Why Business Exits Fail and How to Protect Hidden Value and Legacy

The Business Emergency Room: For Leaders Facing Volatility, Uncertainty, Complexity & Ambiguity (VUCA)

Most business exits fail not because of flawed numbers but because the hidden value of people, culture, and legacy is overlooked. In this episode, Maartje van Krieken explores why exits are among the most personal and emotionally charged moments in business and how treating them as purely financial transactions often leads to broken trust and dissatisfaction. She offers clear strategies to change that outcome, from bringing in trusted support to balance negotiations, to recognizing how relational risk shapes valuation, to addressing “phantom clients” that don’t hold transferable worth. By focusing on hidden value alongside financial metrics, leaders can create exits that are fair, sustainable, and truly win-win.

Episode Breakdown:

00:00 The Human Side of Business Exits

02:30 Why Deals Derail: Hidden Value and Culture

07:42 Creating Win-Win Exits That Preserve Legacy

08:23 Tip 1: Get Trusted Support

09:06 Tip 2: Relational Risk and Valuation

13:33 Tip 3: Address Phantom Clients

17:28 Tip 4: Unlock Unrealized Opportunities

21:15 Tip 5: Use an Independent Negotiator

24:05 Protecting Legacy Beyond the Deal

Connect with Maartje van Krieken:

LinkedIn

The Chaos Games Consulting

The Business Emergency Room

Substack

YouTube

Host Maartje van Krieken is a crisis strategist and decision-making expert who thrives in high-stakes business environments. Combining disaster management training, hands-on experience in global industries, and leadership skills honed as a seasoned sailor, she helps businesses navigate chaos with precision. Whether tackling transformation, scaling challenges, or leadership bottlenecks, Maartje delivers actionable insights to turn turbulence into traction.

Podcast production and show notes provided by HiveCast.fm