How do I introduce a buyer to my outfitter’s repeat guided-trip clients?

Start by deciding what clients will be told and when. Your buyer will want to meet the best clients early, but sharing names too soon, or telling clients before the deal is firm, can cause worry. Agree on a plan with your buyer and put confidentiality terms in place before names are shared. Some clients will want a say in how things continue, so listen to them and pass their comments along.

Then think about the experience. Repeat clients value the guide they know, the routes and small touches. Write notes on each client’s preferences, trips taken, comfort level and any special needs, and pass them on. Invite your buyer on a trip so clients see how they work, instead of hearing about them second-hand. Avoid asking clients to commit to future trips before the sale is settled, since you cannot promise who will lead them.

Finally, remain available for a short time. A personal message from you endorsing the new owner often matters more than any marketing. Ask your lawyer how to protect client information and the transition arrangement, and ask your accountant about trips already paid for, so no client is left uncertain. Follow up after the first trip under the new owner, and ask clients how it went.

Key takeaways

• Agree timing and confidentiality before sharing client names.
• Pass on notes about each client’s preferences and trip history.
• Introduce your buyer on a trip and endorse them personally.