Integration Focused M&A: Why Execution Should Inform Strategy Before You Sign
Release Date: 02/02/2026
Integration Focused M&A: Why Execution Should Inform Strategy Before You Sign
M&A Science
, M&A Integration Manager at SALESIANER Gruppe Most M&A deals fail because integration was “something to figure out later”. By the time execution realities, cultural risks, and people impacts surface, the deal is locked, and teams must work around untested assumptions. In this episode of the M&A Science podcast, Ciprian Stan, M&A Integration Manager at SALESIANER Gruppe, explains that integration must be a strategic input to increase chances of success. Things You'll Learn The importance of involving Integration early in the process Pre LOI preparations and...
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M&A Science
M&A isn’t just about closing deals, it’s about making the deal actually work. , M&A advisor and founder of his own boutique advisory practice, spent 30 years on the buy-side at Verizon, Dentsu, Presidio, and NP Digital. He's worked 125+ deals across telecom, advertising, and digital marketing. Now he's flipped to advisory, bringing that buy-side operator mindset to entrepreneurs preparing for exit. In this episode of the M&A Science Podcast, Carlos Cesta, Partner at Makanta Services, breaks down how seasoned buyers really think about M&A. Not as a linear process, but...
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M&A Science
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M&A Science
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M&A Science
– Transformation and Integration Leader joins us to pull back the curtain on why integrations break—and what it actually takes to make them work. With deep experience across healthcare, SaaS, professional services, and financial services in both public and PE-backed environments, Donara has led diligence, post-close integration, TSA execution, and enterprise system implementations. This episode tackles the hard truths about carve-outs, TSA management, day-one readiness, and the cross-functional dependencies that most teams miss until it's too late. If you've ever wondered why integration...
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M&A Science
Andy Cohen, Vice President of Corporate Development at F5 Andy has built a career that proves M&A is fundamentally about relationships, not just transactions. With 30 years of experience and 60 deals closed across high-growth tech companies including Citrix, Acquia, and F5, Andy has cultivated the kind of reputation where every CEO he's worked with will take his call tomorrow. In this conversation, he reveals why zero-sum thinking kills deals, how to convince people to sell without convincing them to sell, and why walking away on principle matters more than closing at any cost. ...
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My Daughter Interviews Me About M&A | Holiday Special Episode with Shyla Patel
M&A Science
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M&A Science
, Partner and Co-Head of U.S. at 65 Equity Partners shares how his firm is redefining private equity through non-control investments in founder-led businesses. In this conversation, Leon breaks down why the best companies are never for sale, how immigrant adaptability translates to investing success, and why boring, disciplined deal-making consistently outperforms flashy transactions. He also walks through his framework for negotiating term sheets and building relationships that span years before cutting checks north of $200 million. Things You'll Learn Why non-control "partnership capital"...
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M&A Science
– Chief People and Transformation Officer at Quadient joins us to discuss how successful M&A integration starts long before you sign an LOI. Brandon shares how Quadient built M&A capability across the organization through strategic hiring, created a transformation office that breaks down traditional silos, and executed portfolio transformation through dozens of acquisitions and divestitures. Learn why the secret to integration success isn't just about playbooks—it's about building M&A muscle into your team from day one. Things You'll Learn Why hiring for M&A experience...
info_outlineCiprian Stan, M&A Integration Manager at SALESIANER Gruppe
Most M&A deals fail because integration was “something to figure out later”. By the time execution realities, cultural risks, and people impacts surface, the deal is locked, and teams must work around untested assumptions.
In this episode of the M&A Science podcast, Ciprian Stan, M&A Integration Manager at SALESIANER Gruppe, explains that integration must be a strategic input to increase chances of success.
Things You'll Learn
- The importance of involving Integration early in the process
- Pre LOI preparations and expectations
- Cultural Diligence and what to look for
- How to communicate the deal the right way
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Buyer-Led M&A™: The Framework is Now Available
Traditional M&A is broken. Buyers chase auctions. Sellers control the process. It's reactive, inefficient, and exhausting.
After 300+ episodes of M&A Science, I've taken insights from the world's top corp dev leaders and distilled them into a practical framework for taking control of your M&A pipeline—how to source deals directly, build relationships earlier, and stop being auction-chasers.
If you'd like to build a proactive M&A program that founders actually want to engage with, you can grab your copy.
https://dealroom.net/resources/ebooks/buyer-led-m-a-tm-the-framework
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Episode Chapters
[00:08:00] – Processes vs. Technology: Discussion on managing the computerized maintenance management systems (CMMS) and standardized processes during early deals.
[00:10:00] – Leveraging an Engineering Background: How a computer science background helps M&A leaders speak the language of IT teams while avoiding micromanagement.
[00:13:00] – Proactive vs. Reactive Buying: Defining proactive buying as understanding the "why" and identifying specific gaps (geography, technology, etc.) before acquiring.
[00:15:00] – Growth Strategies: Practical examples of buying for revenue growth versus strategic, deliberate footprint expansion.
[00:20:25] Integration Should Shape the Deal Early – Integration leaders surface execution risks that strategy teams often overlook.
[00:29:00] – Pre-LOI Must-Haves: Essential considerations including an integration thesis, timeline estimates, and financial constructs like earnouts.
[00:35:00] – Identifying "Secret Sauce": The necessity of protecting what makes a target company successful during and after the transaction.
[00:36:00] – Founder Dynamics: The pros and cons of keeping a founder on after the sale and how their intentions impact the company culture.
[00:38:00] – Red Flags and Honest Negotiations: Warning against "pink glasses" during deals and the high cost of lying or tricking a seller during negotiations.
[00:48:00] – Dealing with Write-Offs: A cautionary tale of a full investment write-off caused by ignored red flags and excluding integration experts from the deal table.
[00:52:00] – Client and Supplier Risks: Why buyers must speak to a target's major clients to ensure the acquisition doesn't create a "single point of failure" risk.
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Questions, comments, concerns? Follow Kison Patel for behind-the-scenes insights on modern M&A.