Consolidation--The Ties That Bind?

Points to Consider
Frick feels the industry is still relatively fragmented and diverse, a trend he sees continuing, though diminishing, over the next 10 years. Consolidation also requires a post-acquisition, multi-faceted integration process—one that takes time and isn't always smooth. Integration, he points out, involves the imperative of successfully blending company cultures while allowing for earned autonomy. Important sales considerations include fostering cross-selling, fairly and harmoniously rethinking the mechanics of account assignments and sales compensation arrangements.