How do I introduce a buyer to my co-packing clients without losing them?
Tell your largest clients yourself, after the buyer has signed confidentiality terms and the main deal terms are settled. Frame it as continuity: same plant, same people, same standards. Introduce the buyer in person and let each client ask questions directly.
Timing matters more than wording. A client who hears about a sale from a rumour, or before you have a firm buyer, may start quietly lining up a second co-packer. Agree with the buyer on who gets told, in what order, and by whom, and make that part of the sale plan rather than an afterthought.
Sort your clients by how hard they would be to replace and how much they depend on you personally. Those with a close working relationship with you deserve a conversation, not a letter. Bring the buyer, explain their background, and say plainly what will stay the same: the recipes, the schedules, the quality checks and the staff the client already knows.
Expect questions about price changes, minimum runs and who will answer the phone. Do not promise what the buyer has not agreed to. Check each client agreement for a clause about a change of owner, since some need consent. Ask your lawyer to read those before you speak, and plan to stay on for a handover period so the clients see a smooth transition. Follow each introduction with a short note that repeats what was agreed, so nothing depends on memory.
Key takeaways
- Tell the biggest clients personally, and only after the buyer is committed.
- Check each client agreement for any term about a change of ownership.
- Stay involved through the handover so clients see continuity.
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Sources
This answer is checked against primary sources. Links were last confirmed on the dates shown.
- 01Business Development Bank of CanadaGovernmentHow to minimize negotiations when selling your business
- 02Business Development Bank of CanadaGovernmentHow to conduct due diligence when buying a business
- 03Business Development Bank of CanadaGovernmentUnderstanding post-merger operational integration
- 04Business Development Bank of CanadaGovernmentHow to Find the Right Buyer for Your Business
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