Opinions expressed by Entrepreneur contributors are their own.
Growing a business through acquisition is a significant and bold move for any leader. While it’s filled with excitement and potential, it can certainly feel like a lot to handle at times. The key is to focus on nurturing strengths, expanding your reach and bringing everyone together around a common purpose.
But, as with any major decision, challenges inevitably come with the territory.
When acquiring a company, due diligence is the most important thing you can do to lay the foundation for success. This process goes beyond just ticking boxes. As a business leader, you must ensure that your next business target can be seamlessly integrated into your organization. Skipping this step can lead to costly mistakes.
It is best to review and evaluate compliance with current regulations, as well as all contractual obligations, licensing and certifications. Financial audits are also essential to confirm the company’s financial health and identify any hidden issues. Employment practices, data privacy and security protocols should be carefully evaluated to ensure they align with your standards.
I remember one acquisition in which we discovered some serious gaps in data security. These weren’t small oversights — they were issues that could have caused big problems down the line. We acted fast to address them, and that early action paid off by ensuring compliance and earning the trust of both employees and clients. The key to tackling challenges like this is to bring in the right experts. You need a team — legal, financial and operational — who can see things you might miss. Their insights can help resolve potential issues before they grow into major headaches.
Related: When Two Become One: M&A As A Growth Strategy For Your Startup
1. Retain talent and clientele
An acquisition can unsettle employees and clients alike. Both groups are vital to the company’s success, and losing them can significantly impact your investment.
For employees, clear and regular communication is imperative. People need to understand the purpose of the acquisition and how it will benefit them. In the past, we kept our employees informed at every step during one acquisition. It helped retain their confidence in us and removed any uncertainty they had. Businesses can offer retention bonuses or career advancement opportunities to help keep team members engaged. Additionally, involving employees in shaping company culture can create a sense of ownership and inclusion.
Client retention requires a similar level of care, if not higher. Personalized messages to clients can affirm the continuation of services and benefits while highlighting improvements to expect. Maintaining or improving service quality during the transition period is crucial.
Having someone from your team whom clients can turn to surprisingly makes all the difference. We once had a long-time client who felt uneasy about operational changes during a transition. They needed reassurance that their needs wouldn’t be overlooked, so we assigned a trusted account manager to address their concerns directly and consistently. We not only eased their worries but also strengthened their loyalty to us.
2. Assess future risks
Acquiring a business is not always about what it brings to the table today. A rule of thumb in any acquisition is carefully assessing its long-term potential in your existing businesses. A thorough assessment of risks and opportunities ensures you’re making a sound investment.
Key factors in valuation involve analyzing revenue, profit margins and cash flow trends. Assess the company’s competitive advantages, market share and growth potential. Tangible assets like equipment and real estate, as well as intangible assets like intellectual property and brand reputation, deserve equal attention.
It is also important to identify potential liabilities, such as legal issues, debt obligations, or operational risks. During an acquisition, we encountered unfavorable lease agreements. Our team renegotiated those terms before finalizing the deal, which helped us avoid financial strain down the road. The lesson here is to always think ahead, anticipate challenges and address them proactively.
Related: Don’t Make These 5 Critical Mistakes as You Plan for Next Year
3. Integrate company cultures into one
Cultural integration is often the most overlooked part of an acquisition. When you combine two organizations, merging systems is not enough. One of the priorities must be the strategy of uniting people under a shared vision.
To gain a deeper understanding of cultural differences, we leveraged surveys to identify the strengths and gaps of both organizations. This feedback guided the creation of a unified mission that reflected the values and goals of the combined company. During this phase, we found that aligning on a shared mission helped employees feel invested in the new organization’s future.
Most importantly, leadership must take the first step in setting the tone. Managers should model the behaviors and values they want to see throughout the organization. Comprehensive onboarding programs help new employees adapt to and embrace the unified culture. Open communication channels, such as regular town hall meetings, also allow employees and clients to voice concerns and offer feedback. These forums build trust and demonstrate that everyone’s input matters when scaling.
Related: When Acquiring a Company, Don’t Forget About the People
Building a legacy beyond the balance sheet
Acquiring another company is never easy, but the potential it holds is definitely unmatched. The real challenge goes way beyond managing the logistics — it encompasses building something that resonates with people on every level. Growth doesn’t mean bigger numbers on a balance sheet. If you want to scale through acquisition successfully, you must create an environment where employees feel included, clients see continued value, and your vision becomes a shared purpose.
Focus on understanding the people behind the processes. Take the time to address their concerns, align your goals and inspire confidence. Whether it’s retaining a talented team or reassuring long-standing clients, the care you put into these connections will define the long-term success of your venture.
At the end of the day, acquisitions are more than just assets and profits. They’re about crafting a legacy that combines the best of what each organization offers. When you get it right, you’re on your way to building a community that thrives together in the long run. That’s what makes all the effort worthwhile.
