| The Psychology of Exits—Stop Waiting for the Cat to Bark
Program Type: VideoCast (Audio,Video, PPT Presentation)
Program Level: Overview
Advanced Preparation: None
Delivery Method: Group Internet-Based
CPE Credits: Two (2) Hours
Fields of Study: Accounting
Shipping Weight: 0lbs. 0oz.
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.
After completing this webinar, attendees will be able to:
- Understand the five characteristics of successful entrepreneurs and how they may negatively impact the owner’s transition process
- Learn how to work with an owner’s resistance rather than against it
- Understand the four behaviors that are critical to determining an owner’s inclination to exit successfully
- Learn how to increase deal and client engagement ROI by focusing on the right owners at the right time
Who Should Attend
Ms. Allie Harding is an experienced consultant and researcher with a bachelor’s degree in biology and chemistry, a master's degree in marriage and family therapy, and is currently completing a PhD in business psychology. Her dissertation is focused on change and effectiveness at the point of business owner transition including the development of a psychometric that assesses an owner’s inclination to successfully exit their firm. Working as an accomplished organizational consultant, Ms. Harding has assisted senior leaders, boards, and the organizations they serve at critical points of transition. Her background in business and psychology enables her to provide powerful insights to business owners and guide third party professional advisors in their work with business owners. Her extensive history as both an executive with and consultant for small-to-medium organizations includes work in the United States, Canada, Near East, Europe, Australia, and New Zealand.
Mr. Andrew Taylor is an experienced business leader and consultant. He completed his undergraduate business program in New Zealand, graduating with a bachelor of commerce degree before going to work for McKinsey & Company in Boston where he served Fortune 500 clients. Mr. Taylor has worked as an executive in both for-profit and non-profit environments in the United States and New Zealand. His work has taken him into Europe, the Americas, Australia, and the Near East. He is skilled at designing and implementing organizational re-structures, processes, and systems, in alignment with strategy, staffing, and the skills required to achieve organizational results and maximize the competitive advantage of human capital.