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Taking over a company is no small feat. The complexity and scale of the process require a deep understanding of varied disciplines, from financial evaluation to operational management. You’re not only buying an asset; you inherit a legacy, a brand, an worker base and an entire ecosystem that have to be rigorously managed and integrated.
Success depends on assembling a team of expert professionals who bring a number of competencies, ensuring every aspect of your business is thoroughly examined and seamlessly incorporated into your vision.
Each role is expected to cover critical areas of the business and address challenges specific to varied key industries. Whether you’re starting a profession in technology, manufacturing, healthcare or any other industry, these key positions will help you navigate the complexities and unlock the full potential of your recent enterprise.
Here are five positions mandatory for a successful acquisition and smooth integration.
1. Business (*5*) Strategist
Role overview:
A business development strategist plays a key role in identifying growth opportunities and creating strategic plans. Their responsibilities include market evaluation, partnerships, risk mitigation and strategic planning.
Real world example:
When Amazon acquired Whole Foods in 2017, the business development strategy team played a key role. They identified potential synergies between Amazon’s technology and Whole Foods’ physical stores, resulting in innovations reminiscent of cashierless checkouts and improved supply chain efficiency.
How they cope with other roles:
With financial analysts: : Collaborate to align strategic plans with financial forecasts and valuations.
With Sales Leaders: : Share market insights to enhance sales strategies and set realistic goals.
With industry specialists: : Leverage regulatory and market knowledge to develop informed growth strategies.
2. Financial analyst
Role overview:
A financial analyst provides essential insight into a company’s financial health through financial modeling, valuation, due diligence, performance evaluation, and strategic financial planning.
Real world example:
During Microsoft’s acquisition of LinkedIn, financial analysts conducted extensive due diligence, including discounted money flow (DCF) and comparable company evaluation, to justify the $26.2 billion price tag and forecast future performance.
How they cope with other roles:
With business development strategists: : Provide financial data for strategic development plans and risk assessments.
With Sales Leaders: : Analyze sales data to evaluate the financial impact of proposed sales strategies.
With operational managers: : Monitor financial performance metrics to discover opportunities for savings in operations.
3. Sales leader
Role overview:
A sales leader generates revenue and scales the company through strategy development, team management, insightful customer knowledge, data-driven decision-making and cross-department collaboration.
Real world example:
When Salesforce acquired Slack, the Sales Leadership role was instrumental in integrating Slack’s sales processes with Salesforce’s, developing a unified sales technique to maximize cross-selling opportunities, and promoting adoption of the Slack platform among Salesforce’s existing customer base.
How they cope with other roles:
With business development strategists: : Align sales goals with strategic development opportunities.
With financial analysts: : Use financial metrics to enhance your sales strategies and measure performance.
With industry specialists: : Leverage industry knowledge to adapt your sales approach and increase customer engagement.
4. Industry specialist
Role overview:
The industry specialist brings deep industry knowledge including regulatory compliance, innovation, networking, market evaluation and training.
Real world example:
In Universal Music Group’s acquisition of EMI Music, industry specialists ensured compliance with complex music industry regulations and helped integrate EMI’s diverse catalog into Universal’s business, while supporting relationships with key music industry stakeholders.
How they cope with other roles:
With financial analysts: : Provide industry-specific data to enhance financial modeling and pricing.
With Sales Leaders: : Offer insight into industry trends and customer preferences to tell sales strategies.
With operational managers: : Ensure operational processes are compliant with industry standards and innovations.
5. Operations manager
Role overview:
The Operations Manager ensures day by day operations run easily by focusing on process optimization, supply chain management and quality control.
Real world example:
When Walmart acquired Jet.com, operations managers streamlined Jet’s supply chain processes and integrated Walmart’s logistics infrastructure, which led to improved efficiency and cost reductions.
How they cope with other roles:
With business development strategists: : Implement strategic plans by optimizing operational processes.
With financial analysts: : Manage operating costs and discover savings initiatives to enhance financial performance.
With Sales Leaders: : Ensure operational capabilities are aligned with sales goals and customer expectations.
Assembling a team of those specialized roles – business development strategist, financial analyst, sales leader, industry specialist and operations manager – can transform the daunting task of taking over a billion-dollar company into a well-managed and successful enterprise.
Each role not only provides the mandatory skills, but also works synergistically with the others to make sure every aspect of the business is expertly handled. By effectively integrating these roles, you will position your acquisition for long-term success and sustainable growth.