EXIT PLANNING CASE STUDY PART 2 & 3: CONDUCTING A TRIGGERING EVENT ENGAGEMENT/NAVIGATING OWNER OBJECTIONS
Following the initial meeting with Tom and Mary, this session delves into the process of conducting a Triggering Event to set a clear strategic direction for Tom and Mary’s business. You will explore how to utilize a Triggering Event to evaluate the Company’s readiness for growth, understand its value, and align strategic actions with Tom and Mary’s personal and financial goals. Through this hands-on case study, you will work with peers to develop practical skills in facilitating Triggering Events, providing a foundation for informed decision making and effective strategic planning. This session focuses on addressing Tom and Mary’s concerns and objections regarding your proposed exit strategy after the Triggering Event. You will explore strategies for highlighting the benefits of exit planning while respecting Tom and Mary’s apprehensions. Through this hands-on case study, you will collaborate with peers to develop effective communication and negotiation skills, essential for guiding clients through the exit planning process with confidence.
Learning Objectives:
- Understand the purpose and importance of a Triggering Event in the context of strategic planning and business valuation
- Learn techniques to engage Tom and Mary in the Triggering Event process
- Assess the Company’s current operational and financial readiness to undergo a Triggering Event and identify areas for improvement
- Distinguish between a business valuation and a Triggering Event, understanding their unique roles
- Develop actionable steps to execute the outcomes of the Triggering Event Understand how to address Tom and Mary’s objections regarding the cost, timeframe, and confidentiality of the exit planning process
- Detail the significance of preparing owners to exit at any time
- Gain insights into the principles outlined in “Walking to Destiny” by Christopher Snider and learn how to apply them in real-world scenarios
- Learn effective strategies for educating Tom and Mary on the 5-4-3-2-1 of exit planning and aligning their goals with the exit strategy
About the Presenters:
Hear from industry expert Trace Udall
Thank you to our Sponsors
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Event Details
Who Should Attend?
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Attorneys
You have close relationships with clients, and can benefit from being the first advisor to introduce the idea of exit planning.
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CPAs/Accountants
Owners participating in the State of Owner Readiness research continue to indicate that you are the No. 1 "Most Trusted Advisor." You are a natural fit to lead the exit planning team and deepen your relationship (and retention) of next generation owners.
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Financial Advisors
One of the critical ‘legs of the stool’ is personal financing planning. An owner must have a strong financial plan & contingency plan post-transition to enable them to thrive in the next act of the lives personally and financially. Exit planning brings this future mindset into the present. Exit is now.
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Wealth Managers
You’re a skilled relationship person. Being entangled into your clients’ professional lives matters as you build a strategy to manage their wealth upon them harvesting it from their business. Exit planning allows you to build a deeper relationship with your client, expands your COI network, while giving you an early seat at table well before the liquidity event.
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Valuation Analysts
Valuation is both a billable engagement AND an opportunity to provide owners some perspective on how to accelerate value drivers (and deal with value killers). Use exit planning to make that valuation into a longer term value acceleration engagement.
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Investment Bankers
Only 2 of every 10 businesses that come to market actually sell. Learn how exit planning can bring attractive AND ready business to your purview.
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Estate Planners
Exit planning is a natural fit for estate planners who want to operate more holistically with their owner clients.
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Strategic Consultants
One of the most critical roles in exit planning is building transferable value. Strategic consultants have the ability to expand options and drive rapid business value that affect performance today.
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Insurance Professionals
Exit planning addresses the 5 D's. So do you. Approach the risk conversation differently with exit planning.
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Mergers & Acquisition Advisors
Proper exit planning causes less deals to fall through at the last minute. Connect with CEPAs to build your healthy deal flow network.
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Commercial Lenders
One of the best relationships a business owner makes is with their banker. How can you help your corporate clients think about the future and ensure financial continuity? Answer: exit planning.
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Family Business Advisors
More than 50% of lower middle market business owners would prefer to transition to the next generation. Help them succeed with exit planning strategies.
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Private Business Owners
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Other Professional Advisors
Regardless of your unique specialty, there is seat at the exit planning table for you. Learn more at www.EarnCEPA.com.
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Members of Family Business Boards
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Professional Advisors
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Business Consultants
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Other Business Professionals
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Business Owners
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Business Owners & Their Trusted Advisors
EXIT PLANNING IS GOOD BUSINESS STRATEGY
The Exit Planning Institute, provides Financial Advisors, Accountants, Consultants, and other advisors of business owners with the critical education to differentiate themselves and add value to their existing client relationships through a credential, conference, courses, and content. Download the CEPA brochure for more information.