What role does middle management play in a successful M&A deal?



Research suggests that businesses that fail to utilise their middle managers during and after a dealmaking process do so at their peril. In fact, middle management can play a central role in a successful acquisition or merger and an effective middle management team can greatly increase the chances of a deal going smoothly. Here, we take a detailed look at this commonly overlooked resource. Interview research carried out by US-based The Conference Board, reported in the publication: ‘The Leadership Factor in Mergers & Acquisitions’, found that the majority of respondents who considered their companies effective at dealmaking also said that middle management within their businesses were a key part of that success. Despite this, many businesses continue to focus on senior managers and the C-suite when making an acquisition, thus failing to engage those that bridge the gap between those senior staff and the employees that work for them.


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