How do I introduce a buyer to the structural and mechanical consultants my architecture firm uses?

Timing matters more than the introduction itself. Consultants are part of your reputation, and an early or careless call can worry them or tip off the market. Wait until the buyer is serious and has signed a confidentiality agreement, then tell each consultant first that a conversation is coming and why. Nobody should hear about a sale from a stranger.

Prepare a one-page summary for each relationship. Note what the consultant does on your projects, how long you have worked together, how work is quoted and billed, and whether any written agreement exists. Be honest about anything informal. Buyers will ask whether the relationship belongs to the firm or to you personally.

On the call, step back after introducing both sides. Let the buyer ask about responsiveness, capacity and how the consultant handles a rush. Afterwards, check in with the consultant to learn how it felt. If a consultant is nervous, say what you can about continuity. Your lawyer can tell you what to put in writing. Keep your promises small: say what you will arrange, and avoid guessing what a consultant will agree to afterwards, because that is their decision.

Key takeaways

• Wait until the buyer is serious and bound by a confidentiality agreement before any call.
• Tell each consultant yourself, ahead of time, so nothing reaches them as a rumour.
• Prepare a short summary of each relationship, including anything that is only a handshake.
• Do not promise on a consultant’s behalf what they have not agreed to.