The most common mistake is treating succession as a legal and financial event rather than a relationship management event. Companies [...]
Published June 1, 2026Relationship equity can be assessed through several practical lenses: the number of meaningful contacts at each key account (beyond the [...]
Published June 1, 2026There is no universal number, but the risk is proportional to concentration. A company where 70 percent of revenue comes [...]
Published June 1, 2026The relationship fragility pattern appears in any B2B company where trust has accumulated in specific individuals over time. That includes [...]
Published June 1, 2026Relationship concentration becomes a serious concern at any revenue level, but it is most acute in companies in the $5M [...]
Published June 1, 2026Honest answer: longer than most transitions allow. Deep B2B relationships took years to build. Transferring them well requires deliberate overlap, [...]
Published June 1, 2026A stronger external presence — a brand that reflects the company's current capabilities and identity rather than the founder's era [...]
Published June 1, 2026
