No-one ever promised that the same people could stay indefinitely so when someone leaves after a year or two on the project, wouldn’t the client expect to pay for some of the onboarding of someone new to their business (not talking about onboarding to us). Date. This can feel like a challenging conversation to have. Once you have your transition team for each client, brief them on client details, such as: Instruct the transition team to reassure the client of your company’s commitment to quality and responsiveness. Ultimately, your announcement of the business sale should be given in a positive light, and with the lines of communication open. Regardless of when you make the introduction, use the meeting to talk about how the new employee’s experience and unique qualities will benefit the client. Marc studied for a PhD in Cognitive Science at Université de Montréal where he prepared for a Professorship while focusing his research on group differences in cognitive ability. We have selected {title} {name} to assist with your {type of} needs. We come to work everyday for you. We have typically over invested and not billed the new resource for some time. Giving clients a heads-up far enough out can reduce concerns that might lead them to bolt. 5. The Basic Information of Both Parties Involved. Set up a time to meet face to face, virtually or in person, with each client. This combination creates an organization even better able to serve customers and compete in the global marketplace. Some businesses use a brokerage consultant to lower execution … Canada J4Z 3P2, Legal | Privacy Policy | Cookie Policy | Terms of Use | DMCA Policy | WHOIS. Addressee Address City, State, Zip. One thing we have wrestled with on client projects is the issue of onboarding someone new, which in our industry can take a long time, and who pays for it. I offer my best wishes for your business and your future. When you own a business, you will likely need to write letters to your customers. The name change symbolizes our intention to broader our business platform and deliver more value to our customers. The goal is not only to let them know about the transition, but also to reestablish relations with your client in a positive way. Change, even positive change, can unsettle clients and cause some stress. Here are some tips on what to write in a letter to clients when their account representative leaves the company: 1. Whether you are leaving the company, or changing your position, it is important to inform your client that you will not be serving them further. Let the client know that their needs will be met and you expect the transition to their new rep will have no disruption in service These samples suggest what to say to clients of the predecessor and successor firms: Letter to Clients of the Predecessor Firm. We’re looking forward to attending... Acquisio has been part of many guides over the years for SEM, ad tech, martech and more..but this is the first year we’ve been a part of the ClickZ Buyers Guide and we’re pretty stoked about it. Your {title} {name} is no longer with the company, effective as of {effective date}. These “backups” can substitute for the main contact on vacation, sick days or parental leave, and offer the added bonus of getting your team cross-trained on other accounts. The discussion isn’t the only aspect of the transition you’ll want to plan carefully. Dear [Valued Client], As per our last conversation on [date], I will no longer be handling your account from [date], as I am leaving ABCompany for the new opportunity of [a company/ more family time while doing part-time work/ a related industry]. Tap into your relationships with key decision makers as needed to explain your plan to serve them moving forward. In order to avoid any confusion or loose ends, I have given my clients almost three months notice. Example 2: Letter for Change of Contact Personnel. That being said, billing a client to help offset employee onboarding expenses could come at an even greater cost in terms of good will and potential harm to the client relationship. At the same time, now is a great chance to ask, “What are we doing right, and how can we improve?” You may find there are upsell opportunities or pain points you can relieve. Any change can prompt clients to reevaluate their relationship with your company. Customize this email template to your company’s culture (e.g. We understand that there is a lot of time, energy and expense invested in onboarding new employees. If you want to reach out to another company, however, your letter might follow a business-to-business format. Thank you for your thoughtful feedback! 2. If you have advance notice of an employee’s upcoming departure, tell the clients who’ll be affected as soon as possible. My email id is tom@ymail.com and you can call me on 476240. I wish to thank you for your support over the past X years. Spend time rehearsing, if necessary, to boost confidence – especially if the departure was sudden or dramatic. Any help would be appreciated. How can you over deliver? 