Make a PE displacement window calendar work for you.
By Hitendra Patil
An East Coast firm owner reached out to me about a year after a private equity-backed competitor had acquired a smaller firm in her market. She had expected to lose clients to the newly expanded firm. What she had not expected was to gain three of theirs.
MORE by Hitendra Patil
Exclusively for PRO Members. Log in here or upgrade to PRO today.
Those three clients had been with the acquired firm for years. They left within six months of the acquisition, and the reason had nothing to do with the quality of the work. The relationship had changed after the PE deal, not just new systems, new staff and new processes. The partner who had been their main contact for a decade was focused on transition and integration work and harder to reach. The clients had not been unhappy exactly, but they were back in the market. That is the part of the PE consolidation story that gets told less often. Acquisitions create client movement, and not all of it flows toward the acquiring firm.
TO READ THE FULL ARTICLE
