Integration should preserve the judgement the acquisition bought
A consistent process can be useful while making acquired expertise harder to apply. The integration account needs to explain where that judgement enters the work.
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Look inside the enterprise implied by the next proposal
The next growth route may change the reason partners choose you
An adjacent product can alter a service company's position in the value chain. The strategic account needs to compare the new role with the relationships it may disturb.
Read the essayDeveloping a capability is not an instant substitute for buying a business
Training and acquisition can serve different scopes and timetables. A smaller commitment becomes misleading when its unfinished capability is presented as an equivalent operating business.
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