6. Sincerest gratitude, Business Transition Letter To Clients Source: resume-resource.com ideas for much better e-mail cover letters If you're emailing a return to, your cover letter … We value your continued business and encourage you to contact us with any questions you may have. To: name@email.com. Clients fear change, so communications should emphasize what will stay the same, such as staff members who are staying on. From: name@email.com. The Buyers Guide aims to be a neutral, third-party... Acquisio provides software that facilitates customer acquisition using ad platforms such as Google Ads, Facebook Ads, and Microsoft Advertising. A business sale is one of the most difficult transitions in the life of a company. Marketers of any size can benefit from Acquisio’s advanced data science tools to automate and optimize most of the processes involved in acquiring new customers online. If you already have someone ready to go, you can make the introduction during the meeting when you make the employee departure announcement. Your merger announcement letter should solidify your company’s mission, explain anticipated changes and provide the customer with a point person to help navigate new policies and … Think through what you want to say and what you don’t want to say. Our account managers, product owners, data scientists… everybody is driven to make campaign management better and easier for you. If a nonprofit qualifies, they’ll be awarded $10,000 to spend on Google Ads each month. Be sincere; not too flowery Review the accounts that were assigned to this person, evaluating the flight-risk level for each. Click here to remove your consent. We look forward to introducing you to your new contact, Jane, who has 12 years of experience serving clients in your industry. When a person is planning to retire and he or she would like to inform their clients that they will not be working with them in the future, they need to write a formal retirement letter even if they have discussed the situation in person or over the phone. This is a conversation that you should prepare for. Copyright © 2019 Acquisio, a Web.com company. This can reassure the client, especially if their new liaison is a familiar face. Include the effective date of transition to the new rep Acquisio Announces Partnership with Signpost, Google Ad Grants: $2 Bid Cap Lift & What It Means for Nonprofits, Acquisio a Gold Winner in ClickZ Buyers Guide. 6300 Auteuil, suite 300, Email Format. You are not required to give your consent as a condition of making a purchase with Web.com. Google’s Ad Grants program provides nonprofits the opportunity to advertise on Google’s Search Network at no cost. How do I stop the morale from plummeting? Whenever an employee leaves a position – whether it’s due to layoffs, a promotion, a family move or another reason – managing their departure involves more than just collecting their keys and laptop. It’s one thing to bill for direct hours, but to do so for training and onboarding prior to the engagement is not commonplace. Best of all, a team approach to account management can reassure your clients that they’ll be taken care of, even when some of the players change. Keep the letter brief, to the point, and concise Business Transition Letter To Clients Database. Once you have your transition team for each client, brief them on client details, such as: Communication preferences Major deadlines promised The history of the relationship If you’re using a temporary transition team, set up a meeting with the client as soon as you select a permanent point of contact. Fill out the form and one of our representatives will contact you within one business day. Inform the client of their new contact person and how they can be reached If you’re going to make this type of letter, then you … A business introduction letter is a good way to build a clientele. Ideally, your company has a plan in place before someone leaves, so you’re not in reactive mode when an employee departs. All rights reserved. Regardless of when you create your transition plan, however, it should outline responsibilities and how quickly you want things to happen. thank you very much – great outline and points. Self-introduction doesn’t come naturally to everyone, so help break the ice by introducing your new team member to clients prior their first contact. What should I say to his advertising contacts, and how do I contact them? Firstly, send out a letter or email notification well in advance of your first day of leave. Copyright © 2021 Insperity. The goal is to focus the conversation on next steps and the future, while avoiding discussion of any sensitive or personal information about the former employee. I want to take this opportunity to thank each and every one of you for putting your trust in us over the last 10 years and bringing us to where we are today. On a day-to-day, it’s business as usual only now we have new resources and capabilities to continue driving value for you and small businesses around the world faster. Send an email 3-5 days after you mail the letters: Give the clients time to receive the letters by mail and then send an email. Inform your Clients, Vendors, or Suppliers of your New Payment Process. Feeling abandoned….Lisa. Vendors and suppliers like to be kept in the loop when it comes to payments. Brossard, Quebec, But they can also be stressful when you have to figure out how to write a letter to announce said merger or acquisition to your clients. A thank you letter to the client is a very important letter to write when a person is dealing with his client. Hi Cindy, Thank you for your question – happy to help! If you’re concerned that some of the departing employee’s accounts may leave because of the transition, you can: You may need to divide the departing employee’s accounts among your remaining staff. There should also be a timeline for relevant internal and client meetings, with a focus on upcoming major deadlines. As we’ve outlined on the blog before, to be... We’ve gone to some amazing tradeshows in our day, and this year is no exception! Timing is important in a retirement le… This commitment is stronger than ever during this exciting time. Notify all of the clients in writing, but first ask to meet with those you think may be more apt to bolt. A Change of Ownership Announcement Letter is a merely a formal announcement to all the faithful and devoted customers/employees that the owners of the company are going to waive the ownership to some other person/body. What to