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Corporations invest heavily in the financial and legal aspects of pre-acquisition due diligence but far less emphasis is put on the commercial side. Almost all target companies have overly optimistic projections but these are not always identified before the acquisition. Effective commercial due diligence often has an impact on the price or the terms of the acquisition.

The most traumatic time for any merger or acquisition is immediately after the deal is announced. The need is to move quickly to communicate to both organisations and move forward with the plan for integration.

• Which companies are available for purchase?
• What type of company should we consider?
• What is the current commercial position of the target company – commercial due diligence?
• Is the information about the target company accurate?
• How should we integrate the target company?