Guide Client Conversations With a Framework

A practical conversation framework for Australian accountants and professional advisers to structure client discussions around business acquisition using clear, commercially grounded thinking aligned with real-world decision making.

Transform unstructured client conversations into clear, structured thinking.

Learn how to confidently guide clients when they say, “I want to buy a business,” using a clear framework that brings structure, clarity, and commercial direction to the conversation.

Understand how to think commercially without stepping into lending advice

Gain the skill to interpret business acquisition scenarios using a structured lending perspective, helping you stay safe in your advisory role while still adding real value to your client discussions.

Pressure-test acquisition assumptions before they become problems

Identify gaps, risks, and unrealistic expectations early in the conversation so you can help clients think more clearly before they commit to acquiring a business.

About the course

Too often, accountants and professional advisers find themselves in the middle of a difficult conversation when a client says: “I want to buy a business... what do you think?” Yet most advisers were never formally trained to navigate these discussions with structure, clarity, and commercial confidence. As a result, business acquisition conversations can quickly become reactive, unclear, or commercially difficult, particularly when clients press into questions around feasibility, funding, risk, or whether the opportunity actually makes sense. The Business Acquisition Conversation Framework provides a practical, structured approach to guiding these discussions without overstepping into lending advice or taking ownership of the client's decision. Using real-world commercial thinking methods, lender perspectives, and acquisition case studies, you'll learn how to bring greater clarity, structure, and confidence to client conversations. ▶️  This course is designed for: • Accountants whose clients are considering buying a business • Other professional advisers who work with clients around business acquisitions ▶️  By the end of this course, you will be able to: ✔️ Structure business acquisition conversations more effectively ✔️ Identify key risks and pressure-test client assumptions ✔️ Understand how lenders assess acquisition funding opportunities ✔️ Guide clients using a practical commercial framework ✔️ Bring greater confidence and clarity to complex client discussions ✔️ No lending, finance, or valuation background is required. This is not a technical lending course.  It is a practical conversation framework designed to help professional advisers navigate business acquisition discussions with greater commercial confidence and clarity.

Business Acquisition Finance Specialist

Your Facilitator

Josh Foo is the Principal of Fairlane Finance in Sydney (Australia) where he advises his clients and professional advisers on business acquisitions and funding strategies that support growth, ownership and long-term stability. He works closely with first-time buyers, accountants, business brokers, commercial lawyers, and other professional advisers to structure transactions in a way that aligns with how lenders assess risk, viability, and funding capacity. In this program, Josh shares practical, real-world frameworks designed to help you confidently navigate business acquisition conversations with your clients, and gain a deeper understanding of how lenders assess acquisition opportunities.

Curriculum

6 Chapters · 22 Lessons

  1. 1

    1. Introduction to Business Acquisition Conversations

    1. Introduction - Why Business Acquisition Conversations Matter Free preview
  2. 2

    2. Understanding Client Intent and Conversation Risk

    1. (Included in full purchase)

      The Question Behind the Question

    2. (Included in full purchase)

      What’s Really Hiding Behind That Question?

    3. (Included in full purchase)

      What Clients Are Really Asking You

    4. (Included in full purchase)

      How Your Response Shapes Client Decisions

    5. Where Accountants Get Caught in the Conversation Free preview
    6. (Included in full purchase)

      Your Real Role in the Conversation

  3. 3

    3. Applying the 5Cs

    1. (Included in full purchase)

      Introducing the 5C Framework

    2. (Included in full purchase)

      How Lenders Break Down a Deal

    3. (Included in full purchase)

      Character - The First Filter Lenders Use

    4. (Included in full purchase)

      Capacity and Capital - Understanding Repayment Strength

    5. (Included in full purchase)

      Collateral and Conditions - How Lenders Shape Structure and Terms

    6. (Included in full purchase)

      Bringing the 5C Framework Together to Assess Any Business Acquisition Scenario

  4. 4

    4. Managing the Client Conversation

    1. (Included in full purchase)

      From Frameworks to Real Conversations

    2. (Included in full purchase)

      Small Language Shifts for Better Client Conversations

    3. (Included in full purchase)

      Bringing It All Together - The Role of Language in Client Conversations

  5. 5

    5. Case Studies & Practical Application

    1. (Included in full purchase)

      Case Study One - Applying the 5Cs to a High Income Buyer

    2. (Included in full purchase)

      Case Study Two - Asset Rich Client Buying a Business

    3. (Included in full purchase)

      Knowing When to Bring in Finance Expertise

    4. How to Work Effectively with Finance Specialists Free preview
  6. 6

    6. Final Summary & Professional Resources

    1. (Included in full purchase)

      Closing Thoughts and Applying the Framework in Practice

    2. (Included in full purchase)

      Professional Resources & Next Steps

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