What Are Customer Calls?

When selling your company, the process can seem long and complex, and is often full of surprises. For example, many business owners are surprised to hear that when we invest in their company, we want to speak directly to customers as part of the diligence process. Customer calls are one of the final steps during diligence, and essentially serve as reference checks to validate everything we’ve heard about the company so far. These calls are also an excellent way to alleviate any concerns with customers about a sale transaction.

Given the confidential and sensitive nature of customer relationships, customer calls are collaborative with a company’s owner or management team. Greg Ogard, Vice President, explains why these calls are an important part of diligence and how you can prepare for them.