Nobody Shops for an Advisor in a Quiet Quarter

A company that isn’t changing doesn’t buy much help. It has its recruiters, its agency, its advisors, and it renews them without a meeting. Most specialist firms spend their year selling into that quiet, and quiet buyers say no.

Then something happens. A round closes, a leader leaves, a deal is announced, a regulator writes a letter. Overnight the same company needs a specialist it didn’t need last week, and it needs one on a short clock.

The buying window isn’t a season. It’s the few weeks after something changes.

That is why so much outbound work falls flat. It reaches the right company at the wrong time, and the timing is the whole game. The firm that shows up in week two is early. The one that shows up in month three finds the decision already made.

Many of these changes are public. Funding notices, merger filings, and proxy fights are all filed where anyone can read them. What is scarce is not the information. It is someone who reads it every day, knows which specialist fits each kind of change, and can put the two in the same conversation while the window is open.

— Siva Kotari routes B2B companies at a moment of change to the specialist firms who handle it.