory
- Deepen client relationships through high-impact, value-driven work
- Lead multidisciplinary teams through complex transitions
- Expand their revenue with high-margin, advisory-led engagements
- Stand out in a crowded marketplace with a practitioner-led credential
Step into a leadership role in the Exit Planning space.