If you apply the notion of a chain being only as strong as its weakest link to an insurance agency, companies embarking on mergers or acquisitions would be wise to invest time and money to uncover any potential problem points, even seemingly small ones, before a sale is finalized. Although many agency owners start—and finish—an M&A process focused almost entirely on the financials, overlooking or minimizing hidden vulnerabilities can be a costly mistake.
Trouble often arises after an acquisition is complete because buyers didn't consider “intangibles.” To avoid second-guessing an acquisition, buyers should ask two simple questions: Do we have the right people? And can we retain and grow the existing level of business?
Do we have the right people?
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