We have just signed a non-binding Letter of Intent with a buyer and need to break the news to our core leadership team because the upcoming due diligence process will require massive amounts of their time. How do we share this sensitive information without destroying their trust or causing them to check out emotionally before the deal closes?

Question

Tyler Smith · Accepted Answer

Breaking the news of a signed Letter of Intent to your leadership team is a high-stakes conversation that requires balancing absolute confidentiality with deep relational trust. This is the moment to utilize the Trust Equation from the Trusted Advisor Fieldbook. To maintain trust, you must demonstrate low self-orientation and high intimacy, focusing entirely on how this transition affects them and their career paths.

Do not frame the sale as a personal victory for you. Instead, frame the transaction around the opportunities it creates for the business and the leadership team. Use the trust creation process: engage them in the reality of the transaction, listen to their fears about job security, frame the upcoming due diligence as a shared operational hurdle, and envision the post-sale future of the company together.

Be open and honest about the administrative burden of the upcoming due diligence phase. Clearly outline how their roles on the Accountability Chart will temporarily expand to support the transaction. Reassure them of their value to the future buyer by explaining that the buyer is acquiring the business specifically because of the strength of this leadership team. By showing deep, other-focused empathy, you keep your team aligned, motivated, and fully committed to crossing the finish line.