The Psychology of Owner Exits: Stop Waiting for the Cat to Bark
We often hear business owner advisors say, “I should get a fee for counseling services.” It reflects the common experience that the exit/transition process is at its core, a profoundly emotional event. The tangible result of the owner’s emotional angst is often resistance, self-sabotage, deal failure, and the destruction of wealth and legacy. This phenomenon is not new, but there is very little accessible research and knowledge to help advisors navigate the waters of owner psychology. As a result, many advisors are interacting with owners in ways that are the equivalent of waiting for the cat to sit, stay, roll over, and bark. Our PhD research provides advisors with fresh insights into the mind of the owner. On a very practical level we will discuss how these insights can help you increase the potential for moving owners to action and increase your ROI at the same time.
Introductions: Morris R. Saunders, FFI Midwest Chapter and Barry Goodman, Chicago Chapter of the Exit Planning Institute
Allie Harding, Partner, Orange Kiwi
Allie Harding is a partner at Orange Kiwi and is currently pursuing her PhD at the Chicago School of Professional Psychology. Her dissertation is focused on change and effectiveness at the point of business owner transition. Working as an accomplished organizational consultant, Allie has assisted senior leaders, boards, and the organizations they serve at critical points of transition.
Andrew Taylor, Partner, Orange Kiwi
Andrew Taylor is a partner at Orange Kiwi and an experienced business leader and consultant. Drawing on his experience serving Fortune 500 clients at McKinsey and Company, Andrew has served in executive roles in both New Zealand and the United States. He provides advisory and consulting services to businesses at the point of transition.