How do I hand over my agency’s media buying contacts to a new owner?

Begin with a contact register: the sales representative at each outlet, how they prefer to be reached, the kind of space or time you buy, and any informal arrangements. Informal arrangements are the easiest to lose. A favourable placement, a last-minute opening or a courtesy call often depends on a person, not a contract.

Gather the written side too: insertion orders, rate cards, credit arrangements and any pending bookings or commitments made for clients. A new owner needs to know what is already promised before taking over.

Plan the introductions. A joint call or lunch, with you explaining who the buyer is and why they will be good to work with, goes a long way. Offer to stay available for questions during a transition period so the buyer is not starting from nothing. Be honest with the buyer about any relationship that rests mainly on you. Naming it early lets you both plan, rather than discover it later. Be willing to say which contacts you would worry about most. Buyers tend to trust a seller who names the soft spots, and it helps you plan what to say to each outlet and when to say it. Jot down what you learn as you go, and take it to your adviser before deciding.

Key takeaways

• Build a register of media contacts and note which depend on you personally.
• Share pending bookings and written terms before closing.
• Introduce the buyer in person and stay available afterward.