Mergers & Acquisitions Advisory

A Neumann & Associates, LLC

April 7, 2015

They Are All Big Deals – Tips for A Successful Business Acquisition

By Joseph Eneldas


If you are purchasing an existing business to add into your own, you are taking a step that involves a lot of terrific potential but also a lot of risk.  In truth, a considerable portion of company mergers fail.

But there is a lot to you can do to tilt those odds more in your favor.  They are all part of the business alchemy known as Acquisition Integration.  Let’s take a look at a couple of the key elements of integration success to familiarize and equip you.

The single-most important step that you can take to make business acquisition succeed is this:

Acknowledge the fact that merging two companies is not the same as running two companies… or even running one big company.

If you accept that premise, you will approach the integration process with more awareness and more thoroughness and you will be much more likely to succeed. Period!

Why is that so?  Because running a company is largely about maintaining and optimizing existing systems.  Merging two companies is about changing them.

There is no project that will affect more corners of your company, more of your staff, and more of your outside stakeholders than a merger.  None.  So the odds are that something somewhere will go wrong if you don’t play the integration game mindfully.

Here are ten useful tidbits to get you started on the road to properly integrating your next acquisition:

  • Never ever lose sight of the strategic rationale for the acquisition. “Why are we doing this deal?” Tattoo that question on the back of your right hand.
  • Start the integration at the strategic planning phase of your deal process and keep it going much longer than would seem necessary. It affects everything and its stumbling blocks can be very subtle.
  • Appoint a special team to manage the integration process. Treat them as the biggest value creation opportunity that your company has. Put one person in charge who, if at all possible, has no other “day job.”
  • Err heavily on the side of over-communicating. The time to guard secrets is not when your company’s work environment is at its most turbulent and uncertain.
  • Go fast. Make decisions as quickly as possible.  Think well ahead and wait only for good information, not perfect.
  • Speed and communication are particularly important when dealing with people, i.e., your staff, your customers, your investors, your suppliers. People worry, assets don’t.
  • Financial and legal matters represent only the tiniest fraction of effective due diligence. “How is this actually going to work?”  Tattoo that question on the back of your left hand.
  • A short due diligence checklist that is based firmly on strategic rationale and achieving operational excellence AND is prioritized is way better than a gigantic list of random pretty-good things to do.
  • Target a few key metrics to measure your progress against your strategic objectives and share that progress regularly around the combined companies.
  • Identify a couple of “quick wins” that can be used to reinforce to all your stakeholders the intent and the benefits of the business acquisition.

It is entirely possible to tilt the bad odds of acquisition history in your favor with effective integration.  It will cost money and time but is a proven tipping point in the value creation art of doing deals.


Douglas Yorke is Managing Partner of Rumson Acquisitions.  He created Rumson Acquisitions to help smaller and less frequent acquirers realize the value of their corporate development investments by providing acquisition preparedness, integration expertise and ongoing integration management services for deals ranging in size from $3-30 million. You may follow Mr. Yorke’s commentary on acquisition integration at

About A Neumann & Associates, LLC

A Neumann & Associates, LLC is a professional mergers & acquisitions and business brokerage firm having assisted business owners and buyers in the business valuation and business transfer process through its affiliations for the past 30 years. With an A+ Better Business Bureau rating, the company has senior trusted professionals with a deep knowledge based in multiple field offices along the East Coast and has performed hundreds of business valuations in its history. The firm’s competitive transaction fees are based on successfully completing transactions. For more information, please contact A Neumann & Associates at 732-872-6777 or

Comments are closed.

Any questions? Please contact us at 732-872-6777
Call Now

Client Testimonials

“Your vetting is simply outstanding, among the best I've seen from a broker.”

Eric H., Investor

“I recently contacted A. Neumann and Associates about getting a valuation of my business done. I spoke with Marc, who explained the process in detail. After meeting with Marc in order to get a clear understanding of my business, and what I was hoping to accomplish. His patience in answering all my questions and his knowledge of the proper way to market my business gave me great confidence that this is the firm I will be using to sell my business for max value. Working with Marc at A Neumann & Associates was very easy and professional. I did not know all that was going to be involved in selling my business but they helped me through the process. What I thought was going to be a just another one of those pushy sales companies was just the opposite. Polite, knowledgeable, and a pleasure to talk to and deal with. I highly recommend this firm to anybody who wants to sell now or down the road. Marc not only knows his stuff, but actually is a real nice guy.”

Double Diamond

“Used A Neumann & Associates to sale my business. could not imagine having done it with out the patience and experience Gary provided. Thanks Gary,”

Dennis Frazier

“Working with Marc and his company was a pleasure. What I thought was going to be a just another one of those pushy sales companies was just the opposite. Polite, knowledgeable, and a pleasure to talk to and deal with. Marc handled most of the interaction and he has one of the greatest demeanors. Again, it was a pleasure working with him and his firm.”

Douglas DiCeglio

“I recently completed an acquisition using A Neumann & Associates. Tony Valentino was very helpful and accessible during the entire process. They do a thorough job vetting both parties and got us to the finish line.”

Srini Mudambi

“Claus out of Florida helped us with the sale of our business. We had never done anything like this and him and his team walked us through the process from start to finish. We had some challenges through the process and Claus continued to show up even in the difficult conversations.”

Colby Harris, Co-Owner, Del Mar Designs

“Claus Madsen thoroughly helped us with selling our company. From the 1st introductory meeting explaining to us what was possible, to providing us with resources to assist with the sale. Claus was invaluable throughout the whole sales process. Claus was with us every step of the journey and always made himself available for any questions or issues that came up along the way. If you are interested in selling your business, I encourage you to reach out to Claus and the ANA team so that they can let you know what’s achievable. These guys will make it happen!”

Ron Harris, Co-Owner and Vice President, Del Mar Designs

“A Neumann & Associates is the only business broker I would use or consult with. They have assisted with 3 business sales over the past 15 years with me. They are honest and sincere and have always performed better than my expectations. They are the only one i would use for the sales of my businesses.”

James Belanger, Business Owner

“I wanted to take a second to commend the exemplary customer service from both you [Karin Neumann] and Mr. Valentino. It’s both a rarity in the industry, and very much appreciated.”

Andrew G., Investor

“We worked with Neumann & Associates to investigate the purchase of a research company in 2010 and found Achim to be capable, forthright and realistic. His depth of experience enabled us to fully understand our options, offering creative options that might enable the acquisition. While we didn’t acquire that particular company at that time, we know exactly who to call whenever we’re looking to buy or sell a business.”

Daniel Coates, Buyer
view all testimonials

Contact A Neumann & Associates, LLC

If you are considering selling your business, please contact us to learn more about our comprehensive service spectrum. Our experienced professionals will answer all your questions about selling a privately held business in complete confidentiality. Please fill out our contact form, or call us at 732-872-6777. We will contact you directly and will never identify ourselves to your employees.

call us now
Contact Us for a Free, Confidential Consultation

Experienced M&A Advisors available

Full Name
Email Address
Phone Number