Hi
Great points. From my experience loosing sight of existing business and clients can often be a significant area of deal value leakage. Our approach is to use the M&A as an opportunity to segment and analyse clients customers and markets as part of the synergy work. However, the risk is that execs often only focus on synergies in the top line that are new and only made available due to the deal and sometimes losing sight of existing core business and clients. Our approach to this is to include existing business and clients in any synergy modelling and planning to ensure the appropriate attention is maintained.
Many thanks