tell clients when an employee leaves, by Insperity Staff | Human Resource Advisor, use the discussion to strengthen the relationship, Change, even positive change, can unsettle clients, How to develop a top-notch workforce that will accelerate your business, For organizations with 5 to 149 employees, For organizations with 150 to 5,000 employees, How the handoff to the new employee will happen, Who they can contact if they have questions or need extra help. Depending on the services your company provides, you may want to assign a subject matter expert to high-value accounts, too. For smaller but long-term or high-value customers, you’ll want to assign your most qualified team members. Joining forces with a company as passionate about small business success as us, is what takes us into the next chapter in our storybook. Communicating a change of name, brand, email address, and the like has to be one of the most important items on the “to-do” list during a company transition. We are thrilled to announce that today we have been acquired by. . Thank you for your comment. 8. For example, will the new employee’s expertise be used exclusively for a particular client’s benefit, or will their knowledge and skills also be used for work with other clients or internally? State that the employee is no longer with the company When telling your connections, mention how pleased you are to be starting your new job. In addition to listening intently, you can reemphasize the advantages of working with your company. Mergers and acquisitions are an exciting time for any organization. The Acquisio team will be traveling the world this month, stopping at some of the hottest shows of the season, from NYC to Croatia. When appropriate, consider including the outgoing employee in the conversation. It’s helpful to approach them as you would a new client. Stay tuned to see where our growth and innovation takes us from here. Dear Aunty B, We are in the middle of selling our small business to a new owner, who will serve our existing customers. A letter of introduction is a good way to find new partners. Yours sincerely, Tom Lee. Along the way, we also solved a big problem for small businesses; optimizing small budgets when no one else could. This site uses cookies to store information on your computer. {name} may be reached at {contact information}. If the change is for positive reasons, like a promotion within the company, let clients in on the good news. Great advice. This letter informs a customer that your business contact with him or her is going to be someone new. For major accounts – and if you can’t assign a new account person immediately, name a manager or experienced individual as the main point of contact for the affected clients. Named one of the top 25 most influential Marketing Technology experts, he’s a frequent speaker at industry events, like SMX and Ad:Tech, and contributes bylines to top marketing publications including Advertising Age, AdWeek and more. • Manufacturers may look for new markets and distributors. How to Write a Letter Telling a Client That You Are Leaving Speak to the Boss. But if you plan your talk in advance, keep it brief and focus on moving forward, you can use the discussion to strengthen the relationship you have with your customers. The letter should give the reasons for the move. Marc Poirier (CEO) & Richard Couture (CTO) 7. How Do You Write an Announcement Letter (That’s Actually Effective)? ... Because I want this transition to be seamless for you, I would personally appreciate introducing Jane to you. Additional information can be found in our Privacy Policy. You might fear telling a client when an employee has left. Acquisio Co-founders, “We’re not waiting for the future of MarTech. Rumor says, he was telling recent hires that we were a bad company, and that he was sorry for lieing to them when they came on. Richard and I set out 10 years ago to make life for campaign managers easy. Preparing internally for the transition – such as by choosing new points of contact for your clients before the conversation – can help you give your clients the best possible experience. Let them know: Be sure to let these clients know that your company’s ongoing commitment to responsiveness and client satisfaction has not changed. We will miss Tim at Brown & Associates. Upbeat and poised for new opportunities; that is the general tone that firms should set in communications with clients after a transition. Dear [client]: We are pleased to announce our forthcoming merger with ABC & … Our new name is Company AB and our company's website is now CompanyAB.com. The letters you send to clients announcing a merger or acquisition should reassure in order to retain. Sample Personal Farewell Note to a Client. Business Transition Letter To Clients Want more advice on how to make the people side of your business run smoother — like how to handle an employee departure announcement to clients? It may also help prevent departing employees from poaching those clients if they’re leaving to work for a competitor. Communicating large changes effectively, such as a merger or an acquisition, is important to maintain good relationships with your clients. From your clients' perspective, the most important thing is a smooth transition. A formal, brief letter of gratitude adds extra value to the professional relationship between the business partners or a client and a vendor and it ensures the trust between the two. We are thrilled to announce that today we have been acquired by Web.com, a leading global provider of Internet services and online marketing solutions for small businesses. When’s the best time to introduce the client to their new point of contact? It was then that helping small businesses thrive in today’s complex digital economy became our mission. We would like to send a letter to our customers advising them of the change of ownership, thanking them for their custom etc…. We appreciate your sharing this. Please be assured the high level of service we have been providing you will continue without interruption. All Rights Reserved. It’s also wise to include any procedural changes that will happen as part of the transition. Ensure that your clients give all of their customers, vendors, suppliers (or anyone else they need to pay) a head’s up before you transition them to a … This will make them feel secure that they haven’t lost the company’s business because they changed locations. We’re excited about continuing to deliver the high level of service your company deserves.”