Make A Sales Pitch For The Deal And Point Out The Warning Label

Integrating companies produces some nasty side effects.  Rather than create value, an integration initially creates problems.

This is the “it gets worse before it gets better” phenomenon. And it’s totally predictable.

As people have to break their familiar routines, performance weakens. It’s an awkward time, with more confusion, communication problems and job stress.

This is a completely normal turn of events. Just the same, it looks bad. If people aren’t mentally prepared for it, chances are they’ll conclude that the integration plan isn’t working. The grumbling gets louder, and the merger loses steam.

Resistance always spikes up when predictable integration problems take people by surprise ...