Harvard Business Review June 14, 2024
Jason McDannold, Yale Kwon, Natsuki Sato, Erik Siegler

Summary: Delayed and ineffective commercial integration can turn a good deal into a loser, because sales growth ultimately determines whether a merger achieves its value-creation goals. To create value, mergers need top-line gains: More sales to more customers, expansion into new territories or market adjacencies, new products and services to sell to existing customers. But compared to other areas of post-merger activity, the commercial engine starts late, operates uncertainly, and often runs out of gas before reaching its goals. With M&A activity...

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Topics: Mergers & Acquisitions / JV, Trends
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