Certified Exit Planning Advisors (CEPA®) are facing a critical challenge: how to grow their practices sustainably while maximizing the value they deliver to existing clients. These five strategies will help drive more value per client while deepening partnerships, encouraging referrals, and attracting new prospects. By leveraging the Value Acceleration Methodology™ (VAM), you can streamline your operations and increase efficiency, freeing up valuable time to focus on growth and client engagement.
1. Work with your Client to Implement VAM
Regular services are an excellent way to strengthen client relationships, and they also provide central touchpoints to guide organizational and process changes. An example we see a lot in the community is a quarterly service offering annual planning and goal setting in accordance with VAM. Sit down with each of your clients to outline their three to five major goals for the year and how each department can support these goals. Then, help them determine KPIs to measure success. Additional services you can offer during these quarterly check-ins include vision setting, accountability mapping, and exit planning. Offering services on a cadence increases communication with your clients, reduces client churn, and delivers compounding value acceleration. Ninety software provides a library of template slide decks you can use to deliver these quarterly meetings to your clients with pre-set agendas and exercises.
2. Offer Leadership Skills Workshops
Another way to grow your practice is to create an active community for your clients. A simple way to do this is to offer leadership skills workshops, which allow your clients to network and learn from each other. Invite all your clients to monthly virtual workshops covering leadership topics like communication, delegation, and conflict resolution, and encourage group discussions that provide real-world examples. This enables participants to collaborate and learn from each other’s experiences. It also provides real-world proof of how you have supported other businesses. You can also ask your clients to invite other friends or colleagues to these workshops, creating new networking opportunities and helping to spread the word about your practice. Record each workshop and share the highlights on LinkedIn to expand your reach and support your marketing efforts.
3. Strengthen Client Relationships and Referrals
Consider creating a referral program for your existing clients, incentivizing them to recommend you to other founders in their network. Tools like LinkedIn are essential in spreading the word about your business, so ask your clients to reshare your posts or write recommendations on your LinkedIn profile. Utilize client check-ins to ask how you can expand or improve your services and remind them that you support them at every step of their journey.
4. Create an Exit Pipeline with Private Equity Firms or Investment Banks
Another key initiative that can build your business is partnering with private equity firms or investment banks. These organizations are at the forefront of business acquisitions, and they often specialize in industries or niches that can align with your expertise. Attend industry conferences and give out your business cards to network with these firms, then create partnership agreements that offer a percentage of total transactions as a commission.
5. Utilize Operational Tools
Technology can compound the benefits for your current clients, saving them time every week and streamlining their operations. Tools like Ninety help support your clients before, during, and after their exit. Ninety centralizes client data and knowledge for operational risk management, documents critical processes for a seamless handoff to new ownership, and organizes company information for potential buyers. This central repository of financial metrics, goals, processes, org charts, and more helps keep clients organized as they work toward their exit and provides support during major business transitions.
CEPAs must balance supporting existing clients and seeking growth opportunities. These five strategies can help elevate your CEPA practice, adding valuable services that support your clients at every step of the way.
