The Restaurant Doctor - Electronic House Call

ELECTRONIC HOUSE CALL - December 8, 2000

'TIS THE SEASON
Just a reminder that this is the time of year to stock up on those amazingly versatile strings of little clear lights. (Call them "garden lights" and they don't become Christmas-y.) I have used them to add sparkle to buffet layouts at any time of year, to inject energy into dark corners of a restaurant, and to provide a soft solution to various tricky lighting situations. They will be difficult, if not impossible, to find after the holidays.

SELLING IN SECRECY
Always one to bring a fresh perspective to any situation, I received this note from my colleague, human relations consultant Robert Kausen in response to the query in last week's EHC about selling a restaurant:

Allow me to give a point of view of someone not in the restaurant business . . . but someone in the people business. In my more than 35 years of either working in industry, or consulting to the business world, I have yet to see ANY secret remain secret. Somehow or another, it always gets out. I think you should assume that will be the case. When people finally get wind of "something going on", the real message will be that this is something bad that they should be worried about.

I suggest an opposite approach. Tell people up front that you plan to retire from the business in a few years and will be looking for the right buyer. The right buyer is someone who will carry on the business in the same high quality manner that you have, and who will take care of your employees as you have. It seems to me that if you sit down with your staff and tell them up front what you plan to do and how you plan to look out for their interests, they will not be so likely to abandon the ship. And who knows, perhaps one or more of those employees might know a good prospect.

Being forthright and candid with people is a statement of respect and trust. Handled properly, this will make your life much simpler and could turn into a real benefit for all. Telling lies and carrying off deception is a tricky business.

A note from the Doc:
Robert's suggestion deserves to be re-read a few times. It applies to a lot more than selling a business.

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