Transition Complexity Sells… Don’t Take the Bait!
The renowned computer scientist Edsger W. Dijkstra said, “Simplicity is a great virtue but it requires hard work to achieve it and education to appreciate it. And to make matters worse: complexity sells better.” How right he is!!
Many consultants market their transition services as a highly complex and tortuous science that only they can effectively navigate. Their strategies often create superfluous requirements and complex recommendations. Why wouldn’t they? Complexity sells better . . .
In the midst of all the complexity, one of the most important aspects of the entire process almost always goes undiscussed: Are your needs really being served? What is your transition consultant committed to doing for you? Is your consultant motivated to bring you the best possible offer for your practice, or will you end up being pressured to accept one that is most convenient for your consultant? The idea of a complex process certainly got you on the hook. But now that you are just another number at the bottom of a VERY long list, you need to be sure that your consultant is working just as hard to find you multiple buyers as they did trying to get you to sign their contract.
While facilitating a transition certainly requires experience, resources and a deft hand, we believe the key is marketing expertise. There must be a proactive strategy for getting your practice in front of as many qualified buyers as possible. Is your consultant making that effort? If you signed their contract a year ago and still haven’t heard a peep, it may be time to reconsider your transition partner.
Sure complexity sells. Fear sells. Desperation sells. Don’t take the bait! Next time a transition consultant approaches you for your business, ask them for their strategy. If it is too difficult for them to explain in a brief conversation, tell them to move on!