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Success factors in making acquisitions

How do you know whether or not making acquisitions is a smart decision? Here are three success factors to consider:

  • Know the risk of the customer base you are buying. The due diligence process is critical. This includes predicting the future loyalty and growth of the customer base, in addition to understanding historical trends.
  • Find the hot-spots. An acquirer doesn’t have to know every single area that needs improvement within the target company, but having indicators of weaknesses or hot-spots will give a clear indication of whether or not that company is a good fit.
  • Use customer input in determining the integration strategy. Voice of the Customer feedback can help the acquirer to understand the strengths and weaknesses of the target firm; comparing this to a similar analysis of the acquiring company can identify leverage points that will increase the probability that the acquisition will be accretive in an accelerated fashion.

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Walker Weekly

Walker is a consulting firm specializing in customer experience. Helping businesses for more than 75 years, Walker’s diverse team of consultants provides tailored, comprehensive solutions to help companies achieve their business objectives and grow shareholder value. Walker specializes in customer retention and growth, using predictive analytics and other innovative approaches. Walker works with some of the world’s most influential businesses as well as emerging organizations of all sizes. For more information, please visit www.walkerinfo.com.

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