Add value to your client relationship, even at the exit.

Ironically, the most critical time of a client-advisor relationship comes as your client prepares to leave the business. Because when a client decides to sell, all kinds of personal, financial, legal and tax issues arise.

But a business exit also presents an opportunity for you to strengthen ties with your client—and add value to your services. Simply bring on an exit consultant.

An exit consultant can help you handle the complexities of a business sale. And with a little research, you can find one who’ll work beside you—and not try to steal your client.

What should an exit consultant bring to the table?

When you’re interviewing potential consultants, ask the following questions.

• How many exits have you handled? Which one was the most difficult, and why?
The answers will give you an insight into the candidate’s skills, approach and experience.

• What do you see as the most important issue(s) facing my client?
This gives you a chance to see how well the candidate understands your client’s business and any possible complications that may arise.

• What measures do you typically take to make a client’s business more attractive to potential purchasers?
Listen closely here, because not every exit consultant considers this aspect. It’s vital that your client gets the maximum amount possible for the business.

• What qualities (besides financial strength) do you look for in a potential buyer?
A buyer who doesn’t understand the company’s culture could drive away key employees and customers. The consultant you choose should consider that when vetting potential buyers.

• And last, but certainly not least: will you work with me and not poach my client?
The only acceptable answer is “yes.”

Where should I start looking?

Begin with BeReady. Anna Halaburda, BeReady’s CEO, has more than 20 years’ experience in designing and guiding successful exits. Her team stands ready to help you add value to your client relationship at this critical phase. Call BeReady today, for a free, no-obligation conversation.