Revenue growth continues to be a key goal of C-Suite executives with many turning to mergers and acquisitions to support their strategic agendas. While the acquirer’s top-line traditionally benefits from revenue growth in the first year after acquisition, few companies have been able to achieve sustained increases in revenue growth in the subsequent years.

There are numerous reasons for these growth challenges. Chief among them is a tendency among acquirers to become inwardly focused on integrating their new acquisitions, and they lose sight of the need to retain and grow their customer bases. A clear strategy that focuses on reducing customer disruption, communicating changes timely and accurately, and developing robust retention programs for profitable customers, is essential to successfully managing customer expectations.

Company executives must also win the hearts and minds of client-facing employees, leveraging them to keep customers at ease. Engaging leaders from both organizations, developing fair and effective financial incentive plans, and creating and clearly communicating the integration plan are also key to successful integrations.

Our experience has shown that companies that put the customer first, successfully equip employees with the right tools and messages and mine their customer databases to drive profitability can succeed at generating post-close revenue growth.

Read our point of view article on how you can leverage sales and marketing to maximize the value of your M&A [PDF, 161 KB]
PDF Help