Client
Issues
Financial results appeared positive, but several commercial questions remained unresolved. Revenue depended heavily on a limited number of accounts and international principals. The buyer also lacked visibility into customer satisfaction, succession risk, channel strength, and whether the target’s recent growth could continue after the transaction.
Solution
We conducted B2B commercial due diligence to test the target’s market position, customer strength, competitive advantages, and growth assumptions. The engagement provided the buyer with a clearer understanding of the target’s commercial resilience, key risks, and the areas where future value could be created after acquisition.
Approach
Our work combined market analysis, customer interviews, competitor benchmarking, revenue-concentration assessment, and channel review. We examined customer retention, contract structures, supplier relationships, sales capabilities, market reputation, pricing, and expansion opportunities. Management assumptions were tested against evidence from buyers, partners, competitors, and industry stakeholders.
Recommendations
We recommended proceeding with a stronger focus on customer retention and commercial integration during the first year. The buyer should reduce dependence on selected principals, strengthen key-account management, formalise succession planning, and prioritise cross-selling into existing relationships before pursuing aggressive geographic expansion.
Engagement ROI
Within 12 months of the transaction, the acquired company retained more than 95% of its key customers. Cross-selling into existing accounts contributed to approximately 8% revenue growth, while clearer key-account priorities supported a smoother commercial integration. The buyer also reduced concentration risk and strengthened succession planning before committing further resources to regional expansion.
