Which security client managers should I introduce before closing my guard company sale?

Not every client contact is equal. Separate those who sign the contract and decide on renewals from those who watch the guards daily and complain when something slips. A buyer will want to meet both, but not at the same moment.

Rank your accounts by how much the company relies on them and how likely they are to be unsettled by news of a sale. Begin with the most important, and decide together with the buyer what each person will hear. Ask your lawyer whether any contract requires notice or consent before a sale, because that may set the order and timing.

Timing matters. Introductions before the buyer is serious can worry clients, while introductions too late leave no room to build trust. Many sellers wait until confidentiality terms are signed and the deal is firm enough to stand behind. Stay in the room for the first meetings, and describe the buyer as the next step in a continuing service. Afterwards, check back with each client to see how they felt. Set aside time to introduce your site supervisors, too, since they are the people your clients actually see and trust.

Key takeaways

• Rank accounts by importance and sensitivity, then introduce the most important first.
• Separate contract decision-makers from on-site contacts and plan separate meetings.
• Ask your lawyer whether any contract requires notice before you tell the client.