WHO’S IN YOUR PIPELINE? A WORKING SESSION ON FINDING EXIT-READY OWNERS
Filling a room with the right business owners starts long before the invitation goes out; it starts with knowing exactly who to invite and why. In this advisor-facing working session, attendees will examine their own client and referral base, identify the owners most likely to benefit from exit planning, and narrow that list down to a focused short list of high-priority candidates. This session uses a peer advisory format where members share practical approaches and walk out with a concrete action: a short list of three to five business owner clients or referral relationships to engage, along with clarity on what makes each one a strong fit for the September Business Owners Forum. This workshop is the first step in a three-month progression: July focuses on diagnosing your pipeline and identifying the right candidates, August explores why owners resist exit planning and how to guide them to take the next step with speaker Jerome Myers, and the progression culminates in September at the Business Owners Forum. Attendees should come prepared to think about their network and leave with a clear, actionable plan for who to bring to the table.
Learning Objectives:
- Apply a simple framework for reviewing your full client and referral base to surface business owners who may benefit from exit planning, including those not actively considering a sale.
- Identify the characteristics that make an owner a strong candidate, such as no succession plan, customer concentration, or heavy owner dependency.
- Triage a broad prospect list down to a focused short list of three to five high-priority candidates who merit focused outreach.
- Recognize the activation stage that precedes formal discovery and understand where these early conversations fit in the value acceleration process.
- Leave with a concrete action plan: a named list of owners to invite to the September Business Owners Forum and a clear reason each one would find it relevant.
About the Presenter:
Hear from industry expert Clare Price.
Event Location
Event Details
Who Should Attend?
-
Business Owners & Their Trusted Advisors
-
Business Owners
-
Other Business Professionals
-
Business Consultants
-
Professional Advisors
-
Members of Family Business Boards
-
Private Business Owners
-
Other Professional Advisors
Regardless of your unique specialty, there is seat at the exit planning table for you. Learn more at www.EarnCEPA.com.
-
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.
-
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.
-
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.
-
Insurance Professionals
Exit planning addresses the 5 D's. So do you. Approach the risk conversation differently with exit planning.
-
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.
-
Estate Planners
Exit planning is a natural fit for estate planners who want to operate more holistically with their owner clients.
-
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.
-
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.
-
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.
-
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.
-
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.
-
Attorneys
You have close relationships with clients, and can benefit from being the first advisor to introduce the idea of exit planning.
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.