Our investment bankers and transaction attorneys seem to be pushing for a quick sale to collect their fees, while ignoring our long-term legacy goals. How do we apply the trust equation to manage our advisory team so they represent our true interests?

Question

Tyler Smith · Accepted Answer

It is common for founders to feel like they are losing control of their own exit process when high-powered advisors step in. Investment bankers and attorneys often suffer from self-orientation, which is the ultimate trust-killer. According to the trust equation, when an advisor's self-interest or focus on their own fee outweighs their focus on your goals, trust collapses.

To realign your advisory team, you must actively manage them using the core principles of trustworthiness. Start by addressing their self-orientation directly. Schedule a dedicated alignment meeting and frame the conversation around your non-negotiable exit objectives, which should go beyond just the purchase price to include team retention and legacy.

Clearly define what a successful exit looks like on your V/TO®. If your advisors do not understand your vision, they will default to maximizing their transaction speed.

You must also increase your intimacy with them by having frank, one-on-one conversations. Let them know that you value their expertise but will not tolerate being rushed into a transaction that compromises your core values.

By increasing your reliability and maintaining open communication, you establish yourself as an active partner in the transaction rather than a passive client. If an advisor continues to push their own agenda over your defined goals, it is a clear sign that they lack the necessary orientation to support you. Do not hesitate to replace them. Having the wrong advisors on your deal team during a multi-year runway is a risk you cannot afford to take.