Acquiring or Being Acquired? Don't Forget the Customers

Acquisitions are expected to pick up in 2011. Should you find yourself as part of an acquired company, here is a tip to help you weather the change.

The acquiring company may be familiar with your market, but generally they are not intimate with your customers. If you have strong customer engagement programs, you are Companies Coming Togetheran asset during the transition period.

Instead of sitting on the sideline, involve the acquiring company in your Customer Advisory Council.* They'll have the chance to meet your strategic customers, discuss the new organization, understand challenges and trends in your market and map out future opportunities with your customers.

You'll position your programs as strategic and yourself as a trusted adviser.

*Consult with your legal department and/or the transition team to understand when you can involve the acquiring company

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