One of the riskiest moves company stakeholders can make is to acquire and merge with another company or to divest themselves of company assets. Despite the best of intentions, many mergers, acquisitions, and divestitures produce results far below expectations. Learn why failure happens, and how to prevent it by following the overriding best practice in successful acquisitions, mergers, and divestitures: preparedness.
to achieve expected revenues. Customer Loss One of the top priorities in a merger is determining which customers are profitable and creating a plan to retain them. Surprisingly, the failure to successfully transition customers to the newly merged entity is a common postmerger story. This failure can happen for many reasons, such as lack of consistent CRM processes, product duplicates, a changed product portfolio, loss of a trusted sales team, and inconsistent pricing, maintenance, and support. Employee