How do I introduce my accounting clients to the buyer?

Clients decide whether the relationship moves with the practice, so how they hear the news matters as much as the terms. A rushed announcement leaves them guessing, and a silent one lets them hear it elsewhere. Plan the introduction as a short sequence with a named person for each step. Agree the order with the buyer first, and keep it consistent with what the guide to selling an accounting practice says about client relationships.

Agree what you may say, and when

Before anyone is told, ask your lawyer what the agreement and your engagement terms allow you to share about each client, and when. Ask the CPA body that regulates you what it expects when a practice changes hands. Until the sale is certain, say nothing to clients. Once it is, decide together who speaks first and what the message will cover.

Write one letter, then make the calls

A joint letter signed by both of you does most of the work. It says who the buyer is, why you chose them, what stays the same and who to call with questions. Send it after your largest and longest-standing clients have heard from you in person. A call from you gives them the news personally and a chance to ask questions. The buyer can follow with their own short introduction.

Choose the timing with the calendar

Avoid announcing in the middle of your busiest period. Clients with a deadline looming will want reassurance about their file, and neither of you will have time to give it. Pick a quieter stretch and make sure the buyer has capacity to answer calls the same week.

Hand over the first file together

Let the buyer handle a first piece of work for each key client while you are still reachable. Sit in on the first meeting if the client would like that. Afterwards, ask the client how it went and pass anything you learn to the buyer. Keep notes on preferences, such as who prefers calls and who prefers email.