In response to Kevin O’Donnell’s piece on selling your business (FA 3 September), what acquirers often overlook is that there is a huge difference between acquiring clients by acquisition and obtaining a client through a referral.
The former is a worry for the client and also stressful. What is this new firm? Can I trust it? Is it any good? Will charges increase? Will it change a lot of my investments? If so, is this for my benefit or the firm’s?
With the latter it is already a trust element as the firm has been recommended and the client obviously has a need to do business. This is not a given with an acquisition – it is just funds under management – certainly at outset.