Reverse Integration

Integration need not be a one-way street, with only the buyer bringing her systems or culture to the newly acquired company. The seller may have assets or characteristics that will benefit the buyer (see Figure 13-1). Remember that part of our Roadmap approach is to look for integration opportunities while conducting due diligence. That would include identifying practices of the seller that you may want to bring back to your own company. These practices, such as having a unique sales team structure that considerably increased the bottom line, may even be the reason you were attracted to the seller in the first place. It would make sense to incorporate that winning structure into your own sales process now that you are part ...

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