With market analysts predicting a long-awaited rebound in mergers and acquisitions (M&A) this year, many founders and CEOs are preparing to shift gears—from growing organically to growing through acquisitions. For those used to pitching and selling, stepping into the buyer’s seat can feel unfamiliar and daunting.
For startup leaders planning their first acquisition, here are the three golden M&A rules that you don’t have to learn the hard way.
1. Get Clear on Your ‘Known Unknowns’ Before You Dive In
If you’ve never done an acquisition before, the first step is admitting you don’t know what you don’t know. That’s where the concept of ‘known unknowns’ comes in—areas you’re not equipped for, but can prepare around.
Start by assembling a tight group of experienced advisers. Prioritize those who can guide you on legal matters, due diligence, data integration, and financial modeling. These experts will help you spot gaps early and avoid costly surprises. But keep your advisory circle small. While it may be tempting to include more voices for reassurance, too many opinions can slow things down. In fact, nearly 40% of M&A deals take longer than expected. Fewer, more focused contributors keep things moving efficiently.
2. Over-Communicate—Long Before the Deal Is Signed
Much like a fundraising round, closing an M&A deal demands focus. But in the midst of spreadsheets and legal docs, it’s easy to forget one critical piece—your people.
Transparent and consistent communication is key to maintaining trust with your team, the company you’re acquiring, your investors, and your customers. Don’t wait until the ink dries to share updates. From day one, have a communication plan that outlines when and how you’ll engage each group.
Lean on your internal comms team and advisers to test messaging and prepare for potential leaks or employee concerns. If you’re vague or evasive, trust erodes fast.
3. Build Your Integration Blueprint Before Closing the Deal
If you think integration starts after contracts are signed, think again. More than 80% of failed M&A executives point to poor integration as the primary culprit.
That’s why you need an actionable framework ready before the deal is finalized. Integration isn’t just an operational checklist—it’s a strategic initiative that needs real ownership and accountability.
One often-overlooked truth: integration is just as important as the deal itself. Done well, it unlocks value. Rushed or ignored, it derails everything.
Final Thoughts: M&A Success Starts Long Before the Signature
Acquisitions offer game-changing potential. You can unlock new markets, bring in fresh talent and technology, and strengthen your competitive edge. But none of this happens by accident. Success requires clear-eyed preparation, precise communication, and a detailed integration plan from day one.
If you’re a founder stepping into your first M&A, treat the process with the same intensity and intention you brought to building your company. Because when done right, the rewards aren’t just strategic—they’re transformative.