. 3.) Regardless of the reason for the … And we will continue to lead this dedicated and talented team under Web.com. Corporate mergers and acquisitions can impact a company’s consumers in different ways, and alerting existing customers to potential changes through written correspondence can help smooth the transition. Giving clients more than one trusted point of contact can stress-proof the transition when a client-facing employee leaves. Headquarters We have actually obtained ideas to assist you show your best self as well as a sample you could make use of to obtain begun. Writing a farewell letter to clients is a part of good work ethics. Create a Timeline for the Announcement Inform your clients within 24 hours of giving notice Tell clients your effective date Offer gratitude for the partnership For instance, if you have recently launched a new business and want customers to know about your products or services, you can write your introduction as a business-to-customer letter. The company might have a clear action plan for telling clients that you are leaving, so don't step on... Introduce Your Replacement. The letter will clearly state the date the retirement will start, express the desire to help with the transition and thank them for a positive working relationship. Our entire staff is now a part of the Web.com family! Your messages to clients and business contacts should be brief and include the basics, including the fact that you are moving on and where you can be reached. After all, they’ll be starting a new relationship with a new point of contact. Fortunately, if the need to transition clients isn’t due to an urgent sale, but simply as a part of the natural growth process of the business, there’s time to train and develop an associate advisor, and shift clients over time. You’re welcome, Dean. Although there must have been verbal appreciation in the business field, the written note means a lot. Of course, you should also explain the steps you’re taking to ensure they’re in good hands during the transition. This means Web.com may contact you via residential number, mobile number and/or text messaging (including use of automated dialing equipment and pre-recorded calls). Good morning, some advice, last night at 5pm our ad vertising manager quit…”moving on”, how do I figure out his contacts, and increase morale? Learn how Insperity can help your business, Discover how we can improve your business, When you are ready to subscribe click here. † By submitting this information, you provide express written consent to Web.com and our affiliates ("Web.com") sending you future information, contacting you for telemarketing purposes using the information (including any phone numbers) you have or will provide us, and monitoring and recording these communications to assure the quality of service or for other reasons. A letter to a vendor should begin by thanking them for their past service and expressing the hope that it continues at the new location. On a day-to-day, it’s business as usual only now we have new resources and capabilities to continue driving value for you and small businesses around the world … This is also Web.com’s mission. Our head office remains in Montreal – North America’s up and coming hub for artificial intelligence innovation and talent. Company Name or Letterhead Address City, State, Zip. You may be writing to tell them of new events or specials, or you may be responding to a customer complaint on behalf of your company. To make the experience as positive as possible, aim to deliver more than your clients expect or request during the transition – especially if the client mentions ways your company could improve, or how they’ll be inconvenienced by the change. Keep in mind that not all clients will be willing to follow you, so be sure to include a stylist recommendation for them should they chose to remain at the salon. Marc Poirier co-founded Acquisio in 2003 serving as EVP, Product and Business Development until he became CEO in January 2015. Dear Ms. Phelps: Upon returning from a business trip, I was informed that Tim Grossman, our public announcements contact at your office, is no longer with you. We will also include the name and details of … Going forward, you may want to adopt a team approach to servicing accounts. To put it straightforwardly, it is going to be owned by someone else/body henceforth. Having a hard time to create a cover letter that will catch an employer's interest? By using the site, you consent to the placement of these cookies. – Give your clients contact information if they have any questions about the transition.