You’ve closed the deal, now comes the real work.
Up to 70% of mergers and acquisitions fall short of their intended goals (Harvard Business Review, PwC), most often because organizations underestimate the people and process integration required. If you’ve watched expected benefits slip away or felt teams grinding against each other, you know how easily things can go awry.
So, how do you ensure your ROI lives beyond the press releases? Here are 4 strategies that work:
1. Invest in Visibility to Drive Better Decisions
Acquisitions bring in new talent, but without clear talent processes/systems that offer visibility, high-potential leaders and frontline stars sometimes fly under the radar. Use tools and processes that surface strengths, identify gaps, and reveal engagement insights. With this data, you’re equipped to build dynamic, high-performing teams, rather than hope your best people naturally find their spot or don't jump ship due to uncertainty.
2. Build Alignment to Foster Trust
Every acquired company comes with its own way of working. Investing in leaders feels obvious, but in our experience, it will only really move the needle in your integration if it's done like everything else... with intention. This can't be a checkbox or generic leadership advice. The most impactful approaches for these situations strategically blend:
Not sold yet? A study by McKinsey found that companies with strong leadership during times of change are 2.4 times more likely to hit their performance targets.
3. Drive Consistency to Strengthen Your Brand
Let’s be blunt: Customers don’t care about your org chart. They do care about the experience they receive, no matter which legacy brand they encounter. That’s why training and empowering your customer-facing teams is non-negotiable. They’re the ones building (or breaking) trust every day. Consistency, across every touchpoint, drives loyalty and builds your reputation.
I have seen so many companies let these disparate approaches drag on for months, years, decades. Unless there is a strategic reason to do so, it can damage your customer experience, your reputation, and create wild internal frustration.
4. Make Progress Visible, and Celebrate It
Don’t hold out for one big win. Break integration into clear milestones: onboarding teams to unified systems, reaching that first cross-sell win, or achieving a notable customer satisfaction score. Each milestone you celebrate signals momentum and keeps everyone pulling in the same direction.
Just like any parent has learned, you'll get a lot further by catching and celebrating the good, than focusing on what isn't going right.
Final Thought: Acquisitions are more than financial transactions; they should be transformative. By focusing on the people and processes you're integrating, you put visibility, alignment, consistency, and empowerment at the center of your integration. Engage your team in this work, and it's not happening to them, they are doing it with you. I guarantee, you'll feel the difference. Maybe all the difference between fighting an uphill battle and making your growth strategy a reality.
What’s your experience? What strategies have helped you succeed in post-acquisition environments? Drop your thoughts below and join the conversation!
Ready to put these strategies to work? Let’s talk about how we can help your team achieve the results your deal deserves.