Date: March 05, 2019 to March 05, 2019
Where: Commons on Champa, 1245 Champa Street, Denver, Colorado, United States
Ticket Price: N/A
Mind the Gap: The Psychology of Owner Exits Collectively business advisors bring a vast array of education, experience and skill to the business owner. From CEPAs, legal, tax, investment banking, M&A, wealth management, accounting, valuation, etc the business owner has no shortage of skilled advisors to call upon. Based on all that advice, owners report knowing they should plan. Yet, there is consistently a significant gap between knowing and actually taking action. We call this the "knowing-doing gap". Likewise, many advisors state "I should get a fee for counseling services". It reflects the common experience that the exit/transition process is at its core, a profoundly emotional event. The tangible result of the owner's emotional angst is often resistance, self-sabotage, deal failure, and destruction of wealth and legacy. This phenomenon is not new, but there is very little accessible research and knowledge to help advisors navigate the waters of owner psychology. As a result many advisors are interacting with owners in ways that are contrary to achieving the desired result. Learning Objectives: Gain insights about the 5 characteristics of successful entrepreneurs and how they may negatively impact the owner's transition process. Learn how to work with an owner's resistance rather than against it. Understand the 4 behaviors that are critical to determining an owner's inclination to exit successfully Learn how to increase deal success and client engagement ROI by focusing on the right owners at the right time.