Last summer, our firm had the opportunity to purchase the client base of another Best reseller also located in the Twin Cities. In an earlier Consulting Concerns article (Accounting Today Feb. 10-23, 2003, p. 16), I laid out the specifics of what it took to reach an agreement and execute a mutually beneficial acquisition.

This article will detail an equally important aspect of making a business acquisition -- dealing with your pre-existing clients and the ones you gain by making the deal.

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