Almost all of our top ten enterprise accounts only want to deal with me directly. How do I transition these relationships without losing the revenue before an exit?

Question

Tyler Smith · Accepted Answer

Customer concentration and owner dependent relationships are major red flags for any buyer. If you hold the keys to your top client accounts, the buyer knows those clients might leave when you do. You must systematically transfer these relationships to your team long before you transition out of the business. Start by adjusting your Accountability Chart. Ensure there is a clear seat for Account Management or Client Success that you do not occupy. Introduce your leadership team members to these key clients as the primary points of contact. Use your Level 10 Meeting™ to track the progress of this transition. You can also establish a transition plan where you slowly step back from monthly meetings to quarterly reviews, and finally to no meetings at all. This gives your clients time to build trust with your team and proves to potential buyers that your revenue is sticky and independent of your personal involvement. Removing yourself from these relationships is difficult for your ego, but it is essential for maximizing your business value.