FROM VALUE ACCELERATION TO PRACTICE GROWTH: TURNING EXIT PLANNING INTO A SCALABLE ADVISORY MODEL
Many advisors understand the principles of value acceleration—but far fewer have successfully turned those principles into a scalable, profitable advisory practice.
In this session, Capitaliz Founder Dr. Craig West will build on the momentum from our previous case-study webinar by shifting the conversation from client engagement to practice growth. Advisors will learn how successful practitioners are transforming exit planning from a one-off engagement into a repeatable service offering that generates recurring revenue and deeper client relationships.
Drawing on more than 15 years of advisory experience and insights from over 1,000 business owners globally, Craig will explore the foundational components of a thriving exit planning practice—from defining service offerings and pricing to building a pipeline of ideal clients.
This session will also preview the interactive workshop Craig will be leading at the Exit Planning Summit, where attendees will go deeper into designing and scaling a multi-million-dollar exit planning practice.
Whether you're just beginning to incorporate exit planning into your advisory services or looking to scale what you've already started, this session will provide practical insights you can implement immediately.
Learning Objectives:
- Identify the key components required to build a scalable exit planning advisory model.
- Understand how exit planning services can be structured to create recurring revenue and long-term client engagements.
- Recognize the foundational elements of an effective client acquisition funnel for exit planning services.
- Evaluate how value acceleration engagements can serve as the entry point to broader advisory relationships.
- Prepare to implement the strategies and frameworks that will be explored in greater depth at the Exit Planning Summit workshop.
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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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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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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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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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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Private Business Owners
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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.
ABOUT THE PRESENTER
Craig’s practice Succession Plus is Australia's largest Business succession and exit planning firm, with offices in every state. It provides advice and strategy for clients preparing their business and finances for a successful exit. Succession Plus launched into the UK market in 2019, in New Zealand in 2020 and in the USA in 2023.
In October 2014, he was awarded the Exit Planner of the Year at the Exit Planning Institute Annual Conference in Texas, USA, for his innovative development of an exit planning process to help business owners maximize business value and achieve a successful exit.
In July 2022, Craig West received the Doctor of Business Administration award for his research thesis titled,
“Examination of the key factors driving business exit options in Australian Small and Medium Enterprises.” Craig is passionate about encouraging business owners to think strategically, maximize the value of their business and achieve a successful exit.
The Exit Planning Institute admitted Craig to the International Exit Planning Circle of Excellence in May 2024.