Ciprian Stan, M&A Integration Manager at SALESIANER Gruppe

Most M&A deals fail because integration was "something to figure out later". By the time execution realities, cultural risks, and people impacts surface, the deal is locked, and teams must work around untested assumptions.

In this episode of the M&A Science podcast, Ciprian Stan, M&A Integration Manager at SALESIANER Gruppe, explains that integration must be a strategic input to increase chances of success.

Things You'll Learn

The importance of involving Integration early in the process
Pre LOI preparations and expectations
Cultural Diligence and what to look for
How to communicate the deal the right way

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Episode Chapters

[00:08:00] – Processes vs. Technology: Discussion on managing the computerized maintenance management systems (CMMS) and standardized processes during early deals.

[00:10:00] – Leveraging an Engineering Background: How a computer science background helps M&A leaders speak the language of IT teams while avoiding micromanagement.

[00:13:00] – Proactive vs. Reactive Buying: Defining proactive buying as understanding the "why" and identifying specific gaps (geography, technology, etc.) before acquiring.

[00:15:00] – Growth Strategies: Practical examples of buying for revenue growth versus strategic, deliberate footprint expansion.

[00:20:25] Integration Should Shape the Deal Early – Integration leaders surface execution risks that strategy teams often overlook.

[00:29:00] – Pre-LOI Must-Haves: Essential considerations including an integration thesis, timeline estimates, and financial constructs like earnouts.

[00:35:00] – Identifying "Secret Sauce": The necessity of protecting what makes a target company successful during and after the transaction.

[00:36:00] – Founder Dynamics: The pros and cons of keeping a founder on after the sale and how their intentions impact the company culture.

[00:38:00] – Red Flags and Honest Negotiations: Warning against "pink glasses" during deals and the high cost of lying or tricking a seller during negotiations.

[00:48:00] – Dealing with Write-Offs: A cautionary tale of a full investment write-off caused by ignored red flags and excluding integration experts from the deal table.

[00:52:00] – Client and Supplier Risks: Why buyers must speak to a target's major clients to ensure the acquisition doesn't create a "single point of failure" risk.

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Integration Focused M&A: Why Execution Should Inform Strategy Before You Sign

M&A Science