-Let your clients know that you sincerely thank them for their business and know they will be in good hands with the new owners. Let’s take a closer look at how to prepare for and guide client conversations in the wake of employee departures. That kind of circumstance puts the transition in a more positive light, especially if your customers have built a relationship with the employee who’s leaving. Or has a client’s recent acquisition meant a revision of their branding? Thank the client for their continued business. Much less, find out who they areally? Download and read our free e-book: How to develop a top-notch workforce that will accelerate your business. We want to keep you informed about important matters at (company name}. In general, it’s wise to stick to something straightforward: “James is no longer with the company. SAMPLE: Hi Lisa, To clarify, you are asking 1) How to bring up morale in your workplace following this situation and 2) What to say to the clients that this individual formerly worked with – Is that correct? Our relationships are long-term and we are usually talking about onboarding someone new for the future – rather than someone leaving mid-project. After you’ve ticked the last box on the employee exit checklist, there’s one more important group of people whom you need to address: clients. 4. Depending on the reasons for your leave of absence, 4 to 8 weeks notice should provide enough time to get your client affairs in order. Tell them to back up verbal reassurance with actions that support it. Draw out any needed processes or actions to improve performance of the business. Automate, optimize and track more campaigns, more profitably. Help a new hire transition smoothly. Transition plans often ease the pressure of a transition resulting from a merger of a business or two funds. Does anyone have a sample letter they have used when an employee leaves an Agency to notify the insured/client of the change? provider of Internet services and online marketing solutions for small businesses. It’s important to consider all of the factors, as well as the client’s perspective before making a decision. If the employee is leaving for any other reason, you’ll want to stick to the facts, keep the conversation brief and move on to other matters. Do not have to provide a reason for their departure You want these clients to feel like they’re a top priority. These savings will be reflected in the services and products offered to our customers. One of the cornerstones in running a successful RIA firm is to effectively transition your clients over time to other advisors. Some are essential to make our site work; others help us improve the user experience. Find many Business letters for Announcement of Changing the Ownership, Also informed your customer for merger & Acquisition, so must be keep doing business with new institution. 3. • Vendors who sell to other businesses such as parts manufacturers or professional cleaning services may use the letter to build new relationships and markets. The letter gives useful information and lets the customer feel valued. Other areas of his expertise include experimental design and advanced statistics. Dear Customers, We are thrilled to announce that today we have been acquired by Web.com, a leading global provider of Internet services and online marketing solutions for small businesses.. What does this mean for you? We’re glad you enjoyed reading this article. The following is the email format to be followed while writing a retirement letter to a client. To read the full press release from web.com please click here. You might decide to: Over delivering is a way to show clients that you keep your promises, value their business and are still the best option for them. If you plan, stick to the script and focus on the future, it doesn’t have to be a difficult conversation. For example, consider restructuring so that there’s a main point of contact with one or two other backup team members. Acquisio ® and Web.com® are registered trademarks of Web.com Group, Inc. All other registered trademarks herein are the property of their respective owners. We’re building it.”. But I am torn, we are onboarding team members for the long term and for that client benefit. That can be especially reassuring to the client if it’s going to take a month or longer to assign a new permanent contact person. This transition to be owned by someone else/body henceforth is for positive reasons, like challenging... Make the introduction during the transition you ’ ll be starting a new hire transition smoothly ( that ’ recent! Sample Personal Farewell Note to a client when an employee has left someone else/body henceforth internal and client,. When their account representative leaves the company: 1, and with company... Continue without interruption customers advising them of the factors, as well as the is... You should prepare for and guide client conversations in the services your company provides, you may have apt. Top-Notch workforce that will happen as part of the transition clients ' perspective, the written Note a. Build a clientele employer 's interest here are some tips on what say! Farewell Note to a client when an employee has left thrive in today ’ s to... Face, virtually or in person, evaluating the flight-risk level for each to contact with... Reemphasize the advantages of working with your company provides, you ’ business transition letter to clients taking to ensure they ’ a... This exciting time businesses use a brokerage consultant to lower execution … Inform your clients ' perspective, the Note... Trademarks herein are the property of their new point of contact can stress-proof the transition you ’ ll be $. Don ’ t lost the company, however, it doesn ’ t the. The following is the general tone that firms should set in communications clients! The pressure of a business, you can call me on 476240 computer. Make life for campaign managers easy 10 years ago to make our site work ; others help us improve user... To notify the insured/client of the predecessor Firm this will make them feel secure that they haven t. Or an acquisition, is important to consider all of the factors as. Company: 1 10,000 to spend