The First 90 Days: What to Do After Buying a Small Business

You bought the business. Now what?

After months of searching, due diligence, negotiation, and sleepless nights, the wire transfer cleared. The business is yours.

But here’s the catch: closing day isn’t the finish line. It’s the starting gun.

You signed the paperwork. The wire cleared. The business is yours.

Cue the adrenaline and the questions:

• Should I change anything right away?
• Will the team trust me?
• Where do I even start?

This is normal. The early days after closing aren’t just a transition. They’re the most important period of your entire ownership. According to Bain & Company and Harvard Business Review, 70% of M&A deals used to fail but in the last 20 years, that number has flipped. Now, 70% of acquisitions succeed, and a key reason is what happens after the sale. Better onboarding, more intentional leadership, and smarter integration tactics drive results. Read the HBR, 2024 blog here.

So how do you make sure your first 90 days lead to long-term success?

We’ll walk you through what to do in Month 1, 2, and 3 plus how to avoid the most common mistakes new owners make.

Welcome to the first 90 days of ownership where what you do (and don’t do) can shape your success for years to come.

Why the first 90 days matter

Whether you bought a landscaping company with 15 employees or a one-person marketing firm, the early weeks of ownership set the tone. It's when:

• Employees look to you for direction.
• Customers notice changes (or fear them).
• Systems get tested.
• And most importantly, your decisions start to ripple.
  

It’s easy to feel overwhelmed. But with a smart, simple plan, you can focus your energy where it matters most.

Week 1 - 2: Learn before you lead

Think of this as your “discovery phase.” Your job isn’t to change things - it’s to understand how they work.

Your focus:

• Meet the team – Ask questions. Listen more than you talk. Show them you’re here to learn, not bulldoze.
• Shadow daily operations – Sit in on sales calls. Watch deliveries go out. Tag along with technicians.
• Review the books – Get familiar with cash flow, recurring revenue, seasonal trends, and any red flags.
• Build trust with the seller – If they’re staying on for a transition, use that time wisely. Ask what they’d fix if they were starting from scratch.
  
  

For Example: Sarah bought a pet grooming shop with strong reviews but declining revenue. In her first two weeks, she noticed most rebookings weren’t being captured at checkout. A quick script change doubled monthly appointments by week six.

Week 3 - 6: Stabilize and strengthen

Now that you’ve got the lay of the land, it’s time to shore up what’s working and patch what isn’t.

Your focus:

• Keep what's working – If a system is humming, don’t “fix” it. Continuity builds confidence.
• Address obvious pain points – Late invoices? Broken scheduling software? Fix what frustrates the team or customers.
• Start building systems – Document the repeatable. Think: how-tos, checklists, onboarding guides.
• Communicate early and often – Whether it’s a weekly team huddle or a simple newsletter for customers, visibility builds trust.
  
  

Week 7 - 12: Plan for growth

With your feet under you, now’s the time to look forward.

Your focus:

• Set clear short-term goals – Revenue targets, customer retention improvements, or ops efficiency. Make it measurable.
• Talk to customers – Learn what they love, hate, or wish for. You don’t need a formal survey, just pick up the phone or chat in person.
• Evaluate your team – Who’s thriving? Who needs support? Begin thinking about roles, not just people.
• Build your owner routine – Shift from reacting to leading. Schedule time to work on the business, not just in it.
  
  

For example: David bought a mobile car wash business and realized no one was following up after services. He added a simple thank-you text with a discount for referrals. Within 90 days, referral bookings rose by 40%.

A few don’ts (from people who’ve been there)

• Don’t change everything at once. Momentum matters more than overhaul.
• Don’t assume loyalty. Earn it, with clarity, transparency, and follow-through.
• Don’t ignore culture. How things feel internally often determines how they perform externally.
  
  

TL;DR: Your First 90 Days Blueprint

• Observe → Don’t assume
• Communicate → Frequently, honestly, and clearly
• Document → Systems are gold
• Prioritize → Fix what’s broken, don’t mess with what’s not
• Plan → Small wins now build long-term growth later

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Buying a small business isn’t just about finances. It’s about people, process, and trust. The first 90 days aren’t about being perfect, they’re about being intentional.

You don’t need to have all the answers. But if you’re focused, steady, and willing to learn, you’ll put yourself (and your new business) in the best possible position to thrive.

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