What do a caterer’s returning clients say about the owner’s role?
Ask the seller to introduce a few repeat clients, then listen for whom they name. If they praise the owner’s menus, presence at events or personal phone calls, the relationship may not pass to you. If they talk about the team, the food and the process, the business is likelier to carry on after a sale.
Repeat clients are the best evidence of what is really being sold. Ask the seller for a mix: a long-standing corporate client, a family that rebooks for celebrations and someone who ordered once and came back. Better still, ask permission to speak with them after an offer is accepted, with the seller’s agreement, so the business is not unsettled too early.
Keep your questions open. Ask what made them choose the caterer, who they deal with, who attends the event and what they would do if the owner were not there. Note the words they use. “Always Sam” is a different answer from “the whole crew is great.”
Then compare with the records. Look at who signs the quotes, who answers the phone and who stands at the event. If the owner does all three, plan the handover carefully and ask the seller to stay on during the introductions. Finally, think about your own role. Ask yourself honestly whether you can fill the gap the clients describe, or whether you would need a strong manager hired from the start. A candid conversation here often tells you more than any sales summary can.
Key takeaways
- Listen for whether clients name the owner or the team.
- Ask what they would do if the owner were not there.
- Check who quotes, answers the phone and attends events.
- Plan a handover in which the seller introduces you in person.
Related reading
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Succession
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Selling
Sources
This answer is checked against primary sources. Links were last confirmed on the dates shown.
- 01Business Development Bank of CanadaGovernmentHow to conduct due diligence when buying a business
- 02Business Development Bank of CanadaGovernmentWhat are the steps to buying a business?
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