What to do When a Family Business Client is Faltering
You may have a client that is showing signs of faltering. To help you address such situations, particularly if the services you’re providing don’t directly involve the company’s performance, this case-based presentation focuses on three major challenges FFI professionals typically will face: 1) Identifying early warning signs, 2) how to appropriately initiate a conversation about the issues you see, and 3) how best to provide constructive guidance. The goal is for you to gain an enhanced appreciation for these challenges and a clear understanding of strategies you can utilize to be helpful on a pro-active basis.
About the Presenter
Presenter: Gerry Sherman
Organization: Pathway Advisors, LLC
Since leaving commercial banking in 1983 to found the consulting practice that he continues to operate, Gerry Sherman has worked as an advisor to over 100 family enterprises. Typically, these companies range in annual revenues from $2,000,000 to $250,000,000 and are facing financial and organizational issues that threaten their long-term viability.
Gerry’s father and uncle operated a distribution company in the shoe industry, and this was his introduction to family enterprises. Then, in 1991, he brought a therapist into a case where family-based issues were blocking the implementation of changes essential to the company’s continued operations. Together, Gerry and the therapist were able to facilitate a solution that allowed the client to operate profitably until it was successfully sold fifteen years later. As the result of this assignment, Gerry came to view the provision of financial and organizational advisory services to family businesses as a specialized service requiring a discreet skill set. Gerry has published numerous articles on family business for Family Business Magazine and The Journal of Corporate Renewal. He has also spoken on family business topics for groups including FFI, The Turnaround Management Association, and a number of university-based family business institutes. He holds BS and MBA degrees from Boston University.