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Mergers and acquisitions are an increasingly prevalent hazard in the disaster restoration industry.
If you sell services to the insurance claims industry, you know the “agony and defeat” of developing a client over time who, upon being merged into another company, becomes a “stranger” overnight.
Your previously great working relationship, when you attempt to keep it going, fizzles.
Frequently, the acquiring company has different standards, pre-existing relationships and an aversion to using the acquired company’s vendors. The acquiring company wants to “use its own” and leave you out in the cold.
The “awesome soft seller” has only one way to look at this, in a positive light. In one sense, you may have lost a client. But another way to see it is that you’ve gained an “insider” at a new prospective company that may be able to help you “get in the door.” Cultivate that old working relationship and you just may see how it can get you new business from the acquiring company.
Here are seven words to help you make it to the next level: Never, never, never, ever write anyone off!
Peter Crosa has been a licensed independent adjuster for more than 35 years, handling insurance claims throughout the United States and Latin America. Since 2000, he has traveled across the country conducting seminars and speeches on the topic of marketing restoration services to the insurance claims industry. He is author of the 2013/2014 Restoration & Mitigation Contractors Guide to Insurance Repair Marketing. Visit his website at www.SSHCA.net or e-mail him at Peter@SSHCA.net to ask a question.