M&A in companies with limited M&A experience

Does anyone have a story about how their organization learned to conduct, close and retain value in their M&As – without learning the hard way? Small to medium size firms that need to grow to manage succession planning are looking to M&A as a solution. Yet their business experience and history does not include M&A. This results in those firms making the same mistakes that many have made in the past – courses and certifications are all well and good. How have you influenced ‘up’ to have those original owners evolve their M&A approach and avoid the classic pitfalls?