There is a huge increase in merger and acquisition activity (M&A) in Canada, and when your group benefits client is a business that has just been sold to a new company, you are at risk of losing that group. When you are defending the group from terminating your services, you need to keep 5 things in mind: have confidence, it's all about the money, impress the new owners, polish up your presentation skills, and recognize who the other broker is. These sales dynamics are different than the normal politics of losing a group, such as when your client hires a new HR manager, or the owner's family member just got their life license and is looking for a favour.