M&A Communication: Guiding Clients Through Advisory Transitions Part 1

About the Episode:

M&A transitions create unique communication challenges whether you’re guiding business owner clients through their exits or managing changes within your own firm. Join host Dave Alison, Co-President and Founder at Prosperity Capital Advisors and C2P, and CEO of Alison Wealth Management, as he sits down with Stan Milovancev, CEO of Prosperity Capital Advisors and C2P, to explore both sides of the M&A conversation. Stan brings experience from hundreds of transactions during his time overseeing a $70 billion RIA platform, offering practical insights on what makes transitions succeed or fail.

Dave and Stan identify six core concerns that surface when clients learn about firm changes, then move into actionable communication strategies. Stan emphasizes transparency over spin, recommends a 90-day communication window, and shares psychological techniques like inviting clients to help with the transition rather than simply announcing changes. Whether you’re supporting clients through their business exits or preparing your own clients for an advisory firm transition, this conversation covers the communication essentials that preserve trust during periods of change.

Key Topics Discussed:

• The Muddy Middle Across Industries: How the concept of being too big to stay focused yet too small to achieve scale applies to advisory firms and business owner clients alike
• Six Core Client Concerns in M&A: Understanding what keeps clients up at night when they hear about firm transitions
• Proactive vs. Reactive Communication: Why advisors need a 90-day communication strategy that begins before the announcement
• The Power of Transparency: How honest communication about both benefits and changes builds trust better than carefully spun messaging
• Explaining Your Why: Different motivations for M&A transitions and why clients need to understand your reasoning
• Psychological Framing Techniques: Inviting clients to help with the transition rather than simply announcing changes
• Team Member Introductions: Best practices for introducing clients to new advisors or service team members
• AI and Industry Disruption: How technological change is motivating business owners to consider exit strategies earlier than planned

Resources:

• Episode referenced: Evaluating M&A Opportunities: Essential Questions for Advisors

Statistics:

• Fidelity 2024 M&A study found 40% of clients felt significant uncertainty about advisory firm transitions