Computer Peripherals Study #1

Issue Faced. Integrating an acquisition

Industry. Computer peripherals

Location. Canada

Size Of Company. $ 10,000,000

Who Brought In The Team/Individual. CFO

Goal Of Assignment. To integrate an acquisition into a larger North American operation.

Actions Taken. Post closing, they were left to their own devices, virtually picking and choosing those activities or systems that they found of interest to use. On site, meetings began with local management to understand their issues, and begin selling them on the benefits of being part of a larger group. Most issues were of a minor nature, but poor communications created a feeling of isolation. Developed a forum to address all issues and more importantly to create face to face interaction to explain benefits. Reviewed local practices and implemented a few of those to create some cross-cultural pollination.

Results. Some team members needed to be changed at the acquired company. The remaining group benefited from the buying power, product breadth, and systems to allow the acquired company to improve performance. An earn out, as part of the purchase price, was achieved in two years instead of three. Communications, including listening, helped salvage a divisive situation and set the stage for meeting the overall acquisition goals.

Assignment Duration. Six months

Resources Utilized. Cross-functional team of the purchasing company

Testimonial. Acquired management flourished with the proper attention

Submitted By. Tom Baratka