Tim Christie

One of the most common integration mistakes I encounter is mis-sequencing priorities. Not lack of effort. Not lack of intelligence. But lack of disciplined sequencing. In many transactions, the distinction between Day 1 vs. integration planning becomes blurred. Leaders feel pressure to “move fast,” demonstrate momentum, and begin delivering synergies immediately. In that urgency, they often attempt to do things like make system or process changes, start cross-sell initiatives, or implement...

The optimal M&A timeline includes ~3 months of integrated diligence and planning, followed by 9–12 months of disciplined execution. Speed and effectiveness of integration are leading indicators of ROI. Early integration planning at LOI, strong governance, cross-functional alignment, and rigorous synergy tracking enable companies to capture value quickly and avoid erosion from delay, fatigue, and missed targets.

M&A Practitioners have a love/hate relationship with earnouts. Everyone has a list of stories about how they go sideways, yet they continue to play a critical role in getting deals done. In this article, we examine a number of critical issues: To understand why earnouts still matter, the practical steps buyers and sellers can take to negotiate them effectively, and the most common mistakes that lead to disputes. Perhaps understanding these basics will make your next earnout clearer, fairer,...