Case study
Revving Up the Acquisition Engine
Situation
- Client is a $700 million international consulting services company in the process of acquiring a smaller regional US consulting company
- Leadership wanted people involved in integration to have a positive experience to support future acquisitions as part of the company’s growth plan
- Integration needed to have minimal disruption to day-to-day company operations
Challenges
Past Failure
Have not completed an acquisition in a long time; previous acquisition was not successful
No "Playbook"
Lack internal experience with integrating an acquisition; no acquisition “playbook”
Ongoing Restructuring
Company was in the middle of
a business reorganization
Solution
- Developed culture integration strategy to understand target company culture, areas to bridge gaps/differences and opportunities to build relationships through collaboration
- Integrated a communications plan to ensure new employees: (i) felt seen and heard, (ii) had transparency around integration activities and how changes would impact them, and (iii) reinforced messaging around culture
- Created engagement plan to hold events and activities to bring co-located offices together and learn about each other’s cultures
- Crafted collaboration sessions for departments to share processes, tools and best practices
Results and Benefits
- Delivered communication/culture playbook to use in future acquisitions and integration efforts
- Quick turnaround for combined sales teams going to market together vs competing over client allocation leading to greater penetration into existing client base and new market expansion
- Decreased magnitude and duration of operational disruption
- Increased company’s competency around acquisition integration; contributed to a positive overall experience and removed apprehension around doing deals
