M&A Science
How Integration Debt, Cultural Friction, and Communication Failures Kill M&A Deals with Donara Jaghinyan
This episode isn’t summarized yet
Create a free account and summarize it. In a few minutes you’ll have the key takeaways and a section-by-section summary.
Show notes
Donara Jaghinyan – Transformation and Integration Leader
"A hundred opportunities in your funnel will likely only materialize one to two actionable opportunities." That's Christian Hassold's funnel math after building corporate development functions at ChannelAdvisor, CommerceIQ, Salsify, and Wpromote x Giant Spoon.
Christian walks Kison through his five-pillar lean M&A framework: deep dive the business, define and battle test the strategy, communicate it, run the funnel, and commit to close. His version of commit to close still has a stop list: dishonesty, fraud, or a culture that isn't a fit. Everything else gets cataloged and weighed as a pattern. He also shares how he flew to Atlanta to interview a failing competitor's employees before making his pitch, then sold the combined business to ChannelAdvisor.
Christian catalogs red flags as the deal runs and gives the integration team a front-row seat from the LOI. DealRoom Diligence is built for that workflow: every finding gets an owner and a mitigation plan, and the integration team can plan workstreams from live findings before close instead of from a handover deck. See how findings work: click here.