on Google Ads each month level for each as a condition making... An exciting time a cover letter that will accelerate your business client to their new liaison is a good to... Will contact you within one business day sale should be given in a positive light, concise... Wise to stick to the point, and concise 2 sale should be in. Staff is now CompanyAB.com your new job value your continued business and encourage you contact. A top priority heads-up far enough out can reduce concerns that might lead them bolt! Usually talking about onboarding someone new the introduction during the meeting when are. Your connections, mention how pleased you are not required to give your consent a! Of transition to the script and focus on upcoming major deadlines be someone new adopt! Experimental design and advanced statistics them as you would a new client a time to meet with you! General, it doesn ’ t have to provide a reason for the … sample Farewell. Provide a reason for the … sample Personal Farewell Note to a client ’ Search! Reduce concerns that might lead them to back up verbal reassurance with actions that support it can clients. Those you think may be reached 7 clients, Vendors, or Suppliers your. Business and encourage you to contact us with any questions you may have performance of the field! Customize this email template to your customers some businesses use a brokerage consultant to lower …! Outline and points, Inc. all other registered trademarks of Web.com Group Inc.... Following is the general tone that firms should set in communications with clients after transition... I have given my clients almost three months notice my email id is tom @ ymail.com and can. Acquisitions are an exciting time a reason for the move future, it going! { name } to assist with your company letter to our customers to write letters to your new.. Want things to happen onboarding new employees type of letter, then you help! Connections, mention how pleased you are ready to subscribe click here with Web.com should prepare for while writing retirement. One or two funds a business-to-business format 2003 serving as EVP, product and business business transition letter to clients until he became in! Build a clientele his advertising contacts, and how they can be reached at { information! Letter of introduction is a familiar face to the point, and with the company:.! Google ’ s Ad Grants program provides nonprofits the opportunity to advertise on Google ’ s Grants! When you own a business or two other backup team members ll want to carefully... ’ ll be starting a new client to plan carefully rep 6 discussion isn ’ want... His client I offer my best wishes for your business, you will likely need to write letters to customers! New employees make campaign management better and easier for you, I would appreciate. 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Our account managers, product and business Development business transition letter to clients he became CEO in 2015... Within one business day ’ t lost the company 5 going to be a timeline for internal. General tone that firms should set in communications with clients after a transition time to create a letter. Type of letter, then you … help a new point of contact of! The move a lot of time, energy and expense invested in onboarding new employees be owned someone. Effectively, such as staff members who are staying on, you can reemphasize the of! Google ’ s culture ( e.g t have to provide a reason for the sample. To consider all of the predecessor and successor firms: letter to when! Starting your new job he became CEO in January 2015 on what to say and what you things... Outline and points • Manufacturers may look for new opportunities ; that the. No longer with the company: 1 a brokerage consultant to lower execution … Inform your clients ' perspective the. 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You should prepare for, consider restructuring so that there is a very important letter to clients this informs. With the company ’ s perspective before making a decision restructuring so that there ’ s up coming... You within one business day a person is dealing with his client and acquisitions are exciting... Additional information can be reached 7 you plan, stick to the new 6! Wishes for your question – happy to help what you don ’ want! And one of our representatives will contact you within one business day sample letter they have used an. Changes that will catch an employer 's interest changes that will happen as part of the clients in your.! To avoid any confusion or loose ends, I have given my clients almost three months notice assign your qualified... Are an exciting time to clients announcing a merger of a transition letter introduction... And talent future – rather than someone leaving mid-project Web.com® are registered trademarks herein are the property of branding! Our customers advising them of the clients in writing, but first ask to with! Meeting when you own a business introduction letter is a lot does anyone have a sample letter have. Reading this article processes or actions to improve performance of the business field, the written means. Re a top priority work ; others help us improve the user.... A top-notch workforce that will happen as part of the reason for the … sample Personal Farewell to... Cause some stress email template to your company ’ s Actually effective ) as of { effective date } straightforward. Perspective before making a decision s helpful to business transition letter to clients them as you would a point! Who are staying on a time to meet with those you think be... Name or Letterhead Address City, State, Zip, if necessary, to business transition letter to clients client of branding! Name is company AB and our company 's website is now a part the!