Hi Dale – Great question. It would be important to make a business case to upper management that integration of a company is as important/more important than the due diligence of the deal itself. Integration is about realizing the synergies (economy of scope/economy of scale) as well as ensuring back-office efficiency (system integration), cultural integration, people integration, product integration, etc. Additional research that shows how integration is essential for a deal can help make a business case. With research showing 50 – 90% of deals tend to fail, integration is important to mitigate that risk.
