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Utilizing Strategic Sales and Marketing to Secure Customer Loyalty During M&A Transitions
Mergers and acquisitions represent pivotal moments that can either accelerate growth or derail carefully built customer relationships. While executives often focus heavily on financial synergies and operational integration, the customer experience during an M&A transition frequently determines long-term success. Research indicates that companies lose an average of 10-15% of their customer base during significant organizational changes, with poorly managed transitions resulting in even steeper losses. However, organizations that proactively leverage sales and marketing strategies to guide customer transitions not only retain their existing base but often emerge stronger, with enhanced market positioning and deeper customer relationships.
How Can Operating Partners Work with Management Teams to Drive Growth?
Oct 12, 2017 4:13:46 PM — Ever had a portfolio company that ate up every bit of advice you had on how they could run better, but could not seem to grow? We at Chief Outsiders see this all the time. Often the best run companies have the hardest time growing. It’s a classic challenge, especially in the B2B world where engineers who run companies fall in love with the thing they make or the service the deliver… or simply with the technology they love.
Show Them What Success Looks Like: Interview with Ron Sansom of The Riverside Company
Apr 19, 2017 3:45:40 PM — How can you get the founder and family of the company that you just acquired to change their way of thinking? Your private equity firm has just bought this great little company with the plan to turn it into this great big company. You can do that because you and your firm can bring assets to bare that you know will drive this company like it has never been driven before. The only problem is that people driving the bus have never driven like that.
Operating on the Same Side of the Table: Interview with Ricardo Gonzalez of Hellman and Friedman
Apr 19, 2017 3:42:33 PM — One of the challenges that all Operating Partners face is finding the balance between being a representative of the Private Equity “owners” and helping the portfolio company leadership team get stuff done. This can be particularly difficult when the area the company needs help in relates to things like sales leadership or sales management.
Madison Dearborn Taps Nielsen President as Executive Partner
Apr 18, 2017 1:23:00 PM — The former President of Nielsen Holding joins the Chicago-based private equity firm to help source and develop opportunities in data and business analytics. Madison Dearborn Partners recently announced that John Lewis, the former Global President of Nielsen Holdings, will join the firm as an Executive Partner to help find and manage information services opportunities.